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And without a feedback you are able to present hardly a tailor-made offer. You never forget: your performance to the needs of the target group adapt, not vice versa. The target group orientation triggers a learning process. You identify the changes of in needs, problems, and resistances of the target group more accurately and faster than competitors and secure a lasting competitive advantage. Conversely, the audience meets your services better. Without this mutual learning process, your construction company evolved by chance. Only by a precise segmentation of your target audience, you will find your perfect niche market.

Depending on you to further define your target audience, the more clearly you can align your services on their special needs. The echo of your target group you automatically controls in the most promising market niche. Their target audience is more important than your capital. The intangible assets of your company such as competitive advantage, Customer loyalty, or market power will grow relatively quickly and thus increase the income and market value. Its strategic objective is: you are the leading regional benefits bidders in your target audience. How to sell more with a triple offer 20-40%. How many alternatives can a customer you choose, if you make him an House offer? He recognizes the benefits you offer? He knows what potential costs on him to come? Much improvement for your written offers potential for these three issues.

Calculate always 3 alternatives for any offer that is: a minimum offer, an optimal range and a maximum offer. The minimum offer is offering reasonably priced, which is made possibly by a competitor. It is the lowest standard version with little or no service management (E.g., only energy and Kit for a carport without paint). The best offer is the version as it has required the customer of the consultation (E.g. energy and carport assembled – no-painted). The Maximum range in this context would be the complete energy saving building and construction of carports with painting. There are people who change your wishes after a consulting discussion still upwards, because new issues influence their decision. In addition you should clearly present the benefit (consequential effect) and future costs (costs). Thus a minimal solution is already more expensive than the optimal – or maximum solution may after a time. Stay with this method always in conversation with price war situations. If for example. You and two more service providers submit based on a tender, your chances are 1: 3 mathematically. If you now have three alternatives for the customer the customer between a total of 5 offers can choose. Their chance increasing this to 3: 5. This means more jobs between 20% and 40%. Take a look at your offer conversion rate once. There is certainly still a lot to improve. Professional sales tools. In the personal contact with the interested parties, it shows how well the prospective buyer knows you and Not Acceptable!

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