I’m the CEO who still pursues and speaks to the prospects.
It’s been over 7+ years since I built my company, Dream Steps Technologies, from scratch.
Pursuing prospects and closing most of the deals has become a hobby.
Something is missing when I miss doing it even a single day.
And I do it still.
I’m not just here to manage my company and my people.
I’ve also made myself responsible for pursuing clients and closing deals.
Here’s how I do it most effectively:
A: Find the prospective customer.
Here is a 6-step framework that I follow to find and target the right customer.
- Define your target audience: Determine who you’re writing for. Determine your target market by looking at things like age, gender, income, education, occupation, interests, and problems they’re having. This will aid in refining your search parameters and directing your attention to the appropriate individuals.
- Use Data and Analytics: Identify potential clients based on their online behaviour, social media activity, and search history with the help of data and analytics. Use website analytics to track who visits your site and how they respond to the information you provide.
- Leverage Social Media: Embrace social media’s power by joining relevant LinkedIn, Twitter, and Facebook groups and networking with potential consumers on these sites.
- Ask for Referrals: Pitch your current clientele into referring you to friends and family who might benefit from your offerings. Recommendations from satisfied customers can be a powerful tool for expanding a company’s client base.
- Use Targeted Advertising: Using targeted advertising platforms like Google Ads and Facebook Ads, you can contact potential clients who are more likely to be interested in your products and services based on their search history, interests, and behaviour.
B: Speak with the customer
The CEO should contact the client directly and establish a trust to seal the contract. A CEO can utilise these tactics when communicating with clients and making sales:
- Pay close attention: Pay close attention to the customer’s wants, complaints, and goals. As a result, you’ll be able to present your product or service as the answer to their problems.
- Getting to know the consumer and establishing trust is crucial in every business. You can accomplish this by being nice and approachable, as well as by seeking areas of common ground and exhibiting empathy and understanding.
- Show that you understand what you’re talking about. As CEO, you’re the public face of your firm and the final authority on your offerings. Take advantage of this situation by showcasing your competence and exuding confidence in your product.
- Answer the customer’s questions and concerns, whether they pertain to price functionality or suitability. To overcome their concerns, suggest possible workarounds and demonstrate how your product or service can fulfil their requirements.
- Timely follow-up is essential for establishing trust and fostering a long-term relationship with a new contact. This demonstrates your loyalty to the customer and can help you seal the transaction.
C: Establishing rapport with the client
To have a fruitful commercial connection with a client, it is necessary to establish some level of rapport with them. It’s about establishing rapport and familiarity between your company and your customers. The key is to be approachable, show genuine concern for the customer, and listen carefully to their concerns and suggestions.
D: Learning about the client’s individual wants, needs, and problems
After connecting with a customer or client, discovering their unique concerns, goals, and needs is essential. This entails questioning the customer and paying attention to their answers. With this data, the company will be able to provide services and products that are more suited to the demands of its customers.
E: move on with contract negotiations.
Contract negotiations can proceed after the company has learned about the client’s wants, needs, and issues. At this point, the parties to a business transaction settle on the deal’s finer points, including its price, payment conditions, and delivery timeline.
F: Maintaining a connection with a consumer after a sale.
Lastly, keeping in touch with customers after a sale encourages customer loyalty and excellent word-of-mouth. Customer satisfaction can be ensured by following up with them after the sale, providing them with continuing support and customer service, and keeping them up-to-date on any new items or services that may interest them.
Are you ready to reach out to your client now?