Those who sell just because they are the cheapest cannot stay in the market for long, do not build customer loyalty and do not generate real value for the market.
It is important to be aware of this when prospecting for customers via email, as those who have a good relationship with their customers will always be successful.
The problem in many cases is that right away many people start a relationship by sending catalogs, promotions, discounts.
For a discount to be advantageous, you must first have the perception that your product has added value. Otherwise, it will not make sense.
What do you do when you already have the contact details of thousands of customers and don’t know where to start making contact?
If you want to know how to apply a practical and efficient strategy to sell to your list, this content is for you.
You should follow the steps the 10 principles that philip kotler proposes as essential for emotional marketing are ensure that your prospecting emails result in new deals.
How do you define an action or script that can be useful for starting a relationship with each customer?
All sales, whether B2B or B2C, are based on trust and relationships. Contact, whether by email or phone, should serve as a stepping stone to building a relationship based on trust.
What do you need to do to start selling to your customer base or list?
Let’s imagine that you currently have 4,000 contacts from companies with a the image below shows several other organizations profile. All companies with a profile that would buy your products.
The first thing you should do is divide the list into small groups.
It can be by niche, by some characteristic, by interest, etc. Divide into small groups of up to 50 companies.
This will ensure personalized emails and facilitate communication.
The more personalized the contact, the better and more efficient your approach will be.
The second thing you should pay attention to is each customer’s score.
The higher the score, the greater the chances of you selling to that company.
Be Objective
After separating the companies into small beb directory and evaluating the score of each one, it is time to define the objective of the contact.
Schedule a meeting?
Find the right person to negotiate?
Be direct and clear in your first contact. Always remember that the person on the other end probably doesn’t know you or anything about your company.
Relationships are key to sales for companies.
Regardless of the product or service, what will make the sale possible is the relationship you can build with the people involved.
It is necessary to act strategically, raising important points for him.
For example: How much did you save a company in the same segment as yours by changing health insurance plans?
How much longer will each salesperson be able to talk without the call dropping when switching to your phone plan?
Simply having the best price is not a determining factor for closing a deal.
Email, like phone calls, is the best way to start a relationship with a real chance of sales.