The most important person in companies is, and will always be, the customer. It depends on the sustainability and growth of every business organization. Hence the importance of devoting a special effort to customer acquisition.
Customer acquisition is key to growing and surviving in an increasingly changing market, with the greater and more diversified competition, with new trends that mark the destination, and with customers with more decision-making power than ever.
A good sales result in a company will always depend on the best sales strategies and the type of customer that is captured is key to this. Some of these strategies for customer acquisition are:
Stay tuned for new market trends
Most companies must dedicate part of their strategies to capture market trends to adapt to new times, new customers or anticipate competition.
Watch your competition
Competition is a measuring element; it is a benchmark to determine if your actions are well on track. Therefore, customer acquisition requires that you also look sideways at what your competition is doing, in which scenario it moves and communicates.
Participate in networking points
In recent years, networking has positioned itself as a key strategy to improve sales. So much so that around this concept some innumerable fairs and events are organized.
Customer acquisition involves attending these types of meetings in which to meet potential clients and/or in which to meet potential clients and/or connectors: people who will allow you to meet these potential clients.
Meet your future client
This point is key. Improving your sales through the acquisition leads to knowing your client, knowing what he likes, his interests, in which channels he moves, will allow him to play with an advantage going one step ahead in the commercial process.
Analyze your prospects
To be able to organize successful commercial visits part of the premise of analyzing its market, its sector, its objective segment and, in this way, being able to raise the interest of your prospect thanks to providing real solutions.
Classify your customers to customize your proposal
All of your clients are not demand the same and, therefore, your argument should not be the same for everyone. The more time you spend to classify your customers, the more you can customize your sales pitch.
Types of customers
- The undecided customer: It is a customer with many doubts when buying. You need to have enough information about the alternatives to the product or service that you want to acquire, so sometimes you go looking for more information.
- The silent client: These are clients that speak little but are good at listening. They do not usually show their emotions or motivations, so it is difficult to know what they think.
- The client discussant: It is a client who has a desire to discuss and tends to show an air of superiority with the sales staff, testing the patience of the same.
- The client understood / proud: These are people with high self-esteem and professional, who believe they know all the characteristics of the product and the company. They seek to control the situation and conversation.
- The friendly client: They tend to be receptive and peaceful. When talking with him he gives us the reason frequently and tends to show some indecision when making the purchase.
- The reflexive or methodical client: This is a person who shows the need for autonomy, order, and exploration. They do not usually express their initial interest in the purchase.
- The conservative/enthusiastic client: This type of client enjoys the conversation, sometimes tells stories of a personal nature. Moving from one subject to another for getting the purchase itself. It tends to be repetitive in its arguments and does not listen to others. Despite this, he is usually interested in the opinion of the dependents.
- The shy customer: They are customers who avoid looking into their eyes and try to keep some distance with sellers. They are not comfortable showing their opinions, complaints or doubts to other clients.
- The skeptical customer: He shows a marked tendency to overcome the negative aspects of the products and underestimate the positive data. He also believes that he may be being manipulated by sales techniques or marketing strategies.
- The busy customer: This type of customer has no time for anything. While making the purchase, you can be doing other operations simultaneously.
Maintaining a client portfolio will depend exclusively on the strategies that each business organization applies and, from there, compliance with the established goals regarding sales is derived.