3 Tips for acquiring new customers in modern times
Consumers in today’s society want to interact with suppliers on their own terms, how and when they choose. There has been a shift in modern outbound sales techniques and the ‘hard sell’ like cold calling has taken a backseat. The main challenge for businesses today is to sell without selling. Modern consumers prefer to deal with suppliers who let them control the pace and direction of their buying journey. Here are three key points to bear in mind to avoid potential customers slipping through your fingers.
- Personalisation
The wealth of customer data at your fingertips through tools such as Maximizer CRM helps to identify new prospects and to deliver the truly personalised level of engagement expected today. This involves profiling customer segments to paint a figurative picture of your likely prospects. The degree of insight you have recorded allows you to personalise their journey to purchase.
- Commitment
When building any relationship it’s always helpful to assure the prospect of your commitment by breaking it down into manageable steps that feel less intimidating. Start by asking prospects to make small pledges of loyalty to you such as booking meetings, engaging with you about an email you sent them or completing an online survey.
- Reciprocity
Giving tends to inspire a reciprocal gesture, so bear this in mind in your interactions with prospective customers. You could offer free consultancy sessions, webinars or useful content such as eBooks to your client. This will make them feel valued and help to create stronger relationships.
The difference between a successful and unsuccessful sales team is understanding the importance of implementing a sales process that can be tracked and then filtering the effective strategies to use throughout the business. Developing a sales strategy using the key points above will help define your process and your business will evolve and adjust to your new customer journey and individual buying behaviours among your customers.
