First, the universal search method
This method is also called door-to-door search or carpet search. The main point of this method is to find and confirm the organizations, families or individuals in the specific market area of the salesman through door-to-door, mail, telephone or email. For example, all families in a residential area in a city are the general search objects, and all hotels and restaurants in Shanghai are the carpet search objects.
Second, the advertising search method
The basic steps of this method are: (1) sending advertisements to target customers; (2) Attract customers to carry out business activities or accept feedback. For example, send an advertisement through the media to introduce its function, purchase method, location, agent and distribution method, and then launch activities in the target area.
Thirdly, introduce the search method.
This method is that the salesman looks for customers through direct introduction or information provided by others, which can be the introduction of social relations such as acquaintances and friends of the salesman, or the introduction of partners and customers of the enterprise. The main methods are telephone introduction, oral introduction, letter introduction, business card introduction, word-of-mouth effect and so on.
Fourth, the data search method
We have always believed that salespeople should have strong information processing ability. Finding customers through data consultation can not only ensure certain reliability, but also reduce workload and improve work efficiency. At the same time, it can also minimize the blindness of business work and the resistance of customers. More importantly, it can conduct early customer research, understand the characteristics and conditions of customers, and put forward appropriate targeted strategies for customer activities.
Five, entrust the assistant to find the method
This method is widely used abroad. Generally speaking, a salesman entrusts a specific person to collect information for himself in his own business field or customer base in a paid way to understand the information of customers, markets, regions and so on. This advantage is like the use of "informants" by the Hong Kong police. I have seen it in domestic enterprises, that is, salesmen entrust relevant personnel to provide some information about products and sales regularly or irregularly among the middlemen of enterprises.
Another way is that old salesmen can sometimes entrust new salesmen to do this job, which is also an effective exercise for new salesmen.