When I first started working, I had a habit that all customer communication would be recorded. At that time, it was recorded directly on the EXCEL form, but it was actually a manual version of CRM, which lasted for many years. Now that I think about it, I should have installed a CRM system long ago, but informationization was not so popular at that time. I set aside one day a week to pay a return visit to the customer communication information recorded since 2006. Sort out all the clients from beginning to end. As long as the phone is still working, people are still there, and there is still a trace of value, we will pay a return visit according to the weekly or monthly cycle.
For example, in this record, "Mr. Sun replied that the current project investment has not been implemented, and the project is temporarily suspended, so I basically communicate the progress of this project by phone once a month, or whether there are other projects.
"The construction plan and budget of the project have been submitted to the leaders, waiting for the meeting", and contact them once a week.
There are also some records that began to communicate many years ago. "So-and-so project has been cancelled, and there is no other relevant tracking for the time being. The company's investment in a certain industry may not be large." It may be a phone call once a month or two.
"The customer has abolished the relevant department and will not carry out related projects in the future", "XXX has left his job and the phone can't get through", "XXX has stopped answering the phone, no one can be found, and the company has no relevant person in charge" may all be red. Try again after half a year.
Later, due to the CRM system, this guest list did not continue. I looked at it and finally accumulated more than 7000 customers on my form.
Starting from 20 1 1, the salespeople are divided into regions according to provinces, and I divide most customers into relevant salespeople according to their places of origin. At the same time, they are also required to further develop new customers and further accumulate. Now that I think about it, it is a pity that CRM system was not established to systematically manage all customer information. As a result, a large number of customers are not tracked in place, and a large number of customer information is lost after the sales staff leaves their jobs. After the launch of the CRM system in 20 16, the number of customer information entries was only 1920, and these were all customers who made a deal. Too much information about potential customers who didn't close the deal was lost, and the company broke the "inheritance".
The customer information company is out of control, and the replacement of regional personnel cannot be carried out, making it difficult for new and old personnel to iterate. On the one hand, the sales staff are severely suppressed by the company, on the other hand, the company has no way to start, which is simply unimaginable. At that time, I put most of my energy into exploring customers and taking orders. The incompetence of sales management has also laid the groundwork for a series of adverse consequences.
Also in the same year, two large projects were closed, both from customers who had communicated for several years, which once again proved the importance of persisting in accumulation.
The first project is the core project of capital cities in developed areas, with a project amount of nearly 10 million. Teng Moumou consulted me about a project in 2007 and continued to communicate for more than half a year. In the end, the project was ruined and won by other competitors. In the same year, kudzu vine himself was transferred from the original unit, and he himself was no longer engaged in this industry. This is basically the third situation mentioned above. I also call Brother Teng about half a year and often send emails about some programs or products. Until one day, Brother Teng took the initiative to call me to inquire about this project.
It turns out that Brother Teng has just been transferred to a province recently, and the last one approved a project in the industry. Brother Teng called me as soon as he saw it and told me about the relevant projects, so that I could give him a good "check". After all, I am an expert in the industry.
After several communications, including interviews, I combed the whole project and found many problems.
1, the technology used in this project is about to become obsolete, and new technologies are being applied. At this time, it is really inappropriate to reuse the old technology for construction.
2. The construction content is too exaggerated, and many contents have actually been built in the early stage. This time it's just another way of saying it. There is redundant construction.
3. The budget is seriously out of touch with reality, and many budgets are too much. However, according to the content of the project construction, the budget of10 million can't be done at all, and it can only be said that it is paying the bill.
4. The project construction period is inconsistent with the actual situation.
Now I probably only remember the main points above. After staying at the project site for half a month, I revised the project according to the mainstream and more advanced scheme in the industry. At the same time, it is also essential to fill in the content that we can control. Brother Teng repeatedly explained that it was fair and just, and then the unit had to hold a meeting, so the whole plan was extremely entangled. Brother Teng also made it clear that he would avoid suspicion in the final bidding process, would not personally participate, and would not be inclined in advance. He just fell down, and he must show fairness and justice. His demands on us have been raised again and again. The big names in the industry are crushing us in technology, products, company strength and so on. It is not easy to control the bidding at a fair level.
Just because of the application of new technology in the industry, a commonly used certification has also been updated. After consulting the whole certification process and time, we only regard this certification as a control point, and we will do the certification in advance to make others too late. In the end, it won by 0. 1 minute.
If I hadn't accumulated persistently for a long time and constantly increased my "circle of influence", Brother Teng wouldn't have thought of me for the first time when he met this type of project. In fact, in my career, I have encountered many situations like kudzu. My requirement for sales staff is that as long as you can let others consult you as soon as they have related projects. "Find me if you need anything!"
Another case is in a prefecture-level city in the west. Perhaps the theme has little to do with persistence in accumulation, but it is grit your teeth, persist in shameless, persist in standing, persist in communication, persist in not falling down, and so on. It is a sign of persistence.
The background of the project is a prefecture-level city in the west, and the users belong to private enterprises. In fact, the chairman has set up a competitor, and we don't have a very important product in the solution requested by our customers at all, so we need to redevelop it. This project was actually presided over by the general manager. At that time, I was still young and wanted to do something, so I attached great importance to this project. Young people also have a tendency to resist certain things. So, I still have a chance, I can't give up, I must insist.
Insist on shameless! During the whole project negotiation (about 5 days), I basically stared at the general manager except sleeping and going to the toilet. Even the competitor's general manager Wei can't stand it, just say, let me stay away for a while. He had something to communicate with General Manager Sun, and I didn't leave shamelessly. It really takes the word "shameless" to the extreme.
Keep standing! In the whole formal project selection process, the two companies need to introduce their own schemes in turn and communicate with various departments of users. It was introduced by another company in the morning, and it was our turn in the afternoon. From 2: 00 pm to 8: 00 pm, I have been standing without sitting for 6 hours (similar to the round table mode, give me a table). Later, Mr. Sun said that it was I who stood in this spirit all the time, let the other side see the spirit of our company, and finally persuaded others to choose us.
Stick to communication! Our company doesn't have the main product in the scheme. The competitors say they are introducing their products. I just rely on one mouth. In addition, the original chairman's prejudice is very serious, so users in various departments pay more attention to our company. I can only answer all kinds of questions and details one by one according to my own imagination, so as to dispel each other's concerns and show our strength. Don't get stuck, don't say you don't know, and keep good communication. Therefore, adhering to good communication is also an important factor for users in various departments to have no objection in the later period.
Hold on tight, don't fall! In the evening, after we finished the promotion communication, the user arranged to have dinner together. The contestants in the morning also participated. Our company has 8 users, 4 friends and 2 people. We drank 15 Jin of 65-degree liquor, and the beer was counted by the barrel. I wonder how many barrels there are in the back. Another colleague of ours went to bed next to him after less than two cups in the first round. I held out until the end and didn't fall down. Later, they calculated it for me, and I drank about 3 Jin 2 of white wine (later, I wrote a separate article on how to drink and how to drink it. ), beer is not wine. "Wine depends on personality", which may sound ridiculous to some people, but in fact, the influence of China traditional culture still exists to some extent.
Finally, through my persistence, I completely conquered the other side and turned the table smoothly.
Hang in there, hang in there, you'll never regret it.