|
|
Communication in business is the main trump card, so the most important rule is not to neglect communication with an employee, regardless of the position he occupies, be it a secretary, an accountant or a company owner.
A polite compliment to a content writing service secretary or a casual conversation with a middle manager about life, and you can easily find out the contact information of the decision makers specifically on your issue.
A lot depends on the type and scale of the transaction, the nuances of the product or service
This way, in the context of the conversation, you will be able to find out the information you need.
For example, we need to optimize the CRM of a financial organization's portal, where sales and document flow are conducted. Our manager contacted the director. However, he objected: "We have poor experience working with contractors. We'll do it ourselves somehow."
We knew that employees of this company were definitely going to come to the business forum. At the event, we talked to the head of the organization's IT department. We showed him the solution on the laptop and discussed a number of other problems that he had voiced, and we offered to solve. As a result, the following week this employee introduced us to the director, and the contract was signed.
People are overwhelmingly influenced by emotions when making decisions. Often, a sale can be ruined by not assessing that the other person is currently in a bad mood. It is logical that it is better to postpone the continuation of the conversation until another time or take a pause until the other person “lets off steam”.
Under any circumstances, you should not give in to emotions and lose your composure.
Also, preliminary study of the client often helps. Starting with the simple: study the direction of the business, explore the customer's website and its main sections, ending with the more "complex" - find his page on social networks, look at his hobbies, remember interesting phrases. If you use them natively in conversation, you can form a certain sympathy for yourself.
In our practice, we had a client engaged in wholesale trade in the field of souvenir products. He needed to sell a large license for synchronizing the current accounting system with marketplaces.
The negotiations were difficult because the price was higher than the client expected. Using his name and phone number, we managed to find the manager on social networks. It turned out that he attended one of the airsoft clubs. During the next conversation with the client, we agreed to play "sometime".
As a result, during the game, during breaks, we discussed work issues. Not about selling our product, but rather about business in general. Two weeks later, the client called on his personal phone and offered to come talk to him in the office to consult on software products.
It turned out that they had a task that our solution could solve for a long time. The deal was closed that same day. Of course, you could say that the manager did not identify the need in detail or was unable to convey the value of the product. But the fact that we were united by something other than business led to him treating us not just as another integrator, but as colleagues in his field of interest.
|
|
發表於 17:58:40