Industrial Directory of India.Com
Released
"New Projects This Week"
RELEASED : ISSUE September 02/18
Comprising of Total 81 New Project Enquiries
****************************
Comprising of Total 81 New Project Enquiries
****************************
(Helpline : +91-900 7158 600/ 900 7742 600)
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..
==============================
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
==============================
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.
=========================================================================
We provide information on NEW PROJECTS for all types of Industries such as Automobiles,Aviation, Breweries & Distilleries, Biotech,Banking & Finance, Cement,Construction & Machineries,Chemicals,Coal,
================================================
No comments:
Post a Comment