How to make recommendations?

If you want customers to introduce you to new customers, you need to meet six conditions:

1. Customers agree with your service.

2. Customers trust your character.

3. Customers can benefit from it.

4. Referral won't be too much trouble.

I still feel face and sense of accomplishment in doing this.

6. Let enterprises establish their own sales network.

Customer recommendation:

The first trick is "good service"; You must make customers agree with your service and be satisfied with it.

The second trick is "frequent contact", which can make customers believe in your character;

The third measure, "seeking introduction", can benefit customers.

The fourth trick is to make customers feel "no trouble" before doing it.

Fifth, as long as the customer makes a recommendation, he should make the other party feel "face-saving" if he doesn't dare to succeed. Introduce success and sense of accomplishment. As long as you do these five tricks well, customer recommendations will naturally come. ?

The sixth measure, the recommendation will quickly establish the reputation of the product, continuously reduce the business risk of the enterprise, and let the enterprise really pay attention to the product improvement itself.

First, the first measure of customer recommendation: good service.

"Good service" is the basis of customer recommendation. Only when customers agree with and are satisfied with our service can recommendation become possible. How can we make customers agree with and be satisfied with our service?

The three stages of good service must be consistent. Don't resort to deceit and over-publicize before serving; The service is not only consistent with the publicity, but also exceeds the expectations of customers in this province; There must be after-sales service, so that customers have no worries.

To achieve good service, we must first treat customers sincerely, and let customers feel your sincerity in every contact and communication with customers. Sincerity makes the stone open, and your sincerity will definitely win the recognition of customers; Secondly, we should provide customers with services that exceed expectations for different customers, so that every customer has a feeling of "wow".

"Good service" is the first move for customers to refer to. As the saying goes, experts will know if they have it as soon as they make a move. Therefore, a salesperson with a high customer referral rate must provide customers with high-quality and unexpected services, which is the basis for successful referral. ?

Second, the second measure of customer introduction: frequent contact

With "good service", some customers will introduce new customers to you by the way, but if you want to get more recommendations, you must continue to use the second measure "keep in touch". Keep in touch with customers, the purpose is to make customers not forget you and make the feeling of "good service" lasting. The customer's recognition of your service is always the basis of its recommendation.

1. Screen customers and establish a list of recommended customers.

If we serve a large number of customers, it is difficult to have the energy to keep in constant contact with all customers, so we need to screen customers, establish a list of recommended customers, and then focus on them.

Who will introduce you to your list of recommended customers? These all need to be investigated, analyzed and identified in the sales process. Generally, we should start with the following key points.

(1) Identify with the company's products and services;

(2) Being friendly, approachable and helpful;

(3) You like dealing with people, and customers are happy to contact you;

(4) Have a certain status, have a wide reputation, and often deal with the outside world, that is, KOL；;

(5) You have helped each other and have follow-up contact;

2. Always keep in touch with the list of recommended customers.

How to keep in touch with customers, there are four routine points: usually send greetings, save time to send blessings, send gifts in time, and help customers refer.

Usually send greetings, whether it is WeChat, phone, SMS, QQ, email, etc. , contact important customers at least once a week 1 time to express greetings to customers;

Send blessings during festivals, send short messages to key customers on important festivals, such as Spring Festival, Lantern Festival or Mid-Autumn Festival (not needed in Tomb-Sweeping Day), and send short messages to all key customers one by one;

Send gifts in time, and when the company has gifts to send, send them to customers in time. We can also choose the right time to pay for ourselves and give our customers some gifts, such as the birthday of our customers or family members and happy events at home. Giving the right gift at the right time will make customers feel better about the service.

Customers also need to expand their customers, and if they can properly introduce customers, help them promote their business. Look at each other, and customers will definitely introduce us to new customers.

Specially prepared to share a skill. When we communicate with customers, 80% of the conversation should focus on each other's business. Don't talk too much about yourself or your work, and don't ask customers to introduce you frequently. Instead, it is necessary to use a way of "seemingly unintentional, but actually intentional" to let customers accept you and be willing to introduce you to new customers.

Frequent contact is an offensive move recommended by customers. This will not only make customers feel respected and valued, but also make customers know more about your service scope and information, introduce new customers more accurately, and make customers have a closer relationship with you and trust you more. With the customer's recognition of your character, why don't you worry that the customer will not introduce you to the customer? ?

Third, the third measure of customer introduction: seeking introduction

Asking for introduction is asking old customers to introduce new customers. You provide satisfactory service to your customers and keep in touch with them frequently, so old customers may introduce you to new customers. If you can make clear which old customers can provide customers for you, and then take the initiative to let customers recommend you, you will get more recommendations.

Good service is the first move of recommendation, frequent contact is the offensive move of recommendation, and asking for recommendation is the killer of recommendation. This move requires special attention to timing and duration, and it is powerful at the same time. Don't use it easily, otherwise it will arouse customers' disgust and fall short.

Then how can we make good use of the trick of "seeking introduction" First of all, on the basis of introducing the customer list, find the customers who can "request introduction" on their own initiative; Then analyze their interests and needs and vote for their interests; Finally, through the exchange of interests, the purpose of opening up new customers is realized.

The benefits here can be intangible or tangible. Intangible generally refers to a sense of accomplishment, honor, vanity, etc. And tangible is relatively quantifiable, generally referring to material benefits such as gifts and money.

According to customers' interests, four types of customers who are willing to recommend are extracted:

1. Shoppers (gold customers): This kind of customers like to show off, love to show themselves, attach importance to honor and have strong vanity. They feel it is a great honor to introduce business to relatives and friends and help them.

This kind of customers are particularly willing to introduce new customers, and generally don't want any benefits. For such a customer, we should give him more opportunities to show off, praise him in front of others, praise him for his great personal influence, wide connections and good heart, so that his vanity can be greatly satisfied. This kind of customers can be called gold customers. If we maintain a few such customers, we will constantly introduce new customers. When I went to the 0769 community, I mostly upgraded this customer list to a member of the community organizing Committee, so that the other party could be justified and introduced more conveniently.

2. Like money: This kind of customers are more realistic and want money or material benefits. We should cut to the chase with him and talk directly about the benefits. As long as the conditions are satisfactory, we will try our best to introduce new customers to you. There are relatively many such customers, but the proportion of interests is best not to be divided, and everyone agrees.

3. Demand exchange type: this kind of customers are relatively cold and generally do not take the initiative to introduce new customers to you. However, if we solve problems for customers when they are in urgent need of help, the success rate will be greatly improved. Therefore, in the face of such customers, we should contact more and pay more attention to find out what help customers need in time. If it can be solved, try to help them solve the problem quickly.

4. Friendship type: This kind of customers are loyal, value the friendship between friends, and often introduce new customers to you out of friendship. If they recognize you, they will regard you as a good friend and brother. When you "ask for an introduction", you can "go up the mountain and go to the sea without hesitation" For such customers, we should communicate as friends and don't mix too many interests. This kind of thunder customers generally need people to give each other face, praise and gratitude in public after their predecessors. ?

Fourth, the customer recommended the fourth measure: no trouble.

Many people make it complicated when they refer customers. In fact, the best way is to prepare written materials or electronic materials. As long as customers copy and paste, they can make recommendations. Don't make the other person feel trouble, otherwise many times the other person will be embarrassed. In the end, even if it hinders feelings, the introduction is not sincere, and the result can be imagined.

In particular, the recommended copy, posters, promotional materials and services are novel, fun and creative, and the effect of recommendation is absolutely different. ?

Fifth, the fifth measure recommended by customers: sense of accomplishment.

As long as the customer recommends me, in addition to reporting the progress to the introducer in time. I often send messages in my circle of friends, thanking * * for always introducing customers to me, and * * has always been a noble person in my life and a very helpful boss. At the same time, by the way, what kind of business does * * always do, put the other company, business card, etc. In the picture of the circle of friends.

As long as there is a third party, I will introduce it to others. There are always reasons why my business is good. Without his introduction, I wouldn't have developed today. Not only did it give the customer face and make the other party feel a sense of accomplishment, did the third party feel a little embarrassed not to introduce some business to you?

Although these five tricks are simple, they are good service, diligent contact, seeking introduction, no trouble and a sense of accomplishment, but they are difficult to exert their power and need our constant practice and exploration.

Sixth, the sixth measure of customer introduction: partners

Referral is a fission promotion tool, which is used to promote and empower enterprises to establish their own sales network. By opening up online and offline recommendation scenarios, the recommendation process will become standardized, streamlined and data-based, and the network of contacts will be used to create clues, constantly broaden the channels for promotion and customer acquisition, help enterprises to change from all-staff marketing to all-people marketing, and empower enterprises to build a stronger sales network.

Sales can invite old customers and friends to become partners of the company in many ways. Each partner will have a push system bound to the corresponding sales, which will continue to spread the intelligent materials and marketing content of the enterprise, realize word-of-mouth promotion, and continue to push accurate clues to sales to help sales win customers' transactions better, and then get commissions after the transactions; After partners develop customers, customers can also become partners, and through this constant fission, create national marketing and achieve sales growth.