“My clients seem to have less and less time for me. They are harder to meet. They are in a hurry or very busy. What should I do?"

Sounds familiar, doesn't it?

The client simply does not have enough time, and he has to refuse some meetings or conversations, for example, with you.

Sales interaction rules have changed

For a long time it was believed that in the mind of the client you should be a seller that brings additional profit. This means that the products or services you provide must bring more value to the customer than what your competitors offer.

Please note that the main focus is on the product or service being presented. And visiting the client and negotiating with him are considered only as a means to an end.

These sales rules are so deeply ingrained in our minds that many simply do not realize that the job of a salesperson can be done in any other way.

But the rules are changing. According to Cale, today it is not only the product or service that needs to add value to the customer, but also the time you spend with the customer as a salesperson.

In other words, the sales process itself must bring some value to the customer. The client must see a reason to allocate time for you, and return for the time that he spends on you.

How much is a client's time worth?

You probably know how much value you will get from meeting with a client. But what about him? What will he get by spending his precious 30-45 minutes on you? Let's imagine a meeting with a client according to Cale's rules.

Let's say you pay a regular visit to your regular customer. At the end of the meeting, you fill out an invoice, give it to him and say: "Aleksey Ivanovich, my time is worth 5,000 rubles." In other words, you demand money from him for the benefit that he received from talking with you. Did he get enough value out of his time with you to pay for it?

Yes, you may have gone too far. But keep in mind that if you are asking a client for their time, then you are asking for something very limited and valuable. If you took him 30 minutes, then he invested in you about 6.25% of his working day. He has over a thousand things to do during this time. And what did he get from you for this investment?

So focus on giving them something of value every time you ask your customers to spend time with you. Consider each meeting in terms of the value you can bring to your clients. The visit of a sales manager is now connected not only with your goals, but also with the goals of the client.

4 tips to add value to business meetings

How to apply the new rule? Use several proven methods:

1) Before meeting with the client, study his situation in as much detail as possible

The client expects you to already know something about his business, clients, and problems before the negotiations begin. This means that you need to spend more time collecting information about this client. Study the information on his website, ask the employees of your company if they know anything. If you do not understand how ready the client is to negotiate with you, then you will simply waste him and your time in vain.

2) Think about the meeting from the client's point of view

Put yourself in the client's shoes. Does he have priority tasks today that he should attend to instead of talking to you? What problems does he face? What can you give him that will make his job easier, solve his problems, or reduce the amount of time spent on your project?

This simple technique will have a huge impact on your business. Before making a visit, stop and think: “What will the client get for the time he spends with me?” If you do not find any benefit for the client, it is better to refuse the visit.

3) Prepare something of potential value for each visit

Try to prepare something for each client visit that he will find valuable. This could be your newest product or service, as long as it really helps them. It could be an idea for some kind of change in his business processes or a new way to use what he bought from you earlier. It could be a printout of an article that you think might help. You can even just discuss some issue with him, as a result of which, he will look at his company in a new way.

After several such visits, the client will look forward to meeting with you, knowing that he will receive something useful from your visits. But don't expect a quick return, this is a long term project.

If you don't have anything of value to give to a client, don't make an appointment. Don't waste your time.

4) Become Helpful

Sales managers must become the "search engines" of their customers. Try to become a trusted and knowledgeable resource for the client, a source of information not only about your product, but about the entire category of products that you sell, their applications, advantages and disadvantages.

The new quotation rule is something all sales managers should seriously think about. The only thing left is to decide whether to become desirable for customers and gain a significant advantage over competitors or wait until the rest of the market adapts to this, and you are simply thrown overboard. The choice is yours!

Every person, regardless of their desire, daily experiences the influence of advertising and marketing. Their action is based on the principle of classical instinct, according to which, one glance is enough to link two things together (for example, sweet face and product).

In fact, there are many large quantity methods of persuasion, seven of which we will consider in this article.

1. Altercasting

This method relies on the natural desire of a person to meet the expectations of other people.

For example, if you're trying to get donations for a children's hospital, you could create an emotional headline that encourages readers to get into the role. The headline could be: “Take care of the health of children. Donate to our children's hospital today and save a child's life."

Using this technology, you sort of cast a role (in this case, a caring Good Samaritan) among your audience.

Altercasting can be of two types:

• Directing: when a new or existing role is presented as outstanding and tailor-made for a specific person. For example, such expressions: “You, as a marketer, must ....” or “You are just the kind of person who cherishes…”.
• Tactful: A more passive way of forcing people into a role using subtle leverage. A good example of this type of persuasion is advertising that displays opposites: people who do not use our product/service, and then those who use our product/service.

Below is a picture illustrating the altercasting method:

The following demonstrates how altercasting can stimulate user behavior:

Disadvantage of altercasting: The "most attractive" role message can be ineffective if overly dramatized.

2. AAB method

This method works by evoking a touch of irony in the reader. Essentially, you make the first sentence, then the second, which is consistent with the first, and then you add the last one, which contradicts the previous two sentences. For example: “I like “something”. That "something" is great. But I will never buy this “something” because it is expensive.”

The ABA method is illustrated below:

Disadvantage of the AAB method: the use of repetition can have Negative consequences due to confusion, overload of the message with information, or a vague call to action.

3. "Golden handcuffs"

If your client is still hesitant, make him an offer that is hard to refuse.

For example, on a merchant's landing page, you can tell visitors that if they sign up for a newsletter, they'll get a 25% off coupon on their first order. This encourages them to take the next step and leave the address to their Email, even if they are still hesitant to buy.

The reason for the success of this method is that it is difficult for people to refuse a bonus that they consider significant.

Here's how you can "chain" a client to you:

Disadvantages of Golden Handcuffs:

• some people associate discounts with a lower quality product;
• by lowering the cost of our product, we can significantly reduce our revenue if we do not limit the level and number of discounts / “golden handcuffs” offered.

Adapted from: http://blog.crazyegg.com/2015/02/24/7-paths-persuasion/

Hello! In this article, we will tell you how to attract customers and increase sales in, we will introduce you to the principles of customer focus.

Today you will learn:

1. What does "customer focus" mean?
2. What are the main ways to attract customers;
3. What acquisition channels can be used.

The success of the development of any business project directly depends on the number of customers. The issue of attracting them remains the main one for any enterprise that is interested in a stable increase in sales and profit. Any methods and methods are used, different ways providing information that helps to interest potential buyers of the product.

Customer orientation

Customer focus means important element any business aimed at finding ways to meet customers and their needs. This helps to ensure the most complete and constant flow, increasing sales.

In simple words, companies direct all resources to studying the needs of consumers, and the principle “the customer is always right” is embodied in practice.

It is customer orientation that can make a business project more efficient and increase turnover. It's about not just about improving the quality of service or SMS mailings with promotional offers. It is the desire to please in everything and turn a casual visitor into a regular customer.

Basic rules of customer orientation:

• All staff should be attentive to visitors, try to anticipate their wishes;
• Orientation to the client must be developed within the company itself, directed to employees;
• Any changes in the range, models or modifications should be dictated only by the desire to give consumers maximum benefit rather than the whims of business owners;
• Service must be ahead of the requirements of visitors.

Organization of customer orientation starts from within the company. To do this, management can encourage sales managers and other staff with cash bonuses for high quality service. A good effect is given by regular trainings, which are worked out conflict situations and features of communication with "problem" clients.

Basic principles of customer focus

1. Conscientious attitude to work. To meet the needs of customers, one should diligently treat the service of each person and offer him only high-quality goods of high quality.
2. Attention to every little thing. It is necessary to take into account the moments that may cause dissatisfaction or irritation, to eliminate shortcomings in the work of the service personnel.
3. Studying the needs of buyers. In addition to studying the wishes and requirements for goods, you can adjust feedback. This will help to understand whether the expectations of the quality or properties of the purchased item were justified.
4. Working ahead of the curve. To attract potential customers, it is necessary to perform service of a higher quality than the potential buyer expects. Having received positive emotions, he will definitely return, tell his friends about the company.
5. Desire to understand the consumer. Good way work out weak spots- put yourself in the place of a potential client. This will help to understand: is it comfortable for him to make a purchase, how high-quality goods are offered to him.

The company must understand who is in the circle of its potential customers, what they expect from the product or service. It is necessary to build relationships based on trust and mutual understanding. This is not always beneficial for the enterprise in the early stages, but it will certainly bring excellent income in future.

The main channels for attracting customers

Customer acquisition channels are various ways establishing contact between buyer and seller. They should be created by the entrepreneur himself, who is interested in increasing income. He can use active or passive channels, adjusting them to the characteristics of goods or services.

The most interesting active channels to attract customers:

Dealership

The channel involves the redistribution of sales between different companies (direct manufacturer and intermediate seller of goods).

Among the positive aspects of such an attraction channel:

• High productivity and achievement of results in a short time;
• The presence of trained marketers and staff who understand the intricacies of advertising, display or promotion of brands;
• Savings, which consists in the absence of the need for the manufacturer to hire such employees, spend time and money on promotions.

Direct sales

In this case, the channel is searched for by the entrepreneur himself, who, during a personal meeting, tries to persuade the client to buy, to conclude a deal. It is actively used in the field.

Has the following advantages:

• The goal is to get a result, i.e. a sold product or service;
• Gives high productivity, because in a personal meeting, the chances of achieving positive result much higher.

Of the minuses of the direct sales channel:

• High costs for training and constant retraining of personnel;
• The presence of a risk that the time spent on a potential buyer will not pay off;
• Search individual approach to every buyer, time consuming.

partnership

Such a channel involves the conclusion of a cooperation agreement between two companies or private entrepreneurs. It is aimed at exchanging the customer base, increasing it and processing a large segment of the market.

Such a union has advantages:

• Saving the budget of enterprises;
• Quick launch of projects and the possibility of large coverage.

But with a partnership, there is always a risk of losing profits or part of the clientele if the other side is deceived, or unexpectedly withdraws from the project.

telemarketing

A popular and well-known channel, which is actively used by many commercial companies. It does not involve direct sales and meetings with the client. Managers limit themselves to small telephone conversation, where they voice the offer, talk about the merits of the product.

Telemarketing Benefits:

• A fairly economical channel that excludes unproductive trips, loss of time to move around the city;
• Short period before channel launch.

From the negative points:

• Minimum opportunities for product presentation;
• Not a large number of products that can be sold under such conditions.

The so-called "word of mouth" has always been best channel attracting new consumers. Many satisfied customers not only return, but also willingly recommend the company or its products to acquaintances, friends, and post reviews on the Internet.

The main advantages of such a channel:

• Big savings on advertising;
• Feedback effectiveness based on trust among friends.

Of the shortcomings:

• The need to find an individual approach to each client, which requires professionalism from the staff;
• The duration of the promotion of the method, which takes several months or even years.

It would be a mistake not to use all channels to one degree or another. Experienced entrepreneurs skillfully manipulate the merits of each, achieving good results and sales.

Ways to attract customers

When opening a new enterprise, it becomes necessary to search for consumers. At this stage, you should use various methods, which will help make the brand or store more recognizable.

Information can be disseminated in a simple and inexpensive way:

• Put up ads in places with the greatest traffic of potential buyers. This method is designed for a consumer who does not have the Internet or older people. Announcements should be original and eye-catching.
• Ask acquaintances and friends to spread the word about the new company among their circle. This will help not only attract the first customers, but also create a certain positive image from the reviews and improve the reputation.
• Distribute flyers periodically to passers-by on the street. A good marketing ploy would be to exchange such a flyer for a discount, a bonus card or a small gift. It can be passed on to acquaintances or work colleagues, which will only increase the circle of people who know about the company or brand.
• take advantage different options advertising via the Internet, television or print media. From inexpensive options- colorful billboards, signs or banners.
• Presentations for the first clients. A small discount on the purchase will not hit the company's budget, but it will attract attention with the help of word of mouth, bring new guests, and quickly pay off in turnover.

It is important for new businesses to create a positive first impression. If you immediately choose to focus on a satisfied customer, the company will quickly and more confidently consolidate its position in the market.

For businesses that want to increase profits through a large number of buyers, marketers offer a wide range of interesting and creative ways:

• The right way to showcase your product. It is better to involve layout specialists (merchandisers) who will help to present the products with their "face", they will decorate the windows in an original way.
• Give customers the opportunity to save. This is a normal desire for most consumers, so a small present at the first or regular visit will attract attention (an additional bonus service in a beauty salon, a free cocktail for new cafe customers).
• Issue of limited coupons. A good way to advertise and increase sales. With quality service, some visitors with coupons will remain regular consumers.
• Discounts and discount cards for regular customers. This option works well with a cumulative bonus system, stimulating you to make purchases of goods or services in one place.
• Drawing valuable prizes and holding lotteries. The costs will more than pay off by attracting a large number new clients.
• Original design of all signs. They must attract attention, communicate promotions and cause positive attitude, be remembered by casual passers-by.
• Service highlight. Good example- pamper customers with a cup of coffee with a candy, on the wrapper of which the institution's logo is depicted.
• Spectacular appearance . In any store or salon that wants to attract customers, attention is paid not only to the presentation of goods or a sign. What matters is the unobtrusive pleasant smell, the convenient location of the shelves, the level of illumination and the cleanliness of the staff uniform.

These methods can be combined different sequence. Only by constantly reminding about your brand, you can achieve an increase in demand and increase the flow of customers.

How to attract customers in a crisis

The latest financial crisis has hit consumer pockets different levels. Sales of non-essential goods sank noticeably, and many services are not in demand. In order to save resources and the desire to interact more closely with potential buyers, many companies are stepping up their work on the Internet.

In a crisis, the search for an answer to the question "how to attract new customers?" becomes the main task of all management personnel. Among the latest developments of marketers who will help in a crisis, we can highlight:

Use of advertising on the Internet

During an economic downturn, print banners become a luxury and do not bring the expected profit (and the circulation itself is reduced). Using contextual or , useful articles with links and interesting information perfectly attract attention to the products.

Development of your own website

As an excellent economy option, you can use. With its help, the main information is presented well, it is easier to describe the positive aspects of a service or product, and to stimulate its purchase.

In the age of technology, every company strives. It will bring good results if an experienced specialist takes care of filling and promotion. Much attention should be paid to the quality of design, extraordinary presentation of materials, adaptation of the site for mobile devices.

Increasing active sales

This is a good customer acquisition option that can boost revenue if pitched right. It is better to invite a trained specialist to the role of a call manager. He will try, using various methods, to persuade him to conclude an agreement or a deal, he will be able to present the goods in the most favorable light.

Such can be done not only with the help of telephone conversations. New option - mailing emails to customers' mail with offers or auction coupons.

To increase interest in the manufacturer and company among Internet users, creative and extraordinary ways: hold contests and draws of valuable prizes, produce content with humor, give subscribers more positive emotions.

How to attract new customers using the Internet

The number of active Internet users is growing rapidly every year. Therefore, you should not ignore such a simple and very effective channel for attracting customers to your business. With the right approach, it will be able to reach a large number of potential consumers living in remote areas.

As we said, any company tries to have its own website. To attract visitors, it must become a real showcase with a perfect layout, interesting design and the most convenient feedback.

It can be used as or as a product catalogue, conduct product surveys or giveaways.

The best ways to attract customers to your business with the help of world wide web are increasingly showing greater effectiveness than conventional marketing techniques.

The most popular options available to any entrepreneur:

• . We are talking about the "promotion" of modern techniques. It is better to involve a marketing specialist who will select high-quality content and help raise the site in the search engine to the first places.
• Maintaining groups and communities in social networks. Entertainment sites such as Odnoklassniki or Vkontakte have long been an excellent trading and advertising platform. Attracting customers with their help is inexpensive, but very effective method. In some cases, the group is a great replacement for the site, giving consumers quick feedback and maximum product information. But the result will be only with regular filling with good and meaningful content, maintaining activity in the community at a high level.
• . Another way to attract customers on the Internet, which is based on a search for certain phrases or words. It is often resorted to early stages"unwinds". It is quite expensive, so it is better to use the services of professionals to set up contextual advertising.
• . The method of attraction is to distribute letters with a commercial or promotional offer to the email addresses of potential customers. This is a fairly effective channel that requires certain skills. Therefore, it is better to entrust email campaigns to an experienced specialist who knows how to prevent these promotional emails from falling into spam.
• Teaser advertisement. It is configured for a specific group of potential consumers, appears in different parts monitor. Offers the company's services to people most interested in it.
• . New way gains momentum and allows you to attract customers interesting reviews and video reviews. You can use hidden advertising, offering famous bloggers or media personalities to "praise" products for a small fee.

If there is no knowledge in this area, you can refer to. On specialized sites, you can find specialists who, for a moderate fee, will help in attracting customers. In a crisis, it is brand promotion via the Internet that can give the largest percentage of new consumers with minimal investment.

Mistakes that hinder customer acquisition

Many businesses spend huge amounts of money on attracting new customers, but complain about low returns and lack of desired results.

By studying the principles of their operation and maintenance, several typical errors can be identified:

• There is no clear portrait of the consumer of goods or services. A successful company always collects and analyzes customer information. This helps create ads and promotions that target a specific niche.
• The staff does not get acquainted with new methods of optimization for the client, does not participate in special trainings. Interesting programs in the form of webinars are often shown on the Internet, and experienced psychologists can help organize training.
• Few methods used. Management must skillfully manipulate any available methods to attract new customers. You can simultaneously combine active advertising on the Internet and distribute flyers to passers-by, hold prize drawings in the store and upload videos on your own channel.
• There is no specific trade offer, which will favorably distinguish the brand and products against the background of other competitors. It should explain all the benefits of the product, the features of the manufacturer and the benefit to the buyer.
• Managers do not know the techniques of cold calling, they do not know how to provide information in the most profitable and complete way.

Perhaps you should not convince anyone that the interest in our product, in us as a specialist or partner, if not the main thing, then beyond important condition for a successful sale. And that's why everyone wonders how to get a client interested. Let's try to popularly answer this question.

Good seller - bad seller

How to get the client interested? To answer this question, you need to look at yourself. What might interest you? First of all, it is the interest of your interlocutor to you. If your interlocutor is interested in you, interested in your opinion and in your feelings, then this is of interest.

Absolutely the same logic when communicating with a client. People don't like being sold directly to them. Of course, there are exceptions in the form of trust in you by the client as a professional, when your opinion and your advice is perceived as a mandatory selection criterion.

But there's a fairly simple difference between a good salesperson and a bad salesperson - a good salesperson asks more questions, and does it right.

Interest the buyer

Why are we not interested in the client? As often happens, we ask a couple of questions and believe that we understand the needs of the buyer. We start the presentation, run into rejections and start asking questions again.

Therefore, it makes sense to ask a sufficient number of questions at the stage of identifying needs. But here comes the question:

“Many questions, is it serious? After all, many questions are obviously not correct.

Many people think so, and in part it is true. There are a couple of nuances that make serious adjustments to these beliefs.

Nuance first

“Too many questions can be annoying and this approach will quickly tire the buyer”

And this is quite fair. If we ask a lot of closed questions, the sale will fail. Therefore, we ask open-ended questions, as if throwing a “ball” in the form of an initiative to tell stories in the interests of the client. We ask a general, open question about the client himself, about his needs and preferences, making him interested. The client is offered a topic that will be extremely interesting to him - a topic about the client himself.

Nuance second

"Too many questions take too long"

This statement also has a right to exist. But there is one small exception - if you understand what to ask the client about, you are well versed in the subject of your product, and most importantly, you are aware of why you need a potential response from the client, then even a large number of questions will not take much time. It really happens that the time spent seems huge, while in fact we spent only a few minutes.

Share on social networks

Find out more

1. Any communication is an exchange of information (thanks to CEP) and sales, being a form of communication where they are an exception ....
2. Client needs and presentation In the article “Sales Funnel”, the item “Linking client priorities with ...

Do you have few clients? Low sales? What are you doing to attract them?

If you decide to become an entrepreneur, you must understand that the amount of profit depends on the number of clients in your business. But people will not buy low quality goods and services. Therefore, before thinking about attracting potential buyers, take care of the quality of your offer and improve the service system.

You've probably heard of the formula: no customers = no sales = no business = no customer acquisition system = no customers. It's a vicious circle.

But let's see why it can happen that there are few or no customers at all:

1. The offer is not relevant or of low quality.
2. There is no understanding: how to attract, retain and how to work with them.
3. Wrong the target audience. The entrepreneur does not understand who his product / service is for, and does not know the desires and needs of his customers.
4. There is no control. The Owner does not collect data on their advertising campaigns, marketing moves, the effectiveness of certain tools.
5. The offer is no different from the actions of competitors.

Many aspiring entrepreneurs do not ask themselves the question “Where to get clients?”. But this is their big problem. After all, figuring out what to do is quite simple. But first you need to figure out if people need it. And how can you develop your business if there is no stable high “flow” of customers? In order to find it, you should take care of the competent one. All entrepreneurs in relation to marketing are divided into 2 categories:

1. Think that they don't need marketing at all. They are convinced that they can do just fine without it, and they do not understand why spend money on it.
2. Understand the importance of marketing and try to study its features. They try different possibilities, they test it on their business, and this gives them good flow clients.

Often new entrepreneurs think: “I will create my own business, I will create my own offer and customers will be found by themselves.” But time passes, and there are still no buyers. What's the matter? For To get new customers quickly, try these few proven strategies:

• Increase the credibility of your offer

Uncertainty prevents many from taking this step: “What if nobody needs it? What if competitors have a better product/service? What place will I occupy in the market?

The truth is that there will always be people who do something better or worse than you. Therefore, believe in your idea and do not be afraid to boldly declare it.

• Think strategically

Once you have started a business, you will immediately need customers. Therefore, take care of this in advance. Talk to friends, acquaintances - maybe they know who will benefit from your offer.

• Make your social media work for you

Many customers find what they need just by scrolling through the news feed in . Make sure that your profile helps you promote your business, looks attractive and credible.

• Don't be afraid of cold calls

Some want to get loyal customers right away. But this is not always possible. Often you need to work first before they talk about you and find out. Many are shy about trying cold calls. But if done right, it can be a great channel to attract new customers.

IMPORTANT: On June 18, 2018 we are holding a powerful FREE online master class how to properly set up an automated sales funnel for YOUR business. Create a system that will bring you twice as many conversions automatically!

Everyone who registers will receive a PDF book "Automated sales funnel" from Oles Timofeev as a gift!

These techniques will help you get started. But what if you have been working in the market for some time? If you have your own audience, but it is not enough? You want to develop your business further and get more profit. Then these 7 ways to attract customers just for you:

1. Contextual advertising

The user will see you immediately on the first pages of the search. Where your ad is located does not depend on where you are in the search results. A very common advertising tool is Google Adwords.

2.SMM

In the 21st century social media expanding their ranges more and more. The daily number of registrations on all kinds of sites is simply staggering. Therefore, to promote an offer on these platforms - good decision. You can do this through advertisements, helpful posts, interesting photos and competitions. You can sell your product / service directly from social networks, gathering an army of loyal fans of your business.

3. Emailmailing list

Almost every Internet user has e-mail. That's why email marketing is an effective channel for attracting customers. With its help, you can notify customers about innovations and various promotions. You can send them usefulness and offer paid products. Properly built marketing makes more sales, and more loyal customers.

4. Viral Marketing

This type of advertising works for you. Requires only the creation original picture, videos, audio recordings, etc., that could hook the user. In turn, a person, becoming interested, will share it with his friends, and they will share it with theirs ... and so on in a chain. This type of marketing works great on social media. So, successfully created content will allow you to familiarize people with your offer who have not heard anything about you before. Sometimes people do not even realize that the material is promotional in nature, and go to your website / blog / group.

5. Teaser ad

The teaser is small message, which is placed with the original picture. For example, if you want to advertise your new yogurt line, place a teaser ad on, say, information portals.

For example, the message “Have you seen him yet?”, which comes with an enticing picture, will be able to attract the attention of many users. A simple sense of interest is triggered, and a person clicks on an advertising link. This is a fairly cheap and effective form of advertising.

6. Targeted advertising

For example, you are looking for shoes. We went to where we found exactly what we wanted. Closed and then went to explore the Internet. And then you see that your shoes are chasing you. They lure you back to the site. They remind you that you forgot to make a purchase. This is targeted advertising.