/kloc-during the 0/5-day internship, I was assigned to work in the government and enterprise customer department of the business center. My main work is: market research, active marketing, integral exchange, collection and arrangement of relevant information, etc. These jobs don't seem to correspond to my major, but I think it's a good exercise opportunity. From another perspective, marketing is actually marketing yourself, marketing your own ideas, communicating with customers sincerely, knowing more about customers' needs, learning to see, think and solve problems, etc. From the customer's point of view, these things should be learned not only by marketing professionals, but also by other professionals.
The first week of internship, the main work is market research. Market research, as its name implies, is to collect customers' needs, opinions, market share of telecom services and products in various regions and so on. In these two weeks, whether it is windy or rainy or hot, we should go out on time to collect information, listen to the voice of customers and provide quality services to customers. This series of work may seem tiring and tedious, but you can learn a lot as long as you work hard. Because these jobs involve how to communicate with customers, how to build trust with customers, how to deal with the problems faced by customers quickly, how to collect key and effective customer information in a short time, etc., all of which require us to have certain ability to do well. I remember when I started doing market research, I was rejected by my customers, but as long as I don't give up and sum up well, I will always succeed. In that survey, I often read many books and videos about marketing and constantly sum up my experience. In this way, the investigation work in the back is getting smoother and smoother, and my pressure is not so great. What's more, I made friends with many government and enterprise bosses.
Generally speaking, the survey has taught me more about how to deal with others, how to build trust with customers, and how to put myself in others' shoes.
In the second week of internship, the main work is active marketing, integral exchange and so on. Almost all of these jobs are related to the telephone, that is, communicating with customers by telephone to achieve marketing purposes. What impresses me most is that I make an average of 50 or 60 calls every day, repeat a paragraph into the microphone every day, and communicate with customers sincerely and patiently. In fact, telemarketing is also a very extensive knowledge. Many enterprises hope to bring more customers and create higher value at lower cost. As a low-cost and high-return marketing method, telemarketing caters to the needs of enterprises, but it is not easy to do telemarketing well.
I want to talk about some of my experiences in this telemarketing work:
First of all, you should have a basic understanding of the customer before calling. Starting from the platform of China Telecom, we need to know the customer's background, telecom business, product consumption, the business scope and nature of the customer's enterprise store, and the consumption framework of telecom products. You will have more topics to talk with him. When you have the opportunity to talk to him, the probability and proportion of trading will be greatly improved.
Second, after understanding the basic information, we need to extract one or two marketing breakthroughs from this information, guide customers to focus on our business and products, design questions in advance, and design packages and business introduction methods. In the process of selling products, we often encounter similar situations in which many customers are too expensive. At this time, we should show the value of the product. Compared with a more expensive product, the customer immediately feels less expensive. You know, "too expensive" is a mantra. When customers say that our products are the most expensive in the market, what I remember most is what I said to customers: "Only first-class products can sell at such a good price".
Third, salesmen must always ask questions, because the reason why salesmen succeed is to ask, not to say;
Fourth, build trust with customers. Let customers like you, he will believe you, so the key to all problems is that we learn to make customers like you in just a few tens of seconds. I think the way to make customers like you is to imitate customers as much as possible, and the closer you are to them, the better.
Generally speaking, we should do a good job in telemarketing. As a salesperson, we should have a strong psychological quality and learn to regard "rejection" as the twin brother of "acceptance". In other words, behind every rejection, there must be another acceptance waiting for us. So keep the right attitude. Whenever a customer refuses, we should thank him, because he brings me one step closer to "accepting".
In this short two weeks, after a series of actual combat, I benefited a lot and really felt the differences in society, corporate culture and campus culture. On the platform of China Telecom's government and enterprise departments, I have learned a lot about dealing with people and realized the importance of doing things. Thanks again to China Telecom for giving me such a valuable internship opportunity, which gave me a deeper understanding of society, work and study, and increased my confidence in my new job. Let me leave a wonderful stroke in my college life!
Please make supplementary amendments according to your actual situation! I hope I can help you and adopt it.