26-08-2014, 12:47 PM
[u][i][b]ART OF BUSINESS DEVELOPMENT[/b][/i][/u]
ART OF.ppt (Size: 123 KB / Downloads: 19)
CALLING ETIQUITTE
Right time to call – 2.00 PM – 5.00 PM.
Greeting – Introduction -“ is it right time to talk to u?”
Follow up, if he is busy.
Don’t explain your product / Service via call.
Try to get his appointment & his back ground.
Meeting etiquitte
Fix up an appointment on mutually convenient time.
Be there @ 30 min earlier.
Go well groomed.
Carry relevant documents.
Visiting cards
@Client meeting
Introduction with hands shake.
Don’t jump into business straight away. How do you do ?
Talk some general things about him.
Try to understand his requirement.
Suggest him better the product/ services which you deliver.
Suggest him & Ask him to choose the best Products he likes.
@Client meeting
Discuss the pros & cons with the client.
Leave the final decision to client. Don’t Pressurize him to buy your products.
Compare it with competitor products and stress on your advantages over them. Don’t damage the reputation of your competitors.
Refer some one , who is benefitted out of your products/ services with credentials.
Give feasible proposals.
Close the meeting by saying “thank you, Have a nice day”.
U can expect the followings results
R1-He may end up by giving a cheque and signing in the agreement immediately.
R2-He may Tell, he will call you or he needs to discuss with family or friends or prof or superior.
R3- He may tell, he does not have such requirement
Action plan
R1 – success – Maintain good relationship for future prospects. Wish him on his birthday, anniversary and give him gift coupons, or tickets.
R2- Pipeline – Rigorous follow up required. Give a day break after meeting. Try to call him on his leisure and discuss about the proposal.
If required fix up one more meeting with family / superior.
Don’t give up the deal, unless the client says he doesn't require.
Strike a balance between too many calls and no calls from you. Take them to R1.
Action plan
R3- Late success – Have them in your Data base. Call them in the frequency of 3 months. Take them to R2 and then R1.