Today's market is characterized by an increased level of competition, which means that there is a constant fierce struggle for the customer in all financial industries. To win this battle and get the coveted contract, you need to develop a quality strategy for promoting your product or service.
Necessary
presentation of your company and your commercial proposal
Instructions
Step 1
Customers are divided into potential (those who, by the nature of their activity, may be interested in your services) and direct (these are businessmen who are directly interested in your offer, but are considering other options).
Step 2
The approach to these groups is different. If you are instructed to conclude a contract with a potential customer, then collect as much information as possible about his company and about himself. After all, you are faced with a task of increased complexity. The head of the company was not interested in your goods and services, he may not even know about the existence of your organization. This greatly increases the risk of rejection. Therefore, try to interest him as much as possible.
Step 3
The most effective way is to meet in person. You can, of course, send an email describing the offer, but big executives are often too busy to study in detail such emails, which are received in large numbers every day.
Step 4
So, make an appointment for your future customer, or make an appointment with him. Prepare an effective, creative presentation that will clearly and clearly state the essence of your proposal. Review it several times on your laptop, make sure that during the demonstration there are no failures and glitches (they can spoil the impression of any presentation).
Step 5
With the necessary media ready, rehearse your upcoming meeting. If possible, attract family or friends to the role of the customer. They will be able to assess your ability to hold on, your confidence, diction, ability to persuade.
Step 6
Think ahead of time with a list of supposed tricky questions the customer might ask you. Prepare answers to them and include them in the reserve of your presentation. Find the weak points of your concept (any advertising strategy has them). If you don’t find them, your discerning listener will find them. In response to each "minus", you must answer him in advance prepared "plus".
Step 7
If you need to convince a customer who was himself interested in your proposal, then you must play on the weak qualities of your competitors, to which he could theoretically leave. If the customer did not immediately conclude a deal with you, then he is considering some other options.
Step 8
Usually, entrepreneurs know their competitors. Collect as much information as possible about them, the merits and demerits of their offerings. Prepare a presentation of your services based on your advantages over your peers. For example, if your competitors are a young company that has not won honorary titles, awards, or an outstanding reputation in the business community, then in your presentation indicate that your company has established itself as an honest, reliable partner over the years. List all letters of appreciation, diplomas, and awards your firm has.
Step 9
If competitors offer low prices, but do not go into details about materials and production, then you will focus on the fact that your company uses innovative technologies, environmentally friendly materials, and performs the strictest control of manufactured products. Remember that all information you provide must be true.
Step 10
Do not mention the competitor directly, do not make open comparisons. In no case do not speak badly about colleagues in the shop. If you know about cases of unfair behavior of competitors, then you can tell the customer about this in an abstract-generalized form, without indicating any data, names, titles.
