Successful acquisition of new customers
The challenges we face on a daily basis with our clients can be found in the organization of new customer acquisition ü̈over the successful acquisition process to the right approach to the Economic Buyers, who ü̈have the budget and make decisions for cooperation or purchase of a product.
We do not outsource the distribution of the respective mandate. We directly implement B2B new customer acquisition for companies facing major challenges in this area. We take care operationally of the fast and successful acquisition of new customers. This is one of the most difficult sub-disciplines of sales. The problem, as I see it, is that sales tasks today consist of almost 90% existing customer support, meetings, workshops and administrative tasks such as maintaining CRM systems. For the acquisition of new customers then remains only
little time in the company.
One of our clients is the world’s largest online marketplace. Our task
consists of selecting major companies and brands in Germany and Europe from
the top-selling areas such as fashion, automotive parts and accessories, home
& Living etc. at decision maker level, present our client’s offer and close the contracts. This is therefore an offer that requires explanation and a strategic decision that the target customer must make for himself. We have to influence these positively. In addition, with a high impact rate and presence on the market.
There are always phases of exceptional growth in companies where they need acquisition managers for two to three years, who are both immediately available and deliver successful new customer acquisition. And it is precisely these experts that we keep in our company.
There’s an old sales adage: “Business knowledge interferes with sales.” Our experience shows that 70% of product knowledge is sufficient to successfully sell products or services to potential new customers. We acquire this 70% in a very short time with the help of our clients. As soon as negotiations with potential new customers of our client go into depth, we draw on the staff resources of our client’s specialist departments. We will take care of the signature on the contract.
We offer a unique acquisition process, our so-called ACQT!ON® formula. Secondly, our strengths and the secret of our success lie primarily in our excellent acquisition managers. Our cooperation with our clients for B2B new customer acquisition runs on average between 1.5 — 5 years. In addition to pure new customer acquisition at the B2B level, we also support our clients in parallel in setting up or reorganizing their own acquisition and sales departments. In this way, we also establish our acquisition know-how with the client’s own sales staff through coaching on the job and other measures. This means that the client very quickly has expert knowledge in the acquisition of new customers and does not lose any time in the implementation of growth targets.