What should I say when I visit my clients for the first time as a medical representative?

the first time a factory salesman visits a dealer, it is as important as the first time a man and a woman meet on a blind date. A good start is half the battle. Although the course "How to Visit Dealers" has been taught by countless trainers for more than n times, in reality, there are still many business personnel of manufacturers who are not sure about the content and form when visiting dealers for the first time, and their communication skills can't arouse the interest of dealers' bosses, or even lose cooperation opportunities. As a distributor, the author has really seen too many business personnel of manufacturers make many seemingly low-level mistakes during sales visits. Here, I will sort out some visiting skills for your reference.

1. Prepare a talk outline

Before visiting the dealer, be sure to prepare a talk outline in advance, especially when visiting the dealer for the first time. At the very least, it should be done in a step-by-step and hierarchical manner. Don't think about where to talk, or be dominated by dealers. When some manufacturers' business personnel visit dealers, because they have not prepared the outline of the conversation in advance, there is often silence during the conversation, which makes the dealers uninterested.

2. make an appointment

it's a simple business etiquette to make an appointment in advance before visiting customers, but there are still many manufacturers who go directly to the dealer company to find the boss without making an appointment in advance.

make an appointment in advance, because there is no cost, and it is also polite. Why not follow it? To make an appointment with a dealer, you have to be skillful, that is, to make an appointment through the company headquarters, rather than the business personnel themselves. In the dealer's view, there is a difference between these two forms of appointment. If the headquarters calls directly to make an appointment, it means that this visit is a corporate behavior of the manufacturer, and the form is more formal and solemn. At the same time, it can also explain the importance that the manufacturer attaches to this market to a certain extent, and by the way, it can also enhance the normalized image of the manufacturer. If the business personnel make an appointment by telephone, it may indicate that this visit is only the personal behavior of the business personnel of the manufacturer, and the reliability of the communication content remains to be verified.

when you make an appointment with a dealer, you must determine the prepared time for coming to the door, or calculate in advance what time period the other party is free every day. Don't rush to visit people when their business is busiest. Generally speaking, it is relatively lighter from 3 pm to 4: 3 pm.

3. Take a few people to

When visiting the dealer for the first time, the number of business personnel of the manufacturer should be controlled. It is not appropriate to go alone, which will easily make the dealer boss think that the manufacturer is weak and there is only one business personnel in the regional market. If there are more than three people going, and it is not appropriate, too many people will make dealers feel pressure. Besides, this is not a door-to-door fight. Generally speaking, the number of door-to-door business personnel of the manufacturer is either controlled at two or corresponds to the number of appearances of the other party. In addition, the personnel of the manufacturer have to divide the work. Some people are in charge of the main talk, and some people are in charge of the deputy talk. Don't let everyone talk to the dealer boss, which will be chaotic.

4. Don't make jokes when you meet

Some manufacturers like to be familiar with each other when they meet the dealer's boss for the first time, just joking, trying to enliven the atmosphere and eliminate everyone's strangeness. In fact, this is not appropriate. Because, as a factory business person who comes to the door for the first time, you can't know what kind of temper and personality the dealer boss is, or what kind of mood the dealer boss was at that time. It is very inappropriate to joke when we first meet. In case the dealer boss is in a hurry to get angry, but you just joke when you meet him, it's not adding fuel to the fire. Therefore, when you visit the dealer for the first time, you should have a calm tone when you first meet him, avoid joking, and quickly judge the boss's mood at that time and make a choice for what kind of communication form to adopt next.

5. Get in the door smoothly

Now the bigger dealer companies are also starting to have receptions and receptions. The receptionist has a job to stop driving for the boss, and treat some people who are suspected of selling. As the saying goes, the boss is easy to see, the kid is difficult, and many manufacturers' business personnel are blocked by these receptionists. The reason why they are kept out of the door is often because the business personnel of the factory are vague and talk about visiting the dealers to talk to your boss. As a result, they are directly recognized as door-to-door salesmen by the front desk receptionist and sent away directly on the grounds that the boss is not at home.

Actually, this question is simple. Just tell me before you enter the door. I have already made an appointment with your boss X. Come and talk about something. Don't speak hesitatingly, let alone want to talk to your boss.

6. Don't bring samples and enterprise materials

Many marketing experts tell business people that when they visit dealers for the first time, they must bring enterprise and product introduction materials, as well as samples, price lists and contracts. In fact, these marketing experts must have never been dealers. If they were dealers, they would never teach business people to visit dealers for the first time and bring these things with them.

The reason is actually very simple. What does it mean if the business personnel of the manufacturer bring relevant materials and samples when they visit for the first time? It shows that the business personnel of this manufacturer are prepared before coming, but they really want to make business with the dealers and come with hope. Then, as a distributor, you will naturally take care of the business personnel of the manufacturer. Anyway, you came to the door and begged me to do business. In terms of relevant conditions, you will naturally pull higher. On the other hand, if the business personnel of the manufacturer come to know and contact with each other with nothing, it means that the business personnel of this manufacturer are investigating the market and are not in a hurry to cooperate with me. Generally speaking, manufacturers who are not in a hurry to determine the cooperative relationship with dealers, but spend a certain amount of time and energy on the preliminary market investigation, are often manufacturers with large strength and relatively stable and mature market ideas.

Therefore, it is suggested that the business personnel of the manufacturer should not bring samples and enterprise product information when visiting the dealer for the first time, but only bring a business card at most.

7. After entering the door

After entering the boss's office, there are several points to pay attention to:

First, don't call the boss's wife. The woman around the boss is not necessarily the boss's wife, unless the boss takes the initiative to explain that this is the boss.

second, the guests are at the discretion of the host, and the boss arranges the seats. And during the whole conversation, the business personnel of the manufacturer should not change their positions by themselves.

Third, business card etiquette. After receiving the business card of the dealer boss, you must read it carefully on the spot to find the relevant information on it, which is often the starting point for your conversation. It is especially important to note that after accepting the other party's business card, you must put it properly in your shirt pocket, wallet or notebook. Never play with the other party's business card in your hand or throw it directly on the table.

The fourth is to confirm the other party's free time today. After that, first ask the dealer boss about the next schedule, and estimate how much time we will have to chat together, thirty minutes or two hours, or the whole afternoon will be fine. At this time, the business personnel of the manufacturer can adjust their conversation according to the length of time mentioned by the dealer boss. It should be noted here that when visiting the dealer for the first time, no matter how much time the dealer boss claims to have left for you, from the perspective of effect, the first visit to the dealer will last at most 3 minutes.

8. Points for attention in language communication

After the formal communication with the dealer boss, there are still several points to pay attention to in words:

First, take the initiative to inform the intention of coming to communicate this time, whether to get to know it or to learn some market conditions through the boss. The dealer boss is very jealous of the business personnel of the manufacturer, but he doesn't say what the real intention of this visit is. The dealer boss doesn't have the energy to guess the visit intention of the factory personnel.

Second, don't grab the words. When communicating with the dealer boss, you must wait for the other party to talk. On some topics, you must reconfirm with the dealer boss before giving relevant answers and explanations. I have met many business people of manufacturers, and I can't wait for the dealer boss to finish, so I can't wait to grab the conversation and explain it. This is easy for dealers to misunderstand that the business people of this manufacturer are too impatient and lack the most basic stability and courtesy.