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Customer loyalty often goes by the wayside. However, we know that retaining a BB customer costs much less than gaining a new one. The problem in BB is that the decisionmaker does not sign for a company but for a person. He signs for a person he considers best to solve his problem and help him achieve his goals. I have a client where the salespeople only manage presales and sales. Aftersales is ideally managed by the technical department. I say ideally because in reality, customers call the sales representative and not the technical service. For customers who comply with the rules, satisfaction is often lower.
Another client told me that the only communication his clients received was an invoice. Its Albania WhatsApp Number a caricature but we all understand what he means. Here too, Marketing Automation is a solution. communications to your customers based on their offer and their behavior. For our clients, Marketing Automation generally allows us to increase the lifespan of a client by ! . Stand out from competitors The Internet has profoundly strengthened the competitive threat. The buyer is one click away from a potentially more attractive offer.
The salesperson must therefore do everything possible to stand out from the competition. Ok, but how to do it? As we have just seen, the BB buyer does not sign with a company but with a person. The salesperson must therefore establish strong relationships with his prospects and customers. For this, there is no miracle recipe you have to help! In my opinion, altruism and benevolence are two crucial qualities for successful prospecting in BB. The salesperson must provide solutions to his prospects and answer the questions they ask. And this, even if he is not sure of signing. At the agency, we attach a lot of importance to that.
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發表於 2024-3-9 19:12:09