The Initial Approach to New Clients

Over the course of this week we have been breaking down the stages of obtaining new clients. Today I would like to share with you my advice on approaching a prospective client for the first time, bear these points in mind when planning your sales strategy.

• Cold calling is far more effective if run alongside a successful marketing campaign.
• Focus on creating AIDA - Awareness that you exist in the market place, Interest in your product, Desire to do business with you, Action to place the order.
• Phone the customer to introduce yourself, and offer to sent further information.
• Always make sure it s convenient for the customer to talk
• Keep phone calls simple and to the point, free of waffle and thank the customer for taking your call.
• After an introductory phone call, write a letter that explains who you are and what you do.
• Follow up with a phone call and an offer to mail a product brochure.
• Having created Awareness and Interest, phone for an appointment
• Send appointment details to the customer ahead of time, along with your agenda. the ground will have been well prepared for your face-to-face visit.
• Never ignore a secretary or PA - they have influence.

You are now ready to meet your new prospect, the sale is in sight! Check tomorrow's blog for my tips on how to make that meeting a huge success!

Warmest Regards

Craig

Craig Goldblatt is a hugely successful speaker on the UK and European circuit. He inspires and motivates people with his energy and passion for his subject matter. To talk to him about how he can help your organisation achieve greater success contact him on craig@craiggoldblatt.com

If you would like to purchase the complete set of Craig's Sales tips in a handy sized booklet - please either email Craig or visit his website http://www.craiggoldblatt.com/