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How do you introduce a product to clients who have established relationships with other suppliers?

Keep knocking on doors.




If you believe in your product or service, share your confidence and enthusiasm with potential buyers or clients. It may sound simple, but breaking into established markets requires a great deal of hard work and resilience

Create a “must-have” factor

Find a feature of your offering that’s unique in your market. Ensure that all your sales materials emphasise this feature.

Research the targeted market

Ascertain market information that will assist in the sale of the product or service. The market analysis has five basic factors that indicate what you can sell in that market. Those five factors are:

  • Need
  • Availability
  • Competition
  • Price
  • Consistency


Contact everyone you have done business with in the past. Ask them if they know anybody who might need your services or products. Then ask for a personal introduction. When you sell as the result of a referral, you’ve already cleared many of the risk hurdles.

Create a “no-risk” guarantee

Make sure that it’s clear to the prospect that you don’t expect to get paid unless your product or service does exactly what you claim it will do, and more.

Before you embark on the market analysis process think about your market:

  • Establish if there is a market for your products or services
  • Develop a marketing plan

Focus on customers

Everything you do in business must be customer focused, including policies, warranties, payment options, operating hours, presentations, advertising and promotional campaigns. In addition, you must know who your customers are inside out and upside down.

You can’t beat personalised attention

The most significant competitive edge to have over established competitors is the offer of personalised attention.

Build a good reputation

A good reputation is unquestionably one of the most tangible and marketable assets. It’s something that you earn by honouring your promises. If you promise to have the merchandise in the customer’s hands by a certain date, you have no excuse not to have it there.

Always go out of your way to get involved in the community that supports your business. You can do this in many ways, such as pitching in to help local charities, becoming involved in organising community events, or getting involved in local politics. Constant contact, follow-up, and follow-through with customers, prospects, and business alliances are vital to breaking into highly populated markets.

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How do I make a positive first impression with my clients?

You never get a second chance to make a first impression, so be sure you don’t screw it up.

Marc Pillay



How do I make a positive first impression with my clients?

Everyone makes mistakes. Fortunately, however, they can be rectified in many cases. If the wrong amount of money is transferred, it can be reversed; if the wrong information is given, it can be corrected with a polite apology.

In business matters too, there is a ‘second chance’ that allows for an error to be straightened out and which sometimes can even be turned into an advantage. But there is one time when this is not the case: The first impression.

Making a good first impression is an opportunity that must be maximised. The old saying holds true: You never get a second chance to make a first impression.

Research has shown that first impressions are of critical importance for three out of four buyers – that is a whopping 75%. Some aspects of your external appearance play a role here, but mostly it is what you say, how you say it and also what is conveyed non-verbally.

It’s all about tone of voice, gestures, facial expressions and body language, and it’s about capturing the mood in which the customer finds them self at that moment.

The following points can help you make a positive first impression on the customer:

  • Approach the customer attentively and with a friendly smile
  • Observe the customer – how do they respond? Are they reserved or receptive, cautious or forthcoming?
  • Take the emotionality of the customer seriously
  • Try to adjust yourself to the mood of the customer
  • Give the customer the feeling that you accept and understand them. Create common ground this way, which will leave the customer with good memories and which will shape their future relationship with you.

Do you already take all of those factors into consideration? If not, try to pay attention to them, and you will quickly see that you will have greater success with them.

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What’s the most important thing to remember when I’m interacting with a customer?

The one surprisingly simple success tactic that works every time.

Marc Pillay



What’s the most important thing to remember when I’m interacting with a customer?

Customers want to be taken seriously. Someone who invests money does not only want to receive a product or service. It’s also important to make the customer feel appreciated and on an equal playing field with the sales person.

To do this is surprisingly simple: Address him by his name. By doing this throughout the sales conversation, not only when you greet him, your communication with him becomes much more personal and ‘warmer’.

Nothing is more unpleasant than talking to a person face to face not knowing his name – this has certainly happened to all of us at some point. But how can we possibly remember the names of all our customers?

Here are a number of tips that will help you:

  • Be truly interested in the customer and do not only pretend to pay attention
  • Carefully memorise his name during the first meeting, and write it down if necessary – it is no problem if the customer notices you doing this
  • Repeat the name from time to time during the conversation
  • Memorise the person behind the name – face, figure, voice, distinctive characteristics
  • Try to link the customer’s name to an image. Convert his name into a picture, and link objects or situations to it. The saying also applies in this case: “A picture is worth a thousand words.”

You’ll see that after just a short while, the names of your customers will stick in your memory much more easily, and your customer interaction will become more promising.

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How can I make more sales?

Taking a good look at your existing sales strategy may reveal some areas for improvement.

Tim Berry



My sales are ticking over nicely but I’d like to increase them now, as I feel that we have the capacity to meet increased demand. Can you give me any advice on how to go about growing sales?

The first thing you need to do is reassess your sales strategy and its impact on sales. Look at what’s working and what isn’t. Once you’ve done that, you can consider introducing some new sales strategies, such as finding new ways to sell more to existing customers, or even how you can find brand new customers. Perhaps you’re charging too little. And your marketing strategy could probably do with an overhaul to ensure it’s relevant in today’s marketplace.

Read the full article here.

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