Liu Qiang usually doesn't see many people in the company. He is either at the landlord's house or at the client's house for three days, and only two or three people come down a week. But by the end of the month, Liu Qiang's performance was 20 thousand higher than Zhang Feng's. ...
In our work, there are many such cases and scenes, so why is this happening? What is Liu Qiang's secret?
It turns out that Liu Qiang usually visits the landlord's house with his customers and is well maintained. Every month, customers introduced by old customers account for 80% of his performance. There was nothing in the past, which was equivalent to having a sales team under him, but the sales staff were customers or landlords.
This is the value brought by customer recommendation, which makes your customers become supernumerary salespeople.
Advantages of customer recommendation
1? It is easier to get more accurate customers.
In society, birds of a feather flock together, and people are divided into groups.
There are many people around who are worth 654.38+0 million; The social circle of people worth100000 is either rich or expensive.
Customers who have the ability to buy a house with you, the ability to buy a house introduced by friends will naturally not be bad, so such customers are more accurate.
2? Strong credibility, high probability of sales transactions.
Customers introduced by customers will naturally have a high sense of trust if they have a trust endorsement. For example, it is a truth that we eat in the US delegation and like to read other people's comments.
3? There is a high chance of getting a referral again.
Customers have herd mentality, people around them say hello and form a word of mouth, and everyone will come to you.
Why should customers recommend you?
Imagine if you have helped people forward products in your life. If not, always transfer the article to the circle of friends.
You may share it naturally because the content of the article is well written and useful to you, because you agree with it, or because the content is interesting, or because the person you have been paying attention to for a long time is an authority in a certain field and you believe what he said, or because there are activities in the article, you can get preferential treatment by forwarding it, and so on.
In short, you may forward this article, because it is useful, beneficial, trusting and moving to you.
Reasons for customer recommendation:
1. Introducer's position: Help friends solve problems and strive for welfare.
2. Referral risk: the risk is extremely low.
3. Referral fee: The operation should be simple.
4. Income of references: Some people are out of friendship, while others are out of interest.
A large number of our brokers can get recommendations by giving customers commission discounts, but not all of them are for profit. Some people may simply like to share beautiful things, some people may show off their abilities, and some people just do a friend a favor for the world.
So you need to know what customers are like. Different types of customers have different motives for recommendation, so our salesmen do different things.
For example, an old customer's reference to the interest demand, we must meet his demand when designing the interest demand point; It is a good face to give reference to old customers. When we design the recommendation mechanism, we should make customers feel good.
Reasons for referral failure.
Reason 1. Sorry, please ask the customer to recommend.
Many salespeople are embarrassed to let existing customers introduce themselves. The reason may be fear of losing face or being rejected. You may also worry that this action will bring trouble to customers and so on. Anyway, in practice, this is a problem that has never been introduced to existing customers.
In fact, I want to say to such a salesperson that if you do this, you have entered a misunderstanding. The key to this misunderstanding is that we changed our customers' ideas into ours, but the actual customers don't think so at all.
What do customers really think?
A, customers want the sales staff who serve them to be absolutely excellent, even better than the service staff of friends around them, and they are the best. Because of this, customers will help us achieve Excellence under certain conditions.
B, if your service makes the customer satisfied, the customer will expect to introduce his friend to you, which will not only bring you benefits, but also bring honor to the customer (good service to the original customer is the key basis for customer recommendation, if you can't do this, don't mention recommendation; It's bad for you to mention it. At this time, your most important job is to make customers recognize and trust you through service.
C. friends around customers must have needs. The point is that they need someone they can trust. As customers, doing such a meaningful thing will make them very happy. In other words, it is not the most important thing whether you can use the recommendation to open up new customers. The most important thing is whether your service to customers can be recognized by customers and whether customers trust you enough. If you think you have achieved the above two points, congratulations, you can ask customers to make recommendations for you.
Reason 2: We asked customers to recommend us, and the effect was not good.
If you let customers refer to it, the effect is not good. The main reason is that we lack reference skills and tools.
Referral is a process that requires customers to follow our actions and is mandatory. At this point, it must be simple and clear, convenient for customers to operate and follow the progress of recommendation, so as to achieve good results.