In the age of e-commerce, there are multiple ways to develop potential client relationships online but site visits have been proven to be the most effective method.

Nowadays, many forward-thinking companies are going global with great achievements but, in contrast to these early adopters, there are those companies who are still waiting on the sidelines, mostly due to a lack of expertise and experience. This is why Ddu has prepared a list of our tried and trusted methods for visiting and dealing with foreign clients.

1. Classify your clients

Different strategies are required when we are faced with different clients, so our first step is to classify our clients into the following categories, helping us to distinguish between their needs:

• Current clients
  Current clients who have already signed up for your services. It is vital to maintain a healthy relationship with your already existing clients so following up with them on a regular basis helps to maintain this.
• Clients running into issues
  Of course things don’t always run smoothly and some clients may be faced with issues when working with you. This is a great opportunity to determine where you can further develop your services. Determining whether their issues are something which can be solved within the current spectrum of your services or whether this falls outside of what you currently offer, is the starting point. From there you will be able to either assist them or assure them that this is something you will address and develop in future.
• Potential clients
  Potential clients who are hesitant to do business with you usually have very specific concerns. Pin pointing these concerns and addressing them allows you to build up trust with them. Once you have proven to be trustworthy, it becomes much easier to take them from potential, to client.
• First timers
  Every day we are bombarded by people trying to sell something to someone. People have become skeptical and since there always seems to be an alternative option, commitment is not something that happens instantly. When meeting a potential client for the first time, keep in mind that they don’t know you. They don’t know your products, they don’t know your prices and they have a string of other companies who are also trying to woo them. Your biggest selling point, is the value your company can add to theirs.

2. Category analysis.

Our second step is to analyze each category of clients according to their specific requirements and questions. Understanding the needs and concerns of each category helps you understand who your clients are, how to address their concerns and how to target them. You should have a clear idea of which questions are applicable to the various categories, asking the right questions when analyzing your target audience is the key to either being successful of failing. If for example, you notice that a client who has been with you for years, has gone quiet for a while, the first step of your analysis should be to do research on the current circumstances of the company. If all is well, it is advisable to speak to them, determine why sales have gone down and look for the best possible solution.

The following points are helpful when speaking to current or potential clients:

1. Proving them with statistic is always helpful. For longtime clients it helps to see whether there have been any significant changes in their business during the time they have been with your company. For new or potential clients, it proves your success rate and gives reassurance.
2. Proving actual samples is the best evidence that you believe your products to be of high quality and value in addition to giving the potential client the opportunity to assess the product first hand.
3. Know your market. Understanding the market, development patterns and competitors gives you authority in your field. When you can provide expertise that extends beyond the product itself and address the aspects such as market potential, you portray yourself as reliable.
4. Establish where their weaknesses are. Are they capable of development in an ever-changing market or do they lack expertize and skill? When you know your market, you are able to assist with any of these issues, in the form of assistance or guidance.

When addressing the second category, clients who have run into issues, be sure to determine exactly where the issue originated. If there were any discrepancies on your part, it is crucial that they are swiftly addressed.

The following points are helpful when dealing with this type of client:

1. It is usually best to deal with big issues face-to-face. Address their concerns directly and professionally.
2. It is advised to speak to decision-makers rather than lower-ranking employees. They may not have the full picture and will not be able to address the issues in a constructive manner.
3. Assure the client of the priority you place on addressing their concerns and then follow through to re-establish your relationship.

After analyzing your clients, you should know exactly where to go with their business from there. You will know what to improve, change and build on.

P.S: Background questionnaires for clients and a memorandum is essential. After all, poor writing is better than a good memory.

3. Make an appointment with your client

Be mindful of your clients’ time and arrange for follow up meetings. Simply showing up at their office is unacceptable and is sure to leave a bad impression.

4. Schedule your itinerary

Be clear about the time of the meeting and be punctual. To improve the efficiency of meeting client, print out a map and mark the countries which you are going to, to ensure you meet with all the relevant people on your trip.

5. Material preparation

Never go to war unprepared. Double check your gifts, samples, pictures, quotations, data analyses of transactions, transport alternatives, navigation equipment, basic documents, networks, etc.

6. Simulation training

Simulation training can serve as the trump card of a company. It often strengthens your new employees’ professional abilities and gets them accustomed to conducting business.

Thus, before visiting your client, rehearse the questions you are going to ask as well as various responses. Visualize different cinereous to ensure that you are not caught off-guard.