How to visit strange customers

Eight steps to visit customers strangely/How to visit them strangely (classic and practical)

The first step is the preparation before the visit.

Face-to-face communication with customers for the first time and effective visit to customers are the first step towards the success of conference marketing. Customer visits can only be successful if they are fully prepared. The key to evaluate the success or failure of marketers is to see how many effective new customers they have developed and how many sales achievements they have improved each month. So, how to make a successful home visit?

Successfully accessed image.

The concept of "you can sell if you are willing to work" is outdated! Instead, it is "careful planning, saving time and effort!" The only participant in the visit is the customer. If you want to make progress, you should first critically examine your efforts and then decide what to do.

Visiting customers at home, especially for the first time, is inevitably a little wary of each other and difficult to relax. Therefore, marketers should pay special attention to the first impression we leave others, and a successful visiting image can help you to succeed.

External image: dress, appearance, manners and even expressions should be as natural as possible, so as to maintain a good image.

Control your emotions: Bad emotions are the enemy of success, so you should learn to control your emotions remotely.

Affinity relationship: eliminating the psychological barriers of customers and establishing affinity relationship will build a bridge to communicate with customers.

Sincere attitude: "What you know is what you know, and what you don't know is what you don't know", which is the basic truth of being a man as the old saying goes.

Self-confidence psychology: Self-confidence comes from psychology. Only by "believing in the company, products and yourself" can we build a strong self-confidence mentality.

Contact is an important step to facilitate the transaction. For conference marketing, home visit contact is the cornerstone of success. Before visiting customers, marketers should lay a solid foundation for success.

Plan preparation

1) Program Purpose: Because our sales model is continuous, the purpose of door-to-door visits is to promote ourselves and corporate culture rather than products.

2) Planning tasks: The primary task of marketers is to transform their "stranger position" into "friend position" in a short time. In your mind, when communicating by telephone, you should be clear about the situation, make a preliminary analysis of the customer's personality, choose the starting point of communication, plan the number of products to be promoted, and do a good job in one-stop service of calling, sending letters and communicating.

3) Planning route: Visit according to the excellent planning route and make a visit plan! Today's customers are the continuation of yesterday's customer visit and the starting point of tomorrow's customer visit. Sales staff should make good route rules, arrange work in a unified way, make rational use of time and improve the efficiency of visiting.

4) prologue: how to enter the door is the biggest problem we encounter. A good beginning is half the battle, and we have a 75% chance.

External preparation

1) Instrument preparation: "Don't judge a book by its cover" is used to warn people, while "90% of the first impression depends on the instrument". If you want a successful home visit, you must choose clothes that suit your personality to reflect your professional image. Show the brand image and corporate image to customers through a good personal image. The best achievement is to wear the uniform clothes of the company, which makes customers feel that the company is very formal and has a good corporate culture.

Gfd:

Men wear a uniform jacket and tie, dark pants and black flat shoes to avoid hair problems such as long hair and dyeing, and do not need to wear any accessories.

Ladies wear a uniform jacket and tie, dark pants or skirts, black leather shoes, avoid hair distribution and dyeing, and do not wear any accessories.

2) data preparation: "know yourself and know yourself, and you will win every battle!" We should collect customer information as much as possible, understand the customer's situation as much as possible, sort out the obtained information and put it in our minds as data. You can ask others for advice or refer to relevant information. As marketers, we should not only get the basic information of potential customers, such as their personality, education, living standard, hobbies, social scope, habits and hobbies, names of close friends, etc., but also know what they are proud of or worried about at present, such as moving to a new home, getting married, having a happy son and child admitted to college, or being nervous at work, economy, stress, insomnia, poor health, etc. In short, the more you know, the easier it is to determine the best way to talk to customers. We should also strive to master the activity information, company information and industry information.

3) Tool preparation: "If a worker wants to do a good job, he must sharpen his tools first." In addition to the spirit of giving up, a complete set of sales tools is an absolutely indispensable combat weapon for an excellent marketer. There is a saying in the business circles of Taiwan Province Province that "sales tools are like the sword of a knight", and salespeople should bring all the information that can promote sales. The survey shows that when salespeople visit customers, using sales tools can reduce the labor cost by 50%, improve the success rate 10% and improve the sales quality 100%! Sales tools include product manuals, corporate promotional materials, business cards, calculators, notebooks, pens, price lists, promotional materials, etc.

4) Time preparation: If you make an appointment with the customer in advance, you should arrive on time. If you arrive too early, it will add some pressure to your customers. If you arrive too late, you will send a message of "I don't respect you" to customers, and at the same time, it will also make customers feel distrust. It is best to arrive 5-7 minutes in advance and get ready for the entrance.

Internal preparation

1) confidence preparation: it has been proved that the psychological quality of marketers is an important reason for success, highlighting their best personality, making everyone love them and maintaining a positive and optimistic attitude.

2) knowledge preparation: door-to-door visit is a warm-up activity before sales activities. The most important thing at this stage is to create opportunities. The way to create opportunities is to raise topics that the other person cares about.

3) Refuse to prepare: Most customers are friendly. To put it another way, usually in the initial stage of meeting strangers, everyone will instinctively resist and protect themselves and find an excuse to push you away instead of really hating you.

4) Smile preparation: the management pays attention to humanized management. If you want others to be nice to you, be nice to others first.

Many people always envy those who are successful and think that they are always too lucky and they are always unlucky. It turns out that there is good luck, but the problem of good luck is biased towards honest and passionate people!

Ten-minute rule of home visit

The first ten minutes: we have never communicated with customers we have never met before, but "we have met for three minutes"! So the first ten minutes are crucial. These ten minutes are mainly a communication to eliminate strangeness.

Focus for 10 minutes: naturally transition to the focus of the conversation after getting familiar with the customer's needs. In order to prevent customers from being wary, don't gild the lily for more than ten minutes These ten minutes are mainly about emotional communication to find out whether the customer is our target customer.

Leave for ten minutes: In order to avoid the failure of many home visits, we'd better leave the customer's home within ten minutes after the key conversation.

Leave suspense for customers and make them interested in the activity.

The second step is to determine the entrance.

A good book does not choose a pen, and a good cook does not choose rice. Marketers who complain about poor tools or goods usually have only three feet of effort and won't achieve much.

Knock: ring the doorbell or knock at the door before entering, and then stand at the door. It is wise to knock on the door three times. The sound is rhythmic but not too heavy.

Words: "Is Uncle XX at home?" "I'm Xiao X from XX Company!" Active, warm and kind words are the golden key to successfully open the door to customers.

Attitude: Be sure to show an honest and generous attitude before entering the door! At the same time, avoid arrogance, panic, servility, indifference, randomness and other bad attitudes.

Note: Strict life style can represent the overall level of companies and individuals. Never let such small details as changing shoes and playing umbrellas affect big things.

Praise observation

In the process of home visits, you will meet all kinds of customers. Every customer's cognitive concept and education level are different, but one thing to emphasize is that "there are no customers who don't accept products and services, only customers who don't accept marketers who promote products and services." Customers all have needs, but the difference is which brand of products or services to choose!

Praise: Everyone likes to be flattered by good words, which is called "label effect". Making good use of praise is the best selling weapon.

Words: "Your home is so clean" and "You look so beautiful today". The room is clean, and the room is decorated with color and temperament.

Level: Praise is divided into direct praise (aunt, you look so young) and indirect praise (aunt, is that your son on the wall? He looks really handsome. He must be an intellectual. I believe my aunt must be an educated and good mother. There are three levels of praise (aunt, you look so kind, as kind and gentle as my mother). The theme of praise is sincerity, and the enemy of praise is falsehood.

Observation example:

(1) If the customer's home is beautifully decorated, the house area is large, the home is clean, and there is a nanny. You can be sure that the customer is rich and the marketing staff can fully communicate with him.

(2) If the customer's home is generally decorated, the house is small, the ground is not clean, and several children live with him, which can fully show that the customer is not rich, and the sales staff can communicate appropriately around the key points.

(3) If the customer's house is decorated with ancient culture, it can be explained that the customer is a very cultured person with high quality and rich cultural background, and the salesman can fully communicate with him.

Observation: When you stand in front of a house, you will feel at home. This feeling is called "the smell of home". This taste is not tasted with your mouth, but observed with your eyes! Through our observation, we can know the identity, status and hobbies of our customers. , so as to determine whether it is the target customer.

Observe six factors: the cleanliness of the door, the discharge of shoes at the door, the decoration of furniture, the clarity of family members and atmosphere, hobbies such as pets, flowers and birds, calligraphy and painting, and the placement of sundries in the house.

Note: Praise is a very good way to communicate, but don't exaggerate it. Exaggerated praise can only leave a bad impression. Uncle, you are so handsome, just like Jay Chou.

"

Step 4: Ask questions effectively

Marketers make money by mouth. All excellent salespeople are eloquent, but "if customers don't talk, the gods can't start." Our aim is to make customers take the initiative to speak and communicate with us effectively, so it is particularly important to ask effective questions!

1. The purpose of asking questions is to know whether our customers are the target customers we are looking for through our communication. (Salespeople's questions must focus on "four more and one less")

2. Ask questions:

Really grasp the purpose of the conversation, be familiar with the content of your conversation, and be confident when negotiating.

The forecast leaves a good first impression on the other side, that is, try to prepare for the opening of the topic in the first 15-45 seconds.

3. Eight skills to find a topic:

Instrument and clothing: "aunt, this dress is really good." Where did you buy it? " The customer replied, "I bought it in Guo Mao". The salesperson must respond immediately. Customers who buy clothes in this place must be rich.

Hometown, hometown: "I hear your accent is from Hubei!" " Me too ... "marketers have been using this kind of question to deal with relationships.

Climate and season: "It's surprisingly hot these days, last year …".

Family and children: "I heard that your daughter is …" The salesman knows whether the customer's family is good or not.

Eating habits: "I found a delicious restaurant. Try it together next time. "

House, furnishings, neighbor: "I think the layout here is particularly tasteful." Are you a professional? " Understand the nature of the customer's previous work and determine whether it is the target customer.

Interest: "You sing so well, I really want to learn from you." Marketers can use this questioning skill to promote the company's corporate culture and deepen customers' trust in the company.

Our company is running a university for the aged recently, which includes singing. I wonder if my aunt is interested in attending?

4, home visits to ask questions to win tricks:

Before asking questions, let yourself like each other and show intimacy and respect for each other.

Try to ask questions from the other person's standpoint, and pay attention to the other person's eyes when you speak.

Specific questions can show your professional identity, from small to large, from easy to difficult, ask more guiding questions.

Ask other questions to help hesitant customers make a decision.

First ask the other party known questions to improve professional value, and then ask the other party unknown questions in a guiding way.

"It's none of our business." If we want to be successful conference marketers, we must learn to ask questions that customers care about.

Step 5: Listen and recommend.

Hibernation is just to fly. God gave us a mouth, two eyes and two ears, which tells us that if we want to succeed, we should talk less, listen more and see more.

1, listening carefully can further understand the basic situation of customers, as well as consumer psychology and needs, and can find out the reasons for real objections.

In the way of chatting, seek the * * * sound point with customers, master the principle of talking with customers on the same frequency, let customers feel an "illusion" that you and he are the same type of people, enhance their goodwill, and have the effect of * * * vibration, and take the opportunity to further understand the customer's family background and fill in the customer's personalized file in time.

2. Tell customers the answers to the prize-winning question and answer, and tell them to actively participate in the meeting and win the prize. For typical customers, you can determine some topics in advance, and then arrange for them to answer at the meeting, cleverly leading to speeches. Tell each other that the opportunity is rare to highlight their sense of honor and suggest that they bring cash to meet.

3. Introduce some company information, product mechanism and on-site preferential policies to each customer patiently and in detail, choose a suitable entry point, suit your own interests, show flexibility, keep your voice sweet, grasp the essence of the content, and guide customers' desire to buy.

For hesitant new customers, don't overemphasize products, but focus on promoting their understanding of health knowledge.

Don't force some customers who haven't made up their minds. This means that the temperature hasn't come up yet, you can calm down for a while, and then communicate or pay a return visit as a general customer, so as to invite them next time.

Overcome objections

1. Overcoming psychological opposition: Modern people must learn how to face psychological opposition, make psychological preparations, and understand the root causes of psychological opposition.

2. Turn opposition into motivation: Top salespeople understand that customers' rejection is an appropriate response, not that they don't accept products and services, but that they have a short hesitation.

3. Don't let customers disagree: Be good at using customers' feelings and controlling the conversation atmosphere. Customers will follow your ideas and won't refuse to say it.

4. Change the topic: when encountering objections, avoid being too persistent and boring customers. You can temporarily avoid the tense space by changing the topic.

5. Use appropriate body language: Inadvertently touching customers will also attract customers' attention, and at the same time, it will also play a hypnotic role, which can overcome objections well.

6. Break it down one by one: When the customer is a team of two or more people, you can overcome the objection by breaking it down one by one.

7. Stand in the same position: stand in the same position with customers and never argue with them. Otherwise, whether you win or lose, the transaction will fail.

8. Establish an expert image: students rarely question teachers, patients rarely question doctors, and customers will not refuse experts.

Step 7: Make sure it is realized.

Why do business representatives selling the same product behave differently? Why do the top 20 marketers always complete 80% of the sales? The answer is simple: they used the winning closing technique, but achieving it is the ultimate goal, not the last step.

Seize the closing opportunity: Sometimes you can show the customer's closing signal through behavior and words, and seize these signals to seize the closing opportunity.

Closing method:

1. Invite the transaction: "Why don't you try?"

2. Selective trading: "Do you decide to go alone or the old couple together?"

3. Secondary trading: "Do you think this kind of activity is very interesting?" "Then come with your wife!"

4. Predict the transaction: "Auntie must feel the same as you!