When you have your own business, one essential step to consider is to build you client list (not just a digital one with their emails but a proper one with their names, surnames, company names, address, telephone, emails, general contacts and if possible, another point of contact that could be reached at some point).
To develop your business, generating sales is a top priority and your client list to work is critical.
I am going to discuss some essential points to start and develop the business relationship to maintain your business effective.
Managing a portfolio of clients
1. Maintain contact regularly (how to know when it is too much? soon I will give some ideas)
2. Exchange information with each client (appropriate and meeting their needs)
3. Encourage them to say what they think about your product/service
4. Encourage your client to clearly say what they want to achieve
5. Direct clients to specialized team when necessary
6. Promote services and costs that meet their needs and advise when necessary
7. Be clear about your sales process and your rules and their responsibilities
8. Evaluate their needs and how you can help them
9. Keep an accurate records of clients (database)
10. End the engagement reassuring that your company will be happy to help them anytime
Working in a team?
1. Clarify roles and limits
2. Be clear about the sales process and all internal rules and regulations
3. Be firm and explain the client’s responsibilities (invoicing, insurance, pre or pos sales)
4. Review regularly all product/service sales information
5. Give and accept constructive feedback
6. Motivate the team
Important points that you should know when you are with a client
1. Listening attentively
2. Respond effectively
3. Questioning and check the information collected
4. Deal with difficulties and challenges
5. Adapt yourself to your client needs
6. Respect client’s confidential information
7. Offer product/services to meet the client’s needs
Effective Sales Practise Implementation
Sales practise = sales effectiveness = increase sales revenue
Practise will works if it has been implemented well.
Practise = process + training
1. Better qualification = sales effectiveness
2. Standard Sales process – sales team is aware and implementing the process
3. Sales practise and process = use consistently
4. Sales Forecast – create one to have goals and estimation
5. Create value for the costumer
6. Customized to meet customer needs
7. Create a mapping of the buying process – you can see the steps a buyer takes before purchasing
Please if you want to discuss or have your opinion about, drop me an email
Learning every single day and trying to living in this fast paced world of Digital marketing.
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