2. TABLE OF CONTENT
NEW BUSINESS MY APPLIED EXPERIENCE:
DEVELOPMENT: ▪Successes and failures
▪Targeting audience ▪Strengths and weaknesses
▪New customer’s
qualification
▪Client sales visits
3. UNDERSTANDING MY TARGET AUDIENCE – MAPPING
▪ WHO ARE MY CUSTOMERS?
Defining their common characteristics
- Selection of key customers - Consulting and studying their web site
(collect information)
- What kind of products/services they already bought (analyse PO history)
- Which industrial segment? (Consumer Electronics, Medical,
Telecommunication, Space, Avionics, Military, Energy….)
- MEET WITH THEM ASAP
TARGETING MARKETS AND BUILD CUSTOMER PROFILE
4. POTENTIAL PROSPECT'S QUALIFICATION
ACTIVELY LOOKING FOR THE NEW POTENTIAL CUSTOMERS
-Internet researches: Google key words, online directories, Industry
associations, databases directories, forums….
-When a potential prospect is identified it is time to get in touch with:
Cold calling approach to establish a first contact (building relationship)
-Identifying the decision maker (get direct mail and direct phone ext.)
-Naturally starting the sales process by:
Relating - questioning - active listening - positioning - validating
Aiming to arrange the first visit - Exploring new business opportunities
MARKETING STRATEGIES IS A SERIES OF INTEGRATED
ACTIONS LEADING TO A SUSTAINABLE COMPETITIVE
ADVANTAGE
5. THE ONLY WAY TO GAIN NEW CUSTOMERS IS TO GET OUT
THERE AND LET MY POTENTIAL CUSTOMERS KNOW I EXIST
A Constant never ending NETWORKING strategy
▪Web and Social Media (Web site, Linkedin, Twitter, Facebook)
▪Attend conferences, exhibitions, Events, to see and to be seen
▪Cold calling activities – prospecting - relating - arrange appointment
▪Conducting regular Clients Sales Visits
▪Always follow up, stay close to customer as much as possible
IF I DON’T TAKE CARE OF MY CUSTOMER, SOMEONE ELSE WILL
6. FOCUS ON CLIENT SALES VISIT
• Be prepared. Power of Questioning in order to reveal customer
needs, and develop their awareness of the need of my products and
needs
services.
• Present my product and Company’s futures in the form of solutions
that benefit the client, solve their problems, being a resource not
just a salesman
• qualifying new business opportunities:
• Opening –Relating – Questioning – Listening – Positioning - Checking
• Flawless and persistent follow up (aiming to next sale stage)
• Transform interest into business via effective closing behaviors
MY BIGGEST COMPETITOR IS THE STATUS QUO
7. SUCCESSES AND FAILURES/STRENGTHS AND WEAKNESSES
Successes Failure
▪Numbers of new accounts opened (135), ▪Putting too much expectation on a single
which turned quickly into company’s profits sale
▪Annual contract Molex part ▪A miscommunication about a delayed
Wire-to-Wire Plug Housing $32k GP delivery
▪Annual contract for Led Chip 5050, cross
reference of an obsolete one $46k GP
▪Customers retention
▪In ER (Ireland) I’ve trained a multilingual sales
team with rewording achievements
8. ▪ Business acumen, entrepreneurial mind set
▪ Strong negotiator and closing skills
▪ Natural Hunter
▪ Strong building relationship - Networking skills STRENGTHS
▪ Self starter, strategic thinking, target oriented
▪ Collaborative style – consultative and
analytical sales approach
9. ▪ Stubbornness WEAKNESSES
▪ Demanding My areas of improvements
▪ Greedy
10. THE IMPORTANCE OF A GOOD WEB SITE
▪ A website is the most powerful marketing strategy
Reaches an extremely wide audience 24/7
- First, attract prospective clients SEO
- Second, provide useful information to those prospects.
- Share the products database and technical specifications.
- Friendly and easy navigation
- Keyword targeting, site structure, page content, linking strategy
Excellent Product Navigation and Browsing with effective search
engine
