Page 154 - Demo

For example, if the client is concerned about the higher initial cost, youcould explain how the energy savings would pay for the difference in a fewyears. Be confident, as you know that your product is innovative andprovides long-term frugal benefits.Closing the sale: once you have addressed all concerns, offer the sale.This stage is very short, because throughout the interview the customer hasagreed to go further with their purchase. It is therefore useful to summarisewhat they have just decided and to offer them the purchase contract that willbind the two parties, the seller and the buyer. The contract will also cover theplace of delivery and payment (currency, payment terms, payment date, etc.).In this phase, the seller explains how the rest of the agreement will work.For example, you might say, %u201cBased on our discussion, I believe thiswashing machine will meet your needs and save you money in the long run.Shall we proceed with the purchase?%u201dFollow-up: after the sale, a follow up is organised with the client to ensurethat the product is meeting their needs and that they are seeing the benefitsyou promised. This can lead to repeat business or referrals. A satisfactionquestionnaire may be sent to the customer, or a further meeting to discussthe matter may be arranged, as well as a telephone call.For example, a few months later, you could check in and ask how muchthey%u2019ve saved on their energy bill since using the new washing machine.In a European context, it%u2019s important to note that while there are cultural andregional differences among European customers, there are also similarities andcommon trends. Understanding the local nuances and preferences of a targetmarket within Europe is essential to effectively reaching European customers.A local salesperson, speaking the language of the country is more efficient thanany other option, even if this person speaks very good English.ConclusionIn conclusion, this chapter offers an analysis of a multitude of factors pivotalto business operations. These encompass a detailed understanding of margins,turnover, and the critical break-even point, the careful assessment of risk inpurchasing or investment decisions, the strategic marketing approach inoffering products and services, and the intricate art of selling within theEuropean market context. Understanding these components and their interplaycan pave the way towards successful business operations, profitable returns,and sustained customer satisfaction. Furthermore, it stresses the necessity ofbeing adaptable and agile in today%u2019s fast-paced business world, necessitatingbusinesses to be cognisant of changing customer needs, market dynamics,and technological advancements.1543 Frugal Innovations