1. Corporates are highly egoistic clients. Those corporate
executives who would visit
Art O Heart for corporate gifts will be high on
their ego and would require an exclusive pampering and warm welcome.
2. Special arrangement needs to be done for getting the
vehicles of corporate executives parked at
Art O Heart premises. To elaborate
on this; proper assistance needs to be given to them for parking their vehicles.
We can speak with these executives as to when exactly they are coming or give
them some special timing in order to facilitate proper parking of their vehicles.
May be the housekeeper can clean their vehicle while it is parked in the parking.
Special assistance might be given by security guard/salesman in getting their
vehicle rightly parked. Proper signages can be put at the gate regarding
alternative parking arrangements.
3. We need to give them an idea about mechanized products
and hand made products. Many of the corporate might be interested in that
exclusive hand made product especially brass products or stone products or
wooden products which have significant human touch.
Art O Heart has many
exclusive hand made products which is its usp and they can be marketed well for
corporate gifting.
4. Give them that extra importance; e.g corporate clients
might be treated with the senior most employees available at that time. They
might be treated well with proper sitting arrangement and tea/cold drinks and a
good ambience.
5. Make them feel that you are their friend and are there to
help them take that right decision. Such phrases can be useful like:-“Yeh
product apke matlab ka nahin hey; or is type ki product pichle saal bahut biki
thi and may be a common thing now”. Sometimes discouraging them to buy certain
thing might actually encourage them to buy some other costlier items.
6. Please remember that very senior persons from a corporate
will come only once. Please be very careful in understanding what they liked
and what they have identified. You can help them by jotting down and making a
list of products identified by them; retaining one copy with you and give them
the other. Such exercise will keep you well aware what is going in their mind.
Also when they send somebody else for selecting the gift you can brief them
about the earlier selection and short listing done. This will help them and
make them feel elevated.
7. Prepare a 30 second Elevators Speech about each product.
We should be able to say 3-4 sentences in about 30 seconds for each and every
product available with us.
8. Please avoid asking budgets and price constraints.
Instead ask them to whom they would like to gift. Once we know their purpose we
can easily understand the nature of gift and the price range they are looking
for.E.g if someone wants to gift to a CM he would not be giving anything less
then 50,000 gift. Questions like this should be asked:” Could you please
describe to whom you would like to present this gift”
9. If at all price range needs to be asked please be very
polite and humble and try to be little indirect less they feel humiliated.
10. Offer them higher discounts on quantity purchase. When
they talk about more discounts don’t say no rather propose them that they can
get better discounts if they buy more.
11. Talk more about products; its material; its origin; its
USP; its placement; its handling; its characteristics etc and make them feel
what difference the product can make in the environment of the person to whom
it is being given. The AOH products should be showcased and marketed as environment enriching products.
12. Show him a higher band product to firm us his decision.
13. Make the corporate customer nice about his purchase decision.
Talk all the good aspects of his decision.
14. Avoid the following: - talking samples to the customer’s
site; letting the customer take sample to his place; instead encourage
customers to come to Art O Heart and have a feel of the products.
15.Use marketing words and phrases like rare; exclusive;
hand made; imported; limited edition; reasonably priced; symbol of exclusive
alliance; never before; one of its kind; specially crafted for you; customized;
unique etc.
16. Show them that art o heart is not for masses but for
classes.
17. Ensure that in these coming 2-3 months we take care of
our dress code; a formal professional well groomed look is what is expected out
of us.
18. Sometimes family person or spouse of the main person
comes. The moment we know that they are somewhere connected to some corporate;
do inquire about the main decision maker from them.
19. Ensure that whatever commitments are made to the
corporate clients are any how fulfilled. Give only well thought well consulted
commitments and stick to them under all conditions.
HAPPY CORPORATE SELLING!!!!
