RAQUEL TULK, FOUNDER AND PRESIDENT OF VIITA PROTECTION

Raquel is a born leader and entrepreneur. Already in elementary school, she created a small shop to sell muffins and cupcakes to her classmates. Working as a teenager, she stood out from her colleagues by exceeding expectations. At LaSalle College, a graduation project in fashion marketing led Raquel and another student to develop a business from scratch. The idea of creating a new type of leak-proof panty came to her after a discussion with her aunt who was a gynecologist.

Her appearance on the television show Dans l'oeil du dragon marked a turning point in 2014, when she teamed up with Danièle Henkel, who would become her mentor. Her products are now available across Canada and the United States. "It's really a great time to be in business," says the woman who is making a shift focused on e-commerce. "With all the technologies coming out today that are redefining customer service, we can innovate and become pioneers."

KNOWING HOW TO CHOOSE YOUR CUSTOMERS

Solutions from the School of Entrepreneurs of Quebec

In his enthusiasm, the beginning entrepreneur sometimes lives in the illusion that everyone will be interested in his offer. He is ready to make 1001 concessions to obtain sales which, although bringing a certain financial success, will have in return the potential to leave him a little bitter. Knowing how to say no should be part of the essential skills in sales negotiation, and this, from the start.

The Quebec School of Entrepreneurs offers you…

Five Valid Reasons to Reject Sales

1 – THE PROFIT MARGIN IS NOT INTERESTING

You need to establish your break-even point and only compromise in cases where you believe that the collateral benefits of a low-profit sale can pay off in the longer term. This would be the case if, for example, you would gain brand recognition, unparalleled visibility or the possibility of establishing a long-term business relationship leading to recurring sales.

2 – THE CUSTOMER DOES NOT HAVE A PLEASANT ATTITUDE.

Stop right there! It might be better not to insist. Imagine having to deal with a complaint or customer service with a difficult or even unpleasant customer.

3 – THE SALE IS UNIQUE

When the sale has little or no chance of being repeated and proves to be unprofitable, you are within your rights to refuse it.

4 – THE CUSTOMER REQUIRES A CUSTOM-MADE PRODUCT

It's likely that you're spending way too much time and resources trying to satisfy his request.

5 – THE ORDER EXCEEDS YOUR PRODUCTION DELIVERY CAPACITY.

You risk botching the job or delivering late. "A satisfied customer tells two people; an unsatisfied customer tells ten people," says the dogma.

Five criteria for selecting the perfect client:

1- It responds to your initial segmentation, that is to say to your target market at the start (the clientele for which you have specifically developed your product or service).

2- Your agreement is clear, it is explanatory and protects both parties from potential disputes.

3- Your understanding of his needs is clear and precise and your submission reflects this understanding.

4- Their needs are in line with your service offering. You don’t have to change it.

5- Mutual trust was established.

Three tips for choosing your client

1- Being discerning in choosing your client sometimes means having fewer clients, but more interesting clients, in terms of their commitment and loyalty or the values they share with you.

2- Be clear in your offer, ask the right questions, draft agreements in which the client and the contractor find their benefit and establish a bond of trust. Negotiate? Certainly, but with the negotiation levers that suit you! With additional time, a shorter delivery time to accommodate the client, a price reduction for a long-term agreement, for example.

3- Choosing your client better also means demonstrating confidence in yourself and your product or service. This is exactly the confidence that the trainers at the École des entrepreneurs du Québec are working on. Inspiring respect and educating your clientele on the fair value of our offer will be more profitable in the medium term.