Adjust your customer approach to generate effective contacts

You have the right services and methods to find customers via the Internet. Once your target is identified, you have to contact her, introduce yourself, sell yourself, convince, convert! This is the lot of any entrepreneur to develop his business, however

If you have similar questions, here are a few ideas that might interest you. To sell you have to meet a need… And who has needs? Your client!

You can have the most beautiful product, the most innovative service, if they don't meet the needs of your customers, they lose all their value. So, you've understood, your energy is focused on the client. Step 1: KNOWLEDGE. Who is he? What does he do, find it? Who are his competitors? What is his current status? Are there any difficulties? What are the consequences? Who are the people I know in contact with this customer? How do I get to know him?

Be CURIOUS

Interested in your contact person (experiences, schools, points of interest) Read professional journals, discover websites, subscribe to company newsletters, look for partners who communicate on the web, ask your network, invest in trade fairs, open days, conferences.

The more you know your client, the more relevant and credible you are.

You're not going to cross the desert without water, are you? Along the same line, you will not go to meet your client without preparation. Step 2: PREPARE

Take into account all the information collected. What brings you two together? What is the objective of your appointment? What questions should your prospect ask? How does what you offer bring benefits to your client? What is your added value compared to your competitors? What documents do you bring? What is the evidence of your legitimacy, experience? How do you present yourself in a few words to stimulate interest?

Be STRATEGIC

Anything that doesn't separate brings you closer together, so identify your commonalities, prepare open-ended questions, (no yes/no answers) to encourage conversation, define your added value, prepare your pitch and train to introduce yourself, collect recommendations from your customers, participate in discussions and bring your expertise to the forefront on social networks.

He who does not prepare, prepares to be forgotten.

Reassured and enhanced by all this information, let's stop, Step 3: PREPARE YOURSELF.

Don't you feel in a commercial mode? Look for all the occasions where you had to convince yourself to get what you wanted: this toy in the window, this car you were dreaming of, this person who attracts you…. You have a lot of resources in you, capacities to convince; use them! Afraid you'll be refused? Yes, it is indeed possible, the “no” is part of life. However, it is not you who essentially receives the refusal, but your offer, your product, your approach technique. Consider the “no” as a chance to improve your services, your techniques.

Be CONFIDENT

Take the time to analyze your mistakes, identify the similar resources you have, go at your own pace, and improve yourself. For example: Start by contacting the prospects that you think are the easiest to approach. Give yourself the chance to succeed, be your first fan, and celebrate all your successes.

It is not because things are difficult that we do not dare, it is because we do not dare that they are difficult.

You are ready to get started, go to step 4: CONTACT your prospect, to get an appointment.

To make it easier for you to get in touch with your client, ask the members of your network for a referral or even a recommendation. The philosophy of the network is to give and receive, propose without imposing, take an interest and keep in touch.

Develop the cooperative approach, before the first contact, send information emails to your customers on topics of interest to them without putting forward what you do, just for their interest, share your knowledge. As a result, you are no longer a stranger, your appointment proposal is better received.

Reconnect on the meetings initiated at trade fairs, conferences, open houses, these are real opportunities of approach. Be enthusiastic, believe in the value of your product, your service and especially the benefits it brings.

For telephone contacts, you have 20 seconds to make a good impression, prepare a relevant catchphrase, which makes them want to know more.

If you'd rather go face-to-face than talk on the phone:

38% of your communication goes through voice intonation and sound

7% goes through words

55% of your communication goes through the face and gestures

Might as well put the odds on your side.

Nothing is more contagious than enthusiasm

Here you are in an appointment, it's step number 5, CONVINCE your prospect, start by reassuring him.

Apply the 4 X 20 rule:

First 20 steps: move forward with confidence without arrogance

First 20 inches: smiling, look into the eyes of your speaker

The first 20 words: they are enough to introduce you

The first 20 seconds: those to make a good impression on the person you are talking to

If the man has two ears and one mouth, it is to listen twice as much as he speaks!

Avoid drowning your prospect under a flood of unnecessary words and information.

Be CUSTOMER-CENTRIC

Get away from your offer, from yourself. The important thing is the customer and his needs. Take a sincere interest, ask your questions to understand the situation and then the problem. Ask again for confirmation of need. In case of objections, reformulate the need and highlight the benefits your client will gain. If your client confirms and agrees, this is a sign that you can offer a solution. Be patient and listen carefully.

The true value of a product does not lie in what it is, but in what it brings. What matters is not the price of the bulb, but the price of light.

You got it, generating effective contacts, requires preparation, technique, methods, a real interest for your client, a reassuring communication style and YOU!