Have a customer analysis mindset
Posted: Sat Dec 21, 2024 4:31 am
Seminars (webinars) are a sales technique to share in-depth knowledge and information about your products and services, and to gain the trust of participants to generate sales. The key to success is to provide information on a specific theme within the seminar that will help participants solve the issues they are facing. Co-sponsoring seminars with partner companies that share the same objectives can also be effective. In both cases, a certain amount of cost and effort are required, so it is recommended to plan and implement the seminar with clear objectives.
11. Offline advertising
In addition to the aforementioned internet advertising, offline advertising is also effective in attracting new customers. Typical examples of offline advertising include newspapers, magazines, outdoor billboards, and hanging advertisements on trains. While they can be expected to increase awareness among a wide range of users, their disadvantage is that they are not as targeted as internet advertisements.
12. Public relations and pr
This is a method of having information rich peoples phone numbers about your company published in a variety of media. Many companies use this method because it is effective in increasing name recognition and branding, and since there is a wide range of media, including btob, btob, and industry-specific media, it is important to select media that are compatible with your products and services.
Indirect new business sales methods
13. Word of mouth and referrals from existing customers
When existing customers are highly satisfied with a product or service, they will voluntarily recommend it to their friends and acquaintances, or leave high ratings on word-of-mouth websites. Word of mouth and referrals are an ideal method of new business development because they are cost effective and have a high probability of closing a deal.
14. Alliance sales
Alliance sales is a sales method in which multiple companies work together to develop new customers. By developing alliance sales, companies can acquire customers in industries that they cannot develop on their own, or improve the efficiency of their sales activities by sharing resources.
15. Agency
If your company does not have enough resources but you want to accelerate the speed of business expansion, one way to do this is to use an agency. By forming a partnership with an agency, you can create touchpoints with companies that you cannot make contact with on your own, while minimizing risk.
Five tips to increase the closing rate of new business sales
1.
Once you have closed the deal, analyze from the customer's perspective why the deal was closed. By doing so, you will be able to grasp the winning points of new business sales. What makes a product or service appealing to the salesperson may not necessarily make it appealing to the customer. Some customers may be attracted to the product or service that is not appealing to the salesperson and sign a contract. As a new business sales representative, you may find your own unique strengths and ways to close deals. The important thing is to analyze from the customer's point of view. If you can accurately grasp the appeal points of your products and services and your own strengths, you can devise new proposal methods and increase your closing rate. Customer analytical thinking is a prerequisite for new business development sales.
2. List with priorities in mind.
In new business sales, the number of visits to customers affects the closing rate, but the premise is that it is essential to approach prospective customers who have the potential to close a deal. Therefore, when making a list, prioritize the customers to be approached in order to conduct efficient sales. We recommend that you utilize the information stored in customer management tools such as crm and sfa, and clarify the characteristics of customers who have been successful in closing deals in the past. By doing so, sales activities can be conducted from a list with a high probability of closing a deal.
Related article>> what is the difference between crm and sfa? Thorough explanation of the differences in functions and roles, and how to choose one!
3. Hearing the customer's concerns
By thoroughly interviewing customers about their problems, we can understand what kind of future they want and what issues they really want to solve. Therefore, interview customers from a variety of angles according to their concerns, ideas, lifestyles, and other commercial products. The goal of the initial contact should be to gain trust and understand the issues, and if the company's products and services seem to be a good fit, it is recommended that a brief explanation be given as necessary.
4. Proposals tailored to customer concerns and issues
Based on what you have heard from customers, make proposals tailored to their problems and issues. While confidence in one's own products and services tends to lead to one-sided proposals by sales representatives, propose products that match the customer's concerns and explain in an easy-to-understand manner what part of the product will help resolve the concerns.
In addition, customers generally want to know both the advantages and disadvantages of a product or service when it is proposed. They can consider signing a contract only after all their doubts and concerns about the product have been resolved. Therefore, providing customers with the information they seek in a courteous and prompt manner will help build a relationship of trust.
11. Offline advertising
In addition to the aforementioned internet advertising, offline advertising is also effective in attracting new customers. Typical examples of offline advertising include newspapers, magazines, outdoor billboards, and hanging advertisements on trains. While they can be expected to increase awareness among a wide range of users, their disadvantage is that they are not as targeted as internet advertisements.
12. Public relations and pr
This is a method of having information rich peoples phone numbers about your company published in a variety of media. Many companies use this method because it is effective in increasing name recognition and branding, and since there is a wide range of media, including btob, btob, and industry-specific media, it is important to select media that are compatible with your products and services.
Indirect new business sales methods
13. Word of mouth and referrals from existing customers
When existing customers are highly satisfied with a product or service, they will voluntarily recommend it to their friends and acquaintances, or leave high ratings on word-of-mouth websites. Word of mouth and referrals are an ideal method of new business development because they are cost effective and have a high probability of closing a deal.
14. Alliance sales
Alliance sales is a sales method in which multiple companies work together to develop new customers. By developing alliance sales, companies can acquire customers in industries that they cannot develop on their own, or improve the efficiency of their sales activities by sharing resources.
15. Agency
If your company does not have enough resources but you want to accelerate the speed of business expansion, one way to do this is to use an agency. By forming a partnership with an agency, you can create touchpoints with companies that you cannot make contact with on your own, while minimizing risk.
Five tips to increase the closing rate of new business sales
1.
Once you have closed the deal, analyze from the customer's perspective why the deal was closed. By doing so, you will be able to grasp the winning points of new business sales. What makes a product or service appealing to the salesperson may not necessarily make it appealing to the customer. Some customers may be attracted to the product or service that is not appealing to the salesperson and sign a contract. As a new business sales representative, you may find your own unique strengths and ways to close deals. The important thing is to analyze from the customer's point of view. If you can accurately grasp the appeal points of your products and services and your own strengths, you can devise new proposal methods and increase your closing rate. Customer analytical thinking is a prerequisite for new business development sales.
2. List with priorities in mind.
In new business sales, the number of visits to customers affects the closing rate, but the premise is that it is essential to approach prospective customers who have the potential to close a deal. Therefore, when making a list, prioritize the customers to be approached in order to conduct efficient sales. We recommend that you utilize the information stored in customer management tools such as crm and sfa, and clarify the characteristics of customers who have been successful in closing deals in the past. By doing so, sales activities can be conducted from a list with a high probability of closing a deal.
Related article>> what is the difference between crm and sfa? Thorough explanation of the differences in functions and roles, and how to choose one!
3. Hearing the customer's concerns
By thoroughly interviewing customers about their problems, we can understand what kind of future they want and what issues they really want to solve. Therefore, interview customers from a variety of angles according to their concerns, ideas, lifestyles, and other commercial products. The goal of the initial contact should be to gain trust and understand the issues, and if the company's products and services seem to be a good fit, it is recommended that a brief explanation be given as necessary.
4. Proposals tailored to customer concerns and issues
Based on what you have heard from customers, make proposals tailored to their problems and issues. While confidence in one's own products and services tends to lead to one-sided proposals by sales representatives, propose products that match the customer's concerns and explain in an easy-to-understand manner what part of the product will help resolve the concerns.
In addition, customers generally want to know both the advantages and disadvantages of a product or service when it is proposed. They can consider signing a contract only after all their doubts and concerns about the product have been resolved. Therefore, providing customers with the information they seek in a courteous and prompt manner will help build a relationship of trust.