|Sales Tip of the Week in association with CIM.|
With so much information bombarding buyers on all fronts, it’s unsurprising that prospects tune out much of this background noise until they are ready to buy.
Front of mind
Once the customer has made up their mind to buy, often, not only is there a limited window of opportunity to make your case, but only a very few will even be afforded this opportunity. So, how do you make sure you’re ‘front of mind’ when the prospect is ready to buy?
- You’ve added value in some way – and not just delivered the same tired old telephone pitches, offers of quotes and brochures. Instead, you will have viewed the situation from the prospect’s perspective, recognised that their time is valuable, demonstrated excellent product and industry knowledge, and identified and explained how to solve a genuine problem for the customer.
- You’re distinctive – partly this involves the above, adding value will help you stand out from a sometimes very mediocre crowd, but it can’t hurt to be recognisable for your flair, style, wit and charm, can it?
- You’re reliable – you do what you say you’ll do, when you say you’ll do it.
- You’ve made the customer feel special – this doesn’t necessarily mean remembering their birthday, but it does mean getting the basics right with perhaps a few ‘old-fashioned’ courtesies – politeness, correct personal details on correspondence, letting the customer feel that you would be privileged to receive their business.
- You’re in the right place at the right time – don’t underestimate the value of the right connections and ‘putting yourself about a bit’!
Please follow this link for more information on sales and marketing training from the Chartered Institute of Marketing.
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