How to attract investment in home building materials market

Abstract: With the continuous development of the home building materials market, the market competition is becoming more and more fierce, and various forms of investment are increasing. Home building materials investors are often faced with difficulties in attracting investment. How to attract merchants when the home building materials market is completed? Perfect implementation scheme and practical operation of investment promotion are the keys to successful investment promotion. The following small series will share the investment promotion skills of home building materials. First, how to attract investment in the home building materials market

1, collecting customer information

1) You can get the business card or contact number of the store through the form of early door-to-door distribution of information. If the store is not here, or the clerk refuses to give it, see if there is a boss's phone number on the billboard outside the store.

2) Look for the phone numbers of these customers through advertisements such as the Internet or newspapers, and some customers will put their contact information on advertisements such as the Internet or newspapers.

3) Contact the manufacturer and ask the manufacturer for the contact number of the local dealer customer.

4) Buy the telephone number of the local dealer customer through friend introduction or other means.

2. Telephone communication

After collecting customer information, start telephone interview and communication. According to the pre-made telephone language template, contact these potential customers one by one, introduce the situation of the store, record it intentionally and include it in the list of key customers. Customers who are not interested are listed on the tracking list. Telephone investment invitation must have four abilities: good communication skills, familiarity with home building materials industry, familiarity with one's own stores and telephone investment invitation skills.

3. Home visits

In-depth door-to-door visits to the intended customers who collected information in the early stage and the key customers who communicated by telephone. There is no trick to visiting at home. You must go many times. Some people won't succeed once or twice. A few more visits will greatly increase the chances of success. As joe girard said: "After I visited him seven times, I thought he might not buy it, but I will visit him three times!" You should have this spirit.

4. Invite people to your home

Through telephone communication and door-to-door visits, for those interested and wavering customers, let them know by inviting customers to the door and strive for on-site signing!

5. Hold a business meeting.

Sign up customers in the form of investment promotion meeting. The Merchants Association mainly invites four types of people to participate: local dealer customers; Factory personnel (regional manager or investment manager); Customers who have paid the deposit but have not yet entered the market (which helps to support the atmosphere); Foreign dealer customers, such as dealers in the upper and lower markets, dealers and general agents in surrounding cities, etc.

Second, home building materials investment skills

1, selection of investment information

Customer consultation registration form: customer name, contact number, business type, customer nature, date, intention and remarks.

Customer nature: manufacturer, agent, distributor or individual.

2. Investment promotion publicity materials

Shop floor plan, store rent, management fee price list, lease contract, basic preferential policies for merchants, business license of the store and registration certificate (copy).

3. Binding sequence and requirements of investment promotion documents

According to the arrangement of data according to the investment procedure, generally choose paging folders to bind the data, which has the following advantages:

1) The organization is clear, and it is easy to be mastered by investment promotion personnel, especially those who lack investment promotion experience gradually understand and comprehend from this procedural work.

2) It saves the tedious work of constantly pumping and loading data by investment personnel, especially when there are a lot of data, it is easy to confuse and lose data.

3) Give customers a good impression of doing things in an orderly way and strengthen their trust.

4, the use of business cards

People who go out to negotiate with customers should be equipped with business cards and take the initiative to show their exchange business cards when talking with customers. The on-site consultation service desk must display promotional materials and business card boxes for customers to access at any time. Going out for publicity, such as distributing materials and participating in exhibitions, requires nailing business cards on publicity materials.

5. Customer reception procedures

1) Reception Center Reception: At the moment when the customer enters the door, the investment promotion personnel take the initiative to come forward and ask him to sit down and pour water.

2) Negotiation: Introduce yourself voluntarily. If I am XXX, a staff member of XXX Building Materials Plaza, I will exchange business cards and briefly introduce the basic situation.

3) Look at the site: after understanding the basic information and intentions of customers, invite customers to visit the site on their own initiative, regardless of whether the customers mentioned it or not. By taking customers to the site to introduce them, customers' perceptual identity can be increased and their views can be more objective. It can improve investors' understanding and familiarity with the basic hardware of the market. Through this service, we can show our customers a dedicated and sincere external image, touch customers and increase their trust.

4) Intention confirmation: Through reception, negotiation and on-site inspection, you can basically grasp the customer's intentions, make a good registration on the customer consultation registration form, and contact in time for confirmation in the future.

5) Signing a contract: This is the last and most important link in attracting investment. When the customer's intention is clear, quickly complete and sign the contract, and take the initiative to take the customer to the relevant window to pay. (All-round tracking service for investors)

6. Basic information that investors must know.

Geographical location, business area, commercial layout, number of cabinets on each floor, nature of the company, basic investment policies, business varieties and layout control of interested businesses, external publicity (newspapers, radio, television, billboards, road signs), relevant supporting facilities of building materials plaza, basic situation of similar markets around (these contents can help you to compare and analyze), basic skills of negotiating with customers, and our advantages compared with other similar markets.