First, the customer segmentation and positioning
First, to our customers positioning to ABCD class to locate the customer:
Class A: money with the intention of
Class B: money with no intention of
Class C: intention but no money <
Class D: no money, no intention
Second, the top ten channels to expand customers
Next we talk about the channels to expand customers, it is expected that there are ten channels:
1, the simplest and most brutal method, directly in the same industry companies to grab customers.
The operation method on the WisdomLink recruitment listed a number of companies in the industry to do a very good job in the distribution of the situation, for example, there may be 10 P2P companies in the A building, to collect some of these companies leaflets, call to ask about the situation.
Usually, the salesman will take the initiative to tell us that they have a financial salon on a few afternoons.
This is a great opportunity for us to listen to their salon.
The benefits are many:
1) learn their products and techniques;
2) in the process, which is the intention of the customer, basically can be judged;
3) remember that there is an opportunity to exchange contact information with the customer with each other;
4) there is no opportunity for the meeting to end early excuses to flash, to the company's downstairs ......
If you don't want to go to listen, go to their company downstairs to go around on it, in the first floor reception, there will be people ask so-and-so company how to go, these are their company invited customers.
In such a financial building downstairs to go around, every day will meet potential customers, here to get the customer at least B class, A class is also a lot, but many have been in the company deal. But we are not afraid of being rejected, first squeezed into their purchasing sequence and then say, act as a price grinder for the A side of the chant. Insurance companies often say a word, family asset rationing, eggs can not be put in a basket, for these customers investing in other companies is the same, rationing, risk diversification! Oh, this kind of rhetoric buddy you are still familiar with it ......
2, the bank consulting financial customers.
When you go to the bank to do business, or something to go to the banks to do business, to do business is not the main purpose, the purpose is to observe, some customers are going to the bank wealth management manager, they consult the end, you chase out. Generally choose the bank financial customers will be more cautious, or first squeeze into the customer procurement sequence. The customers here are all class A or B customers. In addition, every month on the 10th, 15th, 18th is our customer base of uncles and aunts payday, they are more than 8:00 in the morning in front of the bank queuing up, we do not move?
3, the wholesale market.
Individual owners engaged in wholesale, generally 4:00 a.m. to start working at noon, 2:00 p.m. off. At noon to 2 o'clock this time, a lot of people sitting nothing, take our company promotional pages, generally idle will look at the ......
Many people's booths have our business card or phone number or something, and then communicate in the future on the good thing about it. The acceptance of such customers is still quite fast, do a good job of this channel, the amount of orders should be more than 1-2 times it, and we know what the customer is doing, where the address ...... These customers are collectively positioned as class B customers.
4, get rid of demolition households.
There are many demolition households in Shanghai, many of them in the neighborhood, if more than one, each with a large amount of demolition money, this time the bank's account managers are piled up to visit those demolition households ...... These people are quite good to deal with, as long as they trust you, it will not be reversed!
5, used car market.
These people do more short-term investment. Do second-hand car, pounding Charley's to pound Land Rover is easier to deal with. Because, Land Rover is not good out, rich people will buy used Land Rover? So, we have to find the owner to go ......
6, call.
If the company issued the phone, from the same industry to get is the best customer list. If you want to get your own phone list, the people, 58 to collect some of the owner's phone, used car phone can also be collected. The biggest benefit of these customers is that you can know what industry customers are doing, talk to them about their business, customers talk to us about financial management, or go to the parking lot to get the car uncle, so that he can help you get some car phone, get such a phone, positioning is quite accurate, right.
7, looking for director-level doctors.
What is the saying, the horse does not eat the night grass is not fat, people do not have to make extra money is not rich, you get it in a second ah ......
8, with the insurance of the big mother sister cooperation.
There are some masters of the same industry specialize in this way, a hit an accurate, see this you happy?
9, keep a close eye on the people who put the life.
Those who put the life of the people quite rich, but take such a customer, not a master don't think, it is best that you know a little Buddhism, otherwise there is no basis for communication. Every big city has a relatively centralized release lot, rivers ah, reservoirs ah, mountains and forests ah, you often run to these places in the weekend, there may be unexpected gains, play hard to do it ......
10, the city's large housing exhibition.
If there is, you should go out, quickly go to the mansion booth squatting it, perhaps at the meeting to recognize the luxury customers, the local portal, the newspaper has a lot of news in this regard. Such customers usually have some investment friends around, do a good job, very imaginative.
11, if the company supports, do some super activities, community activities.
Blur our sales proposition. For example, we can do a variety of competitions in the community, out of some prizes. Some financial companies have done square dancing, cultural performances and other programs. The practice is simple, the first is a wonderful show, the middle of the product, but the identity of our company is to sponsor this party. Stage performances, we below the search for customers, to understand the needs of customers, the investment needs of the intention of the customers listed, the last is a telephone visit, yes, remember to take pictures, the next visit to the customer, we also want to send the customer activity photos, the first to give the customer a pleasant surprise before.
Third, the phone was hung, how to break?
1, for customers with investment experience.
Call and say directly: Hello Wang, I am a company's Li, for customers like you who have P2P investment experience, we have updated a product, how much is the return, you can borrow 1 minute of your time, to report to you, perhaps for you, there is a new discovery ......
2, For bank customers.
Hello Wang, I'm a company's Li, for you to have investment needs of customers, we designed a security guarantee, slightly higher returns on past products, the main thing is to be safe, you see whether you can borrow a minute to report to you. Perhaps for you, it is a good thing ......
3, for the network collection or wholesale market customers.
Hello Wang, I'm a company's Li, for you to do a certain kind of business customers, there is a very suitable for your capital turnover, mainly to facilitate the flow of your funds, while in the capital idle period there is an additional value-added.
4, in the face of opposition to the issue, or shrugged off that do not need, not safe, liar, run away.
We can reply: I just want to borrow a minute of your time, not only to give me an opportunity, but also to give yourself an opportunity, in your need, you can take our company to do comparisons, which is better than when you need to have no reference to it (easy to say this sentence, joking tone).
We have to first strive to be able to talk to the customer, usually after this sentence, the customer will feel that your talk a little interesting, well, then you say it ...... Since the customer let us open, then what are you waiting for?
5, that our company has the strength, there is a guarantee.
For example: 1) factoring company, 2) repo company, 3) property insurance for each single, 4) home mortgage. #3 and #4 are really convincing, but where's the proof? Take out the proof of purchase of property insurance and home mortgage contract, notarized certificate from the notary, this persuasive force, than we blah blah blah say 100 sentences work.
Fourth, a few reminders of the telemarketing
1, the first call, to understand the real situation and needs of the customer,
A, the customer has no financial investment habits, where to invest in finance;
B, the customer's work;
C, the customer's expenses.
Knowing this, we can basically determine whether to follow up with the customer. The first call is not going to close the deal. Do not necessarily call with your own company's name, call in the name of the first company in the industry.
Description: Now the industry boss, 80% of the investment customers have understood, we can more easily understand the needs of customers, so the first phone call words, you can be slightly closer, do not give others to do the graft, the industry's first, the reputation, the words are not so important.
2, the second call, introduce their own company;
3, the third call, to meet customer demand.
Fifth, the financial products of the ten core network circle
In Shanghai to do financial products, first of all, we must compile a network of contacts in the region, this is the key, this network of contacts include what aspects? Mainly includes the following 10 areas of people:
1, jewelry, luxury goods sales;
2, the sale of famous cars;
3, all kinds of VIP card sales;
4, the sale of bank financial products;
5, the agent of studying abroad sales;
6, conference sales;
7, Noble school training sales;
8, golf membership card sales;
9, big-name lawyers;
10, big-name feng shui masters.
These 10 categories of people, collectively referred to as close to the rich and powerful people, we know them, is equivalent to indirectly recognize a number of tycoons, we have the opportunity to make a fortune contained therein.
Recognize the 10 aspects of the people, pull them to your QQ group, these 10 types of people are all earning the money of the rich, and their resources **** enjoy, if you can recognize 100 of these people, they can not only have three or five customers in hand, right? So how many contacts will you have in your hands? How many potential customers?
These people help you speak, give you information, you can slowly enter the local rich circle, this is the initial expansion, all of a sudden you have increased a lot of accurate customer base, these customer groups they have been dealt with or are trying to deal with, which is more accurate than the resources to buy.
The purpose of doing the QQ group is resource *** enjoy, we *** with the efforts, *** with the cooperation, mutual benefit *** win. If you need a big-name lawyer, here; if you need a feng shui master, here; if you need jewelry sales, here; what do you need here all have, we are in the value-added services to the hoi polloi. Planning is easy, but the implementation is very difficult, what makes people trust you?
These methods basically do not need capital investment, normal selling goods during the day, the night to get to know these people, but also do not delay the work time, as long as the people and these people to make friends, they will provide you with information, because they also need you to provide him with customers, we all have complementary needs.
Specifically how to communicate with customers, must have a sincere heart.