Three ways to find customers, how to find customers is a common question asked by sales staff. Customers can be said to be our "parents", so it is very important to find customers. Here are three ways to find customers.
There are three ways to find customers 1 1 and visit them at home.
Door-to-door visit method, also known as "carpet search method", refers to the method that sales personnel visit the target customers in the activity area of the selected target customer group and then persuade them. Generally speaking, the number of customers successfully developed by salespeople in this way is directly proportional to the number of people visited. If you want to get more customers, you must visit more people.
2. Meeting search method
Meeting search method refers to attending various meetings attended by target customers, such as ordering meetings, purchasing meetings, trade fairs, exhibitions, expositions, etc. Seize the opportunity to establish contact with target customers, and try every means to develop customer opportunities. For example, publishing houses use the opportunity of "National Book Fair" to meet and talk with bookstores and libraries all over the country, and strive to cultivate them into their own customers. When using the conference search method, you should be skilled enough, otherwise it will sometimes cause the other party's disgust.
3. Go to the club to find a way.
Property clusters, people are divided into groups, and everyone has their own small circle and their own specific venues. Therefore, if they can enter the social circle of the target customers, it will be easier for them to develop and have a greater chance of winning.
3 ways to find customers 2 13 teaches you to find customers easily.
First, the forward advertising law
That is to say, looking for customers at the consignor and placing advertisements in letters, newspapers, television, books and periodicals at the location of production enterprises and operating companies are called forward advertisements. It is usually placed at the beginning of the year, the end of the month and the prime time when worship begins. The cross-use of letter advertisements and newspaper advertisements can complement each other. Letter advertisements have clear goals and good potential effects, but they lack penetration.
For those start-up enterprises, it is difficult for companies to radiate, and newspaper advertisements are just the opposite. Where the letter can't reach, newspapers can see it, and customers can see your advertisement as long as they need it, so that business is easier to talk about. The circulation and radiation of newspapers are many times larger than letters, but the disadvantages of newspapers are that they are easy to be outdated, thrown away and forgotten.
Second, the reverse advertising method.
That is to say, looking for customers on the receiving side and placing advertisements on the location of the demander's enterprises with letters, newspapers and other media is reverse advertising (looking for customers in reverse). The advantage of reverse advertising lies in the long-distance demand-side market, with few advertising competitors, which is easy to be impressed by customers and will produce benefits when necessary.
Reverse advertising has another advantage that others cannot replace. The private line company advertises and calls the location of the private line. It is generally easy to impress customers and negotiate business with local accent and nostalgia. Another advantage of reverse advertising is that customers don't need to pay freight in advance, and they usually pay cash on delivery. This method is both economical and convenient. Why not?
Third, targeted advertising methods.
In other words, the choice of advertising target should have a goal. As far as the industry is concerned, generally choose heavy goods, large goods production enterprises, such as steel, building materials. Machinery, machine building and chemical manufacturing industries have large shipments and high safety factors. Goods can't be sold, can't fly, are not easy to be deformed and damaged, and are not easy to get wet. In another case, it is known that a company has sent more goods to a certain place, so if it regularly and continuously takes preferential measures in terms of price and service, it will eventually be rewarded.
Fourth, radiation advertising law.
Generally refers to the use of books, newspapers and other media advertising. This kind of advertisement has a wide radiation range and a long time limit, but it is expensive, easy to be confused, difficult to highlight, difficult to attract customers' attention, and relatively affects the effect of the advertisement.
Five, fax advertising law
That is, the company's information (such as licenses, certificates, price lists) is purposefully transmitted to enterprises or companies. Send a message first, then talk on the phone, and visit if you are interested. There is a great possibility of business negotiation in this way. The advantages of fax advertising are flexible choice, convenient operation, low cost and cheaper than letters.
Six, steal the beam in the column method
That is, the driver provides the phone number of the customer, contacts the customer in the name of the driver, makes his identity public after doing business once or twice, and finally lets the customer admit that you accept you, so that the original driver's customer becomes your customer.
Seven, climb relatives to find a way.
That is, the relationship method mentioned above, find friends, folks, classmates and comrades to introduce relationships, or visit at home, give gifts or communicate by phone. In short, it is very important to pay attention to the word "love", pay attention to human etiquette and establish friendship with customers through relationships.
Eight, borrow lamp lighting method
That is, make use of the press conference, investment promotion meeting and fund-raising meeting held by others, make a good relationship with the media, make a name for yourself, and use the light of others to illuminate yourself and expand your popularity. It will not cost money, but also play an advertising role, and may also produce practical or potential benefits and gain customers.
Nine, dark crossing Chen Cang method
That is, as Sun Tzu said in the Art of War, "open a clear road and sneak in", talk about business, work and business at the dinner table, and visit politely behind the door. This method is more sophisticated, but it is ideal for those who are sophisticated, especially those involved in commercial companies and enterprises.
Ten, borrow chicken raw eggs method
That is to say, using old customers to introduce the relationship between peers or sources of goods, so that from one to two, two to four, like pulling peanuts, pulling one plant to get a string, this method is the most appropriate and effective.
XI. Horizontal contact method
In other words, we constantly put in letter advertisements or publish freight media advertisements with our peers. Telephone contact or door-to-door negotiation, this method is the experience of doing a special line, and it is also the only way to do a good job in the special line, constantly expanding the visibility and credibility among peers, and not worrying about not doing business. This method is also a shortcut to find goods and the only way for beginners to learn to become classics.
Twelve, long-range close attack method
That is, long-distance contact with peers, close contact and direct contact with enterprises and companies. Any freight company has difficulty in using cars. Sometimes, if you are close to the parking lot and are familiar with the source of the car, then you can certainly do business that other companies can't.
Close face-to-face business talks, if you give people a good impression that we are stable, refreshing and professional, then you have already succeeded halfway. Because someone else delivers goods to you, it must be judged that you are unreliable. Who wants to do business with people who talk big, frivolous and glib?
Thirteen. Customer consolidation law
1, low price, good service, high speed and safety.
2, people-oriented, strengthen emotional communication with the parties, not only pay attention to human feelings, but also give benefits, reciprocate human feelings, interests are fundamental, both give consideration to and complement each other. Only in this way can customers be stable and will not be lost. Human feelings and services are very important and cannot be biased.
Without job affirmation, human feelings have no premise and foundation. Lack of human feelings and interests is contrary to the secular and trend, and others ridicule you for "not knowing the world"? Work and human feelings are like two legs of a person and two wheels of a car. Without one, you can't travel or go forward.
3 ways to find customers 3 ways to find customers
1, attend the exhibition
At present, there are many exhibitions, and your customers should also do marketing and go to the exhibitions of customer groups. Pretend to be a customer and collect customer information. Moreover, the quality of customers participating in the exhibition is not bad, and many customers are big names in the industry. By attending the exhibition, I have a deep understanding of customers' products, companies and other information.
2. Search engines or keywords
Don't stick to a search engine, the same keyword will have different results in different search engines.
3. Find the industry network of related industries.
Almost every industry has an industry website, which can be searched by keywords.
4. Exchange information with peers.
When visiting customers, we always meet customers and other suppliers. We can communicate with each other, learn about customers and exchange customer information. Replace one customer with a bunch of customers.
5. Big data acquisition software
The software can customize the search conditions according to keywords, regions, industries and other fields, and accurately collect the contact information of interested enterprises and customers. Contact information such as landline, mobile phone and email can be collected through related websites.
Finally, the door-to-door visit method, also known as the "carpet search method", refers to the method that salespeople visit the target customers in the activity area of the selected target customer group and then persuade them. Generally speaking, the number of customers successfully developed by salespeople in this way is directly proportional to the number of people visited. If you want to get more customers, you must visit more people.