Spodaj si lahko ogledate povzetek simulacije teambuilding programa kuharskega sejma, po vzoru podjetja ETC Adriatic, ki smo ga omenjali v članku Prodajne veščine in hitrost, na povezavi, kjer nam je bil glavni cilj osvežiti in pridobiti veščine kako povečati prodajo na sejmu ali v razstavnem salonu kulinaričnega podjetja.
Povzetek simulacije kuharskega teambuilding programa
Odgovor kako povečati prodajo v teh in podobnih primerih je v tem, da ne gremo “na nož” za uspešno prodajo za vsako ceno.
Ali ne bi bilo recimo bolje, če bi dosegli, da stranko lahko napadamo še po preteku sejma? Z njenim dovoljenjem?
Če opravljate delo, v katerem ste v stalnem kontaktu s potencialnimi kupci, obstaja z vsako interakcijo najbrž večja verjetnost, da vam potencialne stranke odtekajo. Še posebej, če se jih dnevno obrne ogromno. V tem primeru je verjetnost z vsako naslednjo, ki gre mimo nas, toliko večja.
Kvalitetno, če jih je ogromno, najbrž vseh ne moremo obdelati.
Kaj drži še posebej za kulinarično in kuharsko dejavnost?
Kaj v tem primeru? Kako povečati prodajo, če obstaja verjetnost, da veliko “kupcev” hodi samo na obisk, se informira in preverja, za temeljito obdelavo vseh pa nimamo časa?
Takšni pač sejmi so.
Osredotočimo se na to, kar se dogaja v pogovoru z našimi “mimohodniki”.
Ključ je v tem, da poskusite pred njeno odločitvijo uganiti ali se nagiba k da ali k ne.
Če v pogovoru ugotovite, da »tokrat« prodaja najbrž ne bo šla skozi, se poskušajte osredotočiti na to, da stranka vseeno »pusti sled«.
Še preden bo rekla ne.
S stranko ste interakcijo že naredili. Led je prebit. Zgubiti pravzaprav nimate nič.
Četudi se vam nasmiha verjetnost, da boste dobili odgovor ne, če se le da, ne pokažite svojega razočaranja, kislega obraza, Bog ne daj jeze ali česa podobnega.
Bolje je, da »kandidatu za kupca, mimohodniku, ki bo v naslednjih nekaj sekundah najbrž rekel ne«, kljub temu, da »čutite«, da vaš predlog rešitve njegove težave ne bo sprejet, preden ta izdavi ta famozni ne, podtaknete vprašanje:
“Ali bi vas zanimalo, da vam preko e pošte pošljem še dodaten predlog rešitve? Recimo do jutri?”
Po eni strani je to tako lep izgovor za stranko, da ji ne bo potrebno iskati “mučnih” razlogov, da vas zavrne, da bo v veliki večini primerov odgovor da, po drugi strani, pa ste na povsem nevsiljiv način stranki pustili možnost, da sama odloča.
Hkrati pa boste z njenim odgovorom da, dobili njen kontakt.
Glejte še: team building programi za ostale dejavnosti na sejmu in drugod
Katere dodatne prednosti je pokazala simulacija kuharskega sejma?
Dodatno boste z zgoraj opisanim postopkom, stranki:
- dali občutek do proste izbire in svobode. Ne potiskate je v nekaj, ne silite in v njenih očeh niste »nadležni akviziter«, ki skuša prodati za vsako ceno. Preko vseh trupel.
Če je vaš sistem prodaje organiziran tako, da vsem kontaktom v nadaljevanju pošilja npr. elektronske novosti in novice, reklame, nasvete in podobno, ste si na tak način pridobili možnost naslednjega poskusa prodaje.
Če pri svojem početju niste ravno najbolj okoren in nadležen in to izpeljete taktno in z občutkom, je tudi verjetnost, da se bo “kandidat za kupca” od takšnih brezplačnih nasvetov odjavil, majhna.
In, če se ne odjavi, je verjetnost, da bo kupec, vsakokrat, ko mu pošljemo npr. e novice, večja.
Kako povečati prodajo oziroma možnosti za njo na tak način?
Izračunajmo:
če svoje novice kontaktom pošiljate samo vsakih 14 dni, dvakrat na mesec, je to skupaj 24 poskusov prodaje isti stranki v enem letu samo iz tega naslova.
V primerjavi s primerom iz začetka, ko ob “trenutni” morebitni zavrnitvi naredimo kisel obraz, smo v tem primeru bistveno bliže k uspehu.
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