In a word, focus on customer profiling. Many analytical tools will help you with this. The basic one you should use is CRM, the company's customer relationship management system. Here you will find data on the history of conversations with the customer, his purchase preferences, objections and needs. Analyzing this information is especially important if your industry is B2B e-commerce.
Data from CRM will complement information obtained from analytical tools such as Google Analytics or social media.
In preparation, also reach for:
market research and industry news,
customer surveys and opinions
demographic and behavioral analyses.
How does market research and profiling help in business communication with customers?
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Market research and customer profiling play a key role in business conversations as they provide important information. In practice, this means that you will use the data obtained as part of profiling to:
Better understanding of the client's preferences and needs, as well as the specifics of the market; profiling will also help in identifying characteristic features and behaviors and this knowledge is key in a business interview as it allows tailoring the offer to the specific needs of the client;
Customizing the offer and personalizing the communication, which allows you to better convey the message and show how the offer can solve specific problems or meet the needs of the customer;
Building trust in a business conversation by showing the client that you care about their individual needs and problems;
Precise negotiation and development of sales strategies that will increase the chance of an effective sale.
offer
The psychology of a business interview or how a meeting should proceed?
The flow of a business conversation depends on what you want to achieve. Regardless of whether the conversation is about selling or acquiring business clients, remember that first impressions play a key role.
Research by Princeton psychologists Janine Willis and Alexander Todorov has shown that you only have a tenth of a second to make a first impression.[3] That's why you need to present yourself well from the first moment. To do this, start the meeting with a warm greeting, a smile and the partner's name. This will make the atmosphere friendlier. Remember to use paralinguistic techniques (e.g. appropriate tone of voice, gestures) and adapting the way you communicate to the client's personality can help build rapport.
Also remember that first impressions are influenced by elements such as: clothing, punctuality, positive attitude, confident appearance, authenticity and interest in the partner. It is also important to clarify the objectives of the interview at the outset. Clear communication about why the meeting is taking place, what you want to achieve and what the goals of the collaboration are. This allows us to build a common understanding and move in a specific direction.
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