5 thoughts on “Fifteen ways to develop customers in marketers?”
Joan
The development of new markets and new customers is the effectiveness and quality of the development and quality of the new market development that each company and marketing personnel must face and solve, and it is essential to the growth of a company and the personal promotion of the marketing staff. Successful development of a new market is the duty of marketers. In 2009, I represented the agent of the Hakder water purifier produced by Xiamen Hakde Technology Development Co., Ltd. in 2009. Drinking machine, home water purifier, commercial water purifier. Now I talk about some insights of the personal development customer of marketers,
. The development of a new market must be "five generals"
"The market, some people say that the future world is also a world of" heart ". Successfully developing a new market must be the "five people".
1. Faith. Marketing staff must first have confidence in developing a new market, and confidence may not be successful, but if there is no confidence, they must lose to the end. To develop a new market, we must face a lot of frustration and setbacks. The rejection and embarrassment they encountered exceeded any industry. Therefore, in order to successfully develop a new market, we must first "suffer their minds" and strengthen their confidence. 2. Patience. Joe Gillard, the greatest salesman in the world, has maintained the highest record of car sales in the world for 12 consecutive years. When he introduced his success in the article "I Um success", he said that as long as he met anyone, he would respect his business card respectfully and see him as his own potential customers. He The way to succeed is to "businessize life and live business" with a positive attitude, and to find and find potential customers at any time. For our development of a new market, there must be a kind of patience. It is unsuccessful here, and there is a successful place. If you can't talk about it, you can talk about another. As long as there is a line of hope, we will do our best to fight for it. With patience, "quasi -customers" everywhere, "Liu Dahua Mingyin Village" will soon come.
3, perseverance. People are expensive, and a new market must have a tough "perseverance". Pu Songling once had a famous saying: "Those who have aspirations, things are achieved, breaking the boat, the end of the two two Qinguan is the end of the Chu; "Hengxin" has an indestructible constant charm. To develop a new market, we must face many new situations and problems. In this regard, we cannot "dragonflies", "taste it", but we should have lasting perseverance. The development of a new market is like playing a new battle. It is not only the strength and scale of the company, but more importantly, sometimes the consequences and perseverance of marketers. Only when we have the perseverance of hardships and hard battles, we can plan and decide thousands of miles.
4. Sincerity. There is a sentence called "sincerity is spiritual", and the same is true of the development of new markets. In the face of new customers, we must treat each other with sincerity. Sincerely can shorten your psychological distance between you and new customers, be able to set up a bridge that you communicate with customers, and promote the perfect success of negotiation and cooperation.
5. Love. Marketing business is a kind of caring career. To develop a new market, we must have a love. The development of a new market is not to "ask" customers, but to "save" customers. Marketing staff is "God". We must "spread" love, love ourselves, love customers, distributes, and consumers. Wisdom and strategy create benefits for the company, create wealth for dealers, and create satisfaction for consumers.
. The prelude to the development of the new market
The ancients have clouds: everything is predicted, not predictable, and interpretation is not to fight without preparation. If you want to successfully develop a new market, it is not enough to have good psychological quality, and you have to make full "pre -war" preparation.
1. Self -image design. Human image is divided into external image and internal image.
The external image refers to an external manifestation of a person's manner, clothing, and behavior. Internal image is an external manifestation of a person's internal temperament. As a marketer, you should follow the principles of life of "Gifts first, joy in the eyebrows, laughing on the face". The elegant talk and the personality of the personality will make your negotiations like fish, leaving a beautiful impression on new customers, and will contribute to the success of the transaction.
2. Preparation of relevant information. Before the development of a new market, marketers must have the history of development, industrial structure, product prices, marketing policies, etc. of the company. And bring the required information, business cards, samples, etc., and remember to remember when you should do.
3. Detailed and specific market research
1. Turkish customs. Including the local human environment, location, population, economic level, consumption habits, etc. The Northwest market is remote, but its resources are rich. The overall environment for the development of the Northwest, the electrical appliance market is large, and there are many projects.
2. Market conditions. It mainly refers to market capacity and competition status. The overall environment developed in the Northwest, large electrical markets, and many projects.
3. Customer condition. The Northwest Market is currently more concentrated in Xi'an, Shaanxi. In other areas such as Lanzhou, Xining, Yinchuan, and Urumqi, customers have begun to enter the market operation. However, there are fewer customers who are relatively large and powerful at present, and the market development intensity must be strengthened.
It's way to find potential customers, you can adopt the "from the bottom up, trace the source" method. This method is obtained indirectly and from the front line. Therefore, it is easier to grasp the truth, find the right one client.
. Listing list, negotiate customers
In the development market information to determine the potential target customer group. The advantages and disadvantages list a list of target customers, and conduct detailed analysis and comparison. After a new round of screening, you can make an appointment and visit the door.
1. Call appointment. Before visiting the door, you must make a telephone appointment, because the telephone appointment shows the respect of the other party. At the same time, through the preliminary telephone communication and understanding, it has a rough outline for the company, products, and policies, so that it is easy to make it easy One step determines the focus of negotiations, and it is more clear to judge how much their interest in the product and the possibility of distributing the product to facilitate the effective arrangement of time.
2. On -site negotiation. After determining which customers are visited, we can plan the line map and visit customers. When negotiating at the door, we must be good at inspecting words. In addition to presenting their own business cards, materials, samples, and compliance with "rituals first, praise in front, joy in the eyebrows, laughing on the face" to rendering and creating the atmosphere, but also pay attention to " Three do not talk, that is, do n’t talk when the customer ’s mood is not good. Do n’t talk about the salesperson of the competitors when the customer’ s distributor is present.
3. Discussion content. Before cutting into the topic, you can talk about the "outsourcing" that is easy and interested in the other party. After cutting into the topic, start with the company's development overview, to talk about the company's product's extremely characteristics. The advantages in the market. Finally, the focus of the products entering and its market*model model, from the choice of product, to the pricing of the product, from the setting of promotion to the channels of channels, the more detailed the customer will be interested in, marketing will be more interested, marketing marketing, marketing, marketing, and marketing. Personnel is best to fully display the future marketing blueprint to customers, so that customers are full of longing and hope, so that they are determined to distribute the product.
4. Precautions. In the process of negotiating, pay attention to the art of listening, follow the principle of two ears and one mouth, that is, 2: 1 (listening and speaking is 2: 1). On the one hand, it means respect for the other party. Answer the other party and found the other party's operational ideas for the market*. At the same time, different types of customers need to take different communication methods. To the elderly, you should respect your parents like your parents, the speed of speaking will slow down, and you must show your stability everywhere. For middle -aged people, we must fully praise the ability. Feeling a sense of accomplishment, the company's products can be given to him to do it. For young people, you must let go of his own ideas, movement models, and marketing concepts, so that he is fascinating and serving it.
5. Follow -up, signing
In negotiating, the target customers who meet the requirements of the company must call to communicate and follow up in time. I will ask some questions, for example, what to do if the goods are not suitable for marketing; what to do with quality problems in the product; what to do if the functional department's random inspection, etc. As long as you give a reasonable answer to the above questions, the target customers are basically basically basically It was confirmed to get it, and then, by inviting him to visit the company, it will further remove the doubts and obstacles in the customer's hearts. Finally, when the iron is hot, sign the distribution agreement.
. Customer service
The content of customer service mainly includes the following content: product technology services, contract performance services, reception services, market development services, customer service is development in market development The most critical content. Se product technical services: Our market staff must understand the product. During the sales process, customers can feel that you are professional, business communication topics have increased, and the chance of success is higher.
The contract performance: The contract is before and key before negotiations, mainly price, payment, technology, etc. The market personnel talk about the contract under the company system, that is, to do a good job of service articles.
Receiving service: When market personnel receive customers, they focus on emotional services, first do people and then do things. The cost of expenses is large).
Market development services: Encourage customers to develop more markets. The work strength and methods of market personnel affect our market growth in the region.
The development of new markets and new customers is the effectiveness and quality of the development and quality of the new market development that each company and marketing personnel must face and solve, and it is essential to the growth of a company and the personal promotion of the marketing staff. Successful development of a new market is the duty of marketers. In 2009, I represented the agent of the Hakder water purifier produced by Xiamen Hakde Technology Development Co., Ltd. in 2009. Drinking machine, home water purifier, commercial water purifier. Now I talk about some insights of individuals' marketing customers!
. The development of a new market must be "Five Hearts"
The current market is a "heart" market. "The world of people. Successfully developing a new market must be the "five people".
1. Faith. Marketing staff must first have confidence in developing a new market, and confidence may not be successful, but if there is no confidence, they must lose to the end. To develop a new market, we must face a lot of frustration and setbacks. The rejection and embarrassment they encountered exceeded any industry. Therefore, in order to successfully develop a new market, we must first "suffer their minds" and strengthen their confidence. 2. Patience. Joe Gillard, the greatest salesman in the world, has maintained the highest record of car sales in the world for 12 consecutive years. When he introduced his success in the article "I Um success", he said that as long as he met anyone, he would respect his business card respectfully and see him as his own potential customers. He The way to succeed is to "businessize life and live business" with a positive attitude, and to find and find potential customers at any time. For our development of a new market, there must be a kind of patience. It is unsuccessful here, and there is a successful place. If you can't talk about it, you can talk about another. As long as there is a line of hope, we will do our best to fight for it. With patience, "quasi -customers" everywhere, "Liu Dahua Mingyin Village" will soon come.
3, perseverance. People are expensive, and a new market must have a tough "perseverance". Pu Songling once had a famous saying: "Those who have aspirations, things are achieved, breaking the boat, the end of the two two Qinguan is the end of the Chu; "Hengxin" has an indestructible constant charm. To develop a new market, we must face many new situations and problems. In this regard, we cannot "dragonflies", "taste it", but we should have lasting perseverance. The development of a new market is like playing a new battle. It is not only the strength and scale of the company, but more importantly, sometimes the consequences and perseverance of marketers. Only when we have the perseverance of hardships and hard battles, we can plan and decide thousands of miles.
4. Sincerity. There is a sentence called "sincerity is spiritual", and the same is true of the development of new markets. In the face of new customers, we must treat each other with sincerity. Sincerely can shorten your psychological distance between you and new customers, be able to set up a bridge that you communicate with customers, and promote the perfect success of negotiation and cooperation.
5. Love. Marketing business is a kind of caring career. To develop a new market, we must have a love. The development of a new market is not to "ask" customers, but to "save" customers. Marketing staff is "God". We must "spread" love, love ourselves, love customers, distributes, and consumers. Wisdom and strategy create benefits for the company, create wealth for dealers, and create satisfaction for consumers.
. The prelude to the development of the new market
The ancients have clouds: everything is preserved, not predictable, and interpretation is not to fight without preparation. If you want to successfully develop a new market, it is not enough to have good psychological quality, and you have to make full "pre -war" preparation.
1. Self -image design. Human image is divided into external image and internal image.
The external image refers to an external manifestation of a person's manner, clothing, and behavior. Internal image is an external manifestation of a person's internal temperament. As a marketer, you should follow the principles of life of "Gifts first, joy in the eyebrows, laughing on the face". The elegant talk and the personality of the personality will make your negotiations like fish, leaving a beautiful impression on new customers, and will contribute to the success of the transaction.
2. Preparation of relevant information. Before the development of a new market, marketers must have the history of development, industrial structure, product prices, marketing policies, etc. of the company. And bring the required information, business cards, samples, etc., and remember to remember when you should do.
3. Detailed and specific market research
1. Turkish customs. Including the local human environment, location, population, economic level, consumption habits, etc. The Northwest market is remote, but its resources are rich. The overall environment for the development of the Northwest, the electrical appliance market is large, and there are many projects.
2. Market conditions. It mainly refers to market capacity and competition status. The overall environment developed in the Northwest, large electrical markets, and many projects.
3. Customer condition. The Northwest Market is currently more concentrated in Xi'an, Shaanxi. In other areas such as Lanzhou, Xining, Yinchuan, and Urumqi, customers have begun to enter the market operation. However, there are fewer customers who are relatively large and powerful at present, and the market development intensity must be strengthened.
It's way to find potential customers, you can adopt the "from the bottom up, trace the source" method. This method is obtained indirectly and from the front line. Therefore, it is easier to grasp the truth, find the right one client.
. Listing list, negotiate customers
In the development market information to determine the potential target customer group. The advantages and disadvantages list a list of target customers, and conduct detailed analysis and comparison. After a new round of screening, you can make an appointment and visit the door.
1. Call appointment. Before visiting the door, you must make a telephone appointment, because the telephone appointment shows the respect of the other party. At the same time, through the preliminary telephone communication and understanding, it has a rough outline for the company, products, and policies, so that it is easy to make it easy One step determines the focus of negotiations, and it is more clear to judge how much their interest in the product and the possibility of distributing the product to facilitate the effective arrangement of time.
2. On -site negotiation. After determining which customers are visited, we can plan the line map and visit customers. When negotiating at the door, we must be good at inspecting words. In addition to presenting their own business cards, materials, samples, and compliance with "rituals first, praise in front, joy in the eyebrows, laughing on the face" to rendering and creating the atmosphere, but also pay attention to " Three do not talk, that is, do n’t talk when the customer ’s mood is not good. Do n’t talk about the salesperson of the competitors when the customer’ s distributor is present.
3. Discussion content. Before cutting into the topic, you can talk about the "outsourcing" that is easy and interested in the other party. After cutting into the topic, start with the company's development overview, to talk about the company's product's extremely characteristics. The advantages in the market. Finally, the focus of the products entering and its market*model model, from the choice of product, to the pricing of the product, from the setting of promotion to the channels of channels, the more detailed the customer will be interested in, marketing will be more interested, marketing marketing, marketing, marketing, and marketing. Personnel is best to fully display the future marketing blueprint to customers, so that customers are full of longing and hope, so that they are determined to distribute the product.
4. Precautions. In the process of negotiating, pay attention to the art of listening, follow the principle of two ears and one mouth, that is, 2: 1 (listening and speaking is 2: 1). On the one hand, it means respect for the other party. Answer the other party and found the other party's operational ideas for the market*. At the same time, different types of customers need to take different communication methods. To the elderly, you should respect your parents like your parents, the speed of speaking will slow down, and you must show your stability everywhere. For middle -aged people, we must fully praise the ability. Feeling a sense of accomplishment, the company's products can be given to him to do it. For young people, you must let go of his own ideas, movement models, and marketing concepts, so that he is fascinating and serving it.
5. Follow -up, signing
In negotiating, the target customers who meet the requirements of the company must call to communicate and follow up in time. I will ask some questions, for example, what to do if the goods are not suitable for marketing; what to do with quality problems in the product; what to do if the functional department's random inspection, etc. As long as you give a reasonable answer to the above questions, the target customers are basically basically basically It was confirmed to get it, and then, by inviting him to visit the company, it will further remove the doubts and obstacles in the customer's hearts. Finally, when the iron is hot, sign the distribution agreement.
. Customer service
The content of customer service mainly includes the following content: product technology services, contract performance services, reception services, market development services, customer service is development in market development The most critical content. Se product technical services: Our market staff must understand the product. During the sales process, customers can feel that you are professional, business communication topics have increased, and the chance of success is higher.
The contract performance: The contract is before and key before negotiations, mainly price, payment, technology, etc. The market personnel talk about the contract under the company system, that is, to do a good job of service articles.
The reception service: When market personnel receive customers, they focus on emotional services, first do people and then do things. The cost of expenses is large).
Market development services: Encourage customers to develop more markets, and the work strength and methods of market personnel affect our market growth in the region. I wish you succeed! Intersection
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I want to say that the most stable drainage method this year still knows, and still have to use software to do it. We have been pushing it for two years. Basically, we rarely use other drainage channels, because the passenger traffic is too large This software can still be available.
The development of new markets and new customers is the effectiveness and quality of the development and quality of the new market development that each company and marketing personnel must face and solve, and it is essential to the growth of a company and the personal promotion of the marketing staff. Successful development of a new market is the duty of marketers. In 2009, I represented the agent of the Hakder water purifier produced by Xiamen Hakde Technology Development Co., Ltd. in 2009. Drinking machine, home water purifier, commercial water purifier. Now I talk about some insights of the personal development customer of marketers,
. The development of a new market must be "five generals"
"The market, some people say that the future world is also a world of" heart ". Successfully developing a new market must be the "five people".
1. Faith. Marketing staff must first have confidence in developing a new market, and confidence may not be successful, but if there is no confidence, they must lose to the end. To develop a new market, we must face a lot of frustration and setbacks. The rejection and embarrassment they encountered exceeded any industry. Therefore, in order to successfully develop a new market, we must first "suffer their minds" and strengthen their confidence.
2. Patience. Joe Gillard, the greatest salesman in the world, has maintained the highest record of car sales in the world for 12 consecutive years. When he introduced his success in the article "I Um success", he said that as long as he met anyone, he would respect his business card respectfully and see him as his own potential customers. He The way to succeed is to "businessize life and live business" with a positive attitude, and to find and find potential customers at any time. For our development of a new market, there must be a kind of patience. It is unsuccessful here, and there is a successful place. If you can't talk about it, you can talk about another. As long as there is a line of hope, we will do our best to fight for it. With patience, "quasi -customers" everywhere, "Liu Dahua Mingyin Village" will soon come.
3, perseverance. People are expensive, and a new market must have a tough "perseverance". Pu Songling once had a famous saying: "Those who have aspirations, things are achieved, breaking the boat, the end of the two two Qinguan is the end of the Chu; "Hengxin" has an indestructible constant charm. To develop a new market, we must face many new situations and problems. In this regard, we cannot "dragonflies", "taste it", but we should have lasting perseverance. The development of a new market is like playing a new battle. It is not only the strength and scale of the company, but more importantly, sometimes the consequences and perseverance of marketers. Only when we have the perseverance of hardships and hard battles, we can plan and decide thousands of miles.
4. Sincerity. There is a sentence called "sincerity is spiritual", and the same is true of the development of new markets. In the face of new customers, we must treat each other with sincerity. Sincerely can shorten your psychological distance between you and new customers, be able to set up a bridge that you communicate with customers, and promote the perfect success of negotiation and cooperation.
5. Love. Marketing business is a kind of caring career. To develop a new market, we must have a love. The development of a new market is not to "ask" customers, but to "save" customers. Marketing staff is "God". We must "spread" love, love ourselves, love customers, distributes, and consumers. Wisdom and strategy create benefits for the company, create wealth for dealers, and create satisfaction for consumers.
. The prelude to the development of the new market
The ancients have clouds: everything is predicted, not predictable, and interpretation is not to fight without preparation. If you want to successfully develop a new market, it is not enough to have good psychological quality, and you have to make full "pre -war" preparation.
1. Self -image design. Human image is divided into external image and internal image.
The external image refers to an external manifestation of a person's manner, clothing, and behavior. Internal image is an external manifestation of a person's internal temperament. As a marketer, you should follow the principles of life of "Gifts first, joy in the eyebrows, laughing on the face". The elegant talk and the personality of the personality will make your negotiations like fish, leaving a beautiful impression on new customers, and will contribute to the success of the transaction.
2. Preparation of relevant information. Before the development of a new market, marketers must have the history of development, industrial structure, product prices, marketing policies, etc. of the company. And bring the required information, business cards, samples, etc., and remember to remember when you should do.
3. Detailed and specific market research
1. Turkish customs. Including the local human environment, location, population, economic level, consumption habits, etc. The Northwest market is remote, but its resources are rich. The overall environment for the development of the Northwest, the electrical appliance market is large, and there are many projects.
2. Market conditions. It mainly refers to market capacity and competition status. The overall environment developed in the Northwest, large electrical markets, and many projects.
3. Customer condition. The Northwest Market is currently more concentrated in Xi'an, Shaanxi. In other areas such as Lanzhou, Xining, Yinchuan, and Urumqi, customers have begun to enter the market operation. However, there are fewer customers who are relatively large and powerful at present, and the market development intensity must be strengthened.
It's way to find potential customers, you can adopt the "from the bottom up, trace the source" method. This method is obtained indirectly and from the front line. Therefore, it is easier to grasp the truth, find the right one client.
. Listing list, negotiate customers
In the development market information to determine the potential target customer group. The advantages and disadvantages list a list of target customers, and conduct detailed analysis and comparison. After a new round of screening, you can make an appointment and visit the door.
1. Call appointment. Before visiting the door, you must make a telephone appointment, because the telephone appointment shows the respect of the other party. At the same time, through the preliminary telephone communication and understanding, it has a rough outline for the company, products, and policies, so that it is easy to make it easy One step determines the focus of negotiations, and it is more clear to judge how much their interest in the product and the possibility of distributing the product to facilitate the effective arrangement of time.
2. On -site negotiation. After determining which customers are visited, we can plan the line map and visit customers. When negotiating at the door, we must be good at inspecting words. In addition to presenting their own business cards, materials, samples, and compliance with "rituals first, praise in front, joy in the eyebrows, laughing on the face" to rendering and creating the atmosphere, but also pay attention to " Three do not talk, that is, do n’t talk when the customer ’s mood is not good. Do n’t talk about the salesperson of the competitors when the customer’ s distributor is present.
3. Discussion content. Before cutting into the topic, you can talk about the "outsourcing" that is easy and interested in the other party. After cutting into the topic, start with the company's development overview, to talk about the company's product's extremely characteristics. The advantages in the market. Finally, the focus of the products entering and its market*model model, from the choice of product, to the pricing of the product, from the setting of promotion to the channels of channels, the more detailed the customer will be interested in, marketing will be more interested, marketing marketing, marketing, marketing, and marketing. Personnel is best to fully display the future marketing blueprint to customers, so that customers are full of longing and hope, so that they are determined to distribute the product.
4. Precautions. In the process of negotiating, pay attention to the art of listening, follow the principle of two ears and one mouth, that is, 2: 1 (listening and speaking is 2: 1). On the one hand, it means respect for the other party. Answer the other party and found the other party's operational ideas for the market*. At the same time, different types of customers need to take different communication methods. To the elderly, you should respect your parents like your parents, the speed of speaking will slow down, and you must show your stability everywhere. For middle -aged people, we must fully praise the ability. Feeling a sense of accomplishment, the company's products can be given to him to do it. For young people, you must let go of his own ideas, movement models, and marketing concepts, so that he is fascinating and serving it.
5. Follow -up, signing
In negotiating, the target customers who meet the requirements of the company must call to communicate and follow up in time. I will ask some questions, for example, what to do if the goods are not suitable for marketing; what to do with quality problems in the product; what to do if the functional department's random inspection, etc. As long as you give a reasonable answer to the above questions, the target customers are basically basically basically It was confirmed to get it, and then, by inviting him to visit the company, it will further remove the doubts and obstacles in the customer's hearts. Finally, when the iron is hot, sign the distribution agreement.
. Customer service
The content of customer service mainly includes the following content: product technology services, contract performance services, reception services, market development services, customer service is development in market development The most critical content.
Se product technical services: Our market staff must understand the product. During the sales process, customers can feel that you are professional, business communication topics have increased, and the chance of success is higher.
The contract performance: The contract is before and key before negotiations, mainly price, payment, technology, etc. The market personnel talk about the contract under the company system, that is, to do a good job of service articles.
Receiving service: When market personnel receive customers, they focus on emotional services, first do people and then do things. The cost of expenses is large).
Market development services: Encourage customers to develop more markets. The work strength and methods of market personnel affect our market growth in the region.
The development of new markets and new customers is the effectiveness and quality of the development and quality of the new market development that each company and marketing personnel must face and solve, and it is essential to the growth of a company and the personal promotion of the marketing staff. Successful development of a new market is the duty of marketers. In 2009, I represented the agent of the Hakder water purifier produced by Xiamen Hakde Technology Development Co., Ltd. in 2009. Drinking machine, home water purifier, commercial water purifier. Now I talk about some insights of individuals' marketing customers!
. The development of a new market must be "Five Hearts"
The current market is a "heart" market. "The world of people. Successfully developing a new market must be the "five people".
1. Faith. Marketing staff must first have confidence in developing a new market, and confidence may not be successful, but if there is no confidence, they must lose to the end. To develop a new market, we must face a lot of frustration and setbacks. The rejection and embarrassment they encountered exceeded any industry. Therefore, in order to successfully develop a new market, we must first "suffer their minds" and strengthen their confidence.
2. Patience. Joe Gillard, the greatest salesman in the world, has maintained the highest record of car sales in the world for 12 consecutive years. When he introduced his success in the article "I Um success", he said that as long as he met anyone, he would respect his business card respectfully and see him as his own potential customers. He The way to succeed is to "businessize life and live business" with a positive attitude, and to find and find potential customers at any time. For our development of a new market, there must be a kind of patience. It is unsuccessful here, and there is a successful place. If you can't talk about it, you can talk about another. As long as there is a line of hope, we will do our best to fight for it. With patience, "quasi -customers" everywhere, "Liu Dahua Mingyin Village" will soon come.
3, perseverance. People are expensive, and a new market must have a tough "perseverance". Pu Songling once had a famous saying: "Those who have aspirations, things are achieved, breaking the boat, the end of the two two Qinguan is the end of the Chu; "Hengxin" has an indestructible constant charm. To develop a new market, we must face many new situations and problems. In this regard, we cannot "dragonflies", "taste it", but we should have lasting perseverance. The development of a new market is like playing a new battle. It is not only the strength and scale of the company, but more importantly, sometimes the consequences and perseverance of marketers. Only when we have the perseverance of hardships and hard battles, we can plan and decide thousands of miles.
4. Sincerity. There is a sentence called "sincerity is spiritual", and the same is true of the development of new markets. In the face of new customers, we must treat each other with sincerity. Sincerely can shorten your psychological distance between you and new customers, be able to set up a bridge that you communicate with customers, and promote the perfect success of negotiation and cooperation.
5. Love. Marketing business is a kind of caring career. To develop a new market, we must have a love. The development of a new market is not to "ask" customers, but to "save" customers. Marketing staff is "God". We must "spread" love, love ourselves, love customers, distributes, and consumers. Wisdom and strategy create benefits for the company, create wealth for dealers, and create satisfaction for consumers.
. The prelude to the development of the new market
The ancients have clouds: everything is preserved, not predictable, and interpretation is not to fight without preparation. If you want to successfully develop a new market, it is not enough to have good psychological quality, and you have to make full "pre -war" preparation.
1. Self -image design. Human image is divided into external image and internal image.
The external image refers to an external manifestation of a person's manner, clothing, and behavior. Internal image is an external manifestation of a person's internal temperament. As a marketer, you should follow the principles of life of "Gifts first, joy in the eyebrows, laughing on the face". The elegant talk and the personality of the personality will make your negotiations like fish, leaving a beautiful impression on new customers, and will contribute to the success of the transaction.
2. Preparation of relevant information. Before the development of a new market, marketers must have the history of development, industrial structure, product prices, marketing policies, etc. of the company. And bring the required information, business cards, samples, etc., and remember to remember when you should do.
3. Detailed and specific market research
1. Turkish customs. Including the local human environment, location, population, economic level, consumption habits, etc. The Northwest market is remote, but its resources are rich. The overall environment for the development of the Northwest, the electrical appliance market is large, and there are many projects.
2. Market conditions. It mainly refers to market capacity and competition status. The overall environment developed in the Northwest, large electrical markets, and many projects.
3. Customer condition. The Northwest Market is currently more concentrated in Xi'an, Shaanxi. In other areas such as Lanzhou, Xining, Yinchuan, and Urumqi, customers have begun to enter the market operation. However, there are fewer customers who are relatively large and powerful at present, and the market development intensity must be strengthened.
It's way to find potential customers, you can adopt the "from the bottom up, trace the source" method. This method is obtained indirectly and from the front line. Therefore, it is easier to grasp the truth, find the right one client.
. Listing list, negotiate customers
In the development market information to determine the potential target customer group. The advantages and disadvantages list a list of target customers, and conduct detailed analysis and comparison. After a new round of screening, you can make an appointment and visit the door.
1. Call appointment. Before visiting the door, you must make a telephone appointment, because the telephone appointment shows the respect of the other party. At the same time, through the preliminary telephone communication and understanding, it has a rough outline for the company, products, and policies, so that it is easy to make it easy One step determines the focus of negotiations, and it is more clear to judge how much their interest in the product and the possibility of distributing the product to facilitate the effective arrangement of time.
2. On -site negotiation. After determining which customers are visited, we can plan the line map and visit customers. When negotiating at the door, we must be good at inspecting words. In addition to presenting their own business cards, materials, samples, and compliance with "rituals first, praise in front, joy in the eyebrows, laughing on the face" to rendering and creating the atmosphere, but also pay attention to " Three do not talk, that is, do n’t talk when the customer ’s mood is not good. Do n’t talk about the salesperson of the competitors when the customer’ s distributor is present.
3. Discussion content. Before cutting into the topic, you can talk about the "outsourcing" that is easy and interested in the other party. After cutting into the topic, start with the company's development overview, to talk about the company's product's extremely characteristics. The advantages in the market. Finally, the focus of the products entering and its market*model model, from the choice of product, to the pricing of the product, from the setting of promotion to the channels of channels, the more detailed the customer will be interested in, marketing will be more interested, marketing marketing, marketing, marketing, and marketing. Personnel is best to fully display the future marketing blueprint to customers, so that customers are full of longing and hope, so that they are determined to distribute the product.
4. Precautions. In the process of negotiating, pay attention to the art of listening, follow the principle of two ears and one mouth, that is, 2: 1 (listening and speaking is 2: 1). On the one hand, it means respect for the other party. Answer the other party and found the other party's operational ideas for the market*. At the same time, different types of customers need to take different communication methods. To the elderly, you should respect your parents like your parents, the speed of speaking will slow down, and you must show your stability everywhere. For middle -aged people, we must fully praise the ability. Feeling a sense of accomplishment, the company's products can be given to him to do it. For young people, you must let go of his own ideas, movement models, and marketing concepts, so that he is fascinating and serving it.
5. Follow -up, signing
In negotiating, the target customers who meet the requirements of the company must call to communicate and follow up in time. I will ask some questions, for example, what to do if the goods are not suitable for marketing; what to do with quality problems in the product; what to do if the functional department's random inspection, etc. As long as you give a reasonable answer to the above questions, the target customers are basically basically basically It was confirmed to get it, and then, by inviting him to visit the company, it will further remove the doubts and obstacles in the customer's hearts. Finally, when the iron is hot, sign the distribution agreement.
. Customer service
The content of customer service mainly includes the following content: product technology services, contract performance services, reception services, market development services, customer service is development in market development The most critical content.
Se product technical services: Our market staff must understand the product. During the sales process, customers can feel that you are professional, business communication topics have increased, and the chance of success is higher.
The contract performance: The contract is before and key before negotiations, mainly price, payment, technology, etc. The market personnel talk about the contract under the company system, that is, to do a good job of service articles.
The reception service: When market personnel receive customers, they focus on emotional services, first do people and then do things. The cost of expenses is large).
Market development services: Encourage customers to develop more markets, and the work strength and methods of market personnel affect our market growth in the region.
I wish you succeed! Intersection
1. On -site activities 2. Standing points 3. Online marketing 4. Telephone marketing 5. Customer introduction 6. Relatives and friends 7. Making advertisements
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