Advertising media co., ltd. sales staff, mainly selling SMS DM direct advertising.

For young people who have just entered a certain industry, many problems they face are difficult to deal with.

Now, I will teach you a general application principle, which is applicable to all sales industries.

1, related knowledge learning. (product concept, marketing objectives, advantages and disadvantages)

As the DM advertisement upstairs said, the main things I want to learn are the following.

①DM advertising audience (young white-collar workers, office workers, etc.). ), what products are suitable for advertisers (real estate, communications, automobiles, home improvement, entertainment, health care products, infertility hospitals, etc.). ), as well as major customers in this field (China Mobile Unicom, 4S stores, new buildings and regional hospitals).

② Advantages and disadvantages of DM advertising

Why I chose your company over other companies.

④ Understand the market operation rules of advertisers. For example, cars have a series of promotional activities before the new products go on the market. At this time, advertisers have a large part of the budget, which is the best time to cut in. Similarly, health care products are the peak season for sales only before the end of the year, and the golden period is from Christmas to Lantern Festival. Therefore, the marketing manager of health care products began to make a budget at the beginning of 165438+ 10, so you should start making proposals, making quotations and contacting customers after the Mid-Autumn Festival.

2. The implementation of specific actions (not difficult, but difficult to adhere to)

List the database according to the advertiser (including contact information, address, person in charge, email address-very important, where to advertise in the past, etc. )

Insist on mailbox bombing (once a day), supplemented by telephone (more than 15 a day), and finally on-site service (three times a day).

3. Meeting negotiation skills

I won't say much here, improve my language expression ability. (hint: recite poems. Don't recite the lyrics. Ancient and modern, Chinese and foreign, as long as you like. Find 100 poems and ask them to recite the whole text. People who can do it have much higher language expression ability than ordinary people)

4. The hidden rules of contract signing

It is too difficult to teach new people.

5. Accumulate customer base

Create a folder.

1, newspaper advertiser

2. TV advertisers

3. Advertisers of exhibition services

4, DM, magazine advertisers

5. Other advertisers

-How to conduct telemarketing?

The key of telemarketing is the collection of database. Words and methods are secondary.

Ordinary novice operators always face similar problems. It's even harder to visit directly.

I suggest you do it in batches.

The first step is to list the databases. It is worth mentioning the ways and means. The popular way now is to go to Zhaopin, 5 1JOB and other professional websites to find the phone. On the one hand, the enterprises that advertise there are at least not money-losing enterprises, and the data are accurate. You can contact the person in charge of the enterprise directly by telephone. Although it is not from the same department, it is much more likely than looking for the front desk.

The second step is to do what you want to do.

Make a simple consultation according to the website of the enterprise and the existing information. For example, if you call a car shop in 4S, just ask how much this new car is selling now. Then get the supervisor's phone number. This is the problem of words. Other tricks are too insidious, so I'd better not teach you.

Step 3: The mailbox explodes.

Bomb the corporate mailbox once a day.

The fourth step, the focus: on-site service.

Don't think that you can solve the marketing problem with a phone call, the door-to-door is the most important thing. A really good salesman sees at least three customers every day, and everyone talks for 20 minutes. The phone call is just a foreshadowing for meeting.

The most important thing is the change of methods.

Learn to make a timetable for yourself.

1. How many calls should I make at least today?

2. How many clients should I meet today?

A new employee who can fully meet the above requirements, with an annual income of more than 3,000 yuan and nearly 10,000 yuan in three years, is the most important person in the industry in 10. (The annual salary cannot be measured by numbers)

Although it is not complete, I believe that newcomers are still difficult to digest.