and it’s done by the marketing team.
The other is the real selling stage of dealing with them directly and persuading them to buy the service or product,
and this is done by the sales team.
Therefore, the work of the marketing and sales team is close and integrated in a way that may cause some confusion.
In his article, we will learn together important information about customers and how to correctly define your customers’ specifications and turn them into a “buying customer”.
Let’s start with this important question “How do you define your target audience / potential customers:
Determining the shape of the audience depends on several factors
1- Demographics: such as age, gender, race, education, language, and occupation.
2- Psychological/intellectual: such as opinions, attitudes, tendencies, and values.
3- Geographical: the location and nature of the residence.
4- Understanding of technology: meaning the extent to which the relationship of potential customers with technology in general and the technology you use in particular has developed,
and they can be divided into (beginner – normal – expert).
Or according to the nature of the technology, for example, television, radio, or the Internet.
5- The fifth and final factor is the nature of the response, such as disinterested, stubborn, opposition, and so on.
When you create a marketing or sales plan after defining your customers based on the above factors,
you go to the next step which is getting to know them, which means identifying your buyer persona
This step helps you define your next strategy by developing a solid understanding of your audience and what motivates them.
After determining your target audience, 6 main questions will help you in developing your marketing plan, and they are:
1- What does he like?
2- What does he hate?
3- What does he need?
4- What does he want?
5- What is bothering him?
6- When is he watching?
After getting to know the nature and needs of your customers and developing your marketing strategy accordingly,
We move on to the last step, a set of tips that will help you convert your potential customer -lead- into a real customer.
Develop a sales scenario in the sense that you put an imagined serial dialogue and walk through it when you interact with the customer so that you do not stray from your goal.
Practice intensively and try more than once before dealing with clients directly to reduce stress and automatically perform more like people with long experience in the field.
Take notes periodically during your conversation with the client so you don’t forget anything.
Don’t wait for the sale to close on the first call!
It is very rare for a sale to be completed in the first conversation with a customer, so you must be patient and not get frustrated.
Quickly respond to an objection in less than 10 seconds
If the customer objects to something in your words, the nature of the service, the product, or the price, you must answer it in less than 10 seconds, otherwise, your answer will not be credible if you take the time to reach it.
Focus on the customer, not your product
Keep your dialogue focused on it and don’t talk all the time about the product you offer and desperately strive to complete the sale
But make him feel your real interest in him by doing 3 things:
- Active listening … meaning that it is listening interactively with what he is saying.
- Understand the questions he’s asking well.
- Curiosity about the customer and what he wants? And what does he need? What is he afraid of