We identify the client's key problems
Posted: Sun Dec 22, 2024 9:49 am
In the second stage, you determine the customer’s needs and their interest in your product or service. Let’s look at the example of a flower delivery company. Customers are usually divided into two categories:
make orders regularly, for example, for gifts to their significant other;
They order flowers only during holidays.
Some customers may be interested in a loyalty area code philippines mobile program for regular customers. Others will be attracted by unique offers, such as bouquets of candies and plush toys or special discounts on selected assortments.
To understand the needs of the consumer, it is enough to ask three or four questions. It is important to pay attention to the details concerning the product or service in the answers. For example :
— Are you going to buy jewelry soon? — Yes, I plan to please my wife with a gift. — Excellent! Our store has received a new series of jewelry made of white gold, decorated with precious stones. We offer a 3% discount to the first ten customers.
Read also!
"B2B Marketing: Key Features, Promotion Channels"
Read more
Describe the benefits of a product or service
In this section, your task is to highlight the benefits of the product for the customer.
It is important to focus not on listing technical parameters, but on how your offer solves specific problems of buyers. You must be aware of all the "pains" of the target audience in order to effectively demonstrate how your product is better than competitors' offers.
Let's start organizing the planned action
The final part is a call-to-action, reinforced by an offer to answer your questions. In this section, it is advisable to use the following methods:
The affirmative question technique is interaction with the client through a specific fact. For example, "What date and time is convenient for you to schedule a meeting? "
The offer is time-limited. Present it in conversation in a way that sounds natural and not intrusive.
Final conclusions on the customer's requests. Reproduce and carefully rephrase the expressed needs of the interlocutor. For example: "So, it is important for you to ensure delivery directly to your door within an hour of placing the order . "
Keep in mind that the client’s initial agreement to the offer does not guarantee its final acceptance. The client may change his mind or forget about the agreement. It is important to discuss the possibility of a reminder: clarify whether he agrees to receive SMS or emails to confirm his decision.
Handling objections
This is the most labor-intensive part of the work associated with calling clients. It is important to use convincing arguments in the answers. Do not rush to end the conversation, even if the client has expressed an unwillingness to continue the conversation.
There are effective methods that will help you respond adequately to objections:
Listen to the client: allow your interlocutor to fully express his thoughts and ask questions for better understanding.
Be empathetic and understanding - show the client that you understand their concerns and present a compelling argument that will allay their fears.
Share your experience of using the product - tell us how useful it is in everyday life.
Let the client know that you are available to answer all of his questions.
It is important to list potential objections in advance and develop responses to them. It is necessary to thoroughly familiarize yourself with the product and understand the target audience well. The client may raise objections even after he has accepted your offer.
Handling objections
Source: shutterstock.com
If your interlocutor asks a question that requires a complex answer and additional time to prepare, it is important to respond with respect. Politely thank them for the question and explain that you will need a little time to prepare your answer. You can use the call hold function.
If it takes more than a minute to find an answer, offer the client to call back later or redirect the conversation to a messenger or chatbot. It is also important to inform the client how long it will take to wait for an answer.
How to achieve multiple growth in traffic and sales from your website?
Alexey Boyarkin
Dmitry Svistunov
Head of SEO and Development
Read more posts on my personal blog:
I have always been concerned about the issue of moving to a fundamentally new level. So that the indicators would grow not by 2 or 3 times, but by several orders of magnitude. From a thousand visits to ten thousand or from ten thousand to a hundred thousand, if we are talking about a website, for example.
And I know that such leaps are always the result of painstaking work in five areas:
Technical condition of the site.
SEO.
Collection of site semantics.
Creating useful content.
Working on conversion.
And at the same time, every manager needs an increase in sales and the number of applications from the site at the moment.
To get this growth, download our step-by-step template for increasing sales from the site:
Download template
make orders regularly, for example, for gifts to their significant other;
They order flowers only during holidays.
Some customers may be interested in a loyalty area code philippines mobile program for regular customers. Others will be attracted by unique offers, such as bouquets of candies and plush toys or special discounts on selected assortments.
To understand the needs of the consumer, it is enough to ask three or four questions. It is important to pay attention to the details concerning the product or service in the answers. For example :
— Are you going to buy jewelry soon? — Yes, I plan to please my wife with a gift. — Excellent! Our store has received a new series of jewelry made of white gold, decorated with precious stones. We offer a 3% discount to the first ten customers.
Read also!
"B2B Marketing: Key Features, Promotion Channels"
Read more
Describe the benefits of a product or service
In this section, your task is to highlight the benefits of the product for the customer.
It is important to focus not on listing technical parameters, but on how your offer solves specific problems of buyers. You must be aware of all the "pains" of the target audience in order to effectively demonstrate how your product is better than competitors' offers.
Let's start organizing the planned action
The final part is a call-to-action, reinforced by an offer to answer your questions. In this section, it is advisable to use the following methods:
The affirmative question technique is interaction with the client through a specific fact. For example, "What date and time is convenient for you to schedule a meeting? "
The offer is time-limited. Present it in conversation in a way that sounds natural and not intrusive.
Final conclusions on the customer's requests. Reproduce and carefully rephrase the expressed needs of the interlocutor. For example: "So, it is important for you to ensure delivery directly to your door within an hour of placing the order . "
Keep in mind that the client’s initial agreement to the offer does not guarantee its final acceptance. The client may change his mind or forget about the agreement. It is important to discuss the possibility of a reminder: clarify whether he agrees to receive SMS or emails to confirm his decision.
Handling objections
This is the most labor-intensive part of the work associated with calling clients. It is important to use convincing arguments in the answers. Do not rush to end the conversation, even if the client has expressed an unwillingness to continue the conversation.
There are effective methods that will help you respond adequately to objections:
Listen to the client: allow your interlocutor to fully express his thoughts and ask questions for better understanding.
Be empathetic and understanding - show the client that you understand their concerns and present a compelling argument that will allay their fears.
Share your experience of using the product - tell us how useful it is in everyday life.
Let the client know that you are available to answer all of his questions.
It is important to list potential objections in advance and develop responses to them. It is necessary to thoroughly familiarize yourself with the product and understand the target audience well. The client may raise objections even after he has accepted your offer.
Handling objections
Source: shutterstock.com
If your interlocutor asks a question that requires a complex answer and additional time to prepare, it is important to respond with respect. Politely thank them for the question and explain that you will need a little time to prepare your answer. You can use the call hold function.
If it takes more than a minute to find an answer, offer the client to call back later or redirect the conversation to a messenger or chatbot. It is also important to inform the client how long it will take to wait for an answer.
How to achieve multiple growth in traffic and sales from your website?
Alexey Boyarkin
Dmitry Svistunov
Head of SEO and Development
Read more posts on my personal blog:
I have always been concerned about the issue of moving to a fundamentally new level. So that the indicators would grow not by 2 or 3 times, but by several orders of magnitude. From a thousand visits to ten thousand or from ten thousand to a hundred thousand, if we are talking about a website, for example.
And I know that such leaps are always the result of painstaking work in five areas:
Technical condition of the site.
SEO.
Collection of site semantics.
Creating useful content.
Working on conversion.
And at the same time, every manager needs an increase in sales and the number of applications from the site at the moment.
To get this growth, download our step-by-step template for increasing sales from the site:
Download template