Knock on the door with money.
Almost everyone is interested in money, and the way to save money and make money can easily arouse customers' interest.
"Manager Wang, I'm here to tell you how to save half the electricity bill."
"Director Li, our machine is faster, consumes less power and has higher accuracy than your current machine, which can reduce your production cost."
"Manager Chen, are you willing to save 50,000 yuan on towel production every year?"
2. Sincere praise from the heart
Everyone likes to listen to good words, and customers are no exception. Therefore, praise has become a good way to approach customers. When praising prospective customers, you must find out the features that others may overlook, and let prospective customers know that your words are sincere. If a compliment is insincere, it becomes flattery, and the effect is definitely not good.
Praise is harder than flattery. You must think clearly first, not only with sincerity, but also with established goals and sincerity.
"Mr. Wang, you are so beautiful." This sentence sounds like flattery. "Mr. Wang, your hall is designed uniquely." This sentence is a compliment.
Here are two examples of opening remarks praising customers.
"Manager Xu, I heard manager Zhang of XXX say that now is the best time to do business with you. He praised you as a warm-hearted and frank person. "
"Congratulations, Yang Zong. I just read your special report in the newspaper. Congratulations on your election as one of the top ten outstanding entrepreneurs. "
Take advantage of curiosity
Modern psychology shows that curiosity is one of the basic motives of human behavior. Liu Jiaoshou of Jackson State University said, "Exploration and curiosity seem to be the nature of ordinary people, and mysterious things are often the objects that everyone is familiar with and concerned about." Things that customers are unfamiliar with, don't know, don't know or are different often attract people's attention, and salesmen can use everyone's curiosity to attract customers' attention.
A salesman said to a customer, "Mr. Chen, do you know what the laziest thing in the world is?" The customer is confused, but also curious.
The salesman continued, "it's the money you hide and don't use." They could have bought our air conditioner and let you spend a cool summer. "
A carpet salesman said to his customers, "You can carpet your bedroom for 16 cents a day." Customers are surprised by this,
The salesman went on to say, "Your bedroom is 12 square meters, and the carpet price in our factory is 24.8 yuan per square meter, so you need 6 yuan. Carpets in our factory can be laid for five years, one day a year, so the average daily cost is only 16 cents. "
The mysterious atmosphere of the salesman aroused the curiosity of the other party, and then skillfully introduced the products to the customers when answering questions.
Borrow a third person to get attention.
Tell the customer that a third party (the customer's relatives and friends) asked you to come to him.
This is a roundabout tactic, because everyone has the mentality of "looking at the Buddha instead of the monk", so most people are very polite to the salesmen introduced by relatives and friends.
"Mr. Ma, your good friend Mr. XXX asked me to come to you. He thinks you may be interested in our printing machinery, because these products have brought him a lot of benefits and convenience. "
Although it is very useful to promote your own methods under the banner of others, you must be careful that it must be true and never make it up yourself, otherwise it will be revealed once the customer checks it.
In order to win the trust of customers, it would be better if you could show your business card or letter of introduction.
5. Give a famous or artificial example.
People's buying behavior is often influenced by others. If a salesman can grasp the customer's psychology and make good use of it, he will certainly receive good results.
After Director Li and General Manager Zhang adopted our suggestions, our business situation has been greatly improved.
Take well-known or man-made enterprises as an example, you can strengthen your momentum. Especially if the example you give happens to be an enterprise that customers admire or an enterprise of the same nature, the effect will be even more remarkable.
Keep asking questions
Salespeople ask questions directly to customers and use them to attract their attention and interest.
"Director Wang, what do you think are the main factors affecting the quality of your products?" Product quality is naturally one of the most concerned issues for the factory director. The salesman's question will undoubtedly guide the other party into the interview step by step.
When using this technique, we should pay attention to the questions raised by the salesman, which should be the most concerned issue of the other party. The question must be clear and specific, and the words should not be vague and ambiguous, otherwise it will be difficult to attract the attention of customers.
7. Provide valuable information to customers.
Marketers provide customers with some useful information, such as market situation, new technology, new product knowledge and so on. This will attract customers' attention. This requires marketers to stand in the customer's position, think for customers, read newspapers and periodicals as much as possible, master the field dynamics, enrich their knowledge, and cultivate themselves into experts in this industry.
Customers may deal with salesmen, but they have great respect for experts. For example, if you say to a customer, "I saw a new technological invention in a publication and found it very useful for your factory."
Marketers provide information to customers, care about their interests and gain their respect and goodwill.
8. Timely product display.
Marketers use all kinds of dramatic actions to express the characteristics of products, which can attract customers' attention best.
A salesman of fire protection products was not in a hurry to talk after meeting a customer. Instead, I took out a set of fire-proof clothes from my bag, put them in a big paper bag, and immediately lit the paper bag with fire. After the paper bag was burned, the clothes inside were still intact. This dramatic performance aroused great interest from customers.
The salesman of high-grade tie just said "this is a high-grade tie of XX brand", which has no effect. However, if you knead the tie into a ball, flatten it easily and say "this is a senior tie of XX brand", it will leave a deep impression on people.
9. Use products to arouse interest
Marketers use products to attract customers' attention and interest.
The biggest feature of this method is to let the product introduce itself. Attract customers with the thrust of products.
When the director of a township enterprise put the leather shoes with novel design and exquisite workmanship produced by the factory on manager Wang's desk, the manager couldn't help but brighten his eyes and ask, "Where was this made?" How much is a pair? "Guangzhou case factory salesman to Shanghai watch factory to sell. They prepared a product box with exquisite and dazzling new products. After entering the door, they opened the box and attracted customers at once.
10. Ask the customer humbly.
Marketers attract customers' attention by asking them questions.
Some people are good teachers and always like to guide, educate others or show themselves. Marketers deliberately find some questions that they don't understand, or ask customers for advice without knowing it. The average customer will not refuse to ask for advice with an open mind.
"Cheng, you are a computer expert. This is a new computer that I developed. Please give me guidance. What's wrong with the design? " With this compliment, the other party took the computer data and flipped through it. Once attracted by the advanced technical performance of computers, sales promotion is completed.
1 1. Give a small gift
Everyone has the psychology of being greedy for petty gain, and gifts are marketed by using this psychology of human beings. Few people will refuse free things and take gifts as a stepping stone, which is both fresh and practical.
Dr. Goldman, the most authoritative sales expert in the contemporary world, stressed that it is very important to say the first sentence well in face-to-face sales promotion.
Customers listen to the first sentence much more carefully than the latter. After listening to the first sentence, many customers consciously or unconsciously decide whether to send the salesman away as soon as possible or continue to talk. Therefore, marketers should seize the attention of customers as soon as possible to ensure the smooth progress of marketing return visits.