Visiting Customers And Following Seven Golden Laws

In the marketing process, customer visit is the most basic and routine work: market investigation needs to visit customers, new products need to visit customers, sales promotion needs to visit customers, customer maintenance or visit customers.

Many sales representatives have the same feeling: as long as customers visit successfully, other related work of product sales will follow.

However, it may be because there is a high mentality of being "begged". It may also be because it is common for sales representatives who have frequent and frequent daily sales. Therefore, many visitors (purchasing staff and shop managers are the majority) are indifferent to those visiting sales representatives.

A lot of sales representatives feel that the customer visits can not be started.

In fact, as long as the pointcuts are right, you will also feel that customer visits are not as intractable as they might be.

First, come straight to the point.

When we first meet with our customers, we can directly explain the purpose of the visit to the other side if we do not receive other visitors. For example, we can introduce the product manufacturer (agent) to each other, and talk about the cooperation between suppliers, or to promote sales activities.

If there is no such introduction, we would like to think that when our visitor is a terminal salesperson, he will probably serve us as an ordinary consumer at first.

When he talked about the products, functions and reminders and so on, we explained to him the purpose of the visit. Suddenly, "I am a supplier, not to buy products, but to promote sales."

The other party will have a strong sense of "white work" or even being cheated, and will soon feel antipathy and resistance.

At this point, it will be difficult to carry out the next step smoothly.

Two, highlight yourself and win attention.

Sometimes, we visit a company again and again for three times, but few of us know what manufacturer we are, what name the salesperson is called, and which products we have collaborated with.

At this point, when we visit, we must try to highlight ourselves and win the attention of most of the customers.

First of all, do not stingy business cards.

In addition to contacting the key persons who are directly contacted, they should also give a purchasing card, such as purchasing managers, financial staff, sales managers, salesmen, even warehouses, to send out a business card to reinforce their impression.

When issuing business cards, you can win by surprise.

For example, the reverse side of the business card is upside down, first to attract the other party by printing the "business variety" printed on the back of the card, because the customer really cares about not who is in contact with him, but what kind of profitable variety he can bring to him.

Issue business cards once, two times, or three times until the other person memorize your name and the variety you are making.

Secondly, when issuing product catalogues or other promotional materials, it is necessary to highlight the main contact information of their names, telephone numbers, etc., and highlight them with different color handwriting. At the same time, we emphasize to customers: as long as you call this phone, we can serve you at any time.

Third, the famous brand effect that has been successfully operated and has a large sales volume has attracted customers' attention: "you see, our company XX sells this product so well and has done so successfully. What are you hesitant to cooperate with us this time?"

Fourth, timely display your "iron relationship" with other leaders and leaders, such as general managers, etc.: for example, being in the presence of a visitor, making friends with their superiors, joking, talking about personal problems, etc.

Just imagine, is the boss and the good friend of the leader easily offended?

Of course, the premise is that you really have an unusual "iron relationship" with his superiors or leaders. Furthermore, the expression of this "iron relationship" must also be measured.

Otherwise, the effect will be counterproductive.

Three, look at what is good and look at it.

When we visit our customers, we often encounter such a situation: the other side impatiently and unenthusiastically said to us, "I am not busy now. I am busy now.

You can come again. "

When the other person says these words, there are usually several situations: first, he is busy with other work or receiving other customers. The content of their negotiations, the points of rebate and the price of the sale may not be convenient for you to know; two, he is engaged in recreational activities with other colleagues or clients, such as playing cards, playing mahjong, watching football or talking about a hot topic. Three, he did not have anything at that time, but for some reason, he was in a bad mood.

Of course, in the first case, we must wait patiently, take the initiative to avoid, or find a machine to do something for the other person. For example, if our visitor is a salesperson at the terminal store, when a certain consumer is hesitant about whether to buy a product, we can help the salesperson to promote it and act as a sales helper for the other party in order to strengthen the determination of the customers. In the second case, we can join their conversation, initiate discussions with the original view to avoid being cold shouldered, or give small gifts such as playing cards to them as entertainment tools.

At this time, we must have the ability to blend with it and form a posture. We must have all knowledge and knowledge.

In the third case, we'd better visit again sometime.

Four, identify the identity and identify the target.

If we visit the same customer many times, we will get very little results: the price is uncertain, the agreement is wrong, the sales promotion is not in place, the sales volume does not increase.

At this point, we need to reflect on whether we have found the right person, or whether we have found the key person to help us achieve the purpose of our visit.

This requires us to deal with the relationship between "shake hands" and "hugging" when visiting. We should shake hands with the general staff instead of letting the other person feel blind to him.

Therefore, the real "identity" of the other party must be clear, he (she) is the purchasing manager, sales manager, sales manager, financial manager, or general buyer, salesman, salesman, salesman.

A person who calls in to visit different positions (duties) under different visiting purposes.

For example, if customers want to buy new varieties, they must pay a visit to the purchasing staff. If customers want to pay the purchase price, they must purchase together with the financial personnel, and increase the promotion of the products.

Five, propaganda advantages, lure profits.

Businessmen are very profitable.

This "benefit" word includes two levels of meaning: "public good" and "selfish interest"; we can simply interpret it as "good", so long as we can bring some benefits to our customers, we will be able to accept it for our customers.

First of all, define "public good".

This requires that we must have strong presentation skills, which can bring the advantages of the company's variety, moderate price, good service, reliable quality, and operation standard to bring temporary or long-term benefits to the customers. It is very familiar to customers. Let him and his company feel that they are doing business with us, both at ease and at ease, as well as in making money.

We should try to get more people to know this kind of "public good"; the more people we know, the better our future visits will be: for those who do not want to neglect their profits and business opportunities.

Second, it implies "selfish interests".

Nowadays, in various industries, many manufacturers are equipped with various forms of incentives or incentives for key links such as purchase, sales, and terminal promotions.

Therefore, which one gave him more incentives, he naturally became enthusiastic about which people came to visit.

Compared with "public welfare", "selfish interests" operate on the black box. The best thing to do is "you know, I know".

Six, from point to area, one by one.

If we want to find out the relevant information of similar products, customers often evasive or even avoid talking about product prices, sales volume, rebate policies, promotion efforts and so on, so that we can not investigate the real information about competing products.

At this point, it is often difficult for us to break this "United Front".

Therefore, we must find a key breakthrough object.

For example, look for a younger or slightly more prestigious person in the client. According to his preferences, carry out corresponding public relations activities and establish a "personal relationship" with him so that he can tell us the truth.

It can even use this person's prestige, word of mouth and referral to infect others and persuade others to achieve the purpose of purchase, collection, promotion and other purposes.

Seven, correct mentality, never say die.

The client's visit is a probability war, rarely can be successful once, nor can it be accomplished overnight and once and for all.

Sales representatives should carry forward the spirit of "four thousand spirit": go all the way, eat hardships, speak thousands of words, do everything possible to pay for the success of the visit, and cultivate the highest mentality of "it's all my fault": "customer refusal is my fault, because I lack the skills of pushing sales, because I am not very predictable, because I can not provide good service for my customers."

To sum up lessons for failure.

As long as we can exercise a "four mindset" that refuses to be afraid, no evasions, no complaints and no discouragement, we will take a big step away from the success of our customers.