How to migrate the methods and skills of import

The so-called referral is word-of-mouth communication. First of all, customers are very satisfied with your service or product. Then they will introduce your products or services to their relatives and friends. Because they are introduced by acquaintances, they trust each other. In this way, your customer base will become larger and your income will be better. Customer recommendation is the most important method of customer development, which has the advantages of less time-consuming, high success rate and low cost, and is the best way for sales staff to expand high-quality customers. Recommendation is the simplest sales method in the world. You must make your customers redundant salespeople.

First, the three best opportunities for customer reference.

1, when the customer buys your product;

2. When you do something for a customer, the customer expresses gratitude or appreciation;

When your products and services are recognized by customers, you can ask them to recommend them.

Thank you for trusting our products. A successful person like you must have many friends around and need our products. If I make a recommendation, don't worry. If he doesn't want to buy it, I won't force it. what do you think?

Two, do a good job of customer referral four points for attention

1, the service is better than the customer's expectation. I sincerely serve the customer, and I am willing to introduce it to you when the customer is satisfied.

2. Let customers know more about the value of your products and services, so that the recommended value of customers will be more and the success rate will be much higher.

3. Let customers get more benefits from the recommendation and make a customer service plan. Designing a plan to give back to customers is a good way to attract more customers' reference.

4. Don't underestimate the power of customer connections, and don't judge the value by how much customers spend. Sincerely serve customers and firmly believe that it is a matter of course to be recommended.

The next-door neighbor was so crowded that I didn't know why until I got him drunk. In fact, he paid attention to an official WeChat account called "sales coup" before me! I feel that life is full of routines.

Three, four coping strategies for different types of customers

The first customer: I introduce you, and it's no good.

This kind of customer likes to show off, is good at expressing himself and likes honor, so he should seize every opportunity to express himself well. For example, when the company holds a product briefing, let him speak a few words on stage, and then give him an honor award and so on. In this way, we can give him more opportunities to express himself and let him enjoy it. But few customers are very selfless. If you meet such a customer, you will be very lucky. This is the so-called gold customer.

The second kind of customer: very realistic, want economic benefits.

Talk to him directly about how to give him benefits. As long as your conditions satisfy him, he will introduce you very hard under the temptation of interests, and the number is not worse than that of the first type of customers. In fact, there are many such people in reality, and they are afraid that they will not explicitly ask you for benefits or introduce you to new customers. Some people will take the initiative to ask you for benefits, take good care of them and make them satisfied, and your work will be much easier.

The third customer: neither honor nor money.

This kind of customers don't introduce you very much, and they don't introduce you to new customers very attentively. He must have something to help you. Maybe after successfully introducing several customers, he will tell you gently that he has any difficulties that have not been solved. I hope you can help him. If you refuse or say you can't do it, he may turn against you. If you do what he wants you to do for him and satisfy him, he will remember you and thank you. He will keep this relationship with you in the future. As long as you keep this relationship, he will always recommend you, although the amount is not large.

Fourth customer: Nothing, just making friends with you.

He refers to you to help you break away from your friends. He didn't specifically mention you. Only when he meets the right person will he recommend this person to you. If he meets it, he will introduce it. If he doesn't, forget it. You should get on well with such customers, not as customers, but as friends.

Fourth, strengthen post-maintenance and activate old customers.

(1) Create a customer file.

In order to improve the recommendation effect, classification is an important part, which is also the difference between the filing level of corporate customers.

Content of customer file: customer's name, gender, hobbies, personality, age, birthday, family situation, occupation, income and contact telephone number.

Contents of transaction documents: insurance: life insurance, property insurance and group insurance; Food and beverage card amount, processing date; Beauty products: product details, date and quantity; Rice industry: acquisition date and consumption cycle; List in detail

(2) Keep in touch

Often take the initiative to contact customers, so that old customers feel respected, and at the same time let customers remember the company and become friends. Commonly used methods:

Send birthday and holiday gifts. Send flowers and greeting cards to customers on their birthdays. Mid-to high-end customers need more detailed services, such as giving gifts to their families at the same time as their birthdays, which exceeds expectations. For big customers, the network behind them is extensive and the business volume is amazing. Therefore, the early customer filing must be detailed, and grading is also very important.

Invite to participate in various activities of the company, such as Thanksgiving annual meeting, customer association, organizing tours, etc. Giving gifts and cleverly asking customers to help introduce them are all very effective methods.

Introduction of publications. Give corporate publications on a regular basis, so that customers can witness the growth of the enterprise, constantly enhance their trust in the enterprise, and invisibly increase their continuous attention to the company, so that when business needs appear in the interpersonal circle of customers, the first thing that comes to mind is themselves. So the highest level of recommendation is: let customers get used to our service.

After-sales service is an important factor in the referral of old customers. In addition to providing routine daily maintenance, it is also necessary to increase the "value-added" return. Be sure to follow up regularly to learn about the customer's progress, and take the initiative to ask about the customer's situation by telephone, home visit, invitation to activities, etc. And follow up accordingly.