Many entrepreneurs see customer acquisition is one of the chores of their day-to-day work as a company founder. So, it’s no surprise that they think of millions of other tasks to do before tackling the job of acquiring new customers. But it doesn’t have to be that way. Following the four stages below will help you to easily snap up new customers in the future.
Acquisition
Have you set up your own company? Or brought a new product to market? Now, all you need are some customers. Selling your products and services is something that’s on your mind all day. So, don’t waste a single opportunity – seize every chance you can to acquire potential new customers. Social selling is a key part of getting prospective customers interested in what you have to offer. Cast a critical eye over how you’re putting yourself across and communicate with others,and reflect on how you can improve to win other people over with authenticity. Think about the communication toolsthat could help you to acquire new customers and support the customer relationship so that you make a lasting impression.
Customer Needs
Has opportunity come knocking and you’re in touch with potential new customers? First and foremost,try to create a positive atmosphere: engage in some small talk, and then clarify the customer’s needs and problems. Be authentic when you’re doing this and pay attention to your voice. It has more of an impact than your actual words. Avoid personal or controversial topics, and adapt your conversational style to that of your interlocutor. Your most important objective in this discussion should be to ask lotsof questions – and the right ones, too. That’s the only way you will find out more about your customers’ needs. At this point, your opinion is secondary. After the discussion, you should know what your customers consider important, what they need, and where they think there is room for improvement. This information lays the groundwork for you to pitch successfully.
Sales Pitch
Once you’ve worked out what your customers need, you can zoom in on the details of what they said in targeted fashion. How does your product benefit its users? In general, customers are primarily concerned about saving time and money. Use arguments that speak in your favour and satisfy your customer’s needs. You will often face resistance and objections from your customers, however. Accept their criticism,look for the reasons behind it and propose a solution that gets round these objections. You need to create trust and a personal connection above anything else. Ask what their doubts are and whichcompetitors they are comparing you with, and explain what sets you apart from other providers.
Closing The Deal
Did you meet your customers’ needs and provide solutions to potential objections? Then it’s time to close out the conversation, and to close the deal with your customer too! Set out as precisely as possible how things will proceed and what the next steps are. At this point, provide information on the key details in terms of delivery dates and framework conditions for the order. In addition, seize the opportunity to ask how satisfied they were with your service and if they know anyone else who might benefit from what you offer. That’s how to generate promising new leads with a minimum of fuss.
