Developing your business means thinking about a strategy to be implemented in order to reach the maximum number of customers by selling the maximum number of products. A company that already has its customer base should think about maintaining and even improving the existing relationship. The same goes for the prospects who will be its future customers. On what basis would this strategy be based?
Product knowledge
Before talking about the customers, the knowledge of its products is essential. Communication with the customer is based on this. This includes technical specifications, collections, range, strengths and weaknesses ... It goes without saying to know the availability, the different existing proposals, prices, etc. to serve customers well. Moreover, knowing the products of competitors is also important to complete the sales arguments. Inform the customers about the advantages of your products, the advantages that they will have by buying your products. The customer's trust is to be gained to trigger a sale. How will he decide to buy if he is not convinced of the use of the product or of the quality of the product he is going to acquire? All this work concerns the role of the salesman or representative to whom working tools and a profile should always be updated in order to improve the customer relationship.
Knowledge of the customers
Afterwards, having a profile of his customer is a fundamental obligation of a representative. By listening to them, they can identify their needs in order to best meet their expectations. Detecting his buying behavior will allow him to identify when to boost his sale. Find out about his financial and personal situation to be able to offer the optimal product that suits him. Once this information is collected, the sales representative is able to protect the consumer. The satisfaction of the latter makes him a loyal customer. Based on these two points, a policy would be defined as follows to achieve the objective.
Investment
First of all, investing in the working tools would be necessary. Today, the implementation of a CRM (Customer Relationship Management) software is crucial for a company. All the information as well as the interactions that have taken place with your customers are gathered in this system. Moreover, a global visibility of the customer relationship is accessible with a coherence of all the services concerned (commercial, sales administration, marketing). Then, the professional training of the sales force is also valuable to achieve optimal productivity. Finally, do not forget the role of marketing: that of communicating to reach more customers and for the image of the company. In short, to develop your business, invest in improving customer relations. Without a customer, there is no company.
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