Research Your Clients and Increase Your Sales
The key to closing a sale, or at least being able to increase your chances of closing a sale, is to respond as quickly as possible.
On a daily basis, translation Account Managers receive many quote requests and, because this is a highly competitive industry, the key to closing a sale, or at least being able to increase your chances of closing a sale, is to respond as quickly as possible.
However, it’s not just a simple matter of responding; the Account Manager must determine whether the main driver of the project is quality, cost, or time. It’s essential that the Account Manager understands completely what the client is requesting, then, once the driver is known and understood, a detailed and specific quote can be issued.
Translation is a Competitive Industry
Because of the competitiveness of translation agencies, it’s generally not sufficient to just provide the client with the requested quotation: today it’s very important to provide some ‘added value’ to ensure that your agency is set above the rest. There are many ways by which this ‘added value’ can be offered, either tangible or intangible. The only way to be entirely sure what value you can add to your quotation is to do some research on the company you are quoting for. This shows that you are very interested in working for them, plus it helps you understand what the client’s needs and wants are.
Which ‘Added Bonus’ Services to Offer
The bonus with this type of research is that it gives the Account Manager the opportunity to offer the appropriate additional services, such as phone interpretation services, website translation, or on-site interpretation services.
Let’s assume that a client contacts the Account Manager asking for a quotation for translating a marketing document. The Account Manager assures the client the quote will be forthcoming as soon as possible. At the same time the Project Manager is analysing the document in readiness for quotation, the Account Manager is researching the company’s website. What they find is that the website is only available in English.
It’s a Win-Win Situation for Both Parties
Once the account manager has forwarded the detailed quotation to their client, they can now, during the follow-up procedure, offer additional translation services; such as translating into Spanish. Remember that this is a win-win situation for both parties: now more people will understand what this company is offering and the client achieves a higher demographical interest in his products; and the account manager has just increased his company’s revenue by making an additional sale.
Not Just for Translation: Start Researching Your Clients
In order to be successful in any kind of sales, it’s vitally important that you know and understand your client’s wants and needs; in addition to knowing what business your client is involved in. That’s why we highly recommend researching your client, because many times it will result in a very happy customer and an additional sale for you.
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