Visiting various events, conferences, exhibitions
The position of a client manager obliges the employee to constantly bring in new clients, find contacts of potential customers. Visiting various specialized events, presentations, exhibitions will help a lot with this. If this method of finding clients suits the company, then the employee should include this in his job responsibilities.
Rational alternation of meetings and calls
The main way of interacting 99 acres data package with the customer is telephone negotiations. Therefore, it is better to distribute meetings with potential clients and cold calls between different employees. If a small staff does not allow this, then the manager should properly organize his/her working time in order to alternate meetings and telephone negotiations. For example, one day call customers and supplement the client base with information, and on the second day organize meetings.
Getting referrals from clients
An experienced specialist will not wait for the client to recommend him to someone else. He will ask for contacts of those to whom, in the opinion of this buyer, he can be useful.
Recommendations from clients
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Number of meetings per week (day)
Active business correspondence and telephone negotiations with the customer should eventually lead to a meeting and drawing up a purchase agreement. A professional manager will be able to sense the moment when it is possible to schedule a meeting. Depending on the organization’s field of activity, the number of meetings held per week may vary. For a company selling everyday goods, an excellent indicator would be 20 such meetings per day, and in the b2b sphere, 1-2 per day is good.
Ability to find contact with the person responsible for decision making
When a customer service manager has already held a sufficient number of meetings, but the contract has not been signed, it is likely that he was unable to contact the necessary official. Although it is worth remembering that in different areas of activity the ratio of orders to requests may differ. For example, for a company providing consulting services, the normal indicator is considered to be the conclusion of one contract from 10 potential customers.
Exceeding the plan
A customer service specialist should always strive to exceed the plan, bring in more clients, and accordingly, increase the company's income, without limiting himself to the plan or supervisory control. If a manager drags out time, trying to postpone the conclusion of contracts and the receipt of profit to the next month, then such an employee may become an ineffective worker.
Ability to create a funnel of opportunities
An experienced specialist does not dwell on his failures. He understands that a refusal today does not mean that it will always be like this. The employee continues to work, looking for new clients. He creates a funnel of opportunities from among potential customers and knows that this will bring results - at least one out of 10 clients will sign a contract.