When we first contact with a customer, no matter what we talk about with him, whether it is house, furniture or work, our aim should be how to make use of the first short contact to become friends with the customer as soon as possible. Under the background of the company's strong reputation and system, we should use our personal charm to influence customers and make friends with them. No matter what flaws the customer's personality has, we should try our best to like him. Because he is our client, there is no perfect person in the world. So the conversation at this time should be said to be without steps.
However, it is necessary to follow certain steps when talking about the contact in the drawing stage. Because every scheme, big or small, is an elaboration of the theoretical system designed in your mind.
The first step should be to clarify our theoretical basis, and use any guidance or persuasion we are good at to impress customers and make them accept and like our theory. This work should be completed before drawing, such as making a phone call or making an appointment in the design process before drawing. Because of the theory we emphasize (such as function first, opposition form, etc. ), for some customers, it takes time to consider. The purpose of this stage is to let customers improve their cognition before seeing the pictures and be fully prepared to accept our ideas. The second step is to come up with a wonderful design description, and the charm of words is a supplement to the drawings. In fact, words are the easiest to attract customers' favor, and at the same time, the design instructions also make many ideas that are difficult to express in words calmly expressed. The description of abstract things is more systematic and valuable than words. An excellent designer must be a knowledgeable person, and the foundation of writing is also very important. The purpose of this step is to make customers feel that our work is in place, reflect our professional quality, and make customers feel good about our company and designers. The third step is to talk about the floor plan with the most responsible attitude.
Because almost 90% of the functional components have the most intuitive display here. This requires that our work is strictly prohibited and the layout should be consistent with other drawings. Talking about the floor plan, our purpose is not to let customers know about the floor plan, but to let customers readily accept the concept of pursuing function first and people-oriented, so as to initially agree with our company, the designer himself and even the scheme. At this time, some customers may be unhappy, indicating that your conversation was not very successful, you didn't impress him, or there is something wrong with your plan, but the next steps may make up for it. Generally speaking, by observing customers, we think that after the purpose of this stage is achieved, we can proceed to the fourth step and talk about other drawings besides the renderings. The purpose of this step is to let the customer fully understand every detail, understand the meticulous work we have done for them, let him take him into this environment in our description, and let him have a good impression on this environment and realize that this is his site. If there are not too many defects in the scheme, this step will be smooth. After this goal is achieved, the fifth step can be carried out. The renderings are the most sensitive and prone to objections, so they are placed at the end. If the previous steps are smooth and the renderings are not good, you can say, "The renderings will never catch up with the more vivid space I really created for you, which is the agility of the space and the sadness of the computer"; If the previous steps are not smooth, beautiful renderings will save the situation. You can say, "Look at such a fascinating environment, which is actually the boring data in front. This is the charm of modern design based entirely on data." There must be at least three things on the desk, a set of drawings (including budget), a formal customer comment notebook and a manuscript paper. At each step, customers may have some comments, so please keep them in your notebook at any time. Never scribble on the drawings. Don't say that this is not a formal drawing for customers. If you don't cherish your drawings, don't try to make customers care about your design. This notebook can also record customers' opinions on the budget. The graphic description can be on the manuscript paper, and if it is useful, it can be added to the drawing instead of the notebook, so that the customer will feel that you don't care about his opinions at all.
What color can relieve fatigue and what color can stimulate the brain?
People's living environment is semi-closed, but human beings can't get rid of natural attributes at any stage of development. Therefore, colors that can relieve people's fatigue in the environment, such as the color of the sea (blue), the color of the sky (light blue), the color of water (green) and the color of plants (grass green), can relieve people's fatigue when brought indoors. It can also stimulate the environmental color of the human brain, and it can also stimulate the human brain when it is brought indoors. Compared with fire (orange), blood (red), scorching sun (yellow), night (black), strong light (cold white) and other colors. It should be emphasized that the service and customers should respect his color system. Everyone likes different natural environment, which means different recognition of indoor colors, but many people are similar. But the world and environment we face are rarely monochromatic, and there is still a problem of color matching. For example, a money green with a neutral purple is also very exciting. In addition, there are some situations that are not what we expected. For example, when yellow and black are mixed together, it will become a dark green effect. How to master the emotion of color itself is easy, but the problem we face is collocation. There are many colors of home products that must be considered recently. Without the expectation of these factors, it is difficult for us to grasp the final effect of the scheme.
How can we grasp the psychology of customers from entering the door to talking?
This problem is too big. Every book on criminal psychology should be 4 cm thick, so this is a very broad concept and can only be analyzed from several points. Grasping the psychology of customers is actually trying to figure out his psychology. 1, try to figure out what kind of personality he is first, which will help break his psychological defense. Some people are tough, and our work is very difficult, so we need to let him know that you respect him. You need to affirm him first, then guide him and let him know that no matter how good your plan is, it can't be separated from his level, and no matter how high your idea is, it also matches him. Some people are meticulous, and our suggestions are even more detailed than his. Some people are indecisive and often make up their minds. It's time for us to help them make a decision. 2. Try to figure out his economic strength and make your proposal or scheme conform to his affordability, which will help Party A feel relaxed and safe and enhance his confidence in his consumption behavior. Try to find out his lifestyle, which will help you make friends with him. In the initial contact, you will walk into his family and become a member of it. 4, try to figure out his personality and interpersonal relationships, which helps to protect yourself. 5. Try to figure out his emotional world, which will help you find a gesture or image he likes to contact with him, gain his goodwill and trust in a short time, and make your thoughts conform to your future plans. Regardless of a customer's background, character, wealth and trust in you, he is true, has his thoughts and feelings, and has something he wants to express, but he likes or dislikes telling you questions. The best way is to find a way to get him to talk to you. If he doesn't understand design, or he is too different from you, then you can ask questions and take notes with the consultation point I told you. In short, try to let him talk to you in a relaxed atmosphere, and you will become a person who can help him invisibly. The more he tells you, the more he likes you. Everyone should understand that communication with customers (especially the initial communication) is spiritual communication, so don't be too realistic (just stay on the plan). Win his favor and respect with your heart and feelings, break his defense and conquer his trust with your personality charm.
What should you do when you don't have a bill in your hand and new customers are unwilling to pay the down payment for measuring the house?