What if I can't chat with my clients?

I'm a marketing person in the company. I have been in the company for more than half a year, but my sales ability is still slow. I hope I can get your help.

Our company belongs to the service industry. The company is a professional organization that provides administrative licensing consulting services and technical guidance for construction projects such as mining, land, water conservancy, environmental protection, highway traffic, construction and energy. Simply put, it is to provide design report writing and technical guidance for companies that need administrative permission. Our company's private enterprises should be able to enter the top three in the province. In addition to the competition of similar companies, relevant design institutes are also our competitors.

The disadvantage of the company is that our enterprise is a private enterprise, and its competitiveness and professionalism are not comparable to those of design institutes belonging to public institutions. Relations with local authorities are not as good as those with design institutes. Local authorities have technical needs, and the first thing that comes to mind is the design institute.

The advantage of the company lies in the fact that the field we span is wider than the single field of design institute. For some companies that need multi-field technical support at the same time, our family can provide more extensive technical support, saving many things for the owners.

In terms of customer base, our customers are usually local authorities, new enterprises, rectification mines, construction companies and so on.

The company's customer development generally has the following ways:

1. Company telephone number, customer visit.

2, through the introduction of local industry authorities.

3. The local land and resources bureau and forestry bureau know which enterprises need it and recommend it by them. (Back button)

4. Friends occasionally understand the needs and introduce each other.

5, as the government for the record recommended enterprises, etc.

At present, I have encountered many difficulties in my work, and I hope I can give you some suggestions.

In the process of communicating with customers, it is impossible to get close to them, and the content of chat is difficult to expand except business.

In the process of establishing channels, it is often necessary to deal with the leaders of industry departments. I don't know how to communicate with my superiors, and I am often sent away by a few words. They are too arrogant, how can they close the distance?

The product price is relatively higher than that of other small companies, and the ultimate goal of our plan is to get approval. The customer's requirements are low price and recognition. How to push orders without low-price competition?

Please recommend some topics that everyone is interested in during the chat. For example, is anyone still interested in the geomantic palm reading in the zong book?

Please help us think about how to find new ways to develop new customers. Thank you!

Blue light rain reply

According to your description, you can see: first, you are still a novice in sales; Second, the company's business is enterprise consulting service, which belongs to back sales; Because there are many people involved in the project, Party A does not have a decision maker, that is, project sales, which adds up to refund+project sales, which is a more difficult category in the sales system.

Of course, I can see that you have a busy heart, man. Oh, good thing.

In sales, the most important thing is to build the trust of customers. Returning sales requires the trust of customers, that is, to make customers trust our sellers, others trust us, and then they can believe what we say, that our company has strength, and that this price is not fooled by Party A. ..

The foundation of gaining customers' trust is to keep close relationship with customers and become an industry expert. Ok, let's start with your question and answer, how to close the customer relationship and become an industry expert. Quickly build customer trust.

After meeting a client, we talked business, but we didn't know what to talk about. This is a problem that most sales novices will encounter. A novice salesman talks about business every time he meets a customer, but a sales expert talks about business for the first time 10 minutes, then starts all kinds of small talk, and then sees the customer again. Is it all small talk?

By the way, what do experts like to talk about? Customer's hometown, family, children, hobbies, experiences, places to play, what to eat and drink, etc. We talked a lot and found the same topic, so we can easily become brothers with our customers, which is a prelude to building trust.

After talking about work, how should we cut in from these aspects? You can start with the weather, hot news, items on the other party's desk, etc. For example, it is midsummer now, and everyone likes to eat watermelon to relieve summer heat. However, people with cold watermelon, spleen and stomach weakness, kidney deficiency, diabetes and early colds and infants should not eat more. Tell this to your clients, and then you can ask them how old their children are, boys and girls, who doesn't go to school, what hobbies they have, and so on.

When talking about children's topics, parents are usually relaxed and happy, and can talk about many things. Well, we can talk about the customer's hobbies, the spouse's occupation, and finally the customer's QQ and WeChat.

We talked about this and learned a lot about our customers, and then what should we do? When we go out, we will record the customer's dress, mood, appearance and information obtained in the chat, and then we will find a breakthrough from this information when we go back. For example, we can learn more about our customers through QQ number. Our customers' birthdays are coming, and their children are learning piano. Through this information, we will prepare the topic to talk to our customers next time, and then we will look for information, read stories and buy a suitable one online.

There is another important aspect to remind you. Please be familiar with the customer's industry, collect a lot of information and recite it, and then talk to customers about their rich stories, development trends, business opportunities, competitive strategies, expert practices and news. I guarantee that you will become eloquent and mingle with customers immediately!

Well, with a relaxed chat, let's find an opportunity to talk about some of the latest developments in the industry and tell him five points for passing the project review. Are our customers impressed with us? The more you talk to customers again and again, is the relationship getting closer and closer and the trust getting higher and higher? Here, if you are afraid that you can't remember what you talked with your customers, you can buy a recording pen, put it in your bag, record what you talked with your customers and listen to it later. This has another advantage, which can help us analyze our speaking skills and improve our speaking skills.

I don't know how to communicate with leading customers, and I don't know how to close the relationship. One is mentality, timidity and lack of confidence. The other is that our own gas field is not enough, and there is a gap with the cognitive level of leaders. The root cause is that we have no goods in our stomachs, which is not a portrayal of sales experts.

We want to be closer to the leader. Can you get rid of his assistant or front desk first and make friends with the people below him? Can you learn more about the leadership and find a breakthrough? Ok, I'll think of some practical tricks for you right away. Please close your eyes.

Starting from the leader, find the right starting point for human feelings. For example, leaders generally have a lot of social activities, such as hypertension, hyperlipidemia, fatty liver, alcoholic hepatitis and obesity. Are there any chronic diseases? Can you find some dietotherapy methods to tell him that you can tell stories here, just say our relatives, and it will be fine slowly through this method.

The leader is in the office every day, facing the computer, is there a problem with the cervical vertebra? We learn from the internet 1 the method suitable for self-help treatment of cervical vertebra in the office, show it to him in the office, tell him you have to insist, and then send him a text message once or twice a week to remind him, ok?

Can you tell the customer that the bacteria on the keyboard are tens of thousands of times more than those on the toilet lid? As soon as the voice drops, we will take out the keyboard disinfectant from the bag and help the customer disinfect it ourselves? Disinfect once every half month. Is it feasible to be a leading "full-time keyboard sterilizer"?

While waiting for the keyboard to dry, is it possible to chat, that is, what personal experience, family, children, hobbies and so on I just shared above?

Also, summer is coming and many fruits are ripe. Can you buy some and send them to our hometown, saying that they are pure green food without pesticide treatment, and then let them go? Well, there are many ways to sell a master.

Some students once sold Yangcheng Lake hairy crabs. According to the characteristics of the product, I made a suggestion: send customers pet crabs. Taobao is cheap, more than ten yuan each. There are three kinds of statements:

1, feng shui is like a crab on a cloud, rich and prosperous, and auspicious everywhere, so as to bless customers' financial resources;

2. If the children of the parties like it, they can also write an essay "My family has a crab";

Thank customers for coming to see us. Thank you. The homonym is crab crab to thank customers for their love.

Of course, we can also send a short message about raising crabs to our customers when we go out. Customers naturally don't delete text messages. If they don't delete it, we're halfway there.

Of course, sharing these is the "skill" of sales. If there is no good thinking mode and champion habit, it is estimated that it will be embarrassing for others.

In addition, if you look at the same thing from different angles, you will come to a completely different conclusion. Why do you say that? The reason for this is the following：

Leaders are human beings, so don't scare yourself. It is second to communicate with him with the right attitude to make money. We are here to provide top service to help your company develop, which is a timely help. Well, with this attitude, our confidence will definitely improve a lot. You see, we look at the cooperation with your company from a particularly positive perspective, so we put down our ideological burden? Hehe, sales are often rejected. Learn to comfort yourself and give yourself more encouragement.

How to get an order without reducing the price?

Well, we should learn from industry experts. Who is the sales champion of the company? How did he do it? Learning from the company's master is a shortcut, but why should the master tell you? Same old routine. Do we have to be human first? Do you have to get acquainted with the master first and become good friends before you can have a story?

Help the master clean the table, pour tea and get some fruit snacks every few days. It's getting ripe. Yes, I have to pay first, and then I will get something. How can you eat and drink for nothing if you don't take the initiative to do something for the master? In a word, if even colleagues in the company can't handle it, how can we deal with strange customers?

Also, we must clearly analyze the advantages and disadvantages of the company and competing products. Since the company's disadvantages cannot be changed, it is necessary to stimulate its own advantages. This is relatively easy to achieve. What are the advantages of the company? Analyze it for the customer. For example, other companies are not good at writing reports, and it takes a year to approve them, which greatly delays the customer's approval process. How much money was saved when the project started half a year ahead of schedule. Our company has a high level of report writing, and it can be approved in half a year. What happened? Look, the customers of Lianjingpin have finally defected to us.

Words need to be tempered repeatedly to be effective. A classmate who is engaged in real estate sales once asked a question about the speech, and I extracted it, hoping to enlighten you after reading it.

If you are doing real estate sales, suppose it takes 10 minutes to walk from your own property to the supermarket. It can be said that there is a supermarket next to our property, and it only takes one cigarette to stroll around. This can give customers a good impression that the sun is setting, people are smoking, lazily strolling around the supermarket and living a leisurely life.

If "Jingpin" property takes 10 minutes to walk to the supermarket, let's calculate. /kloc-walked in 0/00 minutes 1000 meters, walked 2,000 steps, and then slightly exaggerated to 3,000 steps, so the statement changed: Wow, it's a bit far for you to walk to the supermarket. It is estimated that it will take more than 3,000 steps, which is easier said than done.

As you can see, the shortcomings of our products are miniaturized and visualized, and the shortcomings of "competing products" are exaggerated and digitized. Hehe, this is the way to temper words.

This speech, you should combine the business characteristics to analyze, the key is to grasp the needs of customers, as well as the difference with competing products, use data to speak to customers, reflecting our advantages. In a word, we take the initiative to edit a few real reasons for buying for Party A's handlers and tap the two advantages of refined products, both of which are "sales words".

Regarding how to develop new customers, I don't think this is your most important problem at present. Sales are mainly concentrated in three key points:

1, build a huge customer base, and choose the best among the best;

2. Find ways to improve the conversion rate. If there is only a customer base and the conversion rate is low, sales will be very hard;

3. Find ways to increase the number of customers. What do you mean by the passenger order quantity? In other words, customers regard you as a major supplier or a soy sauce manufacturer. If we can only place a small order, the sales volume will not be very good.

According to your sales situation, in fact, you can reach many customers, so there is no problem of the number of customers, so I think the most important problem you are facing now is how to improve the customer turnover rate, because your turnover rate is really not high.

Want to improve the turnover rate, in addition to the close relationship with customers mentioned above, is to become an industry expert. So how do you become an industry expert? First of all, we should focus on a certain sub-business. For example, your company serves mining, land, water conservancy, environmental protection, road transportation, construction, energy and other construction projects. You should immediately count the successful projects in the past and which category has the most successful cases, then focus on this sub-field and quickly become an expert.

Only by becoming an industry expert, customers will trust your business ability and trust you to do projects! From the customer's point of view, it is easy to understand what I mean.

When a customer gives you a project, first of all, trust your character. If you have a bad personality, how can you place an order? Then establishing your own character is to win the trust of customers, that is, the above-mentioned human feelings should be thoroughly done.

The customer gives you a project and then trusts your business ability. Even if you have a good personality and are unfamiliar with business, customers dare not give you such a big project. Isn't this a delay? When you become an expert in a subdivision field, your business ability will advance by leaps and bounds, and you will kill your customers as soon as you open your mouth, so that people will cooperate with you with confidence and boldness!

So I often say that billing = thorough human feelings+interest-driven, both of which are indispensable. When you do sales in the future, you should always pay attention to these two points.

By the way, it's all customer bargaining. The essence is that you are not familiar with customers. It's normal for people to slash and kill with knives. If you get along well with your customers, will they try their best to reduce your price? It doesn't seem so good. Everyone laughed and set the price.

Therefore, you don't have to be confused by the superficial phenomenon of sales. Bargaining? I just don't know you, and I'm afraid of being cheated, not for anything else!

All right, let's continue our analysis.

Now we are going to become experts in sub-sectors, but we are faced with a new problem, that is, because there are too many industries, it is certainly impossible to become experts in the whole industry in the short term, but it is still possible in a certain sub-sector. If through investigation and analysis, it is concluded that the company has the highest successful case in the mining field in the past, well, buddy, you should focus on the mining field immediately, that's right, that is, do a focused thing. We have limited resources, and we are spreading it out with all our strength, just like throwing salt into the sea. We tried, but nothing came of it.

Ok, keep talking. After selecting a subdivision field, we need to find out the process of mine approval, what reports are needed at each stage, what is the focus of each report, and what the customers are most concerned about. Take out the reports approved by our company in the past, analyze, compare and study them, and make a template professionally.

In this process, you still have to learn from experts. Besides our company, you can also learn from your competitors. As I have said many times in the past few days, you can pretend to be a customer and ask dozens of questions from your opponent that you don't know how to answer. At the same time, we can constantly improve the sales level and temper the sales words.

For example, customers who call, what should we answer? What should the customers who meet and visit answer? Big company customers, how to answer? Small company customers, how to answer? Finally, establish your own sales template, then you will become a veritable expert in this segment, the transaction rate will naturally increase, and the performance will get better and better.

In short, it is fundamental to cultivate the thinking mode of experts, develop the habit of champions and become sales experts.