When setting up a new business, the main focus is to build relationships with clients that could eventually lead to sales. However, as a business owner you need to have an idea of the type of decision makers that are present in an organisation. In most cases, the sales process will need their approval especially if the purchase is quite big, resulting in the need to come up with a strategy that will work for each of them. If your business has been having a hard time converting prospects into actual sales, it may be because of the inability to deal with client executives in an appropriate manner.
- Indecisive client
The client seems interested in your product or service but can’t seem to make up their mind on whether to buy it or not.
Solution:
Set deadlines on how much time your interaction will last and offer time bound discounts to help them make a decision.
- Sceptic client
The client is negative no matter what you are selling and looks for ways to show distrust.
Solution:
Always maintain a positive attitude and give them as much information as possible on your products.
- Time wasting client
This client insists on face to face meetings that bear no fruit and keep creating barriers to the final sale.
Solution:
Try and limit your interaction to the phone while mentioning the timelines within which they need to make decisions.
- No-Influence client
The client seems to wield power and is always busy but cannot actually make the final decision on a purchase.
Solution:
Find members in the organisation that can actually authorise a purchase through such a client, and then target the right people.
- Over thinking client
This client is interested in a lot of details and requests for a lot of data but never makes a final decision.
Solution:
Keep focused and consistent to avoid being caught up in their many ideas about your product or service.
- Bureaucratic client
The client always has reasons for slowing down the process of making decision by introducing red tape.
Solution:
Try selling to other people in the organization by providing beneficial information while creating a sense of urgency.
- DIY client
The client prefers to use internal solutions because they are suspicious of outsiders who they believe cannot understand their business well.
Solution:
Demonstrate benefits that outsourcing provides them but if they cannot still commit, allow them to try out their solution and then follow up after a while.
- Non responsive client
The client ignores your calls but contacts you when they need your help.
Solution:
Try and connect with them but if there is no response, look elsewhere.
At Tradeway we have a variety of offerings such as brand activation and experiential marketing that you can use to successfully sell to your clients. If you need help in selling your product or services, contact us today.