The journey to acquiring orders in the weaving crafts and gift industry starts with building a strong customer base. The true essence of sales isn't just about pushing products, but about creating loyal customers. After all, without customers, there can be no sales performance. The more customers you have, the greater your potential for success. Top-performing salespeople are those who consistently expand their customer base. For business professionals, their most valuable asset is the number of customers they serve. So, how can salespeople find more customers faster?
1. **Define Your Target Market**
Instead of randomly visiting businesses and institutions, which often leads to wasted time and resources, salespeople should focus on identifying where their ideal customers are located. Based on product positioning, market research, and experience, they should define a specific customer range and target that group effectively. Once a list of potential customers is gathered, it’s important to assess the purchasing power and interest in group buying, then prioritize them using an ABC classification system. A-class customers should receive immediate attention.
2. **Strategies to Acquire New Customers**
In Hong Kong, the saying goes, “Families and friends are the backbone of business.†Using personal connections and checking the yellow pages are fundamental methods for new customer acquisition. Successful salespeople are creative and innovative, always looking for unique ways to attract new clients.
(1) **Utilize B2B Platforms**
There are numerous B2B websites dedicated to handicrafts and gifts, such as China Weaving Arts & Crafts Network. Posting product listings online can help attract interested buyers. Additionally, government procurement information is often published online, making it easier for salespeople to track potential opportunities.
(2) **Referral Marketing**
One of the most effective strategies is the referral method. Satisfied customers often recommend others, especially when they trust the salesperson. More than one-third of top salespeople gain new clients through referrals. Group purchase decision-makers, in particular, tend to know others in the same field and can introduce many potential buyers.
To encourage referrals, business people must ensure existing customers are satisfied and build a strong personal brand. This makes customers more likely to recommend others.
For example, after a sale, a salesperson might call the customer to check satisfaction, offer a small gift (like a surprise item), and ask for referrals. Some use a simple card to collect contact details from the customer's network.
(3) **Data Research**
Salespeople can also find new customers by researching various sources like business directories, phone books, company atlases, and trade publications. Focusing on companies that frequently appear in local media or advertising can help identify high-potential leads.
(4) **Attend Industry Events**
Exhibitions, conferences, and trade shows are great places to meet new clients. Salespeople should attend any relevant event, bringing samples and promotional materials. One salesperson even secured a large order at a meeting with a bureau director.
(5) **Form Strategic Alliances**
Collaborating with complementary businesses can help share customer bases. For instance, a peanut oil company may partner with beverage or daily goods suppliers to cross-promote and boost sales.
(6) **Work with Group Buying Brokers**
Some individuals specialize in connecting businesses with group-buying opportunities. Salespeople can cultivate relationships with these brokers, especially around holidays when demand increases.
(7) **Use Advertising**
A well-crafted ad can attract new customers. For example, a Mid-Autumn Festival promotion offering a 30% discount on gifts generated significant interest.
(8) **Track Customer Anniversaries**
Knowing when a company celebrates its anniversary or other special events allows salespeople to reach out early and offer assistance, building long-term relationships.
(9) **Train Internal Contacts**
Within a customer’s organization, having an inside contact can provide real-time insight into their needs and help drive sales.
(10) **Build New Relationships**
Top salespeople don’t just rely on old connections—they actively seek new ones. Attending social events, joining associations, and participating in training programs can open doors to new opportunities.
Acquiring new customers is a continuous process. Salespeople must act like radar, constantly scanning for opportunities, and maintain the determination of a drill—always moving forward, never giving up.
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