Asking for advice from experts to attract sponsorship?

Warm-up exercise before the interview-how to ask customers to pull advertising sponsorship is like a war. The soldiers and horses did not move, and the food and grass went first. After the grain and grass equipment are in place, the artillery of the army, navy and air force will launch a fierce attack on the target. Similarly, the same is true of advertising sponsorship, so we must make full preparations. Just now, we have made full preparations for the "grain and grass equipment" sponsored by advertisements, and the target market is very clear. Next, we will concentrate the most superior forces and the most advanced artillery to launch a large-scale three-dimensional carpet bombing of the target market. Now it is 2 1 century, and now it is a modern war. Since it is a modern war, it is not just a single-arm war. Only by having conventional weapons, the latest modern weapons and nuclear weapons, especially electronic warfare and information warfare, can we win wars under modern conditions. As far as advertising sponsorship is concerned, what exactly is a conventional weapon? Modern weapons? Nuclear weapons? What are information warfare and electronic warfare? In what way and with what weapons to attack the target market? 1. Appointment method: direct visit; Telephone; Fax; Letters; Press conference; Send short messages; E-mail; Website. "Direct visits, telephone calls, faxes and letters" are all conventional weapons; Conference release is generally the method adopted by large-scale projects; "Sending short messages, sending emails and surfing the Internet" is called electronic warfare and information warfare. Several methods are mainly introduced here: fax-preferably limited to 1-2, with a maximum of three. Because a roll of fax paper costs more than ten or twenty yuan, customers will be very annoyed and unwilling to take it or read it. SMS-When sending SMS, I heard that it can only be 70 words at most. We should give full play to these 70 words and design and consider them carefully. Here I'll tell you a trick. When sending a text message, enter your company's website. You can say, "For details, please click: 3W what what." Do it. Don't underestimate this point, it can save you a lot of time and breath, save you a lot of telephone and fax fees, and the effect is good. Use electronic warfare, send Yi Meier and send short messages. Whoosh, whoosh, whoosh ... mass delivery, you can send hundreds or thousands of units a second. Now there is such a company that sends short messages and Yi Meier for business people, which saves time and money and is efficient. There are also mass-produced software on the market, which can be bought for hundreds of dollars. Generally speaking, the above methods should be used comprehensively. Now the most commonly used mode is "telephone+email+website", which is our modern weapon, not "telephone+fax", because in big cities like Beijing, Guangzhou and Shanghai, enterprises that can afford money basically have such computers and networks, so this method is the most time-saving, labor-saving and effective. Second, the appointment mode: casting a net-follow-up-confirm casting a net-what is casting a net? In layman's terms, it is a large-scale posting to the target market. The purpose of casting a net is to convey information. Send the information of our project to potential customers accurately. It should be noted that our net must be spread wide, wide and wide, because we only know that there may be "fish" somewhere, but we don't know where the specific "fish" is. Therefore, if we want to catch all the "fish" in one net, our net must be wide open, so as to catch all the fish. What kind of tools are used for casting nets? We introduced six kinds above. This paper focuses on the method of telephone casting net. How to cast a net by telephone? My approach is roughly like this: there are two ways. (1) If you have a phone number, call him directly. It can be said: hello, manager Li, hello! I have an important fax for you to reply. Or: Hello, Mr. Li! I'm from XXX Chairman's Committee, and we're going to hold XXX activities, and I'd like to invite you to attend. I have a document here. Do you think it should be faxed or emailed? Thank you, please send a message. (2) If you don't have the number one in your hand, you will pass the test at this time. As we all know, big companies generally have secretaries and a set of telephones to deal with their bosses. When you call, she usually asks you: What do you want with him? Did you make an appointment with him? Does he know you? Wait a minute. If you don't have a set of coping methods at this time, you may be defeated. Young ladies usually say: the boss is not here, but the boss is in a meeting. What will you do at this time? What I do is to call them by their first names-usually I say, Hello! Please connect me with Li Jun's office. Why don't you call General Manager Li by his first name? Because you politely address Mr. Li, the other party will think that you are in a general business relationship, or that you are here on business, so she will focus on business. If you call the other party by his first name in a friendly way, she will think that you are his best friend or relatives and friends, so she dare not neglect you. Brand pressure-that is, use your brand to put pressure on each other. You can repeat your company and name over and over again. For example: "Hello! I'm Zhang Chunjian from the Chairman's Committee. Please put me through to Li Jun's office. " Some secretaries don't buy your account and ask you: What can I do for him? Or: Have you made an appointment with him? Does he know you? Wait a minute. What will you do at this time? You can continue to say: I am Zhang Chunjian from the Chairman's Committee. Please put me through to Li Jun's office. "This young lady is very nice, but she doesn't sell. At this time, you continue to tell her: Just tell Li Jun that I am Zhang Chunjian from the chairman's meeting. " Repeat it for 2-3 times. If the other party still doesn't give in, don't be rude at this time. To say the least, well, we are having an activity and want to invite Mr. Li to participate in it in person. Would you please turn around? If she still won't give in, you should take a step back and say, miss, what's your name, please? Oh, Miss Wang Fang, I have a document here. Do you think it should be faxed or emailed? Please be sure to give it to your boss. Call me back. Okay？ Ok, thank you! Goodbye! Why did you ask her name? Mainly to strengthen her sense of responsibility. Follow-up-the post was sent, and you estimate that he should read it almost. You called: Hello, Mr. Li? I'm Zhang Chunjian from XXX Organizing Committee. Is there anything unclear about the materials just handed over? Then, you stop and let him talk. Don't say: will you take part in this activity? If he says he won't take part in this activity, you are finished. When you follow up, you have a long story to tell. You can start by saying: Hello, Mr. Li! I'm Zhang Chunjian from XXX Organizing Committee. Can you talk now? If you call his cell phone, you can say: Do you have a plane? I am on the phone. In this way, the other party will think that you are more understanding and considerate of him, because the mobile phone is charged in two directions, or the other party is driving at this time, or in a meeting, or there are people around, so it is inconvenient and inappropriate to talk about this matter. If you do this, the other person will think that you are considerate of him, and then you can communicate with him what you want to communicate. Whether the other party agrees or not, he will at least listen to you. Follow-up is the time for further communication. Pass on your post. If he doesn't understand anything, he will ask you for advice, and you will have to solve the problem. But many times, he will ask some contradictory questions, and then you will have to deal with it. What are the general objections? According to my operating experience, there are several problems that I often encounter: Reject 1: "I am busy and have no time." Response: Mr. Zhang, I know you are busy, so I'm calling to make an appointment with you. I won't take up too much of your time, just ten minutes. But these ten minutes may be of great benefit to your business. Listen, will you meet me tomorrow morning or afternoon? I know that you are busy. We are having a class to keep you busy and improve your work efficiency ... Our teacher is ... I know it's not that you don't have time, but that you think it's valuable. If it's valuable, I'm sure you'll find time to understand it if you don't have time. For example, if you come here, you can make millions right away. Would you say that you have no time? For example, ... Are you right? Rejection 2: "I'm not interested in this, please find another company." Response: Mr. Zhang, I understand your feelings very well. When you don't fully understand the project (or idea), it's normal not to be interested. It's strange to be interested without knowing. I believe you may be interested in this project after you really understand it. It doesn't matter if you are not interested, just understand a piece of information. Now is the information age, and information is wealth. Maybe this message is not what you think, maybe you can get unexpected gains from it. Anyway, there is no harm in knowing a piece of information, and there is no loss. I won't take up too much of your time, just ten minutes. Listen, will you meet me tomorrow morning or afternoon? Rejection 3: "We are short of funds, so let's cooperate again!" Response: Now every enterprise's funds are very tight. Even rich units are always short of money. The key now is how to use the limited funds on the cutting edge and let him play the maximum benefit. If you can do great things with a small amount of money, and the benefits will increase ten times and twenty times, I believe you will definitely squeeze out the money to do it. Now our activities can achieve such an effect. I won't take up too much of your time, just ten minutes. Listen, will you meet me tomorrow morning or afternoon? Rejection 4: "You send a message first, and we will study it and then contact you." Judge the truth first. Really, just say: most of them are fake. If you really have to wait for his reply, you won't be able to wait for your eyebrows and beard to turn white. There are two versions: (1) OK, you should study it as soon as possible. I happened to pass by here on Friday. Let me come here. Well, I know you are a busy man and have a lot of things to do. That's it. I'll call you on Friday. Reject 5: "How do you know my mobile phone number? How do you type (send)? " Response (1): Mr. Wang, please rest assured. Now is the information society. Your mobile phone is used for contact, right? As for where you got it, it doesn't matter. It is important that I send you an important positive message today. There is no harm in knowing more information. Maybe this information can bring you unexpected gains. (If he says: What information? ! You went on to say: Our message is ...; If he is not interested, you can say: Mr. Wang, if you are not interested, it doesn't matter. Just making friends. My name is XXX. Welcome to strengthen contact in the future. Sorry to bother you, bye! ) Response (2): Hello! Mr. Wang, we met at a meeting (the catalogue you got was the catalogue of a meeting, but you didn't attend). My name is XX. You may have forgotten it, but I'm still impressed with you. Well, I have very good news for you. This message is … Rejection 6: Are you tired of calling me? Answer: Mr. Wang, don't be angry. If all the salespeople are like me, your company's performance will double. Are you right? Think of me as an information officer. If you think this information is useful, you can absorb it, but it is useless. You should know a message that is harmless. Confirmation-Through the above work, two situations may occur. First, the other party is interested and the date is successful. This is certainly good, so that we can determine the time and place and enter the next "interview". Second, the other party had no intention and the date failed. This is normal, because our cause is a "law of large numbers", and it is impossible for everyone to have an intention. We should be mentally prepared for 1%. Here, I want to remind you that the vast majority of salesmen fell down and died at this level. We call this level "the gate of hell" and "Death Valley" the "bottleneck". Just like playing a video game. At this level, I just can't get through. When you get to this point, you die. I spend a lot of time talking about these two parts because they are very important. Most of our friends are now engaged in this work, and most of our salesmen have collapsed at this level. Why did it fall? Because the previous work was not done well, it laid a hidden danger for the later failure, and the problem was exposed in this link. What you paid before and what you got in return, whether it was success or failure, is the law. If you are fully prepared for the previous work, you can reduce failures and smoothly enter the third stage of "interview".