1, understand the business scope of the company and fully understand the company's business in order to better communicate with customers and gain their trust;
2. Understand the structure of the company's existing sales team, and analyze your own market circle according to other people's experience and your own actual situation;
3, do a good job in goal planning, performance task decomposition, do not blindly find customers in order to find customers;
4. Understand the area of your city and find the target customers;
5. Serve every customer sincerely, don't rush for success, be down-to-earth, and do your own reputation.
Ten channels to develop new customers
1. From people you know.
One with a circle, which is the quickest way for salespeople to make friends. One of your friends doesn't need your car, but are you sure you don't need your friend? Get to know them and you will meet many people. Tell people around you what you are doing, what your goal is, gain their understanding, and you will soon find your potential customers, because people around you will help you and are willing to help you.
2. With the help of professionals.
Most enterprises will form a group of novices and experienced veterans to work together and let the veterans train novices for a period of time. This enterprise tutor system works well all over the world. Through this system, the knowledge and experience of established enterprises are recognized, which is also helpful for the cultivation of novices. Of course, you can also entrust enterprises or other enterprises to help you find customers, which requires the support of enterprises. There are many kinds of agents and they can provide many kinds of services. You should seek a suitable agent according to your own strength and needs.
3. List provided by enterprises
If you serve a company, the company will get the best performance through the details of advertising and marketing. Many enterprises provide sales staff with performance lists. In order to be an excellent business master, you need to find your own potential customers from them. In this way, even if you get nothing from the list of enterprises, you are prepared. If you are always looking for potential customers, you will encounter the least setback and make great strides.
Check the list of past customers, and you will not only get future business, but also get the business recommended by them.
4. Develop business contacts
Whether you are new to sales or not, you may be selling. Business contact is easier than social contact. With the help of contacts, you will make business contacts faster. Not only the people you know in the business world, but also the government functional management departments, associations, driver training schools, clubs and other industry organizations, which bring you a huge group of potential customers.
5. Know a salesperson like you.
You have met many people, including salespeople like you. Well-trained salespeople sent by other enterprises are familiar with the characteristics of customers. As long as they are not your competitors, they will generally make friends with you. Even if they are competitors, you can become friends and get along well with them, and you will gain a lot of experience. The other party will remember you when they visit customers. If you have a suitable customer for them, you will definitely remember him. Not to mention the extra achievements, you have a very effective business partner.
6. Look for potential customers from automobile customers.
When the old car is about to be eliminated, the salesperson who contacts the customer in time wins. Make plans early and you will achieve fruitful results. Remember to get involved as soon as possible.
Step 7 read the newspaper
Perhaps the most effective tool for finding potential customers is the newspaper you put there every day. When reading, underline all the opportunities you find. Unless you do international trade, you may like to watch the local news, business and statement pages. The part that is beneficial to most people is the part that describes the life of ordinary people. It only takes a few days to learn to read newspapers. Once you start, you will be surprised to see a lot of valuable information. Pay attention to marking and recording. Take today's newspaper, read every front page news, and tick off the statements that are of certain commercial value to you. Just like an excellent salesperson tries to contact the relevant people, keep a copy for himself, and then send a short message: "I saw you on the news, I am doing business locally, and I hope to know you." I think you may need to have a copy of the news to share with friends and family. "And attach a business card. People like to appear in the news themselves, and they like to send copies of articles to relatives and friends who are not local. By providing this small service, you can get a lot of big business.
8, understand the technical personnel of vehicle service.
Other people in the enterprise will think of you when they hear valuable information. For example, someone in the finance department knows that the bank may buy a car, which is valuable information in sales. You can arrange a visit. Develop the habit of regularly checking the service and maintenance records of enterprises. Ask the customer service department how many consultation calls your customer has made. If it is repeated, you need to pay a return visit to them. Maybe they are in the growth stage, and you can help them win new services. Try to provide services beyond those provided by ordinary salespeople, which will help you establish long-term relationships, establish credibility and get recommended business.
How to be a credit salesman and run a business?
First of all, loan officers need strong diplomatic skills and extensive contacts, otherwise it will be difficult to do so.
When someone borrows money from the bank due, the bank will discharge the loan officer to call for debt collection (the skills of debt collection will be trained by the bank).
Or if someone applies for a loan, the bank will bring a loan officer to the door.
There are two kinds of general salesmen (loan officers), one is enterprise salesmen, that is, they are engaged in business in enterprises and companies.
One is an individual salesman, that is, handling personal loans.
In addition, the bank will certainly give you a desk, but you mainly have to run outside. Of course it's easy to do it if you have a relationship, but it's difficult if you don't. Because every salesman has indicators.
Access channels of loan intermediary companies
I. Loan service platform
On the one hand, it continuously obtains high-quality loan products, enriches product categories and meets customers' diversified loan needs; On the other hand, it connects all kinds of loan intermediary practitioners, and realizes the direct connection between loan customers and banks through the system platform, which is convenient and fast for online operation. Let customers enjoy the bank's financial services anytime and anywhere, and improve customer satisfaction and stickiness.
Second, establish online contact.
Financial institutions make their business and products online, establish and extend the connection relationship through digital systems or API and SDK, expand the breadth and depth of the connection, increase the channels and scenarios for acquiring customers, and digitize the service and marketing process.
Third, the consumption scene
Consumer finance is the credit product that most depends on consumption scenarios, including food, clothing, housing, education, medical care and so on. Financial institutions can effectively acquire customers by virtue of the advantages of scene and digitalization. Integrating financial technology into traditional finance has brought opportunities and become one of the main areas in which financial institutions embrace financial technology. By building a business system group with micro-credit management system, payment platform system and credit information system as the core, supported by financial technology, and by means of dynamic integration of consumer finance and scenarios, business risks can be prevented and controlled, operating costs can be reduced, and customer service and experience can be improved.
Fourth, operator big data.
1, the high-quality customer acquisition method ensures the source of traffic. With the development of Internet and mobile intelligent terminals, people's basic living security can be solved online.
2. Obtain low-qualified and high-quality consumers, and use the precise delivery method of short messages to improve the intention rate of potential customers, reduce advertising expenses and improve the conversion rate.
You can choose three ways to apply for channel inventory!
With the vigorous development of the loan industry, more and more loan products appear, among which consumers are the most popular. The main feature is that there are many choices of the amount, which is generally around 1 1,000 yuan to 200,000 yuan. The threshold is not high, the application conditions are relatively simple and there are many channels. Banks, lending institutions and third-party lending platforms can all find suitable ones. Office workers, entrepreneurs and self-employed individuals can meet their own loan needs, so what types of loan channels are there in the market?
bank
The main business of banks is deposits and loans. After decades of development, it is quite mature, and the loan cost is low, far below the expected annualized interest rate of commercial loans in the market. High security, no personal information leakage, illegal contracts, arbitrary charges and so on. However, in order to control risks, banks often have higher requirements for borrowers and take a long time to approve. After success, it often takes ten days, half a month or even months to wait for a loan. The loan procedure is complicated. Although the bank procedures have been simplified a lot in recent years, and many businesses can be operated online, there will still be cases of going to the bank several times in order to successfully handle a loan.
If you want to apply for a loan with a relatively high amount and a relatively low interest fee, such as provident fund loans and car loans, you may wish to consider bank loans.
Microfinance products of some banks:
Shanghai Pudong Development Bank-Puyin Point Loan, Xiaopu Red Loan and Universal Fund
China guangfa bank-yimiaodai
China CITIC Bank-New Express, Borrowing Credit Card
China everbright bank-Sui Xin loan
China merchants bank -e lease and loan
Bank of Communications-Angel Loan and Enjoy Loan
Postal savings bank-easy to borrow and easy to return
China industrial and commercial bank-Rong e Dai he yi Dai
internet
Compared with some unknown small loan institutions in the market, these third-party lending platforms rely on their popularity advantages, and various small loan products are often more popular with consumers.
Time is money. For many users who urgently need temporary services, it is faster and more convenient to get money through this channel. Often they only need to submit simple information, and they can know the audit results in a few hours or days. The collection speed is also quite fast, which is very suitable for young users who are looking for speed.
65438+On March 27th, 2006, JD.COM officially launched the first cash loan product "JD". COM gold bars ",and many post-80s and post-90s users have a downward trend. It is understood that this small loan product has its own risk control system, although the threshold is relatively low. It's not that easy to get a cash loan. If you are a quality customer of these platforms, you can pay quickly in a short time. If,
As can be seen from the above figure, loan products like JD.COM Gold Bar include micro-loans and Alipay loans, and the loan methods of interest amount are similar. If the user is qualified to borrow money, it is still a good choice, with slightly lower interest and higher security than other institutions.
Relatively speaking, micro-loans have fast lending speed and long borrowing period; Ant loan amount is more flexible, but there are not many stages to choose from, and the withdrawal channel is single; JD.COM gold bars have low fees and flexible staging, but the coverage of people is not too wide.
Small mobile phone loan
With the rapid development of internet finance industry, it is only necessary to download a software on the mobile phone, register and fill in personal data for a few minutes, and it will be approved immediately. This fast-paced secondary loan is still the most popular type of quick loan.
I won't elaborate on the advantages, that is, it is convenient and fast, the threshold is low, and some people don't even look at personal credit information. It is more suitable for small users to choose this borrowing and returning method.
So what are the informal ways of mobile phone loans?
Once the loan information is submitted on the mobile phone software, the criminals will contact the victim by telephone, WeChat, QQ, etc.
1. Deceive the victim by PS, forgery, etc. Has passed the exam. If you want to transfer money, you must pay the handling fee (deposit and capital verification fee) first.
2. Take advantage of the lender's psychology of wanting to apply for a higher amount and lie that he has channels, so he can apply for a large loan on his behalf, but he needs to charge a certain benefit fee, and then encourage the lender to pay the fee in various names. Once the victim becomes suspicious, the contact information will be blacked out.
3. Personal information disclosure. Now is the information age, and personal information is very important. Some institutions specialize in collecting information and then selling it to other criminals. If you are not careful, you may be accused by credit cards and loans.
Generally speaking, there are various loan channels in the market, and everyone can always find a suitable loan product. As long as you keep your eyes open and learn more about financial information at ordinary times, you can still alleviate your urgent needs at critical times.
How to establish a bank channel if you want to set up a loan intermediary?
The channels of loan intermediaries and banks are generally official channels, which require you to have the ability of business cooperation and the docking ability of external channels.
Strictly speaking, loan intermediaries are generally made by banks or related staff. If you don't have any means to expand your business, you want to be a loan intermediary on your own wishful thinking. I think there is a good chance that you can't do it. In short, people who can be loan intermediaries will not ask questions online, and those who can't ask questions are useless.
First, you need to have the official cooperation channel of the bank.
This channel can be obtained through bidding or internal relations of the bank, but in any case, you need to open business channels with the bank first, and then apply to the head office. Basically, all banks will not cooperate with loan companies privately unless they have to. Strictly speaking, it is not difficult to apply for a loan intermediary if you can access the official cooperation channels of the head office.
Second, the audit of external channels will generally be stricter.
If you do have certain technical and financial advantages in cooperation, you can consider applying to the government through external channels. Applying through official channels has many advantages, which can not only give you nominal normal qualifications, but also enhance your credit endorsement, which is of great benefit to your future business development. However, the audit requirements of official channels are generally strict, and there are more restrictions on the licensing of industrial and commercial information.
Third, you can also consider contacting the bank's credit manager.
This method is a commercial attempt. For many banks, banks will set up individual loan managers and mortgage managers in each branch. If you really don't know how to expand your business relationship and can't meet the standard of formal application, you can try to contact the loan manager of the branch. These managers will have first-hand resources. Although they may not have the right to speak in business cooperation, you can get some business information through communication with them.
So much for the introduction of how the loan business works.