How to approach clients?

aslanandbeez

Hey,

does anybody have any tips on how to approach customers, such as what to say in an opening e-mail phone call?

dab42pat

Have a look at this post, it will answer most questions.
www.webforumz.com/client-talk/62072-client-conversation-etiquette.htm

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DAP Web Design Sensuallady(my wifes site)

aslanandbeez

Thanks, that's very helpful

cocoonfx

Hello Mate


This is a very good question!.....


I have ran a marketing department for the 2nd largest logistics provider and had sales related roles in motorsport and logistics and now web design and it takes a little perfection to get the right approach. Ever customer is different.

The first thing you need to do is be sure your know you product inside out and i mean inside out.

If you calling a client over the phone you have about 30seconds to hook the client it sounds short but its not. In that time you have deliver a hard hitting to the point feature and benefit of what your selling but not enought to kill your pitch.

You then need to make sure you close the call by arranging an firm appointment. at the appointment you use open ended questions to get the information you want. I.E Tell me what three things your current provider is not offering and what three things would you like to be offered? And when they answer the three you then ask them is there anything else and the the answers after the 3 main questions are the actual things the customers want.

By email or by post you need sell your products as quickly and directly as possible. In marketing terms its called KISS (Keep It Simple Stupid ) but to the point.

You have to realise that you have to get your pitch spot on as first impressions count. It make take several goes to get your new clients but if you have a good approach and RESEARCH your clients this is so so importent and make it sound like you care about what they do and what there about.

I would always try to the phone as some will see approachs as SPAM unless there inviting questions.

Don't think its difficult to do as it not but its about finding the right approach and the right angle.... it may take a few months but you will get there. Also remember don't got for the big fish straight as often the little ones are easier to get and then they will build your brand.

I hope that helps
Regards
James
www.cocoonfxmedia.co.uk

aslanandbeez

Hey thanks alot, that's given me alot to think about

aso186

I find (yes corny I know) just being yourself works best. Don't try to 'con' the client, don't act like you know things you don't, just be relaxed and calm. I find most people these days are weary of 'marketing speak' and hard-hitting selling.

alexgeek

I find it's nice if you ask someone for a service and if they can't provide it they point you in the direction of somebody who can rather than them trying to do something they can't do or just being dismissive.

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cocoonfx

Alexgeek is right that really does make a good impact. Often you find people will remember you for this.

sannbe

Cold calling which is what you are talking about can be difficult if you find yourself thinking of your client as an adversary. That happens more than you would think, because most phone sales people are under massive pressure to produce results. Hard selling, intimidation selling can garner a few results but they don't last and they aren't considered a "good sale".
A few things to remember:
1. You have about 5 seconds to get your customers attention, not 30.
2. Sales scripts don't work because those writing them don't do calling.
3. You let the customer lead until you get them where you want them (in other words- you have to keep control of the call but in a way that the customers doesn't notice)
4. One good sale will lead to many many more.
5. Listen, listen, listen....and Take Notes!!!!!(clear concise notes)
6. Do not fudge the truth....it will come back and bite you!

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Sannbe "To the Future!" JMS