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прави групп принятие решений потенциальным клиентом

Что влияет на принятие решений ваших потенциальных клиентов?

Хотите узнать Что влияет на принятие решений ваших потенциальных клиентов? Хотите понять Как принимают решения первые лица компаний?

Данное исследование выявляет ключевые моменты необходимые для того, чтобы найти эффективный подход к вашим потенциальным клиентам.  На основании исследования были выявлены новые критерии принятия решений, которые позволят более эффективно подготовить продавцов или менеджеров по продажам и продавать больше.

Поехали!

1. Когда потенциальные клиенты  принимают решения работать или не работать с вами, они чаще всего используют так называемый подход «изнутри наружу». 

Это означает, что при принятии важных бизнес-решений они рассматривают свой опыт и квалификацию как самый надежный, полезный и результативный фактор.
Вы должны сделать все возможное, чтобы продемонстрировать, что ваш и опыт и знания представляют непосредственную ценность для потенциального клиента. Думайте о том, что Вы можете дать клиентам, и чем ваши знания могут помочь увеличить прибыль в их компаниях.

2.Потенциальные клиенты ценят специалистов, которые знают их сферу деятельности на 100 % и  с которыми  легко работать.

Среди ГЛАВНЫХ критериев оценки принятия решений наиболее важными были отмечены:

«знают мою сферу работы, как свою собственную»,

«знают мой бизнес»,

«с ними легко работать» 

В конец же списка попали:  «знают  меня» и «знают ключевых представителей бизнеса».

3. Лучший способ привлечь внимание потенциального клиента к новой идее для улучшения и оптимизации его бизнеса — это сделать интригующую «живую» презентацию  (лицом к лицу или виртуально).  Несмотря на то, что сообщения электронной почты, телефонные звонки, интернет рассылки, возможно, и проложат путь для первой встречи с клиентом, эти варианты не смогут заменить «живой» встречи, во время которой клиент будет гораздо более внимателен к вашим идеям. Во время деловых встреч вы должны быть готовы преподнести вашу идею самым лучшим способом, а также у вас должна быть вся необходимая документация, подтверждающая превосходство вашего товара или услуги.

*Больше 53% опрошенных рассмотрели живое взаимодействие( встреча с глазу на глаз или виртуально), как самое эффективное,20% указали телефонные звонки и только 17% опрошенных указали сообщения через mail.

4.Принимая решение об использовании вашего товара или услуги , большинство потенциальных клиентов СНАЧАЛА рассматривают ее преимущества и недостатки применительно к их сфере бизнеса, а потом уже ее стоимость.

Респонденты склонны оценивать ваши предложения в вашу пользу, если:  они были подкреплены реальными примерами(19%);они показали очевидные преимущества для их бизнеса (18%);они были подвергались тщательному анализу(14%); если идея соответствует их мышлению(13%)

Ни один из опрошенных не указал цену, как самый важный и единственный фактор в процессе принятия решения!!! (привет всем тем менеджерам, которые продают исключительно с помощью скидок)) 

Вы должны сформировать прочный каркас превосходства вашей услуги или товара и показать насколько ценны ваши идеи для бизнеса клиента. Включите в ваши доводы не только плюсы и примеры, а еще и «достоверные данные», которые покажут их высокую ценность…

Оригинальное исследование было проведено компанией Forum.

Часть 2 Что влияет на принятие решений ваших потенциальных клиентов? в следующих постах.

 

Если статья оказалась интересной, поделитесь ею в соц.сетях и подписывайтесь на наш блог!

Удачи и высоких продаж!

Александр Орехов

Что влияет на принятие решений ваших потенциальных клиентов? (часть 1) by

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