Would you love to sell to the oil and gas Companies in Tanzania but no idea how to get started?
If the response is yes, then don’t worry because this article shows you how easily oil and gas sales can be.
Since the oil and gas industry buy differently than any other you need to learn from someone who has learned and practiced to sell to oil and gas industry in Tanzania and show you a road map.
That’s where I come in to reveal the secrets, that much small group of people use to make a big dollar in Tanzanian oil and gas sector. The simple truth is these guys are ordinary people like you and I, but they learn how to sell into this industry, and they’re selling to this industry like madmen.
The purpose of this articles is to show you how sales are get done in this industry so as you can make huge cash and smile at your bank account as well.
1.Make a list of oil and gas companies
The first thing first is to target the oil and gas company that you feel they will benefit with your products and solutions.
Since there are many oil field companies in Tanzania, you have to narrow 3 to 4 active companies.
2. Do your homework
Once you have listed the company you want to sell them your products.Now you should act as a professional oil and gas sales person. A great oil and gas sales professional research the business of his clients to get the first impression of the clients.
Go online, visit their website, go to “ABOUT US” pages, look their current press release and find who is the decision maker in the company
3.Knock the door or Request for meeting appointment.
Two options can be used and all of them work. You can go to the oil and gas companies and ask to meet these procurement/purchasing guys in the oil and gas companies.
Or find their contacts and book for appointment meeting.
Booking appointment is the best because these oil and gas people are super busy with projects and also appointment makes you sound your time conscious and sounds you’re really professional.
The first time, I had zero contact with these oil and gas purchasing guys in Tanzania.
So I knocked the doors and my questions to receptionist were,”Who’s the person responsible for making decision regarding purchasing product and services in your company.” The beautiful young receptionist replied “Mr. Malisa” I asked him again” What’s first name”She replied John Malisa” I ask him “Can I meet with Mr, John Malisa. She allowed me and I met the right person
4.Meet the oil and gas purchasing guys/ procurement guys or supply chain, manager
In oil and gas companies there various department, you might feel an IT guys will help you to sell to the specific companies, or safety officer will help you get a deal in the companies.All these departments (IT and Safety, health and environment guys) when they need something they go to procurement/ purchasing or supplying chain.
So to sell to the oil and gas industry you should meet the right persons.
Be warning, Not ignore them at all. Because for example if you are selling technical services, IT or engineers must also involve in making buy decision by doing a technical evaluation. Treat all the people the same in a company. But the first person to see is Purchasing guys.
5.Make great sales presentation
Now you are inside and you meet the right person, you should make a great sales presentation to persuade your clients to buy from you. My tip is I get home prepared, I know what I will say from greeting clients to the end of my presentation and the questions to ask clients. You should prepare or even memorize your presentation.
The biggest mistakes you can ever make is to visit your clients, without proper preparation and imagine everything will come naturally once you start a conversation.
Please, never manipulate or push your clients in order to get sales nobody wants to be pushed to make a buying decision, and once you do so, your clients will notice, instead identify needs and ask great questions to identify your client’s needs and make your presentation to address your clients needs.
Your goal is not to push sales. Your goal is to solve your client’s problem with your product and services. Overcome objection wisely. And be knowledgeable of your products or services.
I hope this helps. Now go out there and try to do this for yourseIf, and you will get back to me with successful story.
So if you have question or suggestion do not hesitate to call or write me at Hussein.Boffu@tanzaniapetroleum.com
I will be glad to answer you.