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By Olivier Schumacher (More) • Last updated on October 16.02.2023, XNUMX • First published on 15.03.2019/XNUMX/XNUMX • So far 4285 readers, 1826 social media shares Likes & Reviews (5 / 5) • Read & write comments
customers are (not) a predictable quantity. They come and go. For this reason alone, systematic new customer acquisition is necessary. That's it Anxiety Even experienced people often shy away from rejection Seller to reach out to new prospects.
Why are so many sellers neglecting the topic of systematic new customer acquisition? There are different reasons for this.
It is not uncommon for even long-standing salespeople to be afraid of approaching strangers People and don't handle rejection well. Others fear that the price expected is too low right from the first contact and then the arguments are missing.
No provider can trust that his customers will keep him in the long run for sure are. From one day to the next it can happen that an important one Customer breaks away.
Not even the seller has done anything wrong. One customer is another Companys bought, goes into bankruptcy or the buyer changes and wants to work with new suppliers.
If sellers only start acquiring new customers when they really Turnover need, they are under pressure. Sellers who depend on orders, act not attractive to their negotiating partner and often enough they only buy new customers with high discounts.
On the other hand, if you regularly check in with potential customers Conversation brings, knows and communicates its decisive added value, will automatically win new customers sooner or later. Because those who are not desperately dependent on new customers appear more confident and increases its attractiveness to its desired customers.
Every seller actually knows it useful is to put yourself in the position of the customer. But hardly anyone does it really and one hundred percent. Put it to the test and look for a supplier for a specific product Problem, which you would like to get solved.
You will notice how demanding it is Trust to find the right provider. Things to Learn You from these experiences - and make it easier for your customers to come to you.
Customers always buy. The question is: what from whom? Anyone who has a good offer is morally obliged to present it. Thus, the (new) customer acquisition easier:
Sellers can only be as good as the company and the people behind it. The Success of the seller is based not least on the fact that he personally forms the link between two business operations. Like every human being, he has strengths and weaknesses.
If the latter is not only perceived by his company, but also through appropriate support and through good Strategies positively influenced, a long-term profitable constellation can develop. For the seller, for the entrepreneur and last but not least for the customer.
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Oliver Schumacher is a sales trainer and speaker. The speech scientist (MA) and business economist (FH) worked for 10 years in B2B field sales for the branded goods industry. Today, the five-time book author gives tried-and-tested tips and strategies on the topics of acquiring new customers, offer management and price negotiation. His main clientele are small and medium-sized companies that have their own sales force. More information at https://oliver-schumacher.de All texts by Oliver Schumacher.
Productivity and efficiency are becoming ever more important in our well-organized and fully automated working life, and people are left behind. A pity!
Thank you for your great contribution! I've really enjoyed reading it, your writing is just great.
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