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What is the best way to present to clients?

How to present to prospects and clients.

Entrepreneur

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Finding Customers

Attracting Customers

Are you able to allocate a budget for advertising? Advertising is one of the best ways to drive traffic to your site which can multiply your client potential. There are excellent tools that you can use including Google Adwords. Click here to read up more on this topic.

A face to face meeting is preferable

A face to face meeting is always preferred if possible, then you can see if you are a strong fit and if you can offer what they need. There are many successful businesses that work through cold calling but in the end it depends on your type of business and also your preferences

Attracting client through the Web

The world of web hosting is incredibly competitive and one of the hardest aspects of running a new web hosting company is marketing to and obtaining customers.

Revisit the business model

There is potentially a fundamental flaw in this business model, our advice is that you go back to the business plan and review your revenue and operational business plans. Designing a website can be lengthy process.

Unless you are offering your clients a DIY website solution where the client designs their own sites (in which case you will potentially pick-up significant user support requests), you will be bogged down with designing websites.

Even if it takes you just three hours to create a site, how many sites will you have to design to just break even? After all of this initial upfront work, you will collect only R74pm. How will you collect your money? Charging a low rate (R74 per month) doesn’t guarantee clients.

And when you do sign-up clients you’ll have to wait 30 days for payments to flow into your account. You don’t want to be chasing clients on unpaid accounts for such a small amount. A way around this is to request full payment.

What materials should be used in presentations and for possible business opportunities?

Start by putting together a special report featuring your expertise. This can be used in presentations or when speaking to potential business partners. This positions you as an expert and will allow you to stand out from your competition.

Make sure that anything you create  showcases the benefits you offer to your customers. Don’t make the presentation all about you. Address questions regarding challenges and then explain how you would provide a solution for that challenge.

Entrepreneur Magazine is South Africa's top read business publication with the highest readership per month according to AMPS. The title has won seven major publishing excellence awards since it's launch in 2006. Entrepreneur Magazine is the "how-to" handbook for growing companies. Find us on Google+ here.

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Sales

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

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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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Sales

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

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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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Sales

How can I make more sales?

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

Tim Berry

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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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