Online Marketing Agency for Website Owners

Answer the main prospect need

Resolve the problem of potential customers and you will surely sign a deal with them. Help yourself with the following check list.

Analyze the product ...
1. Does your product correspond to the needs of your target customer?
2. Is competition strong? Its products comparable to yours?

Discover the common problem
1. Ask a dozen qualified prospects about their expectations and their main problems - now and in coming years
a. Insufficient capital
b. A saturated market
c. A lack of qualified staff
d. Poor product quality

Every six months, you should write a report on market conditions and your business proposal against your competitiors. Here is a list of themes to be studied:

1 Sales

Situation and economic evolution of your sales territory
Sales trends
Evaluation of development opportunities

2 Targets

Inventory of your customers : creation, expansion, merger, bankruptcies
Changing requirements in the different buyer categories
Number of prospects visited
Number of leads captured
Prospecting methods

3 Offers

Products pushed or abandoned

Do you use what is left unsaid to put customer at ease? Do you play with your body language, attitude or the tone of your voice? Do you spontaneously adapt to its environment? And do you always have the right move at the right time?

Recently, a survey in France were at the centre of a political storm. The right wing political party will be ahead of everybody for the first round of the 2012 French presidential election according to the result. Few moments after, voices were rising: The online survey company paid the people in order to get some answers.
Paid Surveys were used for many years and nobody told anything before this ironical event. Before, the grumpies were saying survey answer can say what you want ; and now, if the answer are not expected, money is involved.

Buyers are now all trained in behavioral techniques include destabilization exercises. These "decoys" are all commercial test.

The game of good and evil
A classic that blew hot and cold, and is played with two purchasers.

Always say no
To a first offer, whatever it is.

Start with a requirement too high, without justification
Remain silent or otherwise monopolize the floor
When the seller believes the game is won; involve a 3rd person who puts everything into question.

If you are satisfied by your distribution channel:
Build your website to aim traffic in your point of sale or in the distribution network. Make it a loyalty tool of the existing distribution channel.
Try to know by any means the percentage of sales of each distributor started by a visit from this particular customer.

If you are not satisfied by your distribution channel:
estimate the number of customer lost by the dysfunction of the distribution network. The method used could be a satisfaction survey with the prospects you have put in touch with your distributors.

You will succeed to convince other people if you are convinced yourself...

1/ to know your product very well

You should totally know your product: advantages, characteristics, applications and above all their strengths and weaknesses compared to your competitor. When nobody can catch out out, you will bring an enthusiasm that will arouse other people. You will have more opportunity to provide a concrete answer to people needs.

2/ master the blurb

I ask the buyer for an advice

If you seek for the prospect opinion, you will have a much better contact with him /her. You can simply ask a local buyer which hotel he will recommend me or the shortest way to reach the motorway even if I knew it already. Customers like to give away information. The will have the feeling to help you out and will be happy about it. It makes them more open to your propositions and it gives you a great occasion to thank them. That's how your create relationships.

I give a goodbye present

They are in the front raw, inquest the visitors and block the inbound phone calls... “they”, this is the intermediaries – service director, secretary, switchboard operator,..- and they will prevent you to to contact the decision maker in a company. How do you succeed to make you open the door?
Day by day, build with them a true partnership relation:

1/give them the feeling to be important person and good advisor in there company
2/show them how they could benefit themselves from your offer
3/be always polite and involve them from the first call by calling them with their first name

Your presentation is perfect and your offer is matching the prospect needs. However, you do not know the basis of his decision process, you will get hard time to make him sign. What could be the decision process of the person you are talking to:

1/ the postponed decision. In this case, the prospect is waiting for the time when the circumstances of a purchase will be inevitable. If an urgent need comes out then the decision will be immediate. The fact you will get the order depends on your capacity to anticipate this need and react faster than your competitors.