In the marketing process, customer visits can be said to be the most basic and routine tasks: market surveys need to visit customers, new products need to visit customers, sales promotion needs to visit customers, customers need to maintain or need to visit customers. Many sales representatives also share the same feeling: as long as the customer visit is successful, other related work for product sales will follow.
However, it may be because there is a “being asked†mentality; or it may be because the sales representatives who are frequent and frequent every day are commonplace, so there are many visitors (mostly buyers, store managers) ) Ignoring those who are visiting sales representatives; the sales representatives are blindfolded, cold-shouldered, and eating behind closed doors. Many sales representatives also feel that customers can't start to visit. In fact, as long as the entry point-finding method is right, you may feel that customer visits are not as tricky as you think. Successful visits are actually very simple:
One, straight to the point, straight forward
When meeting with customers for the first time, in the absence of other visitors to the other party, we can directly explain the purpose of this visit to the other party in a short speech: for example, to tell the other party which product the manufacturer (agent) is; To talk about supply cooperation, or to carry out promotional activities; to sign a contract, or query sales; need to provide what the other side of the cooperation and support, and so on. Without this tangible introduction, imagine that when we are the target of a terminal salesperson, he will most likely treat us as an ordinary consumer and attentive. When he spent a lot of time talking about recommending products, introducing features, reminding, etc., we explained to him the purpose of the visit. Suddenly, “I’m a supplier, not to buy a product, but to promote it. "..." The other party will have a strong sense of "white busy" or even being deceived. It will immediately produce aversion and resistance. At this time, it will be difficult to successfully carry out the next step.
Second, the prominent self, to win the attention <br> <br> Sometimes we again and again to visit a particular company, but the other but few people know what we are manufacturers, salesman What is the name, with On which products have cooperation. At this time, we must try to highlight ourselves when we visit, and win the attention of most of the customers.
First of all, do not call your business card. Every time you go to the customer, besides liaising with the key people who are in direct contact with you, you should also send a business card to the purchasing manager, financial staff, sales manager, sales staff, and even the warehouse to send and receive these related personnel. Strengthen each other's impression of yourself. When issuing a business card, you can surprise and win. For example, with the reverse side of the business card facing up, first attract the other party with the “business variety†printed on the back of the business card, because what the customer really cares about is not who they are dealing with, but what the person with whom they associate can bring him. Profitable species. Give your business card once, twice, or three times until your partner remembers your name and the variety you are working on.
Secondly, when issuing product catalogs or other promotional materials, it is necessary to clearly indicate the main contact information such as your name and contact telephone number on the visible party, and highlight them with different colors of handwriting. At the same time, emphasize on the customer: as long as you This call, we can serve you at any time.
Thirdly, the brand name effect of the successfully-operated and relatively high-volume operating products aroused the attention of customers: “You see, our company xx this product has been sold so well and it has been so successful; this time we cooperate with us and you also What hesitate?"
Fourth, timely display of the "iron relationship" between you and the other party's superiors and leaders (such as the general manager, etc.): if you are interviewed by the person in front of you, you have a brother and brother, a joke, and a personal problem. Just think, the good friend of the boss and the leader, the other party dares to offend easily? Of course, the premise is that you really have an unusual "iron relationship" with your superiors or leaders; in addition, the "iron relationship" must be expressed, and you should not give the other person a "leadership pressure." Otherwise, the effect will be counterproductive.
Third, observe what you say and vote for it
When we visit customers, we often encounter such a situation: The other party is impatient and does not enthusiastically say to us: “I’m not available now. I’m busy! You will come again next time.†When the other party said these things, 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; second, he is carrying out recreational activities with other colleagues or customers. , such as playing poker, playing mahjong, watching football or talking about a hot topic; Third, he did not have anything at the time, just because of a certain reason is not good.
Of course, under the first scenario, we must wait patiently, take the initiative to avoid, or find the right timing to help the other party do something. For example, if our target is a salesperson in a terminal store, when a certain consumer is When a product is purchased with indecisiveness and hesitancy, we can help the salesperson to recommend it, and act as a sales “helper†for the other party to make firm the determination of the customer; in the second case, we can join their conversation. The ranks, with their own unique insights, trigger the discussion of the other side to avoid cold encounters; or give them a small gift (such as a poker card) to use as an entertainment tool. At this time, we must be able to integrate into one gesture and form a gesture; we must have omniscient knowledge and knowledge. In the third case, we had better go to visit another day and do not look for boring.
Fourth, discernment identity, identify objects <br> <br> if we repeatedly visited with a customer, but with little success: the price of knock downs, wrong to talk about the agreement, promotion is not in place, sales do not increase, and so on. At this time, we must reflect on whether we find the right person, that is, whether we have found a key figure that helps us to achieve the goal of visiting. This requires that we must handle the relationship between "handshake" and "hug" when we visit: "handshake" with the average person does not make the other person feel that he does not see him; he is "hugged" with the key and the core character. Establish close relationships. Therefore, we must be clear about the real “identity†of the other party. He or she is the purchasing manager, sales manager, store manager, financial supervisor, general buyer, salesperson, salesperson, promoter. In the case of different visiting purposes, the number is seated to visit people in different positions (duties). For example, if customers want to purchase new varieties, they must visit the procurement staff; if customers want to pay the purchase price, they must look for the purchase together with the financial staff. To increase product promotion, it is best to find first-line sales and sales staff.
However, it may be because there is a “being asked†mentality; or it may be because the sales representatives who are frequent and frequent every day are commonplace, so there are many visitors (mostly buyers, store managers) ) Ignoring those who are visiting sales representatives; the sales representatives are blindfolded, cold-shouldered, and eating behind closed doors. Many sales representatives also feel that customers can't start to visit. In fact, as long as the entry point-finding method is right, you may feel that customer visits are not as tricky as you think. Successful visits are actually very simple:
One, straight to the point, straight forward
When meeting with customers for the first time, in the absence of other visitors to the other party, we can directly explain the purpose of this visit to the other party in a short speech: for example, to tell the other party which product the manufacturer (agent) is; To talk about supply cooperation, or to carry out promotional activities; to sign a contract, or query sales; need to provide what the other side of the cooperation and support, and so on. Without this tangible introduction, imagine that when we are the target of a terminal salesperson, he will most likely treat us as an ordinary consumer and attentive. When he spent a lot of time talking about recommending products, introducing features, reminding, etc., we explained to him the purpose of the visit. Suddenly, “I’m a supplier, not to buy a product, but to promote it. "..." The other party will have a strong sense of "white busy" or even being deceived. It will immediately produce aversion and resistance. At this time, it will be difficult to successfully carry out the next step.
Second, the prominent self, to win the attention <br> <br> Sometimes we again and again to visit a particular company, but the other but few people know what we are manufacturers, salesman What is the name, with On which products have cooperation. At this time, we must try to highlight ourselves when we visit, and win the attention of most of the customers.
First of all, do not call your business card. Every time you go to the customer, besides liaising with the key people who are in direct contact with you, you should also send a business card to the purchasing manager, financial staff, sales manager, sales staff, and even the warehouse to send and receive these related personnel. Strengthen each other's impression of yourself. When issuing a business card, you can surprise and win. For example, with the reverse side of the business card facing up, first attract the other party with the “business variety†printed on the back of the business card, because what the customer really cares about is not who they are dealing with, but what the person with whom they associate can bring him. Profitable species. Give your business card once, twice, or three times until your partner remembers your name and the variety you are working on.
Secondly, when issuing product catalogs or other promotional materials, it is necessary to clearly indicate the main contact information such as your name and contact telephone number on the visible party, and highlight them with different colors of handwriting. At the same time, emphasize on the customer: as long as you This call, we can serve you at any time.
Thirdly, the brand name effect of the successfully-operated and relatively high-volume operating products aroused the attention of customers: “You see, our company xx this product has been sold so well and it has been so successful; this time we cooperate with us and you also What hesitate?"
Fourth, timely display of the "iron relationship" between you and the other party's superiors and leaders (such as the general manager, etc.): if you are interviewed by the person in front of you, you have a brother and brother, a joke, and a personal problem. Just think, the good friend of the boss and the leader, the other party dares to offend easily? Of course, the premise is that you really have an unusual "iron relationship" with your superiors or leaders; in addition, the "iron relationship" must be expressed, and you should not give the other person a "leadership pressure." Otherwise, the effect will be counterproductive.
Third, observe what you say and vote for it
When we visit customers, we often encounter such a situation: The other party is impatient and does not enthusiastically say to us: “I’m not available now. I’m busy! You will come again next time.†When the other party said these things, 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; second, he is carrying out recreational activities with other colleagues or customers. , such as playing poker, playing mahjong, watching football or talking about a hot topic; Third, he did not have anything at the time, just because of a certain reason is not good.
Of course, under the first scenario, we must wait patiently, take the initiative to avoid, or find the right timing to help the other party do something. For example, if our target is a salesperson in a terminal store, when a certain consumer is When a product is purchased with indecisiveness and hesitancy, we can help the salesperson to recommend it, and act as a sales “helper†for the other party to make firm the determination of the customer; in the second case, we can join their conversation. The ranks, with their own unique insights, trigger the discussion of the other side to avoid cold encounters; or give them a small gift (such as a poker card) to use as an entertainment tool. At this time, we must be able to integrate into one gesture and form a gesture; we must have omniscient knowledge and knowledge. In the third case, we had better go to visit another day and do not look for boring.
Fourth, discernment identity, identify objects <br> <br> if we repeatedly visited with a customer, but with little success: the price of knock downs, wrong to talk about the agreement, promotion is not in place, sales do not increase, and so on. At this time, we must reflect on whether we find the right person, that is, whether we have found a key figure that helps us to achieve the goal of visiting. This requires that we must handle the relationship between "handshake" and "hug" when we visit: "handshake" with the average person does not make the other person feel that he does not see him; he is "hugged" with the key and the core character. Establish close relationships. Therefore, we must be clear about the real “identity†of the other party. He or she is the purchasing manager, sales manager, store manager, financial supervisor, general buyer, salesperson, salesperson, promoter. In the case of different visiting purposes, the number is seated to visit people in different positions (duties). For example, if customers want to purchase new varieties, they must visit the procurement staff; if customers want to pay the purchase price, they must look for the purchase together with the financial staff. To increase product promotion, it is best to find first-line sales and sales staff.
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