Nagpur: Developing cordial relations with customers is the most important parameter for any business to flourish for which concerted efforts should be made to expand the client base and retain the existing ones, said Sanjay Singh, a renowned sales consultant and coach, on Wednesday.
For increasing the customer base, one must have an organized strategy. Acknowledging concepts like prospect triangle, introducing a product to the market and launching a hunt for better business models should be considered by companies to do well, Singh said at a motivational talk on 'Double your business in difficult times', organized by Vidarbha Industries Association Marketing Forum at VIA Hall, Udyog Bhavan, Civil Lines. More than 200 entrepreneurs attended the programme.
It is important for business persons to learn the art of reference selling and cross-selling and work relentlessly in boosting the market share. Equally important is proper management of compliant desk for which promotional blast should be maintained and reviewed from time to time, Singh said.
Commenting on methods to increase sales, he said, "Products should be categorized on the basis of nature of business for which a model should be put in place. Cross-selling can work wonders and increase the sale up to 8%, if implemented effectively."
Singh said that business persons should maintain a warm relationship with the existing customers and keep their database. Entrepreneurs should keep track of the reasons behind why customers are either sticking to their products or not purchasing them the next time. They should also ponder over why their customers are turning up only for one particular product and ignoring others. In such cases, a comparative study of other companies' products should be undertaken for course correction, Singh added.
Shilpa Sharma, chairperson, VIA Marketing Forum, said, "Small and medium enterprises should understand the dos and don'ts of the sales and marketing today. This is the need of the hour in the wake of revolutionary steps the union government has taken like demonetisation and GST. Since these enterprises are not properly organized, such workshops should be held regularly to broaden entrepreneurs' perspectives and make them business and customer-oriented."
For increasing the customer base, one must have an organized strategy. Acknowledging concepts like prospect triangle, introducing a product to the market and launching a hunt for better business models should be considered by companies to do well, Singh said at a motivational talk on 'Double your business in difficult times', organized by Vidarbha Industries Association Marketing Forum at VIA Hall, Udyog Bhavan, Civil Lines. More than 200 entrepreneurs attended the programme.
It is important for business persons to learn the art of reference selling and cross-selling and work relentlessly in boosting the market share. Equally important is proper management of compliant desk for which promotional blast should be maintained and reviewed from time to time, Singh said.
Commenting on methods to increase sales, he said, "Products should be categorized on the basis of nature of business for which a model should be put in place. Cross-selling can work wonders and increase the sale up to 8%, if implemented effectively."
Singh said that business persons should maintain a warm relationship with the existing customers and keep their database. Entrepreneurs should keep track of the reasons behind why customers are either sticking to their products or not purchasing them the next time. They should also ponder over why their customers are turning up only for one particular product and ignoring others. In such cases, a comparative study of other companies' products should be undertaken for course correction, Singh added.
Shilpa Sharma, chairperson, VIA Marketing Forum, said, "Small and medium enterprises should understand the dos and don'ts of the sales and marketing today. This is the need of the hour in the wake of revolutionary steps the union government has taken like demonetisation and GST. Since these enterprises are not properly organized, such workshops should be held regularly to broaden entrepreneurs' perspectives and make them business and customer-oriented."
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