How to interest a client with your commercial offer
Posted: Tue Dec 24, 2024 9:20 am
Content
The rules of interaction in sales have changed
How much is a client's time worth?
4 Tips to Increase the Value of Business Meetings
"It seems like my clients have less and less time for me. It's harder to meet them. They're in a hurry or very busy. What should I do?"
Sounds familiar, doesn't it?
The client simply does not have enough time, and he has to refuse macedonia phone numbers some meetings or conversations, for example with you.
The rules of interaction in sales have changed
It has long been believed that in the mind of the customer, you should be an additional revenue seller. This means that the products or services you provide should provide more value to the customer than what your competitors offer.
Please note that the main focus is on the product or service being presented, and visiting and negotiating with the client is seen as a means to an end.
These rules of sales are so deeply ingrained in our minds that many simply cannot imagine that a salesperson's job could be done any other way.
But the rules are changing. Today, it's not just the product or service that needs to add value to the customer, Cale says, but also the time you spend with the customer as a salesperson.
In other words, the sales process itself should provide some value to the client. The client should see a reason to spend time with you, and a return on the time they spend with you.
How much is a client's time worth?
You probably know what value you will get from meeting with a client. But what about him? What will he get for spending his precious 30-45 minutes on you? Let's imagine a meeting with a client according to Kale's rules.
Let's say you pay a routine visit to your regular client. At the end of the meeting, you fill out a bill, give it to him and say: "Alexey Ivanovich, my time is worth 5,000 rubles." In other words, you demand money from him for the benefit he received from talking to you. Did he get enough benefit from the time spent with you to pay for it?
Yes, you may have overdone it. But keep in mind that if you are asking a client for their time, you are asking for something very limited and valuable. If you took 30 minutes of their time, they have invested about 6.25% of their day in you. They have over a thousand things they could have done in that time. What did they get from you for that investment?
So focus on giving your clients something of value every time you ask them to spend their time with you. Think of every meeting in terms of the value you can bring to your clients. The sales visit is now about your goals as well as the client’s.
Don't waste your advertising budget
The call tracking and end-to-end analytics service will show the effectiveness of each source in terms of “from click to sale”.
Get a consultation
4 Tips to Increase the Value of Business Meetings
How to apply the new rule? Use several proven methods:
1) Before meeting with a client, study his situation in as much detail as possible.
The client expects you to know something about their business, their customers, and their problems before you even start negotiating. This means you need to spend more time gathering information about this client. Study the information on their website, ask your company employees if they know anything. If you do not understand how ready the client is to negotiate with you, then you will simply waste their time and yours.
2) Think about the meeting from the client's point of view
Put yourself in the client's shoes. Does he have priorities he should be working on today instead of talking to you? What problems are he facing? What can you give him that will make his job easier, solve his problems, or reduce the amount of time he spends on your project?
This simple technique will have a huge impact on your business. Before you make a visit, stop and think, “What will the client gain from the time they spend with me?” If you don’t see any benefit for the client, it’s better to decline the visit.
3) For each visit, prepare something of potential value.
Try to have something for each customer visit that they will find valuable. This could be your latest product or service, as long as it will really help them. It could be an idea for a change in their business processes or a new way to use something they bought from you earlier. It could be a printout of an article that you think will help. It could even be a simple discussion with them that will make them look at their company in a new way.
After a few such visits, the client will start to look forward to meetings with you, knowing that he will get something useful from your visits. But do not expect a quick return, this is a long-term project.
If you don't have anything of value to give the client, don't make an appointment. Don't waste your time.
4) Become useful
Sales managers must become their customers' "search engines." Try to become a trusted and knowledgeable resource for the customer, a source of information not only about your product, but about the entire category of goods you sell, their uses, advantages and disadvantages. The New Rule of Commercial Proposal is something that all sales managers should seriously consider. All that remains is to decide whether to become desirable to customers and gain significant advantages over competitors, or wait until the rest of the market adapts to this and you are simply thrown overboard. The choice is yours!
The rules of interaction in sales have changed
How much is a client's time worth?
4 Tips to Increase the Value of Business Meetings
"It seems like my clients have less and less time for me. It's harder to meet them. They're in a hurry or very busy. What should I do?"
Sounds familiar, doesn't it?
The client simply does not have enough time, and he has to refuse macedonia phone numbers some meetings or conversations, for example with you.
The rules of interaction in sales have changed
It has long been believed that in the mind of the customer, you should be an additional revenue seller. This means that the products or services you provide should provide more value to the customer than what your competitors offer.
Please note that the main focus is on the product or service being presented, and visiting and negotiating with the client is seen as a means to an end.
These rules of sales are so deeply ingrained in our minds that many simply cannot imagine that a salesperson's job could be done any other way.
But the rules are changing. Today, it's not just the product or service that needs to add value to the customer, Cale says, but also the time you spend with the customer as a salesperson.
In other words, the sales process itself should provide some value to the client. The client should see a reason to spend time with you, and a return on the time they spend with you.
How much is a client's time worth?
You probably know what value you will get from meeting with a client. But what about him? What will he get for spending his precious 30-45 minutes on you? Let's imagine a meeting with a client according to Kale's rules.
Let's say you pay a routine visit to your regular client. At the end of the meeting, you fill out a bill, give it to him and say: "Alexey Ivanovich, my time is worth 5,000 rubles." In other words, you demand money from him for the benefit he received from talking to you. Did he get enough benefit from the time spent with you to pay for it?
Yes, you may have overdone it. But keep in mind that if you are asking a client for their time, you are asking for something very limited and valuable. If you took 30 minutes of their time, they have invested about 6.25% of their day in you. They have over a thousand things they could have done in that time. What did they get from you for that investment?
So focus on giving your clients something of value every time you ask them to spend their time with you. Think of every meeting in terms of the value you can bring to your clients. The sales visit is now about your goals as well as the client’s.
Don't waste your advertising budget
The call tracking and end-to-end analytics service will show the effectiveness of each source in terms of “from click to sale”.
Get a consultation
4 Tips to Increase the Value of Business Meetings
How to apply the new rule? Use several proven methods:
1) Before meeting with a client, study his situation in as much detail as possible.
The client expects you to know something about their business, their customers, and their problems before you even start negotiating. This means you need to spend more time gathering information about this client. Study the information on their website, ask your company employees if they know anything. If you do not understand how ready the client is to negotiate with you, then you will simply waste their time and yours.
2) Think about the meeting from the client's point of view
Put yourself in the client's shoes. Does he have priorities he should be working on today instead of talking to you? What problems are he facing? What can you give him that will make his job easier, solve his problems, or reduce the amount of time he spends on your project?
This simple technique will have a huge impact on your business. Before you make a visit, stop and think, “What will the client gain from the time they spend with me?” If you don’t see any benefit for the client, it’s better to decline the visit.
3) For each visit, prepare something of potential value.
Try to have something for each customer visit that they will find valuable. This could be your latest product or service, as long as it will really help them. It could be an idea for a change in their business processes or a new way to use something they bought from you earlier. It could be a printout of an article that you think will help. It could even be a simple discussion with them that will make them look at their company in a new way.
After a few such visits, the client will start to look forward to meetings with you, knowing that he will get something useful from your visits. But do not expect a quick return, this is a long-term project.
If you don't have anything of value to give the client, don't make an appointment. Don't waste your time.
4) Become useful
Sales managers must become their customers' "search engines." Try to become a trusted and knowledgeable resource for the customer, a source of information not only about your product, but about the entire category of goods you sell, their uses, advantages and disadvantages. The New Rule of Commercial Proposal is something that all sales managers should seriously consider. All that remains is to decide whether to become desirable to customers and gain significant advantages over competitors, or wait until the rest of the market adapts to this and you are simply thrown overboard. The choice is yours!