如何向新客户介绍自己 Introducing yourself to new clients
1. Introduction & warm-up
In my last blog entry, we met Jenny Wang on her way to an electronics exhibition in Manchester. As an experienced sales representative, she understands that having a good quality product is one thing, but distributing it is quite another. Therefore, shortly after the exhibition, she met with two representatives of a Canadian distributor whom she had been corresponding with.
· What do you think Jenny should include in her self-introduction when meeting with the two representatives?
2. Words and expressions
Be looking to – if you are looking to do something, you are aiming to do it. E.g. We’re not looking to make a fortune.
Get one’s foot in the door – if you say that something helps someone to get their foot in the door or their toe in the door, you mean that it gives them an opportunity to start doing something new, usually in an area that is difficult to succeed in. E.g. It takes years of hard work to even get your foot in the door in the world of broadcast journalism.
Head start – if you have a head start on other people, you have an advantage over them in something such as a competition or race. E.g. A good education gives your child a head start in life.
So to speak – you use so to speak to draw attention to the fact that you are describing or referring to something in a way that may be amusing or unusual rather than completely accurate. E.g. Our editor in chief is, so to speak, a king in the office. So to speak = As it were
At the bargaining table – it can be understood as the whole bargaining process. E.g. We have decided to step up to the bargaining table and share our views with the other company.
3. Useful sentence patterns
3.1 Greetings when meeting with a new client
· It’s a pleasure to finally meet you.
· It’s great to finally get a chance to know you.
· At last, I’ve been looking forward to meeting you.
3.2 Expressing objectives
· What we need to get our foot in the door is a well-known distributor.
· Our main goal is to open doors for our products in the West with a respected distributor.
· My company’s top priority is to introduce our products to new markets in the West, and that requires a well-known distributor.
3.3 Making clear about your own role
· I’ll be responsible for the first round of negotiations here in Taipei.
· My main role here is to get the negotiation process started.
· I’ll mainly be in charge of the first round of negotiations.
3.4 Inviting questions (giving your clients a chance to speak)
· And now, I’m sure you must have questions.
· And now, I’d be happy to answer your questions.
· I’d like to turn the conversation over to you. Do you have any questions?
4. Jenney’s self-introduction
Good afternoon. It’s a pleasure to finally meet you. I’m Jennifer Wang from Envision Inc. I hope the two of you had a pleasant flight. Please take a seat.
As you know, Envision is looking to expand into western Canada and the United States. What we need to get our foot in the door is a well-known distributor. To be perfectly honest, it would be quite a head start for us if we could secure a deal with a respected distributor like yourselves.
I’ll be responsible for the first round of negotiations here in Kowloon. I hope we can make some definite headway during your stay in Hong Kong. As the stakes get higher, so to speak, my supervisor, Mr. Zhang, will join us at the bargaining table.
And now, I’m sure you must have questions.
5. Practice
Task: Introduce yourself to new clients
Individual presentation: suppose you are appointed as the representative of your company and your group members are your new clients, introduce yourself when you meet each other for the first time. You should:
· Greet your guests politely and introduce yourself briefly
· State the expectations/objectives of your company in this business relationship
· Make clear your role in this negotiation
· Invite questions in the end
6. Supplementary reading
What to say–Introducing yourself and Your Opportunity and Closing Sales:
A) Know your product/service.
Know the compensation plan. Know when the opportunity and training calls are. Know how to convey to the marketing methods of your business. Keep in mind that people feel more comfortable with someone who is "knowledgeable". In this respect, become an EXPERT at your business opportunity.
Know your back office. Click every link, watch every video presentation, read every brochure. Know how to advertise so you can show them how to duplicate your efforts. This is the BEST way to insure success by being knowledgeable about your business opportunity.
If you can’t convey the "WHY your business opportunity" to others… you are destined to fail. The flip side of this is WHEN you CAN CONVEY WHY THEY SHOULD JOIN your business opportunity– You insure your success.
If you are brand new… keep your sponsor’s, team member or owner’s number handy and use them as a resource for a 3-way call. The 3-way call is an AWESOME way to convey to your hot prospect that you are not alone, you are part of a REAL team and so they will be when they join you.
B) When Calling first generation leads (sorting and filtering)…
Don’t waste your time dealing with people who will never join your business. You must QUALIFY your leads right away. Qualifying your leads is critical to your success. You’ve heard the term: Time is Money. This is so true in follow-up and sales.
Here is an Example of introducing yourself and your opportunity.
First…Introduce yourself. Tell them: I didn’t call to sell you anything. I have your information that you are interested in starting a home based business. Are you still interested? If yes, continue. If no, thank them and move ahead.
[in the case using Reliable Contact Message Tracking... introduce yourself and let them know you are calling them to thank them for opening and looking at the email you sent-- our system identifies the date they opened and subject line--more on message tracking in a minute]
Second…tell them: My objective is to connect you with information on an opportunity that is changing lives and creating thousands of dollars in wealth monthly for our team members. "If I can show you a website that gives you full information on how you can make thousands of dollars part-time running your own home business, simply by showing others how to enrich their lives…would you like to take a look? If they say yes, ask them if they have a pen and paper handy, then give them your website. If they say no, thank them for their time and continue moving ahead.
Next, say: I will be happy to followup with you after you take a look at my website/business opportunity and answer any questions they you may have. Would tomorrow night about this time be good for you or would the day after tomorrow be better? [Set the next appointment this is setting up your "Decision Call"]
End on a positive note by saying something such as: “I’m looking forward to our call and to the success that follows from today.”
CLOSING THE SALE:
Many sales are lost because a salesperson simply does not ask for the sale or follow-up with customers because they don’t want to appear "pushy." However, you stand a much better chance of offending a customer by not asking boldly for the sale or making those follow-up calls to cinch the deal. Let me explain.
Put yourself in the customer’s shoes for a moment. Do you like to be treated as a serious buyer? Of course you do. People are NOT offended when you ask them to purchase or join your program–in fact, they may be offended if you don’t.
On every call except my "introduction call" I ALWAYS "assume the sale" and invite people to join our program or service that day so they can start enjoying the benefits right away.
Asking them to buy gives them the benefit of the doubt that they can buy–that they are QUALIFIED to join your program. This also shows that you have a high regard for them and look forward to being of service.
If you aren’t asking people to buy because you don’t want to seem "pushy", chances are that deep down your using the perception of pushiness as a crutch. You’re afraid to ask for the deal. You’re afraid of hearing "no." So you hide behind the cloak of being a "professional" and not "high-pressuring" your customers.
Another reason you may be afraid of asking for the deal is because you know deep down that you haven’t earned the right. Maybe you don’t know your product well enough, or you didn’t take enough time to build rapport with the customer and identify their needs. You can’t fool yourself, and if you’re not doing a quality job during the sales process, you’re not going to feel confident enough to ask for the sale, and by all rights, you should feel reluctant to ask for the sale because you know you don’t deserve it! So stop hiding behind fear of putting on "pressure" or your own incompetence and turn pro in sales, because pros ask for and get the order.
Sales professionals know that the difference between pressure and persistence in technique. They realize that customers want to be sold and want to be asked to buy, so they give them what they want. They don’t always hear "yes", but they know how to use "no" as an opportunity to find out what they customer is objecting to so they can overcome it and make the sale.
Following up persistently with a customer shows that you put a high value on their business. It shows that you’re willing to earn their business and not just wait for it to fall into your lap. It sets you apart from the 99% of other pretenders in sales who won’t go to the trouble to make the calls. Following up can be one of your best competitive advantages a real edge in a competitive home business market.
Start doing a better job of following up and you will start doing a better job of closing. This is BASIC. ‹basics, basics, basics‹and watch your sales soar. Your conversion rate will skyrocket. You’ll be doing a better job with the leads you have;… not just waiting and waiting for the sales to "happen"… instead you make sales happen. You will certainly rise above the crowd.
SALES SECRETS:
1. Using Tie-Downs.
Using tie-downs is another way for getting the prospect to say YES on several different occasions during your conversation. One EASY way of getting a prospect to say yes is simply to say: "Wouldn’t you agree?" and "isn’t that correct?" at the end of a benefit statement.
Instead of asking a customer to commit to a purchase, you ask them a peripheral question that’s designed to get the "Yes" ball rolling. Then you build on that yes with more yeses until you’ve got a commitment to buy.
Here are some examples of using Tie-Downs–This is sometimes called the Incremental Close
Let’s say you’re a Widget Air Conditioner Salesperson. Here are
· "Are you trying to beat the summer heat?"
· "Would you like to have an air conditioner delivered immediately?"
· "Would you be interested in an air conditioner that comes with free installation?"
Every time a consumer says "yes" to a benefit that the salesperson is describing, he/she begins to build a mental picture of already having the product and begins to experience the positive emotions of owning the product.
2: The IF I/WOULD YOU CLOSE.
Using the If I, Would You Close… way to get commitment is with an "If I would, would you…" situation. With this tactic, the prospect is only asked to make a theoretical "yes" to your offer, so it’s very, very easy to agree. As with the Incremental Close, every "yes" is another link in the chain…another small "push" towards the finish line up ahead and adding a new client or team member to your downline.
As an Example…You may say:
If I can get you "Pre-Qualified" where you begin making 100% commissions right away, not having to give your first two sales to your upline sponsor would you sign up tonight?"
AGREE and DISARM:
In order for your sales message to be heard, you need to establish trust and "disarm" a consumer’s built-in scepticism about advertising and marketing claims. That scepticism…cynicism in many consumers…can completely derail your ability to make the sale, so it’s your job to overcome it.
One way to do this is with good old-fashioned honesty. Your prospect may say– "I won’t be able to move on this until I confer with my wife."
You could counter and say (if you have a wife yourself)–
"I understand and can appreciate that… I’m married myself and I always consult with my wife about important investments and business decisions." As a matter of fact, after you speak with your wife about this business opportunity you’re considering, I’d like to have her on our next call as well so I can answer her questions and concerns she may have. I often found that involving my wife has led to us working together on worthwhile projects and we both learn at the same time… and that is a healthy thing, wouldn’t you agree?"
Speak the Truth By admitting honestly that your product is not the perfect solution for everyone. When you do this you increase the chances that the prospect will listen to why your product is perfect for THEM.
So… we have covered extensive ground tonight on following up and tips for closing the sale. There are entire books devoted to these subjects that you can find and read as well. My objective here tonight was to give you the fundamentals and to motivate you to "TAKE ACTION" ON YOUR LEADS… Follow-up and don’t let them get cold.
You will find that by consistently following up with your leads… Call every single one… from the first generation people who opened up your email leads to red hot exclusive survey leads you will become better and better each week and your business will be destined for success!
