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Break the Ice with small talk |
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Grab attention and Introduce the proposal |
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Carry the right Marketing Materials to make the initial
presentation click, don't leave it to chance |
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Present the Product / Service details highlighting the
benefits of the features and how it addresses their needs
in a effective manner |
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After having presented the proposal effectively, focus on
closing the deal |
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If the client is unhappy, let them explain the concerns
and address each concerns effectively |
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Look for ways to serve the customer in the manner the
customer wishes to have. You can explain your services
if they already have what it takes to do what they asked
for. |
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If the client gets carried away, get back the attention by
engaging the client in multiple ways both with your
presence and with the support of your marketing materials |
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Assure and build confidence in the client that let them
know we are always available - by being there through
follow-up calls, e-mails. It usually takes a minimum of
six contacts to reach to the deal which may include
informal or formal meetings and event invitations |
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Earn a place in their heart, interact with them and know
them deep enough to understand what they love |
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To start off it is often practical to earn a small chunk
of the big business and deliver without flaws in time,
without over promising |
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A trust once built can always be nurtured to a deeper
relationship that could grow the account for bigger
revenues |
