How to track customers to success

Class A customers have high unit price, large demand and abundant orders; Class B customers have higher unit prices or large orders; Class C customers have sporadic demand, intermittent orders and low prices. In the process of business development, class C customers are the easiest to see, followed by class B customers, and class A customers are the hardest to see. Everyone who does business is a very smart person, who will analyze the quality of customers and want to get the best customers, but not any salesman can be a class A customer, because it requires enough business experience and professional level, and because of his large demand, he will visit more relevant salesmen. When he learns a little professional knowledge from everyone, he will become very professional, so he usually starts with a C-class customer at the beginning of doing business with the accumulation of experience. But for a salesperson with business experience like me, there is no need to do this. Just visit customers extensively, keep records and classify customers. When you come to a new environment and have begun to visit customers, you will generally use two methods: one is to rob customers with an empty stomach. In the early days of starting a business, there were no customers at hand and no positions in the factory, so words had no weight. Treating customers at this time is an indiscriminate absorption. So it's called starvation robbery. Regardless of the quantity and profit of demand, it is most important to make a good order. As long as it doesn't lose money, the company agrees to take all orders, without considering any commission for the time being, and even knows that it is impossible to make a customer, it is willing to follow suit, so as to maintain business confidence and make it. After making the first order, with a zero breakthrough, the business will change a lot, that is, breaking the ice mentioned above, and everything will be fine from now on. For example, TC technology makes 30 cotton-padded clothes. Although I know there is no profit, I am still persistent. I don't give up as long as I have a little hope, that is, I hope to accumulate customers and increase the number through this method. The second is to selectively eliminate customers. In the previous stage, the number of customers increased greatly, because the quality of customers was mixed, and it was difficult to take care of them all. If the service is not in place, customers will be lost at any time. At this time, only according to the comprehensive situation of customers, such as customer type and payment situation. Use selective elimination and queue the quality of service according to the customer type. For class A customers, we should take care of them first, followed by class B and class C. For those customers who are in a hurry, have low profits, have few orders and have difficulty in collecting money, we should gradually eliminate them, or we can take care of both, but we can't give up. These are two methods and two processes in tandem. They are irreversible. Only under the front embankment that meets the demand can we get rid of the rough and keep the fine. If you don't even have customers, pick customers, and the result can only be nothing. Second, the link of visiting customers This link is the key to developing customers, and often this link is the watershed of business success or failure. We usually know the surname, gender and department of the buyer in charge of this business by telephone first, and then call this person to communicate. If the other party is interested, we can offer to meet and visit. There are some details that need special attention when dating: first, let the other party know who is in charge of this piece. Make sure that the customer you are talking to is the target person you want to contact. Don't say you haven't made it clear for a long time. At the end of the conversation, the other party threw a sentence that this piece belongs to XX, which is meaningless. Although we get information from the front desk, there are many inaccuracies in the information at the front desk, so we must first determine the identity of the other party in the conversation. Second, to tell the other party our purpose and the company's situation, and to determine the other party's identity, we need to make clear our identity and the purpose of this conversation in time, so that the other party can feel that this conversation is necessary, so that the conversation can continue and attract the other party's attention and interest. Third, ask for a face-to-face visit. If the other person is interested in your topic or satisfied with the questions you answered, you can ask for a meeting. I usually say this: We are from Jiangsu Hodo Group Co.,Ltd. Co., Ltd., mainly engaged in work. The factory is located under wuxi port, with more than 20,000 people, and has formed a scale, so the quality is guaranteed and competitive. We hope to cooperate with you in this respect. . . . . When do you think you will be free today? I want to visit you with some information. This makes the other person feel logical, and even the reason for dating is reasonable. Usually customers with needs will agree to meet unless their suppliers are stable or there is no demand for the time being. The next appointment process is an interview. It is better to make an appointment and meet at regular intervals, such as in the morning and afternoon, or the next afternoon, which will be more acceptable. It's best not to call at the door of someone else's factory and say I'm already at the door. Can you go in and talk? This effect is very poor, and it will also make customers visit in an unprepared and unwilling state, which will easily make the other party disgusted and make themselves in the other party's mind. Moreover, these details will give customers a bad impression, so leave some time for customers to buffer this psychological state after making an appointment, which will have a good effect when they really meet. Although the first visit can't get the order immediately, it determines the customer's choice of you, which is usually called the first impression, so it is particularly important, but it can't be too serious because of its importance, which makes the conversation stiff and mechanical. We should grasp the principles of simplicity, self-confidence and calmness, and the first meeting should be short rather than long, shallow rather than deep. Ask about the company and exchange business cards. Third, customers are like friends. You need to keep in touch with him often. If you keep in touch for a long time, you will easily lose it. But if you have nothing to do, it is easy to arouse the resentment of others, especially those who have not placed an order yet. Therefore, tracking skills are very important. In the early stage of developing customers, they are often closely linked because they are eager to place orders. When a period of time has passed, the customer still doesn't want to continue tracking. Of course, this is quick success and instant benefit. As the saying goes, you can't eat hot tofu if you are impatient, and sometimes you have to give your customers more space. He is not only in charge of the business you want to do. When your career is put on the agenda, you must pursue it, otherwise people will not do it now, and you will be bored if you pursue it every day. Therefore, to do business with customers, we should make long-term preparations and not be impatient, that is, we should give ourselves time and give customers time. Like XCTG, I always chased him at first. I haven't called him for two weeks. Yesterday, he suddenly called me and asked me to take some towels to have a look. I am ecstatic. It can be seen that doing business cannot require immediate results. We must believe that giving is rewarding. As long as you follow the inertia, there will be an echo at a certain time. There is no need to rush for success, but the result will be bad. Treat your customer as a friend, treat him as a friend and treat him equally. You can't curry favor with him in a way inferior to his. Only in this way can the relationship between them be maintained in a stable and respectful state, and when both sides start to be casual, business can naturally be done. There are two important ways to track customers. One is to extend the visiting hours. Things that could have been done at once should be done separately. Usually, the salesman will show all the information, sample clothes and other things to the customer at the first meeting. As a result, after the first visit, there was nothing to do and I didn't know how to tell my customers. Actually, this is not right. It is necessary to take these links apart, lengthen the time and match the time according to the law of business development. For example, the first meeting only brings some basic information. When you ask something during the conversation, you can use these excuses to send some relevant information for the second time, send samples for the third time to have a look, and invite him to see the factory for the fourth time, so that you will be familiar with it after two visits, customers will feel familiar with you more often, and there will be more reasons to meet. Usually, whether you can do business is directly proportional to the number of times you go to the client company. The second is to contact by SMS. For some customers who are unfamiliar with each other and have to keep in touch for a long time, you can use SMS. By sending him some short messages to remind him of you occasionally, he can deepen his impression of you, so that you will always appear in his field of vision, he will not be unfamiliar because of the long interval, and it is easy to think of you next time when there is an order. Doing business is a profound knowledge. I have always thought that there is no standard in doing business. It is not necessarily what kind of people can do business and what kind of people can't do business. Everyone will have a group to adapt to and appreciate themselves, just like business itself is a search. When you find such a customer who appreciates you, you can succeed, so everyone should work in their own way, and only the working method that suits them is the best. We can learn from other people's experience, but we can't copy it mechanically. We can learn a trick and a half to solve the current problems, but the premise is to be our own customers by our own methods. Only in this way can we finally form our own set of effective and handy methods and truly make ourselves mature and perfect.