Expanding the client base is the main activity of sales representatives, marketers. The success of such an enterprise depends on the correct selection of potential customers, on whom the maximum effort should be spent. There are several paths traditionally used in marketing.
Instructions
Step 1
The main search paths are cold and warm contact. Warm contact involves meeting people who have already entered the sphere of your communication. If this is personal sales, then relatives, friends, acquaintances and acquaintances of their acquaintances, former clients can be attributed to the warm circle. First, a list is made of everyone you have ever known who might be interested in your product or service. Then you call them and make an appointment.
Step 2
Cold contact involves contact with a customer whom you have never personally met, with whom you have not communicated, he is cold about what you offer him, but he is ready to buy. To find potential customers in a cold circle, you need to have a database of companies, or a telephone directory. Actions in this regard do not differ much from actions with a warm circle: you call, get consent to a meeting and a presentation. In addition to a phone call, personal contacts are possible without prior arrangement. In this case, it is necessary to overcome some resistance of the secretary, and after going to the director's office, draw the manager's attention to yourself and arouse interest.
Step 3
When meeting in person, it is important to be neat, collected, friendly, tactful, accurately clarify the needs of the client and build your argumentation on them. It is important to create in the client's mind a picture of the benefits that he can get from using your services / goods. In case of successful completion of the transaction, after-sales service is very important so that the client does not have negative experiences about your products. It will also provide an opportunity to constantly remind the client of yourself, telling him about the promotions that you are running.
