WHAT MAKES A GREAT B2C REPRESENTATIVE

• Help A Customer Help Themselves
• Have Quick Options Ready Depending On Customer Needs
• Do Not Neglect What The Customer Is Saying​
• Get The Customer Talking, The More Information We Have The Better Solutions We Can Provid
• Find Ways To Surprise And Delight Them
• TIP: While You Won't Build The Same Level Of Depth In Your Relationships, Take The Time To Ensure That You know Customers When We Get The Chance. Surprise And Delight Your Customers, Make Sure They Know You Value Their Time, And Make It Easy For Them To Reach Out Through The Avenues They Care About Most. ( Phone, Chat Or Even Email)

IMPORTANT THINGS TO REMEMBER WHEN DOING SALES:

Build Rapport

Without A Genuine And Authentic Connection With Your Customer, You're Building The Whole Sales Process On Unstable Ground. Take Time To Create A Reliable Rapport With Your Buyer - Getting To Know More About Them Is Essential. Not Only Will You Strengthen Your Relationship, You'll Also Get A Deeper Understanding Of Their Motivations And Pain Points. A Little Small Talk Can Go A Long Way – We're All Human, Don't Be Afraid To Show This Side Of Yourself.

Work On People And Presentation Skills

• Never Underestimate The Power Of Your People Skills. Take Time To Fully Appraise Your Manner And Attitude When It Comes To Interactions. ​
• Are You Too Forceful?
• Do You Sound As Though You Lack Confidence? ​
• Focus On The Way You Hold An Engaging Conversation, Remembering To Practice Active Listening. Work On The Way That You Introduce Yourself – First Impressions Count For A Lot. If You Hate Leaving A Voicemail, You Aren't Alone - But Working On These Small Details Can Improve The Way That Your Character Is Assessed, Especially At The Early Stages Of The Sales Cycle.​​

Listen, Don't Just Hear Prospects

So Many Of The Sales Techniques That We've Highlighted In This Article Are Focused On The Two-Way Dialogue That A Good Sales Process Should Represent. Don't Forget To Listen – And Really Listen – To Your Potential Customer's Needs. The Cumulative Effect Of Actively Paying Attention To What Your Customers Are Telling You – Both Positive And Negative – Is One Of The Most Valuable And Direct Sources Of Intelligence You Have Access To.​​

Focus On Problem-Solving, Not The Sale​

The Successful Modern Salesperson Is A Problem Solver. Pair Your Solution With The Perfect Problems, Acting As A Matchmaker For The Customers You Serve By Removing Impediments And Adding Real Value. By Focusing On The Areas Where You Know You Can Make A Real And Tangible Difference, You'll Be Able To Sell With Much More Confidence And Authenticity. You're Not Selling Coffee; You're Selling A Way For Your Customers To Fight That Feeling Of Mid-Morning Fatigue!

WHAT IS A CUSTOMER'S LIFE CYCLE REFERRING TO?​

The Customer Lifecycle Is A Way To Describe How Customer Relationships Evolve Over Time, Viewed From A Business-First Perspective. It Covers Every Stage From New Customers Arriving To Longer-Standing Repeat Clients Developing Enduring Brand Loyalty.​
Framing These Interactions As A Cycle Shows The Ongoing Nature Of Customer Acquisition And Retention, Something A Business Must Continue To Do Every Day. Customers Move From Stage To Stage, And May Drop Out At Different Points And Start The Cycle Again.​
Understanding This Helps Businesses Provide A Great Experience At Every Stage.​​

​AWARENESS

This Is When The Customer First Becomes Conscious Of Your Business. This Could Be Through An Internet Search, Seeing Your Advertising, Reading A Review Or Coverage On A Blog Or In A Magazine, Or Through Word Of Mouth.​
In A World Where Attention Spans Are Short And Markets Are Highly Saturated, Capturing A Customer’s Awareness Can Be A Significant Challenge For Businesses. You Need To Be In The Right Place At The Right Time With The Right Message To Win Their Notice.​​

CONSIDERATION

At The Consideration Stage, Being Aware Of Your Business And What It Offers Develops Into A More Critical Analysis For The Customer. They Are Starting To Weigh Up Your Value And Compare You To Your Competitors. They’ll Also Be Thinking About How Well Your Products And Services Match Up To Their Needs And Where They Would Fit Into Their Lives.​
They Might Revisit Some Of The Information Sources They Used During The Awareness Stage, Re-Appraising Them In A More Detailed Way, And Bring In New Ones Too. Reviews And Ratings, Anecdotal Stories And Testimonials From Existing Customers, Product Pages And Specifications Can All Play A Part.​
Tip:​ Personalized Contact Can Be Powerful At This Stage. If Your Prospective Customer Has Opened An Account Or Email In Interested Be Sure To Address Them By Name And Reflect Your Knowledge Of Their Interests Through Customized Content In The Form Of Promotions, Discounts, Product Edits Or Value-Added Content Like How-To Articles And Guides.​​

PURCHASE

Here’s Where Your Customer Becomes A Customer In The Truest Sense – Exchanging Money For Goods And Services. However, Although They’ve Reached The Point Of Making A Purchase, Things Can Still Go Wrong And Sales Can Fall Through At The 11th Hour.​
Tip:​ To Make Sure Purchases Are Successfully Completed, You Need To Know What Might Prevent That From Happening. Use Past Customers Experiences To Help Set Proper Expectations To Your Customer In A Way They Can Relate. Make Sure That You Have Done Everything Correct On The Account And That Everything Is Needed To Not Cause Any Delays With The Order Processing Or With The Vendor.​
Celebrate Great Work On Your Sale Job Well Done!! But The Work Don’t Stop There!​

RETENTION

After The First Purchase Has Been Made, The Focus Moves To The Ongoing Relationship. Will The Customer Buy From You Again? You Can Help Increase The Chances By Doing Your Best To Promote An Ongoing Connection.​
Content That’s Of Interest To The Customer, Promotions Relevant To Their Interest, Loyalty Programs.​
Tip: ​ Maximizing Retention Is All About Providing Great Service And Personalized Support For Your New Customer.​
Let Them Know You’re Ready And Willing To Answer Questions And Offer Tips And Advice About The Product Or Service They’ve Bought, And Provide Self-Help Resources Too Such As FAQs And Troubleshooting Guides Or Personal Help From A Trained Professional.​
Looking Into The Account You Will Start To Get A Better Understanding Of The Customer's Needs Or Discounts That May Benefit That Will Help Retain​​

ADVOCACY

At This Stage A Repeat Customer Has Developed A Strong Positive Bond With Your Brand And Is Spontaneously Promoting It To Other People.​
It Takes Time And Effort To Reach This Level, And Customer Advocates Will Represent A Relatively Small Fraction Of Your Customer Base. Take Care To Treat Them Well And Recognize Their Contribution In Order For Them To Remain At This Stage.​
Tip:​ You Can Also Reward Their Willingness To Recommend GETUS By Setting Them Up With Our A Referral Program. As Well Can See If They Would Be Willing To Leave A Google Review!