1, determination of customer range
According to the commodity factors to determine the scope of customers, it is very important to consider the commodity factors, that is, the varieties to be promoted should meet the needs of customers. This satisfaction should be comprehensively analyzed from the aspects of product performance, quality, color and variety. Secondly, determine the customer range according to the characteristics of the enterprise. The characteristics of commodities are important factors to be considered when determining the scope. Furthermore, we should also consider the scale of goods when determining the scope of customers. The image or reputation of an enterprise is also an important factor that cannot be ignored. The strength and ability of enterprise marketing also have a great influence on determining the scope of customers. To determine the scope of customers according to the situation of consumers, we must first determine the object of products to be promoted.
2. What are the basic ways to find customers?
Finding customers mainly refers to finding potential customers. It is the first level of promotion. In order to fully tap potential customers, besides relying on the efforts of salespeople themselves, we must also master and correctly use basic methods. There are many ways, let's talk about it later. But I especially recommend a market consulting method, which refers to the method that salespeople use the paid consulting service provided by market information service agencies to find customers. In the information age, there is a lot of information. There are many consulting organizations that specialize in collecting market information, and a lot of valuable information can often be obtained through these organizations. ?
To do business, before you start sending emails to new guests, do a customer survey to ensure that your emails are valuable to your guests. ?
3. Price is the last word and quality is the guarantee of realization. Especially for big guests, the consideration of price is definitely higher than the consideration of quality. And don't think that others can't do the price you can't do. If you have a penny here, maybe other factories can do it for half a cent. Guests have a wide choice. Therefore, when the customer threatens to transfer the order without reducing the price, don't think that it can't be transferred at his price.
If the guest says that he will inspect the factory, your chance will come. Don't bother. Only big customers will inspect the factory before placing an order. Meanwhile, don't be afraid of the shortcomings of your factory. As long as you can correct or remedy the shortcomings in time and effectively, opportunities still exist.
Don't brag too much about the existing performance to the willing customers. In the business I once met, when I talked about the price, I talked about how one of his big customers was, saying that other people's orders for 200 tons a month were also at this price. Such words are tantamount to sealing my mouth. I thought at that time that he was full and didn't want to eat any more.
6. You must do what you promised. Even if you can't finish it, you should tell the guests in advance. Don't wait until the guests ask. Honesty is too important, not only for the company, but also for the individual. Even if the list is not made, at least the integrity in front of the guests is retained, which is of great benefit to the business and future development.
7. When you receive a guest's inquiry, you should reply in time. Even a reply in a popular format will let the guests know your efficiency and respect for the guests. Sometimes when you think about how to reply and quote, the guests have already flown away. There is a nagging point here. Portable communication equipment, such as mobile phones, should be turned on frequently, and one more thing, don't change the number casually. How much trust can a person who changes his mobile phone number casually give others?
8. Business awareness is crucial. This thing is difficult to describe. Simply put, it can find out what is the most important factor and what is worrying when customers consider whether to place an order. Price? Quality? Service? This is different in every enterprise, or it is considered differently.
9. Don't say "no" to the guests easily. Smooth control is a good choice. For example, the target price of guests is really impossible. You can say "I'll help you and your boss fight for it again" or recommend products that can reach the target price to the guests.
10, when attending the exhibition, I like to go on the first day best, because except for the first day, most exhibitors have no passion, and they are tired of dealing with guests' inquiries. Merchants who think they have a unique vision treat their guests differently. These are all fatal. The exhibition lasts only a few days, so please give full play to the spirit of 12 and give a good impression to every guest who comes to your booth.
1 1. Be skillful in quoting. Now most customers have their own quotation format, which is convenient for comparison. However, some factory salesmen can't understand it, even are lazy, and can't fill it out in time, completely and correctly. They always feel that their quotations are ok, and there is no need to fill in such complicated things. But from the customer's point of view, if the business personnel of a factory can't even do such a simple thing as quotation, how can they trust you with the order? Guests are not stupid. If the price of MP3 with the same capacity is high in Bisogni, who will be interested? Of course, you should always know the market price and then quote according to your own product cost.
12, questions about business skills. If you want to be a real salesman, you must attach importance to foreign trade knowledge and learn business skills from foreign trade salesmen. For example, documents, customs declaration and other knowledge that only foreign trade will involve, foreign trade business has a certain distance from domestic salesmen in how to do business and business awareness. Although everyone faces different markets and customers, their business skills are interoperable. People who are prepared have more opportunities and success rates.
13. About the mode of payment. In foreign trade business, the payment risk is high, so when considering the payment method, we should first pay attention to controlling the risk. Then, if the payment method of the guest conflicts with your risk control, you can find China Export Credit Insurance Corporation. Although the procedures are complicated, once insured, it is absolutely safe. In general trade, it is often said that the payment for goods "jumps off the building", and the customer runs away, and the unpaid payment is naturally ruined. It depends on the deposit and the time of collection. Of course, this is mainly done by signing a contract.
14. The relationship between the enterprise and the boss. When I negotiate with the factory, I obviously feel that it is more effective to talk to the boss than to talk to the merchant, because the merchant never knows where the boss's bottom line is, which brings up a question, how much should the merchant know when preparing for the negotiation. Don't think that the boss will trust you and throw you the BOM. How to grasp the boss's mentality is also something a salesman should learn, especially when the price can't be negotiated properly. Therefore, the salesman had better communicate directly with the person who spoke.
15, factory salesmen should have endurance and correct attitude. Because in my experience, when talking about business with big manufacturers, big manufacturers are just like emperors. They are tricky and have poor service awareness. This requires the salesman to have a certain endurance and correct attitude. Here, I would like to remind some young female businessmen not to play the lady's temper or coquetry in front of the guests, even if they usually have a good relationship with the guests. Pay attention to the rigorous and meticulous style of doing business, and never show the face of a little woman in front of guests.
16. Now some marketing books emphasize that salespeople must be neither humble nor humble when meeting customers. However, many businesses are not humble and indifferent in front of customers. Forget cool. I don't know many questions, even the basic situation of the factory, and I put on a look of "your question is ridiculous". Only by making enough preparations can I cope with it freely.
17. At school, I also took some courses in marketing, including psychology. Originally, the interpersonal relationship was relatively simple, but it was impossible to accurately grasp the psychological basis of the guests in the negotiation. Therefore, without complicated ideas, don't waste time and energy guessing what the guests are thinking, and don't make any judgments based on guesses. All judgments must be based on facts.
18, a customer contact list is very important. It's best to compile one in your OUTLOOK and send out some new products and quotations every once in a while. Although it is only a little effort, it can leave a deep impression on customers. In fact, the number of valuable guests is limited. After pre-screening and screening, how to get potential customers to place orders has become the first priority, and making customers impress you is the first step to success.
19, guests are human beings, and they will be confused and make mistakes, and they will be impolite. Therefore, for those guests who don't scold enough to make the people angry, they must be scolded, and they must be scolded very severely (scolding here is not an insult, but a criticism of civilization). However, after scolding, you must make a phone call to explain that you are too young and impulsive, and you should be properly appeased, except
20. Salespeople should have good professional ethics and personal morality. Respect your competitors. Being a person in advance, it is impossible for a person who likes to slander others to gain the trust of customers. Respect Party A's purchasing personnel. Don't flatter and cater to customers when doing business. If you can't do business, you will slander customers. When selling and introducing products, we must seek truth from facts and don't deliberately hide the defects of products. Remember, there is no best product, only the right one is good. I represent a product and company image. Unfortunately, the personal qualities of salespeople often affect the image of products. Do not maliciously compete or set traps to retaliate against Party A's procurement personnel. The world is big and the circle is small. Being a man is more important than doing business.
I remember reading these words somewhere, which is worth learning from.
1, you never know what the guests are thinking (so don't guess);
2. You never know if what you are doing is right (so don't be timid);
You never know whether today's customers will become competitors tomorrow (so no matter how good the relationship is, some things should be kept secret).