25. June 2020
Welcome to The Journal MFD Housing Online Magazine
The Journal MFD Housing Online Magazine
This magazine focuses exclusively on the prefabricated construction industry across the country, one of the strongest residential segments in New Zealand. The editorial quality and loyalty of the Journal’s readers are second to none.
Why is the newspaper the most efficient way to spend your money on advertising?
- This magazine reaches over 18,000 eligible customers each month.
- The magazine covers all major exhibitions.
- Some columnists are better known nationally in the journal than in other industry publications. Retailers, communities and creative businesses reach more articles than any other magazine on the market.
- The magazine, founded in 1980, has proven itself: a solid reputation.
So you get more buying contacts from you
Field service is almost 100% predictable. They are constantly looking for “silver balls” or “magic balls” to speed up and facilitate sales. They buy books on “How to become the best seller in the world”, but they rarely read them. They lined up to participate in “sales demonstrations” in the hope of finding “answers” to increase graduation rates. Even if nothing changes in their sales results, they repeat the cycle throughout their careers.
This description may sound a bit cynical, but all sellers know it is correct. When discipline is required to study mountaineering, escape, public speaking or brain surgery, it is generally important to use client monitoring devices. As a result, we heard comments from suppliers: “Introduce me to potential customers and I will always be closed.”
Sales are less an art and a successful process because salespeople focus their attention on potential customers. Here are 10 strategies to get leads to buy from you.
- 1. Fight for your credibility. In general, while we expected a mechanic or doctor to be precise in diagnosing car or heart problems, we did not expect salespeople to tell the truth. This is why many marketers see the Internet without a doubt: they know that the customer can easily find information that puts the seller's recommendations in the wrong position.
The conclusion of the sale no longer overcomes complaints. It's about building trust. Weighing the exact pros and cons of your product or service for the customer creates trust. Do not try to hide the limits and do not overestimate the benefits. Send a meaningful message that the seller can trust.
2. Don't waste time identifying the "tacos". Many service providers spend their time removing the “kiosks”. Admit it. No one is smart enough to identify who wants to buy. We have all been deceived.
Not all sellers waste time with non-buyers. Some just "search" while others simply search for information. At the same time, each service provider rejected other options, much to their surprise of becoming customers. Although all the so-called. There are “buy signals”, some prospects never becoming buyers, while the least interested seem to be the first to sign the order.
3. Speak only to those who want to speak to you. The owner of several insurance companies received a call from another insurance company owner who told her that she wanted to buy one of these companies. "After all these years, this call has shown why cold calls are a waste of time," he said. "I didn't know him. He didn't know me. He didn't know anything about the agencies he wanted to buy. He also ignored my business goals. However, I expected him to tell him seriously to buy one of my agencies. " "You must be wondering why so many customers are turning to the arrival of an insurance agent. This potential buyer has used the insurance-based sales method.
The agent who received the call has just published a job advertisement in the news area (an unclassified advertisement) of a newspaper whose title is intended to draw the attention of readers to the long road to job. "I get calls from people who don't have to look for work, but who are tired of going to and from work every day." The announcement allows him to speak to those who wish to speak to him. He doesn't have to “sell” them to the workforce because they “bought” ideas that make sense to them.
4. Forget what you want to sell. Many receptionists can recognize salesperson calls, but try to hide their intentions. One receptionist said, "Very simple. Most of the vendors seem to be wrong." And it just comes from the interest in what they want to sell. This is why sellers suffer from rejection. Commercial training teaches them not to personally accept the refusal. This is the problem. This is personal because sending messages, no matter how subtle, is more important than what customers want to buy or not.
Every salesperson knows that the simplest sales are made to customers who have made the purchasing decision. Rejection has never been an issue in this situation. Successful sales mean working with customers so that what they buy is what they want.
5. Tell the prospect that you know something. The popularity of the Internet as a source of information shows the customer's interest in obtaining information on what he wants to buy, whether it is a printer or a house. However, most corporate websites are nothing more than advertisements like what companies want to sell.
Salespeople make the big mistake of trying to make appointments with customers only when they want to make a sale. Why not spend regular time with clients providing advice, tips and useful information? This changes the role of the seller in the eyes of the customer and takes the seller to the customer side.
6. Perform a situation analysis. The best customers are the biggest skeptics of sales representatives. Not only do they want to make the right decision about what to buy, but also with whom they do business. To attract customers, you need to show that you know who they are, what they do, and what problems they have.
Many suppliers look for solutions before they know the problem. In this case, the customer is immediately skeptical. They doubt that the proposed solution will achieve its goals. If you use the time to analyze the situation properly, you will create customer trust. It’s the best way for customers to know they understand you. So if you are on the right track with your analysis, this is the solution.
7. Respond to customer problems. Forget trying to make a convincing fact to your clients that you work for a “fastest growing company” or “the largest in the world”. None of this is relevant and perhaps not entirely correct. Do you want customers to listen?
Most potential customers have an antenna when they meet a salesperson. Looking for answers to the question, "Does this person understand what we want?" If the customer is not satisfied with the response, no sale will be made.
A qualified salesperson’s test is whether a person can understand what a customer should do. Buyers of telecommunications services were concerned about the possibility of service interruptions during the transition. Some reporters dismiss the problem as "no problem." Distributors are responsible for planning the phasing-in of different services over a 60-day period to ensure that customers are satisfied with each step before moving on to the next.
8. Prepare personal suggestions. The most important test that an offer has to pass is what the customer thinks after the test. Customers consciously or unconsciously check if they are ready for them. Nobody wants a page with an irrelevant oven.
There is no suggestion to "fill in the gaps". If the proposal does not reflect the situation of each client, carefully designed solutions to meet these requirements and the process of individual implementation, the credibility will weaken and undoubtedly increase.
9. Create experience for potential. We all want to be satisfied with what we buy. Quality and service are key factors, but experience is important. In other words, it's "wow!" Works. No one does it better than Disney. "Most parents not only bring their children to Walt Disney World for the event, but also have the experience of sharing some of the daily family conversation for months, if not years," wrote Joseph Pine and James Gilmore in The Experience of Business. .
Jordan's furniture in Avon, Massachusetts is known nationwide for the experience it creates for customers, not the brands it sells. Jordan has fun buying furniture. The success of Banana Republic is the result of an era when the shopping experience becomes an adventure, a safari. Another example that appeals to all the senses is the Rainforest Café. It is a sales experience.
If you are taking the buyer on a virtual house tour, potential customers will be informed before the visit. If customers "feel at home" during the virtual tour, they see the house differently the first time they enter the front door. Experience makes the difference.
10. Never leave the prospect's side. We are not talking about disturbing customers after a presentation. Customers need to know that you are interested and want to be part of your business and that you continue to be interested, encouraging and willing to patiently participate in the decision-making process.
Today’s buying decision calendar is unpredictable. Customers manufacture according to their “watches”. You set the agenda, not the seller. The one who receives the sale is the one who cultivates the prospects, keeps them up to date, keeps them on top in various ways without pushing or pushing and always sending the message that the customer is responsible for the sale. Simply informing the customer of your participation is generally effective, as the buyer knows he was not there for the quick sale. The client side indicates that it is still there after the signing of the order.