Do you read commercial offers that come to your email? How many of the sentences that you started reading did you find interesting? Do you think your business proposal will not suffer the same fate?
It is rare to come across a truly good and interesting commercial proposal... An offer that is pleasant to read, consider and, of course, agree to cooperate with the company making this offer. For the most part, commercial offers are replete with template phrases that are found in every 2-3 options.
Check your commercial proposal for template phrases!
Template phrases
- Individual approach
This phrase comes up too often, but no one can say for sure what it means. What is this individual approach? Talk about this in your business proposal.
- Flexible terms of cooperation
What are these conditions? Be more specific: “Discounts up to 30% regular customers"or "For new customers: first delivery as a gift."
- Wide range of products (wide range of services)
Bring specific numbers: “Our assortment includes up to 3,000 items of goods.”
- Turnkey installation
It would be better if you add a block with a list of services to your commercial offer or tell us how you work (the process from order to delivery).
- Prices are below market prices (the prices will pleasantly surprise you)
Add price for comparison:
“The average factory price is 6,000. Our price is 5,100!”
Or:
“The average price on the market is 10,000. Our price is 9,200!” - Flexible system discounts
Give examples of discounts: “When ordering over 10,000 rubles, you receive a 15% discount.”
- Guaranteed quality (European quality)
Tell us what can confirm the quality of your product: research data, statistics, long-term warranty, etc.
- Team of professionals (highly qualified specialists)
Provide evidence of the qualifications of your employees: “There are no employees on our team with less than 5 years of experience.”
- Market leader
Show your awards, certificates, numbers that show your position in the market.
- Years of experience (rich experience)
And again, convincing figures: “In 15 years, we have served more than 8,000 clients.”
- High level maintenance (service)
“Each of our clients is assigned a personal manager.”
- Reliable company (reliable supplier)
Show evidence of your company's reliability: logos of famous customers, a return guarantee if goods are damaged, a money-back guarantee, etc.
- We offer (we are ready to offer...)
Replace the words “we offer”, “are ready to offer” with calls for “consider”, “order”, “download”, “go to the site”, etc.
- From the best Russian manufacturers
Why not indicate the names of these same manufacturers? After all, this sounds much more convincing!
And now the final question!
How many times does the word “we” appear in your business proposal, and how many times does “you” appear? If “we” appears more often, then the proposal does not disclose the benefits that the client receives by working with you, and without this there is no good commercial proposal.
Hello! In this article we will look at the main phrases for attracting customers that stimulate sales.
Today you will learn:
- Why is it so important to use Right words when talking with a client.
- Examples of catchy phrases that will attract the attention of buyers.
- How to conduct a dialogue correctly.
The importance of the words of the first dialogue
Every person who sells any product or offers services knows and understands the importance of the first dialogue. The level of sales and, accordingly, his salary depend on how quickly the seller earns the buyer’s trust, determines his needs and helps with choice.
In practice, it turns out that gaining a client's favor is not so easy. Surely everyone has found themselves in a situation where you go into a store, for example, to buy shoes. At the same time, you yourself don’t know what you want, and at this moment the seller comes up and says the hackneyed phrase “What are you interested in?” At this point, most shoppers immediately respond, “I’m just looking,” and leave the store.
In this case, the seller made several mistakes due to which he lost the client. But if he were not so intrusive, showed creativity and earned your trust, then perhaps you listened to him, and he helped with the choice, after which you would buy shoes from him.
There are situations when well-written phrases for a store help to increase the number of goods sold. In this case, you have to come up with slogans and interesting expressions and distribute them. Their goal is to interest the client and force them to learn more about your offer.
The main task of phrases to attract customers is to capture attention, gain favor and gain trust.
The main mistake of many sales managers is that they immediately try to sell the product. This technique works quite rarely, so the sales level of such people is not very high.
How to use phrases correctly
Many managers mistakenly believe that sales employees should devote maximum time and attention to each customer. As a result, they get a result that they did not expect at all.
Example. The call center receives calls from clients and operators are required to communicate with clients as politely as possible and try to do everything possible ways increase talk time and offer the maximum number of products.
The managers believed that thanks to this, the caller would like such attention and would purchase the maximum amount of products.
In practice, this backfired. A queue formed among callers, followed by complaints that it was very difficult to get in touch with the operator. In addition, during the “sweet” conversation, the client had a double impression of a company that wants to “sell” a lot of products “jumping on its hind legs to do this.”
In order to really do this, you need the basics of proper and effective communication with clients. It doesn’t matter whether you sell a product over the phone or communicate in person with the buyer.
We have developed small instructions that will help you train your staff without any problems.
Step 1. Learn to classify people
You must explain to your employees that there are different types buyers. You can impose a product on some, but not on others. One category of people is led by certain phrases, and another by others. Therefore, it is very important to divide buyers into categories.
There should not be more than 5, otherwise it will cause confusion among the employees themselves.
We offer the following classification:
- Girls– these are people who were recommended one specific product. They don't want to listen to the advice the salesperson gives them. They came (called) to buy one specific product. There is simply no point in offering them something else; they will refuse.
- Guys is a category of people who do not fit into other categories.
- Engineer– buyers who know what exactly they want to buy. They name the main characteristics of the product or a specific model.
- Mister– a person who communicates with the seller in technical language, using numbers. He knows what brand or brand he needs, but cannot decide on the model.
- Mistress– people who speak the language of emotions. They want to buy something stylish, beautiful or exclusive. We decided on a brand, but didn’t choose a model.
It is important to understand that a “girl” can be either a representative of the stronger sex or a nice lady. Categories of clients are not tied to a person’s gender; social status or age.
Step 2. Before offering anything, let the client speak
Under no circumstances should you immediately “attack” the buyer with your offers. You must understand what exactly he needs. To do this, you need to give the client the opportunity to tell why he came or called.
It has been experimentally established that 72 seconds are enough for a person to voice his desire and speak out. This is an average, so keep in mind that some people may need more time and others less.
After you listen to the client, you can enter into dialogue. You must understand what exactly to say based on what category the buyer belongs to.
For example, “the guys,” after they speak out, need to be told: “I can offer an option that is a little more expensive, but it will be cooler.”
If the client is a “girl” or an “engineer,” then you are required to listen to them, accept the order and fulfill it. Any proposals you make will be rejected in any case.
For “Mrs” the following is suitable phrase: “I can offer a model that is a little more expensive, but it is more luxurious than the previous option”.
And “Mr.” will appreciate the remark: “ There is a little more expensive, but this is an excellent professional model».
The most promising clients are “Mr.” and “Mrs.” It is with them that managers need to work.
Once you implement such a customer classification system, you will quickly realize how effective it is.
Background phrases and common examples of words that are used when working with a client
Regardless of what exactly you are selling or what service you are offering, the client should feel your sincerity. At the same time, you need to behave unconventionally, creatively and start the conversation not with advertising the product, but with a simple conversation with the buyer.
It is important not to attack the client and try to provide as much information as possible in the shortest possible time.
First you need to ask interrogative questions, thereby identifying the client’s needs:
- “Which shade of this model do you like best?”
- “Very convenient and practical thing! Don’t you think so?”
- “Why did you choose this particular model?”
After questioning behavior, you need to change tactics and clarify the situation using the following best phrases:
- “It seems to me, or do you doubt that...”
- “Tell me, do I understand you correctly...”
Very often the client needs advice from the seller. At this moment you provide support and assistance with the following words:
- “If I were in your place, I would not hesitate for a minute”;
- “I am 100% sure that you will not regret your choice”;
- "You have very good taste."
If any difficulties arise, you must take an attitude of understanding. After the client voices his problem, you need to respond something like the following:
- “I understand you very well, because my friend also faced a similar problem. But she found a way out...";
In their work, sellers, managers and all people who want to get a buyer must remember that they cannot use the phrase “Are you interested in something?” and use a pressing gaze. The buyer automatically responds negatively and leaves.
Bright phrases, as well as advertising cues that perfectly attract the attention of customers
Often it is non-standard phrases that help sales agents find new customers. Most often, such phrases are of an advertising nature. But you shouldn't be afraid of them. Here are some of the most successful expressions.
| Phrase | Her goal |
| “Have you already taken part in our promotion?” | The client becomes interested, he begins to ask questions and a dialogue quickly begins |
| “If you recommend our store to your friends, you will receive bonuses that can be used on your next visit. What do you think of it?" | This phrase encourages the client to advertise your business and make future purchases. |
| “If you need to consult with your significant other, then this can be done right now. What phone number should I dial? | This statement will allow you to retain the client and will contribute to the fact that the purchase will be made from you, and not in a neighboring store, for example |
| “Can I consult with you?” | Thanks to this question, you gain the client's favor, after which it is easy to establish an open dialogue |
| "Now I'll call total amount, which includes all discounts" | Having heard the phrase, the client understands that haggling is pointless and the price is final, so he does not ask any more questions related to the price |
| “Do I understand you correctly, do you want to purchase a high-quality product at a minimum price?” | By asking this question, you show that you are interested in the buyer's needs. |
| "Soon we will be holding interesting event. Can I reserve a seat for you?” | Such advertising phrases are appropriate if you are offering an expensive product. At such events, buyers get to know brands and do not feel obligated to purchase anything |
Conclusion
The secret of a professional salesman is that he knows how to choose the right moment when to approach the client and offer his help. At the same time, he selects the right words that show his sincere interest.
Don’t be afraid of non-standard situations and improvise more often! We are sure you will succeed!
The Russian fish market has been a good platform for us for many years. successful business. Moreover, we not only supply individual fish processing machines, but recently our customers are increasingly demanding from us a comprehensive redevelopment of existing production facilities and the development of new projects from scratch. This is where we benefit from our extensive experience in the areas of hygiene, processing and design from warehouse to shipping. In the area of ensuring maximum shelf life when we're talking about about freezing and salting, as well as in the technological field, our competence is increasingly valued and in demand.
Thanks to the ever-growing quantity of fish, primarily from aquaculture and gradually increasing fish stocks, the demand for fish processing equipment from fishermen and fish breeders is constantly growing. More and more customers are turning from fish suppliers to fish processors. This is due to the fact that any products made from fish allow you to earn more than just selling raw fish.
Another important trend recent years– product packaging. If previously most fish products went on sale without packaging, now the retail requirement is an attractively packaged product that can be stored on a store shelf for a long time. In this area we also have interesting technologies: Together with our partner SEALPAC we develop new solutions tailored to individual requirements and customer wishes.
Analyzing the features of Russian fishing, you probably draw your own conclusions that will allow you to increase the efficiency of your work in Russian Federation. What trends in Russian fisheries that are decisive in your work in Russia could you highlight?
The Russian fishing fleet used to be one of the best in the world. After the breakup Soviet Union this situation, unfortunately, has changed for the worse. But over the past few years, the industry has again begun to actively develop and increase its pace. Nowadays, many ships and fish processing enterprises located on land need to modernize their existing capacities, since they can no longer cope with the volumes and do not correspond to the modern level of technical equipment of ships and production facilities in other countries. With today's catch quotas, it is increasingly important to process and freeze caught fish as quickly and efficiently as possible. We try to help our customers understand what they really need and offer optimal solutions in terms of efficiency, quality and price.
As mentioned above, Russian fish processing is now actively developing after a long stagnation, noticeable governmental support and the desire of fish market participants to bring the industry to good performance. In general, fish processing in Russia has long traditions that are worth remembering and using in industry, perhaps somehow modifying, developing and improving them.
Recently, many of our customers have expressed a desire to export their products to the European Union. For this purpose, certain hygiene regulations must be met, which is why most of our customers are now rethinking their hygiene concepts and, of course, find in us a knowledgeable partner who can help with advice and action.
As for the further development of fish processing, we hope that this is only the beginning of the successful progressive development of the industry, which can bring it to its former very high level.
At the end of our conversation, I would like to wish you further success in the processing market and ask, perhaps, main question– what, after all, allows the SCHALLER LEBENSMITTELTECHNIK® company to maintain its brand for so many years and stand out from others?
We try to take into account and accurately fulfill the wishes of our customers. At the same time, it is necessary to work in great detail and individually with each specific client in order for him to receive what he really needs. After concluding a contract, we do not leave the customer alone, we continue to help him bring his ideas to life with the help of our technical and technological know-how, equipment and spices. For many years we have been offering comprehensive solutions, allowing us to cover all aspects of fish processing. Important role We pay attention to service - in case the customer has some problem or needs replacement part to the car, we are always ready to help. Schaller Lebensmitteltechnik® puts the wishes of its customers at the forefront, and they, for their part, greatly value this attitude.
All these are the components of our success in the market, along with high professional competence our employees, our extensive range of equipment and superior technological products. That is why, despite the crisis, we remain one of the leading suppliers in the field of fish processing in Russia.
Alina PEREVERZEVA
Customer's wishes
The family that will live in this house consists of two people: husband (60 years old), wife (58 years old). The husband is retired, the wife is an accountant. They are very active and sociable people, love to travel and receive guests. Based on the current situation and the characteristics of the object, the customer expressed some wishes for the design of the interior. Create clear functional interior, not overloaded with unnecessary details and structures, to preserve the original layout of the house as much as possible, this is what is included in the customer’s plans. The style chosen was modern, based on classic style. The customers wanted to create a cozy living room to receive many guests; in the living room, the owners will have the opportunity to share their impressions. Suggestions were also expressed regarding the staircase, since old design the stairs were dangerous and inconvenient. I presented a large analog range in style, and we settled on the “modern” style. Analogs are presented in Appendix B.
Relevance of the topic, and the main tasks and goals of the work
The main and main goals in any design project are: aesthetics, novelty and functionalism.
For example, it is known that the novelty of a designer “Product” has two sides: pragmatic (when utilitarian, consumer or constructive qualities are improved) and artistic (if only or mainly the form indicators change - configuration, color, texture, etc.). It is clear that in both variants a new product appears, a new state of the environment, which, like everything new, certainly attracts. And if the novelty of all of the above includes functionalism (calculated to the maximum and in detail), and to top it all off, the project is aesthetic, then any design can be considered complete in the full sense of the word.
To make sure whether the project meets the main features of the design presentation of the work, you need to go through such concepts as: aesthetics, novelty, functionalism.
- 1) Aesthetics thinks in terms of: beautiful, ugly, in which proportions, consonances of colors, tones, textures, and other components of object design are always objectively embodied.
- 2) Novelty of the interior: identifying standards through analysis of analogues of dining rooms various types and building on this basis through the findings of the new project.
- 3) Functionalism: similar work with analogues, relevant literature to identify, within a given topic, functional features and applying them to the interior.
Dear clients, our dear friends! On this New Year, I would like to sincerely thank you for your attention to us, interest in what we do and, of course, for your endless trust! I congratulate you on this magical holiday and wish you prosperity in business, prosperity in personal life, more joint projects and successful completion of all started projects!
Dear clients, we sincerely congratulate you all on the New Year! There is no better gift for us than to see you satisfied and happy. We wish you the realization of your goals, inspiration, warmth, joy and more memorable events! Let's not stop there, because in the new year only luck and success await us. Happy holiday!
May this coming year bring you good luck! Let its onset mark the beginning of something new, important and successful. We wish you stability in all matters, successful outcome in all endeavors and prosperity in any area of life. Thank you for your attention, understanding and trust. We hope that you will definitely stay with us in the New Year. Happy holiday!
Happy New Year, our dear, best and most wonderful clients! On this wonderful holiday, we want to wish you real miracles in life, as well as good health to you and your families, attention, care, warmth, love and happiness. May this year be luxurious, kind, joyful and rich in holidays, acquisitions, good luck and bright emotions for you!
Dear Clients! Happy New Year! May the coming year give you all joy, good news, fruitful ideas, joyful moments. We want to wish you all the best. We hope that the New Year will bring you and me even stronger business relationship, and we will try to continue to please you with our work. During our cooperation with you, you have become more than clients for us. You have become true friends to us. Happy holiday to you!
Dear friends, we are glad to join New Year together with you! Let me congratulate you on this wonderful holiday and wish you and your families health, success and prosperity. So that the new year brings new victories and achievements, so that your most cherished wishes come true. And we will continue to help you achieve your goals, giving you the best we have. Sincerely yours (company name).
Dear friends, Happy New Year! In the coming year, we wish you peace, goodness, health, as much warmth and comfort as possible, inexhaustible vitality, and achievement of your goals. May the new year be accompanied only by positive emotions and significant events.
Dear clients, Happy New Year! We wish you comfort in your home, joy in your soul, love in your heart and the highest quality in your choice. Be happy in the new year, healthy, cheerful and optimistic. Live in complete abundance and prosperity. And remember, in the new year we are always happy to see you and are always waiting for you!
Happy holidays, dear clients! Thank you for choosing us and allowing us to have a special place in your hearts. Your trust and support have made us more confident, but there is still a lot to improve to make you even happier. After all, each of our clients is a friend whom we are always happy to see, wish him well and care about his happiness. Welcome to us in the New Year!
Our dear clients! We express our gratitude, gratitude and warmest wishes to you. Let there be only luck, success and a wonderful mood in your life. Happy New Year!