How to make a successful commercial prospection ?
If it is necessary to have target client, it is not unusual to get out of the box and find another target client.
The main focus should be on knowing your client and their requirements. You will not only offer them a service but you will try to make sure that your client stick with you for the long term. There are some suitable ways, find the problem that they might go through. You have to adopt your strategy according to the client requirements. The time and cost reference might not the only solution to get out and become different from others. You have to try innovation. You should try to collect as much information as you can, to make sure about the strategy you will be offering.
Don’t forget to the whole process requirements
Be sure that you have in your mind the main contract requirements and that you have an overview about the whole offer.
If you have your appointment and you want to present an offer, make offer as much attractive as you can. When you go to the appointment, don’t just explain your offer make it alive, you have every single information about the company in your hand, try to insist on your innovation and your unique offer. You can explain what could happen if they don’t take your offer.
You have to be careful about the choices of the vocabulary you use, instead of «spending money», say «investment».
Presenting you budget
There is no secret rule, you should be objective about your price, tell them the exact amount of money that you will pay instead of the average budget. You should value your benefit that you cannot find in any other place.
Make sure to have a positive environment for the conversation
You have to make sure that you are relaxed and your client is ready to hear your arguments. Insisting your on your proposal is only effective when you know that your proposition is unique and benefit from client.
Accepting the price
Make sure that you have everything in your hand before accepting offers. The client usually has many things to add, which is might not officially said before don’t be surprised, just find an agreement.
Be careful about choosing the payment option that is easy for the client not too difficult for him to pay. You can offer more than two solutions if you want, although better to prioritize your option.