In the marketing process, customer visits can be described as more basic than daily work: market surveys need to visit customers, new products need to visit customers, sales promotion needs to visit customers, customer maintenance or need to visit customers. Many sales representatives share the same feeling: as long as the customer visits successfully, other related work of product sales will follow. However, it may be because of a mentality of being “highly sought afterâ€; it may also be because there are many sales representatives who have frequent daily in and out of the market, so there are many people who are visited (mostly by purchasing staff and store managers) The love of those visiting sales representatives is ignored; the sales representatives are blinded, cold-stricken, and have a closed story. Many sales representatives therefore feel that customers have no access to work. In fact, as long as the entry point is correct, you will also feel that the customer's visit is not as tricky as you think it is - the success of the visit is actually very simple: First, open the door and see the meaning When meeting the customer for the first time, if the other party does not receive other visitors, we can directly explain the purpose of the visit to the other party with short words: for example, to introduce to the other manufacturer (agent) which product is the other; To talk about supply cooperation, or to carry out promotional activities; to sign a contract, or to query sales; need to provide support and support, and so on. If there is no such introduction, I think that when we visit a terminal salesperson, he is likely to serve us as an ordinary consumer at first. When he was vocal about recommending products, introducing features, reminding notes, etc., we explained to him the purpose of the visit. Suddenly came, "I am a supplier, not to buy products, but to promote ......", the other party will have a strong "white work" or even a feeling of being deceived, and will immediately have resentment and resistance. At this time, it will be difficult to carry out the next step smoothly. Second, highlight yourself and win attention Sometimes, we visit a company again and again, but few people know which manufacturer we are, what the name of the salesman is, and which products they have worked with. At this time, we must find ways to highlight ourselves when we visit, and win the attention of most customers. First of all, don't pick up business cards. Every time you go to the customer, in addition to contacting the key people who are in direct contact, you should also send a business card to the purchasing manager, financial staff, sales manager, store sales staff, and even the warehouse. Strengthen the impression of the other party. When a business card is issued, it can be surprisingly successful. For example, if the reverse side of the business card is facing up, the "business variety" printed on the back of the business card will be used to attract the other party, because the customer really cares about not who is interacting with it, but what kind of person can associate with him. Profitable varieties. Send the business card once, twice, or three times until the other person remembers your name and the variety you are doing. Secondly, when issuing catalogues or other promotional materials, it is necessary to indicate the main contact information such as your name and contact number on the obvious side, and highlight them with different color handwritings. At the same time, emphasize to the customer: as long as you call This call, we can serve you at any time. Third, the brand effect of the successful operation and sales volume of the business category has attracted the attention of customers: "Look, our company xx this product is sold so well, so successful; this time with us, you still What are you hesitating?" Fourth, timely display the "iron relationship" between you and the other person's superiors and leaders (such as general manager, etc.): such as the face of the visitor and his superiors, brothers and sisters, joking, talking about private issues. Imagine that the boss and the good friend of the leadership, the other party dare to offend easily? Of course, the premise is that you really have an unusual "iron relationship" with his boss or leader; in addition, this "iron relationship" must also have Do not give the other party the feeling of "taking the leadership to suppress people." Otherwise, the effect will be counterproductive. Third, observe the words, vote for their good When we visit customers, we often encounter a situation in which the other party is impatient and does not enthusiastically say to us: "I am not available now, I am busy! You will come again next time." When the other party said these words, generally There are several situations: First, he is really busy with other work or receiving other customers. The content of their negotiations, the points of rebates, the price of the sale may not be easy for you to know; the second is that he is engaged in entertainment with other colleagues or customers. For example, playing poker, playing mahjong, watching football or talking about a hot topic; the third is that he didn’t have anything at the time, just because he was in a bad mood for some reason. Of course, under the former circumstances, we must wait patiently, take the initiative to avoid, or find the right time to help the other party to do something, for example, if our visit is a salesperson at a terminal store, when a certain consumer is When you buy a product and you are undecided and hesitant, we can help the salesperson to promote it, and volunteer to act as a sales assistant to help the customer to purchase. In the second case, we can join their conversation. Ranks, with unique insights to trigger discussion of each other to avoid cold reception; or to give them small gifts (such as playing cards) for them as a tool for entertainment. At this time, we must have the ability to integrate with it and form a gesture; we must have omniscient knowledge and inexhaustible knowledge. In the third case, it is better for us to visit again in the next day. Don't look for it. Fourth, identify the identity, find the right target If we visit the same customer many times, it has little effect: the price is not fixed, the agreement is not right, the promotion is not in place, the sales volume is not growing, and so on. At this time, we must reflect on whether we are looking for the right person, that is, whether we have found the key person who is helpful to the purpose of our visit. This requires us to deal with the relationship between “handshake†and “hug†when we visit: “handshake†with the general staff to prevent the other party from feeling blind to him; “tighten†with key and core people. Establish an intimate relationship. Therefore, we must know the true "identity" of the other party. He (she) is the purchasing manager, sales manager, store manager, financial supervisor, or general buyer, salesman, salesperson, and promoter. In the case of different visits, you will be interviewed by people who are seated in different positions (jobs). For example, if a customer wants to purchase a new product, he must visit the purchasing personnel; if the customer pays the purchase price, it must be purchased and financed together; and to increase the product promotion, it is better to find a sales and sales staff. V. Propaganda advantage, lure to benefit Businessman is profitable. This "profit" word includes two levels of meaning: "public interest" and "private interest"; we can also simply understand it as "benefit", as long as it can bring a certain benefit to customers, we can certainly serve customers. Accepted. First of all, clear "public interest." This requires us to have strong introduction skills, to be able to bring the company a full range of products, affordable, courteous service, reliable quality, business practices, etc. to give customers the advantage of temporary or long-term benefits, to the customer such as Jane; let him and him The company where I feel is doing business with us, both reassuring and comfortable, and earning money. This kind of "public interest" we want to let more people know about it as much as possible; the more people we know, the smoother our future visits will be: for those who are not willing to give them a profit and business opportunity. Second, it implies "private benefits." Nowadays, in the process of product sales in various industries, many manufacturers have various forms of rewards or incentives for key links such as purchase, sales invoicing, and terminal promotion; buyers and sellers at all levels are also well aware of this. Therefore, which one gives him more "rewards", he naturally enthusiasm for those who come to visit. Compared with "public interest", "private interest" should be handled in a black box. It is better to have only "you know, I know" (except for rewards that can be made public for personal performance rankings). Six, with points to face, each broken If we want to find out the relevant information of similar products, customers often sneak up or even avoid talking about product prices, sales, rebate policies, promotion efforts, etc., so that we can not investigate the competing products. Real information. At this time, it is often difficult for us to break this "unified front." Therefore, we must find a key breakthrough. For example, if you are looking for a younger one or a higher position, you will be more prestigious among the clients. Based on his preferences, he will carry out the corresponding public relations activities and establish a “private relationship†with him to let him tell the truth to us. You can even use this person's prestige, word of mouth, and referrals to infect and convince other people to achieve other purposes such as purchases, collections, promotions, and so on. Seven, correct mentality, never give up The customer's visit is a chance battle, rarely a success, and it is impossible to do it once and for all. Sales representatives must carry forward the "four thousand spirits": go thousands of miles, eat thousands of hardships, say a thousand words, and try to do everything possible to pay for success; also cultivate "all my faults" higher Mentality: "Customer rejection is my fault, because I lack sales skills; because I don't predict the sex; because I can't provide good service to customers...", summing up the lessons for the failure of the visit. As long as we can exercise the "four disappointments" of rejecting customers, "not afraid, not avoiding, not complaining, not being discouraged", we will take a big step closer to the success of customer visits. Lady Leather Leisure Shoes,Leisure Shoes,Loafer Shoes Meilibao Shoes Co., Ltd. , http://www.tzkidsshoes.com
September 28, 2018