In order to avoid advertising suspicion company name I will not say, now I encountered the biggest problem is that I do not know how to recommend the product out, playing cold call to play 100 was hung 99, go out to send a single is always said to be a liar, the p2p company will certainly run road, etc., very helpless. I would like to know how everyone develops their own customers and markets?
(Financial financial sales skills: annual salary of 2.65 million + regional director to tell you to sell financial products 20 customer development channels)
Reply:
Buddy good:)
First of all, the positioning of our customers to the ABCD class to locate the customer:
Class A: have the money with the intention of
Class B: There is money and no intention
Class C: intention without money
Class D: no money and no intention
Well, next we talk about the channels of customer service, I believe you like it, wait a minute, I want a channel, a channel to say that there are expected to be ten channels? Estimated almost, well, please on the eyes:
1, the most simple and brutal method, directly in the same industry companies to grab customers, the operation method on the Wisdom Recruitment listed a number of companies in the industry to do a very good job in the distribution of the company, for example, there may be 10 P2P companies in the A building, to collect a number of publicity leaflets of these companies, 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, hehehe, to the company's downstairs! ...... la la la la.
If you do not want to go to hear, go to their company downstairs to turn around on it, in the first floor of the front desk, 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 talk buddy you are still familiar with it ......
Of course, you can also use the conference of marketing to develop customers. A lot of companies to promote a single, will be in the hotel marketing meeting, we are in its dispersal of the single, so that the customer to do their own comparisons. This type of customer intent will be higher.
2, the bank consulting financial customers: go to the bank to do business, or something to go to the banks to do business, do business is not the main purpose, the purpose is to observe, some customers are going to the bank to find financial managers, they consulting, 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 class 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, wholesale market: engaged in wholesale individual owners, generally 4:00 a.m. to start working at noon, 2:00 p.m. on the end of the day. At noon to 2 o'clock this time, a lot of people sitting nothing, take our company promotional pages, generally idle will look at, hey, a lot of people's booths have our business card or phone number or something, and then communicate in the future on the good thing about it. This kind of customer acceptance is still quite fast, do a good job of this channel, the amount of single should be more than 1-2 times it, and we know what customers do, where the address, well, these customers are collectively positioned as class B customers.
The building materials market is a small and medium-sized bosses gathered. These bosses have a **** the same point, is to have sufficient cash flow. Their funds in the short-term use of a large proportion, so for this part of the population, you can recommend short-term investment, such as: 1 month, 3 months, 6 months of the majority, to avoid short-term idle funds, but also more flexible, will not delay the use of three or five months later, the rate of return is higher than the bank, the return is considerable.
The chances of problems with short-term companies are small and easy to trust. Of course, the time to visit this group of people is best chosen in heavy rain or rain and snow. Because they can not work, and no customers to the door, have time to listen to you nagging. And the odds are good that the owner is in the store. Recently, the country's widespread cooling and snow, you braved the snow to visit people, dedication to people are not in the eyes? What's more, people won't kick you out in this weather, they'll be touched by your spirit, and the impression score will be good. Earn the opportunity for yourself.
4, Shanghai demolition of a lot of Oh, many in the neighborhood, if more, each family has a large amount of demolition money, this time the bank's account managers are piled up to visit the demolition of households ah ...... these people are quite good to deal with, as long as they trust you, will not be reversed!
5, used car market: these people do more short-term investment. Do used car, pounding Charley's to pound Land Rover is easier to deal with. Hey, Land Rover is not good out, rich people buy used Land Rover? Just kidding! Yeah, 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, 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, there is a way to go to the director of the doctor, there is a saying what is called, 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 of the same industry masters are good at this way, a hit an accurate, oh, see this you! I'm not going to be able to do that.
9, keep an eye on the release of people, hey, those who release quite rich Oh, but take such customers, not masters don't want to think about, it is best that you know a little Buddhism, otherwise there is no basis for exchange. Every big city has a relatively centralized release lot, rivers ah, reservoirs ah, mountains ah, you often run to these places on weekends, there may be unexpected gains Oh, play hard to do it ......
10, the city has a large housing exhibition, you should be out, quickly go to the mansion booths squatting it, perhaps at the meeting to meet the luxury Oh, the local portal, newspapers, a lot of people, the local community, the local community, the local community, the local community, the local community, the local community, the local community, the local community, the local community, the local community, the local community, the local community. Local portals, newspapers have a lot of news in this regard. This kind of customer usually have some investment friends around, do a good job, very imaginative.
11, if the company supports, some super activities, community activities, blurring our sales proposition. For example, we can do a variety of competitions in the community, out of some prizes. Well, some financial companies have done square dancing, cultural performances and other projects. The approach is simple, the first is a wonderful performance, the middle of the product, but the identity of our company is to sponsor the party. Hey, the stage show, we below the search for customers, understand the needs of customers, the investment needs of the intention of the customers listed, and finally the phone visit, yes, remember to take pictures, the next visit to the customer, we also want to send the customer activity photos Oh, first to the customer an unexpected surprise before.
To do community activities, you can focus on the elderly group. The retirement salary of the elderly in the Shanghai area is generally not low, and the quality of the resident population is generally high. Elderly people are easy to be emotionally impressed, easy to attack, is the focus of the object.
Open up this part of the population, can be divided into two steps:
First, through the city survey in the relative quality of a little better, a little larger, near the company or a bus line directly to the company's neighborhoods near the table leaflets (convenient for the elderly to visit the company), to do some free blood pressure measurements to send a small gift of the activities.
Of course, the time must be early, because the elderly get up earlier, they or exercise or go to the market to buy food. We every morning at a fixed point in time, a fixed location, curing the time of our activities (every morning at six o'clock on time to set up, dry 2-3 hours to go). Stick to this one neighborhood dry three months will definitely have an effect.
① the elderly see you every day, you become a "familiar stranger", the threshold of success;
② so early out of the work, it seems to be very hard, most of the elderly will be associated with their children or grandchildren. Older people will look at the heartache. Impression points are there.
The second, and the first step is somewhat similar, but the approach is different, is to integrate into the crowd of square dancers, and they dance with them, and then provide them with value-added services, running errands, put the music of the things we have. I've read a news report before that a banker has used this method to pull in millions of deposits. The first thing you need to do is to get your hands dirty.
12, the use of the company's resources in the major supermarkets, food market arrangements stationed. Place the company's promotional leaflets, posters, good conditions have placed wall-mounted TV sets, repeated playback of the company's promotional video (the method of almost all financial companies have to do, in the industry is not a secret.). And the effect is better), and even in some of the car show cargo period of large exhibitions can be seen in the figure of this type of financial company.
One more thing to remind, the mentality aspect is also very important. Buddy you are the industry white, you believe that the company can not require customers and you as immediately to believe our company. Customer rejection is too normal, no one because you send a leaflet to believe you. Even if you send a week a person does not pay attention to you is also normal, but the order of magnitude of this action must be there.
There is also, by the industry, some speculative companies run away from the impact of customer complaints that we are liars, that we will run away from the road is also very normal, at the very least, this person is not our intention to customers, to avoid wasting time on him. Arrange just our mentality to accept this kind of rejection. Just enter the industry, want to accumulate unfamiliar customer resources can not be in a hurry, to follow the principle of slow is fast, you day to accumulate a valid customer, adhere to it is very considerable. Once the transaction, then you can do some referrals, the probability of transaction will increase again.
(Financial sales skills: annual salary of 2.65 million + regional director to tell you the sale of financial products 20 customer development channels)
Call was hung up:
1, for customers with investment experience, call and directly say: Wang brother Hello, I am a company's Li, for you such as the P2P investment experience of the customer, we have updated a products, what is the return, you can borrow your time for 1 minute, to report to you, perhaps for you, there is a new discovery ......
2, for the bank customers: Wang brother hello, I am a company's Li, for your investment needs of customers like this, we have designed a safety and security, earnings slightly higher previous The product, mainly security, 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: Brother Wang Hello, 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 funds, while in the period of money idle The main purpose is to facilitate the flow of your money, and at the same time, during the idle period of the money, there is an additional value added.
4, in the face of opposition to the issue, or shrugged off that do not need, insecure, liars, run ah ...... We can reply: I just want to borrow your time for a minute, both to me an opportunity, but also to give you an opportunity to do their own, in case you need it, you can take the company to do comparisons, which is better than when you need it! There is no reference to be good, right (easy and pleasant to say this, 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, you say that our company has the strength and guarantee, for example, 1) factoring company, 2) repo company, 3) property insurance for each single, 4) home mortgage. Articles 3 and 4 are indeed persuasive, but where is the evidence? Show proof of purchase of property insurance and home mortgage contract, notarized certificate from a notary public, this is more convincing than 100 sentences of our blah blah blah.
A few more reminders:
1, the first phone 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 a deal, hey, not necessarily with their own company's name on the phone ah, to the industry's first company's name on the phone. Note: 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 tactics, you can be a little close, do not give others to do the graft, the industry first, the reputation of the outside world, tactics is not so important.
2, the second phone call, introduce their own company
3, the third phone call, to meet customer demand
Rory talk half a day, do not tell me full of spool Oh, haha ......
In Shanghai to do financial products, the first thing to do is to make up a network in the region, this is the key, this network includes a network of people, this is the key. is the key, this network includes what aspects? Mainly includes the following 10 aspects of the 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 types of people, collectively referred to as close to the rich people, we know them, the equivalent of indirectly recognizing a group of tycoons, we have the opportunity to get rich on which is contained in the Oh ......
Recognize these 10 aspects of the people, pull them to your QQ group, all of the 10 types of people are earning the rich people's money, and their resources *** enjoy, if you can know 100 people, they will be able to get to know the rich people's money, and they will be able to get to know the rich people's money. **The first thing you need to do is to get to know the people in your life, and then you can get to know the people in your life. How many contacts will you have in your hands so that you can enjoy the resources ****? How many potential customers?
These people help you speak, give you information, you can slowly break into 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, we are providing value-added services to the hoi polloi. Oh, planning is easy, I can answer in seconds, but the implementation is very difficult oh, people by what 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 these people and these people make up their minds, they will provide you with information, because they also need you to provide him with customers, we all need to complement each other.
(Financial sales skills: annual salary of 2.65 million + regional director to tell you the sales of financial products 20 customer development channels)
Do a few reminders:
First, make full use of the club resources - the decoration of the luxury club, local entrepreneurs have a sorority, to find ways to recognize the entrepreneurial sorority.
Speaking of this, your problem has been solved. Our team has a real estate top sales master, he used "all transactions are because of love" first for customers to do something for free, one after another to bring back a large number of customers, well, to share with you a small story, look at this small A students, how to visit the vice president of the local entrepreneurial associations.
The use of "champion-level market research", small A students quickly know that the vice president of the local this has a large supermarket, there are two large competitors around the supermarket, he went to see them every day supermarkets have what advantages, what disadvantages? Every thought of a point on the book, and then go to the competing supermarkets to analyze the advantages and disadvantages.
I have written a planning program in the team "how to improve employee loyalty", he spent a week to do a market research report, and then take the program, went to visit the vice president.
After meeting the vice president, A students on this market research report and he talked about, the president of many of his points of view greatly agree with the exchange of small A said: "Look at your employees here are very hard-working, I believe that you certainly have a set of your management methods, right? I would like to ask you for advice."
After hearing this, the vice president of the company, with a proud expression on his face, was very enthusiastic about the conversation.
After listening to him, A students appreciated him, y impressed by his leadership, and then said: "You said it is great, really admirable! I see other supermarket management is not as good as you. By the way, I have learned some management things before, maybe it is also a little helpful to you." He said happily, "Good, you tell me."
Then A moved my set of things out, is a combination of theory and storytelling, so more vivid, image, interesting, the day of the conversation for more than 2 hours, he has been in the praise of A, very appreciated, farewell, the president also specially invited A time to participate in their entrepreneurial party.
From this point on, the vice president of the Chamber of Commerce, Mr. A., has successfully entered the Chamber of Commerce, and later on, he was able to negotiate with a lot of big customers, and the benefits are full.
(Financial sales skills: annual salary of 2.65 million + regional director to tell you to sell financial products 20 customer development channels)