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Mike Stokes

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      • Mike Stokes

        Industry Expert

        @mike-stokes

        Reply submitted 21/04/20 @ 03:38pm

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        Hi there,
        Currently the same applies in selling other than perhaps face to face meetings are off the table at the moment and the use of technology is even more important. Be very clear about your Ideal customer profile, what problem can you solve for them, what is unique about your business and then be clear on a sales process based on your clients needs not your own. To generate opportunities focus on 3 main areas -sales, marketing and channels -all work and all will add value. Other than f2f meetings you still have phone, email, text, LinkedIn,social platforms, video messages, zoom or similar etc etc, the channels are still open for business. Be proactive rather than reactive and I think important to remember whilst we need to be respectful of different business challenges at present it is also important to remember that businesses still need to be buying and selling as much as pre covid.
        Good luck,
        Mike

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      • Mike Stokes

        Industry Expert

        @mike-stokes

        Reply submitted 21/04/20 @ 03:38pm

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        Hi There, There are many things that go into generating new clients but the biggest mistake is to focus on your solution rather than the customers needs. Customers will pick up on your own self interest very quickly which will erode your credibility. Ask great questions, listen to their answers to qualify or understand if you can help them. You want to understand if they are a fit for you as much as you are a fit for them and if there is a fit by all means offer a solution, but dont jump to that too soon. Write down the questions you should ask beforehand and remember questions are more powerful than statements. Closing will happen naturally if you have run a great process and a great process is one that has a focus on the customer.
        Good luck

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      • Mike Stokes

        Industry Expert

        @mike-stokes

        Reply submitted 21/04/20 @ 03:38pm

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        Hi Shannell, You may not get everyone to buy from an agent instead of direct but you can look to understand the true value of using a local agent and focus on that. For some it may be they enjoy the customer experience, or to avoid risk, someone to add advice etc. If you are very clear on the advantages then it will help you build a clear profile on who values these and so who are your ideal customers. Important for your marketing and sales messages and enables you to target potential clients. Hope that helps, Mike

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      • Mike Stokes

        Industry Expert

        @mike-stokes

        Reply submitted 21/04/20 @ 03:38pm

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        Hi There, Who are your target clients? Once you understand your ideal customer profile then you can communicate with them where they congregate either on or offline. Often purchases are emotional so share your story and why you started the company and tell as many people as possible. Be respectful but vigilant and focus on your customers needs not your own. Good luck.

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