Good Pre-sales experience = Guaranteed Sale!
Sometimes blind-shooted emails from marketing companies are useful. Two days back I received such an email to my personal ID. It was sent by a multi-brand laptop dealer in chennai. I was about to trash it, but just wanted to see the price list of the models. One of the model (a HP laptop) was tagged with Rs.27 K price tag. Since I was planning to buy a laptop for my wife, I decided to dig more. A quick search in HP’s website revealed that the laptop was priced around Rs.41 K. So I replied the dealer asking for the correct price.
Then later that evening, I received a reply saying the correct price is Rs.37K. There was no mentioning, whether if the price includes tax or not . So I asked them to send the complete laptop specification and a formal price quote. Today morning I received only the laptop speicification,sans the price quote. Boy! that was “awesome”. I wish I had not replied to that mail two days back. I lost interest in the HP laptop and this dealer. My next choice would be Fujitsu or Dell.
A good pre-sales experience ensures a guaranteed sale. If you do not execute that part well, you are sure to lose a customer, eventually lose your business too. Today, time is money. If you delay or take long time to respond, assume that your sales opportunity is slipping away.To turn a lead into sale, make sure you attend them properly. Find out what they want, offer your options that would suit their requirement, and be QUICK!!. Throw some offers if possible, to ensure the lead to turn into a sale. HP lost a sale because of their dealer’s in-adequate response.
Remember, good pre-sales experience is one important factor that increases the chances of turning a lead into a sale. And a good after-sales experience is another factor to maintain a loyalty-base and return customers. Both are important for a product/brand to survive. If you screw one, you are lost.
- Dharma