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Building a great sales strategy, developing new business and capturing new revenue is a process. It's about developing smart habits, asking productive questions, and managing your transactions to get the results you want. The next time you speak with a potential client, try these tips on for size.
Data Reseller Tip #1
Take Note: Write It Down
Be certain to take accurate notes throughout your conversation and include all price quotes in your notes as well. This prevents errors or confusion later, and ensures that your client will be well taken care of even when someone else speaks to them.
Data Reseller Tip #2
Conversation Control
Take charge by asking the customer plenty of questions. Acknowledge your prospect's responses and remember to ask for feedback. Use questions that show you're listening, and that you, as a trusted reseller, care about meeting their needs. "How does that sound?" "Does that work with your budget?" "Is that what you are looking for?" These questions all set a professional, accommodating tone.
Data Reseller Tip #3
Data Chit-chat: Conversation Tactics
Here's a list of successful conversational tactics that can set the tone for a productive and positive relationship:
- "I found a terrific list for you..." - "Why don't we try...?" - "Does this fit with your marketing objectives?" - "Why don't we try 5,000 from this file and 5,000 from x, y and z?" - "I saw some interesting news the other day and thought you'd like to hear about it." - "I was thinking about your campaign and I've come up with a few new ideas..." - "I wanted to review your marketing efforts and find ways to save you some time and money..."
Data Reseller Tip #4
Your Next Step: Don't Forget the Follow-Up
Be sure to set appropriate dates for any qualified prospects to receive a follow-up call. Even after an order is placed, a customer should always be contacted to make sure they're satisfied with your service and to determine their future needs.
Data Reseller Tip #5
Value-Added Reasons to Follow Up with Top Prospects and Clients
- Suggest alternative files you have researched for them to consider and test. - Recommend industry articles that may contribute to their success - Share competitive mailings to compare and learn from (only if they aren't a client of yours and you don't have a non-compete in place). - Relate testimonials from other, similar clients about what has worked for them even if they are in a different industry. - Spread the word about case studies, innovative offers and strategies that have proven successful. - Educate them about beneficial new products or services. - Invite them to seminars, events, or other trade show happenings.
Data Reseller Tip #6
Proven Deal-makers and Time-savers
Use the following tips to make sure you spend an appropriate amount of time and energy on all your prospects.
- Keep your pricing simple. Try not to quote prices or minimums before collecting all the information you need. - Never assume a prospect's output format. In fact, never assumeanything! - Only run counts for qualified accounts. - Keep any sales adjustments to a minimum by thoroughly doing your homework and consulting up front.
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