Entrepreneurs face a challenge رواد الأعمالand small and medium-sized businesses, especially amid a growing number and variety of competitors: customer attrition

and a declining customer base. Customers may lose interest in a service or product, or switch to a competitor, making it essential for these businesses to develop plans to grow their customer base

بشكل دائم.

The term “prospecting” refers to identifying potential customers and converting them into actual customers. This requires continually looking for customers, while making sure—during

Research—identify who is genuinely likely to become a customer in the future. To avoid wasting time and effort, what are the best ways to retain existing customers and attract new ones?

existing customers and attract new ones?

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أسئلة جوهرية

To answer this question, the team must Sales ask prospective customers essential questions to engage them and turn them into actual customers. A skilled salesperson

is constantly meeting prospective customers and asking them meaningful questions. These questions fall into four types:

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1– Does the customer need your product?

If the customer doesn’t need your service or product, they won’t try to buy it or even learn about it. Salespeople Marketing do nothing more than create awareness among

A prospective customer needs the product or service. If they don’t have a need that the product can meet, they won’t buy it—and therefore won’t become a customer of your company.

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2– Does the customer have the authority to make the purchase decision?

When a sales representative visits a company to present an offer, they aim to meet with someone who can make the purchase decision. They don’t seek out a junior employee, but rather someone with the highest

level of authority, because that person can sign the deal and put it into effect—something junior employees aren’t authorized to do.

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3– Does the customer have the purchasing power?

A customer may genuinely need the product and have the authority to buy it, but may not have the money to do so. In that case, meeting with them wouldn’t make sense, so you don’t waste

وقتك ومجهودك.

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4– Is the customer willing to buy?

A customer may need the product, have the authority to purchase it, and be financially able to afford it, yet still be unwilling to buy—now or in the future.

That’s why salespeople use specific strategies to ensure these conditions are met by the prospects they target, and to build long-term partnerships with them.

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خلاصات أساسية:

1- Never be satisfied with your company’s profits or achievements. Always strive for more by bringing in new customers.

2- Always make attracting new customers your primary goal rather than relying solely on your existing customer base; they may leave at any time, especially given

the large number of competitors.

3- Always look to the future, and develop strategies and plans that align with the changes you anticipate in the near and long term.