When first contacting a customer These roles are the main ones. The project team may also include other specialists depending on the complexity of the tasks. In any case, the success of the work is largely determined by the quality of communications between employees.
Software tools will help simplify the team’s work: Agile, Scrum, Kanban. With their help, it is possible to ensure transparency of business processes, risk reduction, and high-quality communication.
Coordinated work of all members of the project team, clear definition of responsibilities of each, developed and versatile managerial skills are necessary conditions for sales success.
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Stages of project sales
When considering project B2B sales above, it was already mentioned that they are characterized by specific stages that are not typical of traditional sales. Let us consider them in more detail using the example of the activities of a design bureau.
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Identifying potential clients
At this stage, the main task is to identif google funded amp to make its search companies that can become customers of the product from the relevant contractor. These can be construction companies, design bureaus, architectural departments, etc. The range of interests also includes:
- General contractors for construction projects.
- Installation companies.
- State, municipal, private customers.
- Subcontractors.
- Customers of competing companies.
- Managers of construction sites, etc.
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Formation of a client base
The project sales department is res
ponsible for this step. Specialists must collect the most complete information about each of the potential clients, using materials f germany cell number rom the official websites of companies, publications in the media, all kinds of conferences and seminars, exhibitions, etc.
- Cold calling potential clients
The project sales department is also responsible for this stage. The task is not just to contact any specialist of the client company, but to talk specifically with the relevant decision-maker (DM): the project director, the company manager, etc. It is necessary to take care of the conversation script in advance, this will significantly simplify the answers to many questions.
Once contact has been established with the client’s responsible person, a meeting must be scheduled. This is a standard action that is much easier to perform than the sale itself. During the meeting, all the details can be discussed and a trusting relationship can be established.
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Meeting with the client
you should show them marketing materials that make it clear what projects the company is working on, and answer any questions that may arise. The goal is not to make a sale or establish contact. You need to make it clear that the contractor is a professional in their field. An excellent move is to offer free development of some simple product, for example, a storm sewer project – this will help establish contact and move on to the next stage of project sales.
- Monitor the progress of project sales
If we compare project sales with running, the process is closer to a marathon than a sprint. Many operations are carried out with regular frequency, details are agreed upon between the contractor and the customer, new marketing materials and design solutions may be offered,
