Are you ready to drive the sales process? Know what to do before and after the first contact with the customer
Are you ready to get in touch with your customer or prospect and bring out the best in them? We hope you answered yes.
But if you’re unsure whether you’re ready to get in touch with your prospect, don’t worry. We can help.
Sales spreadsheet kit to plan, motivate your team and not lose information
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After all, every salesperson, no matter how experienced they are, at some point in their career needed a little help to start finding their way to success in sales?
Generally, the sales process begins with prospecting, which is a salesperson’s first contact with a potential customer.
But for this contact to happen it is necessary to know not only the right profile of your customer but also your product, your company, your goals, your limits, your weaknesses and strengths.
This brings us to a reflection on the sales process: does the sales process start when we contact our potential customers and prospects, or does the sales process start when salespeople start their work?
Probably, the sales process comes long before prospecting, long before any ideal customer idea, persona, or business analysis.
The sales process starts with a salesperson trying to understand your product or service, while trying to learn more about your market and application.
That said, here is a customer service checklist of what to do before and after the first contact with the customer or your prospect.
Do you know what needs to be done to drive a successful sales process?
Customer Service Checklist: First Customer Contact and More
Before contacting your potential customer or prospect, you need to show that this is not just a cold and unprepared approach, you need to show that everything you do has a purpose.
Here’s what you should do, before first contacting the prospect.
#1. Do your homework
This is the most important step to ensure you are not shooting anywhere.
It is important that you are aware of all possible information about prospects, such as the company name, the decision maker’s job title, their name, their work experience, and other information.
All of them can be on Google, or just 1 click away, on LinkedIn. All you need to look for is information about the customers you would like to contact, and thus find the decision-makers in each organization.
The more you know about your prospect, the less awkward any speech you use will sound.
#two. Build a Great First Impression
We all know that people buy from each other (regardless of the roles behind it) and therefore it is essential that you make a great first impression.
This can even mean creating a good first impression with the doorman.
Most decision-makers will be senior managers and likely to have an intermediary to track unwanted sales calls.
Be prepared to get involved and build a relationship with the intermediary first, it’s amazing how doors can open for you.
But if you have the opportunity with the decision-maker, make sure you can present yourself in a professional, well-organized and successful manner.
To do this, always present, introduce your company and why you are contacting the company. Demonstrate your knowledge of the prospect: reference your position, your company, and if possible, summarize the market.
Are you ready to spend a memorable experience?
#3. Start with open-ended questions
Always start with open-ended questions, and don’t push your sales pitch. If there is news impacting your prospect’s market, ask them open-ended questions about how to handle the situation.
At the end of your initial call, you need to know what are the main issues affecting your market, how the business might be affected, and how you can help.
#4. End your call
Yes, you read that right – now might be a great time to end the call. You’ve completed the open-ended questions and now is a great time to show your customers some respect and build rapport.
Start by confirming that you know your product, and how it can be a viable solution because you’ve recently helped a similar company.
Your prospect will be happy if you aren’t pitching too hard a sales pitch, but will be intrigued if you name a competitor or other customers, so they’ll be willing to continue the contact.
What to do after the first contact with the customer?
Our customer service checklist doesn’t stop there.
Now that you know what to do with your first contact, the question that remains is: what to do after the first contact?
If you want to show yourself prepared to continue relating to your customer and increase your chances of selling, you will need to know what to do after the first contact with the customer, without putting everything to waste.
It might be easier if it’s all inside a script that can make you look more natural.
But if you get lost for a moment, here’s what to do after the first contact (whether it’s a phone contact) or face-to-face.
Now that you’ve gone through the first contact, are you ready to continue?
#1. Focus on getting your next meeting
If you’ve prepared well for the first steps, you need to prepare yourself to continue to be successful after the first contact.
Now it’s time to build your relationship and bring your prospect to the end of the sales funnel.
To do this, it’s essential to summarize your prospects’ needs and prioritize them to show understanding through it all. Discuss the benefits you offer in a language your prospect understands. This will help.
That said, stay focused on the customer’s needs – what problem they are trying to solve, what the financial impact of the problem is, and finally, whether the problem can wait or is it urgent.
These questions will naturally lead to the customer qualification process.
#two. Don’t miss the timing
Once you’ve prospected your potential customer, you may believe they should return.
But, who must be in front of the sales process is the salesperson. You need to be in control of the process.
You cannot let your client have the power in their hands or simply be a taxable person in the middle of this whole process.
The salesperson is the operator of the sales process and you need to move the process in order to be able to sell. Otherwise, it will just leave the doors ajar. And then, anyone can enter.
Checklist: what to do before and after the first contact with your prospect
Get ready for the hard work
Take a review in your routine to see if you are ready to follow this step-by-step in your sales routine, and so ensure that you can operate the sales process with the quality you need.
Obviously, it’s not an easy job to go through the sales process and know what you need to do before and after contacting your prospect.
Either way, you need to study and be prepared to get your customers to buy from you for the right reasons and reasons. You need to be a prepared salesperson to move forward in this process.