Alliaura was developing the Privilège brand, and Chris soon decided to stop working with the other brands to focus fully on Privilège. It is a decision he has never regretted, enabling him to make the most of the skills he had established in his previous fields. “After making the first contact with a potential client, I build trust based on my long experience in engineering, marketing and sales. It’s important to listen very carefully and investigate the client’s project. This process costs time but is always a pleasure to speak with clients about their dream.”
“I also try, especially after first contact with a client at a boat show like Cannes, to visit the client at home. This is mostly highly appreciated by the client and results in a very constructive meeting in a nice atmosphere, where they feel very comfortable.”
Another technique is to ask the client to hang a piece of blank paper at home, divided by a line down the middle. “On the left side, I ask the client to write down their wishes concerning their new catamaran and on the right side their requirements,” says Chris. “In practice, it means that the client is thinking about their catamaran project every day and strongly contribute to a decision-making process.”
It is essential to be motivated and not give up!
Privilège offer many options and a large degree of customisation, so there is a process of really trying to match the client’s words with the right layout. “The best compliment I ever received came from a client who was really surprised when I made him a configuration proposal which included almost 90 per cent of what he wanted,” says Chris. “Just a matter of carefully listening and asking the right questions to the client and their partner.”