What are the ways to visit customers?

According to different customers, such as time, place and occasion. Pay attention to your image design and way of speaking. To put it simply, you should dress appropriately to promote your products. Don't wear fancy clothes and deliberately exaggerate the functions of your products.

1. Close to customers

It is not a natural instinct for salespeople to keep a happy mood at work. Only by continuous training in the process of sales promotion can they be generous and happy at any time and anywhere. When entering the customer's door for sales, as a newcomer, you need to overcome the stage fright mentality, believe that your work is noble, believe that your actions and products can help each other and face customers easily. Learning from the experience of excellent salespeople and getting the guidance and support from experienced salespeople and supervisors is also the best shortcut for novice salespeople to improve themselves.

This is the story of two new insurance brokers.

A branch of an insurance company in Shenzhen has recruited a group of salesmen, whose main job is to contact customers to promote insurance. One of them is Mr. A, an ambitious young man, who thinks that the insurance industry is a promising job and hopes it can last for a long time, while Mr. B can't find a job and has a tentative attitude. They are introverted and thin-skinned So, after several days of theoretical training, the female business director led A and B to contact the office business. When she came to the closed door of an office, the hostess asked Mr. A to knock at the door. Mr. a went to the door and raised his hand to hesitate to knock. When the female director saw this, she tapped the door three times with her right hand before leaving, then unscrewed the door handle and opened the door halfway. She walked up behind Mr. A and kicked Mr. A's ass. Mr. A almost rushed in and blushed. ……

The above situation shows that there is something wrong with female directors's communication with the newcomers. As a result, Mr. A couldn't stand this face and quit. However, Mr. B was somewhat impressed by female directors's "one foot" and felt that female directors was courageous, so he tried to imitate her sales methods and constantly summed up his own methods. Four months later, his work performance was good and his income was considerable. He became the right-hand man of the female director, and Mr. B actually began to love the insurance industry.

Regardless of the merits and demerits of this female directors, we can see different results from Mr. A and Mr. B. We didn't do what we wanted to do well, but gangsters fell in love with this profession. Promotion requires constant training. Temporary setbacks and face are nothing important, and it is difficult to live by ideals. Only through continuous efforts, self-reflection and pragmatic work can we learn lessons and experience from it, so as to change our own shortcomings and better meet new challenges.

Familiar with customers

After entering the customer's office through direct or indirect introduction, remember the customer's last name as soon as possible and address it warmly and politely. Example:

"I am a direct seller of a cosmetics company. Now I'd like to introduce some cosmetics series to you. Please have a look. " Introduce yourself directly as a salesman.

Introduce legislation in a roundabout way;

The salesman knocked at the door and the shopkeeper opened it. It's a lady.

"Hello, sister, I am a researcher in the cosmetics market. Here is a list, I hope you can look at it and make some suggestions. " Pass the form to the shopkeeper. "Excuse me, may I come in and sit down?"

The salesman is full of sincerity, and the homeowner may be surprised, but it is often difficult to refuse and politely say, "Oh! All right. " Or "yes"

After sitting down, when the owner looks at his watch, he should seize the opportunity to take out cosmetic publicity patterns or objects for publicity, introduce them naturally and start publicity work.

"Thank you, sister. My name is Li. What's your name? "

"Last name is Wu." Still answer politely.

"Sister Wu, I have some cosmetics and pictures here, and the effect is good. Let me show you. " ..... lubricant of emotional marketing All marketing activities are interpersonal communication, and people are the most emotional. Therefore, salespeople can make full use of emotion in the whole process of selling goods to customers. If used well, it can close the psychological distance and sell goods smoothly. Let's analyze it from several stages of promotion.

1) The external expression of customers' emotions

1. Changes of facial expressions and postures Excellent salespeople should not only be good at guessing consumers' psychology according to the changes of consumers' facial expressions, but also pay attention to influencing consumers with their own expressions and postures, communicate the feelings of buyers and sellers, and promote the emotional development of consumers in a positive direction.

2. Changes in intonation and voice

3. Reactions of various parts of the body Sometimes, an explicit emotion expresses a variety of psychological activities. For example, when consumers buy goods, they sometimes seem nervous. They may be worried about the quality or performance of the goods, or they may not be able to buy them, or they may be worried that the rest of the family will not like them after buying them.

2) Emotional communication before promotion

Promotion begins with contact. If the customer refuses or ignores it, the salesman loses the goal of selling, and selling goods becomes empty talk.

When a salesperson discovers a customer who may become a buyer, he should take the initiative and greet him warmly, and pay attention to the emotional factors in the conversation, so that the customer can feel your sincerity and treat you as one of their own. In this way, the successful promotion began.

A salesman selling gems saw a middle-aged woman standing in front of the counter, so he greeted her and said, "I'm glad you can come here." I'm glad to serve you. If you use this thing, it will definitely make you more beautiful, and your husband will like you more. "

Before the middle-aged woman could speak, the salesman said, "If you buy this thing, you can sell it at a high price even if you want to get rid of it. It is also a contribution to your family! "

The middle-aged woman finally moved her heart and asked the shop assistant to take out the jewels in the counter and choose them.

The success of the salesman lies in starting from the warmth and harmony of the customer's home, taking into account the problem of value-added. It seems that an old friend really thinks of his friend. This emotional injection is the first step to retain customers.

3) Emotional injection in sales promotion

Retaining customers does not guarantee the success of the promotion, and customers still have many doubts. Sales staff should also pursue victory, be good at observing colors, get strong feedback from customers quickly, and carry out targeted sales promotion and persuasion work. In order to facilitate customers to accept your persuasion, we should also pay attention to people's feelings in sales promotion.

Xiao Gan, who sells refrigerators, saw a young couple walking back and forth in front of the refrigerator counter. Sensing their purchase intention, she stepped forward and said, "I wonder how many people there are in my husband's family and what kind of shopping habits my wife has." After she found that there were four people in their family and his wife bought vegetables every two days, Xiao Gan asked, "Are there many guests at home?" "often." At this time, Mr. Wang squatted down to check the place where the beer was placed under the refrigerator door. Xiao Gan said to Mr. Wang: "People who like to drink beer like to move home box by box, put two or three bottles in the morning and enjoy them when they come back from work." Mr. Wang may also like to drink beer. " Mr. Wang nodded. At this moment, the wife is admiring the appearance of the refrigerator. When Xiao Gan saw his wife wearing a white wool coat, she immediately said, "This white circular refrigerator can be used as the decoration of the living room. It looks noble and elegant, and it will add a lot of color to the living room by setting off other furniture." The wife smiled and agreed. "I think so, too." Xiao Gan has been somewhat positive, saying, "This kind of energy-saving refrigerator can save 1 kWh a day, which is still considerable in a year, enough for you to entertain guests!" The wife said, "That's true! It can also save a lot of food money. " Mr. Wang looked at his beaming wife and said, "How about this?" The wife nodded and the business was done.

To say that Xiao Gan's success lies not in experience, but in selling emotions. Enthusiasm and affection have an irresistible force in the process of sales promotion, and it is difficult for customers to refuse. Generally speaking, in the process of sales promotion, a salesman should stand in the customer's position and help him think of things that the customer didn't think of, which will surprise and amaze the customer. In fact, it won the hearts of customers, and the communication between heart and heart made the salesman win the game.

4) Emotional contact after the transaction.

Many salesmen always think that everything will be fine when the business is done, but it is also important to have contact afterwards. Qi Gillard, the king of American automobile sales, has a unique sales concept. In his view, sales actually started after the goods were sold. Therefore, he sends out more than thirteen thousand cards every month. In other words, every customer who buys a car from him will receive a thank-you message from joe girard every month, which is a piece of cake; But the customer is supreme, and the sincerity of friends is enough to impress people. Nowadays, paying a return visit and calling to care about users has gradually been adopted by salesmen, which has at least two advantages: first, it can feedback the relevant information of users in order to improve products and services; First, you can contact feelings, strive for repeat customers or let them become voluntary propagandists. These two points are part of the salesman's job, and doing them is better than not doing them at all.

In short, salespeople should regard customers as their parents. Strictly speaking, your salary and bonus are given by your customers, not by your boss. Therefore, it is very important to do everything possible to think of customers and meet their needs, and the injection of emotion is an important reason why we can talk well.

—— Quoted from the Marketing Encyclopedia of Yanbian People's Publishing House.