Signarama discusses how to create a good relationship with a retail giant who you’d like to secure a contract with. With the right approach and ‘can do’ attitude, closing that big deal is within your grasp.
1. Be professional
Whether you are contacted via email or a walk-in, remaining professional at all times will go a long way to securing a lucrative contract. Mind your body language if you are meeting people face to face and never use foul language when talking to clients (no matter how big or small).
2. Make the effort
Once contact has been established, go the extra mile to ensure the client has the information they need. Do a follow up call if needed and don’t make them wait on you for anything. Timing is an important aspect of landing a big contract.
3. Encourage good attitudes at work
The chances are good that you won’t be dealing with a big client on your own, which is why it’s important to encourage a good work culture. When a big client deals with anyone within your company, they should get the same impression every time – helpful and knowledgeable staff who appreciate their business.
4. Avoid negative connotations in language
When dealing with a prospective big client, avoid phrases such as ‘I don’t know’ or ‘I can’t do that’. Rather use constructive and positive tones in your sentences. Phrases such as ‘Let me find out for you’ or ‘I can try get around that’ portray your willingness to go that extra mile. Remember to smile – even when you aren’t face-to-face. Your friendliness will exude through a phone call and email. Return business starts with a smile.
5. Continuously train your staff
Retail giants usually want to feel as if they are dealing with the best of the best in vendors and so they should. Your staff should be trained weekly on new products, new pricing models and customer service – this will go a long way in impressing corporate clients.
6. Don’t overpromise and underdeliver
Never make a promise you cannot fulfil. Your reputation precedes you – if you have a name in the industry for not delivering on time, the likelihood of closing a big contract is drastically diminished.
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SIGNARAMA (+27 12) 285 0412 www.signarama.co.za