I came across this article in Fast Company and thought it provided really good advice. A couple of the steps they recommended hit home with me. Here's my take.
- Don't go for everything at once - clients are very cautious these days about making purchase commitments. You might need to start with a small order or even a trial purchase.
- Be prepared for long delays - hurry up and wait seems to be the operative phrase when converting a new account these days.
- Always have a next step in mind - too many sales people don't conclude a client meeting with a commitment to the next step.
A bad economy can offer a great opportunity to win new business. Everyone is under pressure and clients are more likely to be looking for vendors who can provide cost savings or performance improvements. You need to have a positive attitude and believe that your product or service can truly help a client. That genuine belief will come across and help you build trust. In times of uncertainty trust is paramount in gaining and retaining customers.
7 Steps To Scoring New Business In A Bad Economy | Fast Company.
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