This will vary depending on your customer profile. If you sell to individual consumers, you might want to know about their age, gender, income and so on. For businesses, you might want to know what industry they operate in and their size. You should also try to find out what they think about you and your products and services. For example, learn what they like and dislike and why they choose to use you. If you have just a few important customers, it's worth getting detailed feedback from them. Companies that sell to individual consumers sometimes use customer surveys. Of course, as well as collecting the information, you need to store it.
The most effective way is to use a central database. Making customer information available to employees can make them more productive. For example, you could give sales staff access to financial systems so that they can check orders and payments. You need to decide what information different employees might need, and how to make it available to them. For example, you can share correspondence and other information on your computer network. Using caller recognition, staff can view an incoming caller's details and purchasing history before even answering the phone.
Integrated IT systems help different parts of your business to share what they know. It's important for information to be accurate. It's a good idea to update records regularly, taking care to delete duplicate entries. You could also consider giving customers online access, so that they can update their own details themselves. You must ensure that any confidential or important information is protected against misuse or accidental deletion. Remember you must also comply with data protection rules for any personal information on existing and potential customers you collect, keep and use.
This may affect your IT systems and which staff have access to the information. The right information will let you build up a useful profile of your customers.
Identify and sell more to your most valuable customers
This typically includes the following:. Profiling your customers in this way helps you group them into different segments, each of which can be approached separately. For example, you might produce customised products or services for different segments. You can also focus the way you market to different groups of customers. See our guide on how to group your customers into market segments.
You can use specific IT software to help you collect and analyse your data. For example, linking customer records to your accounting system makes it easier to see how profitable different customers are. Analysing your customers allows you to identify those who best fit your business priorities. These will depend on your strategy - for example, if you are launching a new product your aim might be to build sales as quickly as possible, whereas if you have cash flow problems you might value customers who pay quickly.
Five Sales Techniques that Don’t Work
However, most businesses want customers who are as profitable as possible. Customers tend to be more profitable if they:. By analysing your records you can assess how profitable each customer is. In some businesses, just a few customers are responsible for almost all the profits. Some of your largest customers might be among your least profitable.
You may even find that there are some customers you would be better off without. You should also try to look ahead. For example, a business customer that is expanding might become more profitable for you in the future. It's important to anticipate changes and how they might affect different customers.
Looking after your customers helps build customer loyalty. Selling more to existing customers can be far more cost-effective and profitable than finding new ones. However, you will still need to divide your time up between finding new customers and selling more to existing ones depending on your business. Often the best way to do that is to talk about the people who were affected by the challenging environment they were working in. Then talk about how their lives became better, easier, more fun, or less stressful after using your solution. Every story has a hero. Who is the hero of your story?
If the answer is yes, then you need to rework your story — and make the customer the hero. The customer is the one who needs to save the day, not you. Your role is that of the mentor. You are there to help your customers see what has changed in their world and how they can adapt and better survive and thrive.
There are many ways to tell a story. Props make a metaphor or analogy tangible. Everyone knows you need to sell benefits not features, right? This is not true. The best reps have a formula that is repeatable ands scalable. Part of the formula comes down to truly understanding who their buyer is. Instead of thinking about how to sell a solution, think about how your product can solve a problem. Once you have their buy-in, you start with your sales pitch.
Here, we share our proven 7 step formula to writing a winning sales pitch it takes less than 10 minutes! Generating new sales is hard work. You would want it, right? Why are they closing so many deals?
The traditional pitch offers two outcomes: As Jacqueline Smith says: Now you know the difference, you can approach your conversation in the right way. Tell a story to create a connection When is the last time you told the story of your brand during a sales pitch? So what would that be? Ask for the sale of course!
Best Sales Techniques: 5 Selling Techniques That Work, 5 That Don't
Whatever action is required; make it clear with a well-written call to action 5. Short and sweet does the trick The length of your pitch is important. Will you try to write an effective sales pitch in 10 minutes? Let us know your thoughts. Sahaya Richard about 3 years ago Very effective and reliable imformation Reply.
Mindy Baird about 1 year ago Great sales pitch tips, Steven! Adam Jacobsen about 12 months ago Excellent for sales pitch! Jennifer Fernando about 12 months ago Great tips! The examples are very informative. Munish Kumar about 10 months ago Reading your article just before sending a proposal to a client. Miss Cynthia Ely about 7 months ago Good day Mr. Kind Regards, Miss Cynthia Reply. Alan Loughlin about 6 months ago Good article, I like how you explained the breakdown of a sales pitch!
Renato Silvares about 5 months ago Steven, congratulations!