Knowing your prospective customers’ concerns in patronizing the service or product you provide would definitely increase your closing ratio. Approaching different prospects of every customer with the same pitch or presentation might lead you to miss the mark on one or the other or maybe even both. That is why it is important to seek out every customer’s key needs and tailor your presentations accordingly. Here are some helpful tips that you can follow:
Connect on a personal level. Build rapport that will allow the customer to relate to you on a deeper level. Be natural and customers will likely feel comfortable enough to open up and reveal valuable concerns to help you provide a better product that they need.
Be direct. Ask your prospect customers what concerns are most important to them. You might not have immediate solutions but you can make some changes to get back to them. Get to the heart of the matter and give them the opportunity to discuss important issues.
Create a plan. A written plan is essential to keeping your program on track. Outline your goals, themes, the tactics you plan to use, a schedule of activities, and a rough budget.