The information of customer enterprises can provide us with a lot of valuable content, thus effectively guiding our sales work. But the market is full of competition, and the information becomes hidden and incomplete. How can we get the information we need?
Ten ways to find the information you need:
1, search: move your fingers and the information is at your fingertips; Online information allows you to search-company websites, news reports, industry reviews and so on. Advantages: large amount of information and wide coverage. Disadvantages: the accuracy and reference are not high, and it needs to be screened before it can be used with confidence.
2. Authoritative databases: Who are they? The authoritative statistics and analysis of industry information or enterprise information at the national or international level is the focus of reference and plays an important role in understanding the sales situation of enterprises. Advantages: the content is authoritative and accurate. Disadvantages: not easy to obtain.
3. Professional websites: Many are free; In order to promote the development and communication within or between industries, there are often industry websites or professional websites in this field. Advantages: From a professional point of view, it is referential and can be compared among enterprises. Disadvantages: It does not contain deep information.
4. Exhibition: the most worthwhile place to go; Various industries or regions will have exhibitions regularly or irregularly. There will be many enterprises participating in the exhibition. Advantages: More specific information. Disadvantages: the uncertainty of exhibition time.
5. Old customer: Have you neglected the value of information? There will be some similarities between your old customers and your new big customers. And there will be more similarities between the same industry, so your old customer globrand.com will also know the information of other customers very well. Sales enterprises can obtain some information in the industry according to their relationship with old customers. Advantages: The data are targeted and specific, and can be used for reference. Disadvantages: easy to be subjective.
6. Competitors: Let your competitors tell you your customer information.
7. Client enterprise: He will provide you with corresponding and necessary information.
8. Market research: If you want to sell well, you have to do it.
9. Conferences and forums: Pay attention to the opinions of those minds, which will have a far-reaching impact on the development of the industry.
10, professional organization: provide you with professional information.
Collecting the information we need from multiple channels is an effective way to ensure that our information is comprehensive, because customer information has a great influence on our later professional judgment, so we should take it seriously.
When obtaining customer information, we should fully understand our own information needs, actively collect the information of potential customers, perceive the market with a keen sense of touch, understand competitors, track the evolution of dynamic information in real time, and understand the whole picture of the industry market.
After the information is collected, it should be sorted out to facilitate timely reply and save time. We should learn to dig and refine the value of information, so that the collected information can serve the sales of enterprises to the maximum extent.
First, the basic information of major customers.
What kind of customer is it? What is the scale? How many employees are there? How many similar products will you buy in a year? What is the consumption situation, consumption pattern and consumption cycle of major customers? What is its organizational structure? Are the communication methods we have complete? Do we know the customer department? What is the basic situation of the customer's industry? What is the status and scale of major customers in this industry? And carry out appropriate dynamic management according to the changes of major customers themselves.
? Second, subject information.
Project information is the key factor of evaluation. Without a basic understanding of key customer projects, the following exchanges and cooperation will be impossible. What is the latest purchasing plan of the customer? What problems are to be solved through this project? Who are the decision makers and influencers? Are the procurement plan, procurement budget and procurement process clear? Do customers have any special needs?
Third, the information of competitors.
In the fierce market competition, we have to pay more attention to our competitors in case they suddenly attack and affect our company's sales. The information of competitors includes the following aspects: product usage, customers' satisfaction with their products, the names of competitors' sales representatives, sales characteristics, the relationship between sales representatives and customers, etc.
How to win in the severe market of product homogeneity and market convergence? Excavate the actual internal needs of customers and impress customers; Understand the family situation of the client, the university he graduated from, his favorite sports, his favorite restaurants and food, his pets, his favorite books, the place he went last holiday and his plans for the next holiday, his daily itinerary, his role in the organization, the relationship between colleagues, his work goals and personal development plans and ambitions this year, so that he can trust you and fall in love with you from the bottom of his heart.
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