Sales is about interaction and there’s no better way to interact with your customer than to meet him or her in person. That’s simply the best way to truly understand customer needs and provide a solution that really matches those needs. It’s win-win.
by Sales executive David Rudnitsky
Sales is about interaction and there’s no better way
to interact with your customer than to meet him or her in person. That’s simply the best way to truly understand
customer needs and provide a solution that really matches those needs. It’s
Meeting the customer strengthens the customer’s confidence in you and paves the
way for a long-term business relationship. It helps you learn what makes your
customers tick and what kinds of challenges they face in their work.
Naturally, that trust has to be earned. You must present your case clearly and
with confidence, take note of your customer’s replies (and actually remember
them next time!) and after the meeting promptly deliver what the customer expects.
Try to bring something to every sales call that your customer would think is valuable.This can, of course, be your latest and greatest product or service, providing that it really would help them. Or, it may be a new way to implement something they have purchased from you in the past. Maybe it’s a copy of an article that you thought might help them. It can even be a good question you share with them that gets them thinking about their business in a different way.
After a few such calls, your customer will come to respect you and look forward to your calls, knowing that you’re not there just to work some agenda of yours,but rather he or she will come to expect to gain something from your sales calls.
You’ll find it easier to make appointments and get time with your customers when you’ve built in them the expectation that the time spent with you will be well worth the cost of it.
This is a long-range strategy. As you consistently hold to this strategy, overtime you’ll build up a certain expectation in the customer’s mind. Don’t expect an immediate payback from this strategy, but, nonetheless, stick to it for the long haul.
If you are guided by this principle of always bringing something of value,you’ll recognize that there is another side to this coin. If you have nothing to leave the customer that will be of value to that customer, you probably shouldn’t make the sales call. Don’t take his or her time.