How to make customer contact and visit for excavator sales staff.

Excavators are different from ordinary products. The starting point for buyers to buy excavators is to make money as means of production, so whether they can make money is the first factor they consider. Both excavators are high-value products, so buyers have to consider many other factors when deciding whether to buy them. Therefore, customers will not make decisions by simple judgment just like buying other consumer goods or daily necessities. Therefore, it is very important for an excavator salesman to communicate with customers. This paper will briefly introduce how excavator sales staff can do customer contact and visit well. 1. Customer contact process 1. Customer information collection is the premise of contacting customers, so one of the most important tasks of sales staff is to collect customer information. The ways to obtain customer information generally include: personal visit, friend introduction, introduction of old excavator users, introduction of excavator operators, centralized collection of excavators, peer exchange, collection through exhibitions, social gatherings, symposiums and other forms. Practice shows that customer information is everywhere, and the key is that salesmen must do it themselves, improve their communication ability and level in concrete practice, and expand their social scope. In addition to customer purchase information, customer information collection also includes the following contents: ① Information collection of products sold by our company, including local ownership, market share, equipment usage, user response, etc. (2) competitor product information collection: competitor product characteristics, prices, trading conditions, sales channels, competitive strategies, user usage, social retention, user evaluation, etc. ; ③ Information collection of potential customers: relevant information of potential customers; (4) Investment, construction and related information; ⑤ Distribution of competitors in the target area, distribution of sales force, etc. 2. Customer screening salesmen should get into the habit of summarizing and analyzing their collected customer information in time, summarize, analyze and screen customer information according to customer characteristics, and make their own customer visit and tracking plans on this basis, which can effectively improve the efficiency and effectiveness of salesmen. According to the specific characteristics, the salesman can classify the customers according to the actual situation, sort them according to the customer type, purchase intention intensity, customer financial strength, reputation and other conditions, or comprehensively summarize them, which is convenient for effective classification and rating of customers. 3. The easiest way to make a contact plan to improve work efficiency is to make a work plan. Sales staff should have planned contact with customers in various forms, such as telephone communication, SMS greetings, home visits, private room parties, fitness exercises, sports activities, etc. In short, there are various ways to contact customers. After sorting, classifying and screening the customer information, the salesman determines the contact information and process according to the specific situation of each customer, and embodies these contents in the form of monthly plan, weekly plan and daily plan, and implements his own customer contact action as planned. 4. Clarify the purpose of contact with customers When making a customer contact plan, the salesman must first clarify the purpose of contact with each customer. Under normal circumstances, the contact between salesmen and customers is basically based on the following purposes: ① selling products is the main task of contacting customers; (2) Market maintenance, customer development and market development are a continuous process. Sales staff should not only establish the relationship with customers, but also deal with the related problems in market operation, solve the contradictions between customers, straighten out the relationship between channels and customers, and ensure the normal and stable market. Therefore, sales personnel must undertake the market maintenance work in the area they are responsible for. (3) Building a customer sales staff should establish their own brand image in the hearts of customers, so as to better win the cooperation and support of customers for your work. (4) Information collection sales staff should keep abreast of the market situation and grasp the latest market trends. Contact with customers is the best and most timely way to grasp the market situation. ⑤ There are two kinds of business personnel who guide customers, one is the person who only asks customers for orders; The other is a person who gives advice to customers. The actual work effect of the two kinds of business personnel is very different. The former has a long way to get orders, while the latter is easy to win the respect of customers.