The main tasks of establishing contact with the client
Posted: Thu Jan 23, 2025 6:44 am
Let's take a closer look at the tasks that are solved at the stage of establishing psychological contact with the client. All people like to make purchases, but no one likes it when someone tries to sell them something. In the buyer's subconscious, an image of a seller is formed who sells what is beneficial to him, but not to the client. For many, it is important to figure everything out on their own, without anyone's help, and make a decision about the purchase. This feature is the first obstacle for the seller.
Anyone who has worked in sales has probably heard such objections from customers as “I don’t need anything,” “I’ll figure it out myself,” etc. To overcome this barrier when establishing contact with a client, you need to set the following goals:
to capture the attention overseas chinese in australia data of a potential buyer (enter into a dialogue). For this, prepared phrases are used that allow you to establish contact;
introduce yourself and explain to the client who you are and why you are starting a dialogue;
arouse interest and demonstrate the importance of contact with the seller, and establish the value of the information provided;
formulate a question.
In addition to the goals listed here, the seller has another very important goal. It is important to win the sympathy of the potential buyer.
After achieving all the goals, you can move on to the remaining stages of establishing contact with the client to conclude a deal. Let's consider all the points described above in more detail.
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"B2B Marketing: Key Features, Promotion Channels"
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Capture the client's attention
Attracting attention means approaching a potential buyer and engaging them in a dialogue (which plays an important role in sales). An effective manager, when establishing contact, strives to ensure that the client speaks 70% of the time. Different phrases are used for different types of transactions, so we will not provide any examples here.
Before offering a product or service, a specialist needs to “sell” himself. To achieve this goal, he must become interesting to the client. Various templates that a potential buyer has already heard from many sellers will not work here - moreover, they can even harm. In any case, it is important to construct a greeting phrase so that the client responds and enters into a dialogue.
Introduce yourself
At first glance, such a task seems simple and clear. At the same time, very often sellers not only do not introduce themselves, but also do not ask the client's name. If for retail this is still bearable, then in business to business sales without this it is impossible to conclude a deal at all. By introducing themselves, the specialist demonstrates their trust and respect for the client. After this action, the potential buyer no longer sees a faceless manager, but a person who can be relied upon.
We do not recommend using the template phrase "Hello, my name is Petya, I am the sales manager." Such a formulation underestimates the importance of acquaintance. The phrase "How can I address you?" is well suited to find out the client's name. After the potential buyer has introduced himself, it is imperative to call him by name during the conversation. Every person is pleased when he is addressed by name.
Tasks of establishing contact with the client
Anyone who has worked in sales has probably heard such objections from customers as “I don’t need anything,” “I’ll figure it out myself,” etc. To overcome this barrier when establishing contact with a client, you need to set the following goals:
to capture the attention overseas chinese in australia data of a potential buyer (enter into a dialogue). For this, prepared phrases are used that allow you to establish contact;
introduce yourself and explain to the client who you are and why you are starting a dialogue;
arouse interest and demonstrate the importance of contact with the seller, and establish the value of the information provided;
formulate a question.
In addition to the goals listed here, the seller has another very important goal. It is important to win the sympathy of the potential buyer.
After achieving all the goals, you can move on to the remaining stages of establishing contact with the client to conclude a deal. Let's consider all the points described above in more detail.
Read also!
"B2B Marketing: Key Features, Promotion Channels"
Read more
Capture the client's attention
Attracting attention means approaching a potential buyer and engaging them in a dialogue (which plays an important role in sales). An effective manager, when establishing contact, strives to ensure that the client speaks 70% of the time. Different phrases are used for different types of transactions, so we will not provide any examples here.
Before offering a product or service, a specialist needs to “sell” himself. To achieve this goal, he must become interesting to the client. Various templates that a potential buyer has already heard from many sellers will not work here - moreover, they can even harm. In any case, it is important to construct a greeting phrase so that the client responds and enters into a dialogue.
Introduce yourself
At first glance, such a task seems simple and clear. At the same time, very often sellers not only do not introduce themselves, but also do not ask the client's name. If for retail this is still bearable, then in business to business sales without this it is impossible to conclude a deal at all. By introducing themselves, the specialist demonstrates their trust and respect for the client. After this action, the potential buyer no longer sees a faceless manager, but a person who can be relied upon.
We do not recommend using the template phrase "Hello, my name is Petya, I am the sales manager." Such a formulation underestimates the importance of acquaintance. The phrase "How can I address you?" is well suited to find out the client's name. After the potential buyer has introduced himself, it is imperative to call him by name during the conversation. Every person is pleased when he is addressed by name.
Tasks of establishing contact with the client