Pre-sales visits are those in which you seek to meet a contact and find out if they are a good prospect for your sales process. In other words, rather than a sale, it is a commercial prospecting to validate your agenda - and then move on to the sale of services. Prospecting is important because not all companies are going to be a good client for the type of services you offer.
For example, imagine you are prospecting a company to offer telephone services. Since many telephone contracts are fixed-term, the prospect may not even be in a position to close a deal with you.
In cases like these, it is best to find out when the prospect will be able to listen to you, and write it down in your calendar to arrange a sales visit.
When making prospecting visits, it is advisable to have as much information as possible, since the contact does not know you. Some of the things you can prepare in advance are:
The client's contact information (telephone, emails)
Who are the people who make the decisions?
What kind of services have you already contracted?
In the case of companies, what size are they and how many employees?
If you go with all this work done, you will be able to focus your sales thailand code phone number visit more. It is even possible that the visit will be unnecessary, and you can move on to making contact directly.
First contact
The first real sales visit we make is a contact meeting. Here, the objective is to introduce ourselves to the client and offer our services and then make an offer of services. Contact meetings are usually the most difficult visits to make, since we have to capture the client's interest and in many cases they are not receptive.
For this reason, one way to make contacts more effective is to focus on the client's problems and find out where we can make a substantial improvement . The way to do this will depend on the type of services you offer, but you can try some of the following:
Improve the price compared to the competition (telephony, energy...)
Optimize customer time (software, tools...)
Reduce your costs (tools, hardware)
Grow your revenue (marketing)
Make it more comfortable (construction)
If the client has areas of their business that could be improved, the sales call will become much easier. Above all, remember that the goal is to provide value to your customers.