2010-10-19

Breaking the ice with clients

Rules to introduce yourself to new clients to ignite their interest in your company

Breaking the ice with clients

The most difficult thing to do when you are on the brink of a new business is to make a new client list for your products or services.  And once you have succeeded in making a long data base of the prospective clients, you start calling them one by one. Sadly, your calls may get zero response as there is little chance that they will listen to you attentively. Some may even cut the conversation short and hang up unabashedly on your face while others may pretend to be listening and some may swindle you while promising to call back that they will never.  Faced with this indifference, you may wonder, while your voice is perfect, the lines have been intelligently created and you have even well rehearsed them at home, your products and services are good, then why is no one listening to you?

 

Accepted that it is an uphill task to be a new guy in a trade and pull people towards you-as most would not prefer to listen to you whilst assuming that there is no room for a new product as they have everything that they want, and nothing needs improvement, this will leave you to mull at ways that can persuade them to give you a bit of their attention.

 

Now, before you exhaust yourself thinking n number of ways that will break the ice, take a little time out to think logically. Or better put yourself in their shoes and think, would you not behave in the same manner if confronted with a similar situation? How could someone listen to a stranger? Well, one doesn’t have access to gaze into the crystal ball and guess your mind; they have to know you properly before lending the little time to listen to you. So, why not devise a little strategy and prepare well before dialing the numbers to start convincing them that your credentials are atleast worth their wee bit attention for a start.

 

So, talk, talk and talk unless you are able to persuade them to turn their ears towards you. But how do you do that if the other person is not willing to even look at you or take that phone call. Well, you can do it by breaking the talk into a viable strategy and send repeated requests to turn their attention towards your company and the product and not to forget towards you.

 

Introduction Mail

The first step is to write an introduction mail about  yourself generally followed by company’s name and its key services and add company’s logo like an icing on the cake so that  next time you call them, they recognise you in a flash.

 

Snail Mail

Snail mail is physical thing that you can hold in your hand and by which the company’s return address is highlighted. The envelope may have a short life as it will bite the dust soon as one will tear it off. Nevertheless, it will create a brief impact of your company as they will skim through it fast and it will remain somewhere in their mind.

 

Trail Mail

Now, you have been able to create a little impact on your client, your next step is to deepen that memory and hit the iron when it is hot with a mail that mentions a specific problem that you can solve for them. Make it brief and detailed and while trying to conjure a single issue they are struggling with and for which you have the solution. At the end of the mail, mention that you will be calling them and answer any questions.

 

Make that Call

Now as they have a little idea about who you are, start to introduce your company. Start talking about how you can solve their problems. They will probably not remember where they heard about you but a brief visage may spark in their head. Do not push hard to sell during this call, but make sure they are listening attentively.

 

With the above, you will at least be able to make a break through. Remember, first impression is the last impression, so put the best foot forward and take the initiative now.

 

 

 

 

 

 

 

 

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