Build up customer loyalty and set out to conquer new markets

Globalisation is making you want to improve your competitiveness, build up customer loyalty, find other market opportunities and open up new sales horizons. Subjects we propose:   Prepare your marketing and sales plan   Make a success of your sales promotions   Widen your customer base with telephone canvassing   Boost your company's communication

Prepare your marketing plan An effective marketing plan enables you to increase your company's value. Its role is to define and achieve your final commercial and financial objectives. What results and cost effectiveness can be expected from marketing action?   Marketing enables you to ask the right questions: where are we, where is our market, where are we heading? and to widen the company's vision in order for actions to be better targeted. I want to launch a new line of products. How should I go about it?   There are several vital steps to be sure of the best chance of success: - Analysing and diagnosing the situation both inside and outside your company - Assessing available possibilities - Choosing means and actions to be included in the marketing mix plan

	Make a success of your sales promotions

Give your sales force the means they need to achieve better sales, anticipate your customers' expectations and respond to them in all circumstances. Is my sales force effective? To win market shares, being familiar with all the facets of the company and its environment enables you to develop better oriented sales techniques The various members of my sales force do not obtain the same results in the same markets for the same products. Why is this? Performances are linked both to individuals and to the potential of the sector, as well as to the services expected, and to management. All these parameters have to be taken into account and optimised to give each individual the same chance of winning.

	Widen your customer base with telephone canvassing

Involved in developing your company, your sales force sell your products or services on the telephone every day. Are they as effective as they could be? To optimise the contacts they make, we can help them deal better with the stress involved in the work and provide them with the techniques that some of them apply intuitively. Do they apply the basic rules of telephone canvassing? It may be time to bring the notions of preparation, and the traditional "four Cs" (Contact, Communicate (discovering needs), Convince, Conclude) up to date. Calling, calling back (management), useful contacts (hot, tepid or cold prospects), appointments (plus confirmation) are dealt with by made-to-measure training at each individual's workstation, with their own data package.

	Boost your company's communication

You wish to be more attentive to your customers' expectations and to understand them in order to be more successful when selling to them. Company communication enables you to: - motivate, achieve awareness and dynamize your staff within the company. - demonstrate your efficiency and expertise outside the company. How can I make my staff more attentive to my customers' requirements? Satisfying your customers involves listening to them effectively to facilitate information gathering. Information will then be analysed and transformed into action Our publicity brochure gives information about our products. Is there enough information and is it relevant? Customer communication should provide information about your products, plus your company's expertise and market position. Good communication is also aimed at suppliers, trading partners, institutions, the mass media.