meet john - your ideal client
How to Understand your clients and build sales process
- 18/10/2024
- Bez kategorii
Most business people focus on sales process it-self – however, ery few of them consider most fundamental aspect of who and why is buying from you. Of course some people may say that even bad product or service can be sold when there is skillful salesman behind it. Indeed it can be, but in longterm perspective, understanding your clients expectations and allows you to deliver more valuable products or services and achieve better sales results and accelerate your company growth. In this article you will find out how to create sales process, analyzing your clients behaviors, their economic preferences, willings and real expectations to the value received.
real value vs. what you think the value may be
In real world there is neither ideal company nor client. However, for good sales approach, it’s crucial to create buyer persona – your ideal client profile. A model client that allows you and your team to answers questions like:
Who are our clients – it’s very rearly important to define things like age, region of living, annual income and similar thing. It’s better to focus on defining what is our personalirty of our clients, why they might be interested in value that we deliver, and why they act in this not that way. This allows you to understand clients’ background
What our client might have in relation to this or that problem – text This allows you to understand clients’ motivations
Why our potential clients do this not that – This allows you to understand clients’ way of and therefor way of buying things
What our clients seek and what they do to sole pain points – text
All the bove questions and answers should be related to the general problem of your client that your product or service solve.
Realizing if our product or service meets the real expectaions - product performance vs organization performance
This is one of the crucial point in the whole process. If your product or service underperform you can still sell it but you need to be aware that your sales process and marketing needs to handle whole work and
How your product perform – try to understand and estimate how clients like your product or service. Does it meet their expectations, is it responding to their „must have” need or is it something that it’s nice to have.
How your organization perform in approaching clients – the other important factor is to understand how well your organization can organize and deliver value behind the product or service. Thing like So before you start with building a process, write down the whole path or delivering the value for a client and then build process around it.
building step by step process of engaging client
Once you are done with building a great buyer persona and you’ve assessed how your product and organization perform and you know you value delivery path, you can start building a step by step process
Start with analyzing how your client might make buying decision – if you building first sales process or new one and do not have any previous experiences nor feedback from clients – then you need to try assess what factors will cause your clients to buy. Think about what information your client wants to have through the process, how it should be delivered, what are the key reasons why your client decide to buy. How to build trust and similar aspects.
Build sales funnel – once you know what approach may be useful for your client and make them to buy, it’s time to start building a funnel. Funnel its a of each major stage of the process. It describes how should our sales representative(s) act, what should happen, what value should we deliver for a potential client and what we expect from a client to do in order to say that we can move on.
Implement tools to measure and analyze process performance – as you can see sales is a process. Tho the fundamental knowledge in nowadays is how its perform. To be able to compete with other you need to understand where your organization underperform. Tools such as CRMs, mail camping reporting can be importnat or your organization.
Prepare clear step by step manual for your team – at the of the way it’s good to write down the fundamental . Prepare a short PDF with and keep it for new people. This help them to understand what they should do and the on-boarding process will be easier.
Measure how long it will take to make a yes decision – as mentioned above for more management purposes it’s vital to know how long does it take to close a deal. First of all if you are starting company you will have to finally hire a sales representative – it will be easier to build reasonable expectation for its performance. Second case, if you already have somebody it easier to onboard new people
Prepare content and other materials and info needed in sales process – sometimes it can be text message sent by email, sometime it will be presentation, landing page with right info. Other times it will be some physicall posters or cards. For more complex solutions it may be a demo presentation
analyzing results and updating information
As it was said many times sales is a proces. You should periodiacly analyze your team performance, product/ service market fit to your clients expectations, your process performance and market changes like clients behaviour. To really good know John – you need to learn how he reacts and how your team perform
Text – text
let us show you how we sales process
One of the most useful tools in sales actitives are CRM, good dashboard with analytics and data base that allows you to define your perfect client and improve your understanding our their behaviors and action. We’ve prepared some tools that might be useful in buiding process and analyzing your sales activities. You are more then welcome to become a member of our business network and benefit. Our business development parter will show you the way.
AUTHOR(S) OF THE PUBLICATION
Bartosz Glanowski
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