Are You Loosing Your Business Opportunity.........
Water Of India
Released |
RELEASED : ISSUE November 19/17
Comprising of Total 81 New Project Enquiries
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Are You Losing Your Businees Opportunity |
by Rustam Das, Project Editor & Consultant |
Having years- long experience in Projects Selling & Marketing including Execution I have seen we oftenly lose our business opportunity due to some common mistakes : Now Take some instances: 1. Do you have lot of Enquries in your hand, but you are unable to convert those into an Order. Or, Conversion rate is very very low. ------------------------------------------------------------------------------------------------------------------------------- 2. Everyday Your are mailing your Product Profile, but you are not getting any response/ Enquiry, ---------------------------------------------------------------------------------------------------------------------------------------------------- 3. You have received the Enquiry, but you are not called for Technical Discussion/ Negotiation. -------------------------------------------------------------------------------------------------------------------------------------------- Let Us take above Three instances to-day any analyse the issues: 1. You have lot of Enquries in your hand : What is the sources of theses Enquries : Most of the cases, these are from net/ agency from where you are getting these enquries, although these are very genuine enquries. But do you know before you these enquries have been distributed to hundreds of manufacturers like you, Now you can rate opportunity of getting the order. So, you need to keep open your own avenue to generate your own enquiry. How to widen your Opportunity for securing the Order : In my Articles, many times I told you that even an Oder is of One or Two Lakh Value, it could be a Part of 100 Crore Project. So, do not ignore any size of project. And your afford to get the order should be initiated before it comes in "Enquiry Stage" . Generally, we look for the Enquiries those are available like Fast Food in the Market. But you need to keep in touch the project people right from the conceptual Stage ( even where lamd acquisition has not yet been completed) and to keep the track of Project Updates. A time comes when you will know when the company is going to float the Enquries, before other people know it. So, by way of this exercise, you may stone-wall your opportunity to get the order or getting favourable invitation for negotiation during the finalisation of the Order.. ================================================================================== Adv : Indranil Exports Corporation : Material Handling System : http://indranilexports.tradegateindia.com ================================================================================== 2. Everyday Your are mailing your Product Profile, but you are not getting any response/ Enquiry, . Because only Mailing cannot fetch you the Enquiry. Because 1. You will have to mail your Company profile to your prospective Customers, at the same time you need to Visit the customer to establish your personal relation with concerned person and to get exact requirement of the project or Unit. ----------------------------------------------------------------------------- 2. Do you know when sitting in your office you are expecting Enquiries from your customer, your Competitors are "Dancing" at Customers' premises keeping you far behind in the fray. So, Personal Visit is very much required ================================================================================== Adv : Anudeep Boilers : Boilers & Thermic Fluid Heaters : http://anudeep.tradegateindia.com ================================================================================== 3. You have received the Enquiry, but you are not called for Technical Discussion/ Negotiation. There are many causes for this type of situation: A few are here- 1. Many times it happens, your products are exactly the requirement of the project, but your are not approved by the consultant. So user do not have any option, but to reject your proposal. So, from the very beginning, before Enquiry Stage, you must contact the consultant to enlist your company;s name in their approval List. And, Consultant also plays a very vital role for your business. His single recommendation may change the face of your business prospect and put on all colours in your opportunities. ------------------------------------------------------------------------------------- 2. One more cause could be, before submitting your proposal you did not have any discussion with the concerned person, so perhaps you had left some points while submitting in your proposal. From my experience, I have seen many times things are not exactly clear in the Enquiry. --------------------------------------------------------------------------------------- 3. Another Cause, Purchaser gives additional attention to the suppliers who are are with them right from the beginning of the project . So, in that case YOU are just a Stranger to them.
So, your initiative is very much required when the project is even in conceptual Stage. |
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