Frequently, some entrepreneurs tell me: "We need to incorporate new customers."
Given this statement, I always ask: What did they do to get them so far? They usually tell me that they try to get potential customers, that they visit them but don't buy from them, and that when the seller visits them, they say: we already have others suppliers of the products you sell, also the sale is so bad that we do not need a supplier more. Others tell me that the prospect asks for some prices and ends up saying, "It can't be, it's very expensive, I buy much cheaper."
I could see that when they don't buy from him, they justify his lack of success with an excuse; I was able to verify it many times that some sellers often blame some external factor, which, as he cannot control, justifies the result; But he does not try to look for opportunities to achieve his goal, he does not think about something different and he is satisfied with failure. Blaming the other is the most frequent, the easiest, but the worst thing is that it is a paralyzing behavior, because if the other's fault, what can I do to change it, they ask themselves.
If you want to add new clients to your portfolio, you cannot maintain the status quo, because if until now you could not incorporate, using the same technique, you will not succeed now either. Do not look for blame outside, do not torture yourself for not getting what you are looking for, but apply the heuristic technique, trial and error, try until you get the most appropriate to achieve your goal. Do not give in, inquire, find out, the seeker finds.
If you want to get new customers, the first thing you should find out is what characteristics does the customer you want to sell have, what products does it work, what commercial strategy does it use, who are its suppliers, what potential does it have, make an analysis of the prospect that you want to convert into client, then with all that information, visit it with a strategy "tailored to the needs or possibilities of that client".
Think about how to benefit your client, rather than how to benefit if you buy from him, aim to help him, try to be a consultant who will make him do very good business, if he transmits it sincerely, he will understand it and you will become "the supplier " Then your profit will come alone.
In the sale, there is no magic, there are people who have needs and suppliers who can satisfy them, if you take the sale as a job to benefit your customers, you will be a successful seller, all buyers are eager for buyers who know how to sell, therefore from people who know how to find out "what you need on time".
If you already know your primary and secondary needs, put together the appropriate strategy for those needs, present the advantages that the client will have when he buys what you sell and he needs.
There are no customers who would pass up the opportunity to satisfy their need with the best product that no one offered, or the product similar to that sold by almost all, but accompanied by assistance, sincere advice, I acted as an assistant to the customer.
You are a professional who tries to help by offering the right product, for the specific need, at the right price and at the right time, try it.
The key to success is trying to help, try it, you will be surprised and congratulations on the results.
