Visiting refers to the activity of visiting someone in person or sending someone to a friend's house or a unit that has a relationship with the business to pay a visit. Marketers of unfamiliar visit to learn some basic skills to do. The following is the content of the article I collected and organized the skills of unfamiliar visits by marketers. I hope it can help you!
Tips for marketers to visit strangers
The role of the marketer himself: just a student and listener; let the customer take the role: a mentor and speaker; the preliminary preparations: knowledge about the company and the industry, product knowledge of the company and other companies, relevant information about the current customer, the company's sales policy, a wide range of knowledge, a wealth of topics, business cards, telephone directory. ;
Visit process design:
1, greetings: before the customer (he) did not open his mouth, in a cordial tone of voice to the customer (he) to greet greet greetings, such as: ? Manager Wang, good morning!
2, self-introduction: Bing Ming company name and his name and business card hands on, in exchange for business cards with (him), the customer set aside time to see their own expression of gratitude; such as:? This is my business card, thank you for taking the time to let me see you!
3, narrator: to create a good atmosphere to draw the distance between each other, and ease the customer's nervousness about the visit of strangers; such as:? Manager Wang, I was introduced to your department of Zhang Gong, listening to him say, you are a very easy-going leader?
4, the structure of the opening statement:
(1), put forward the agenda;
(2), the statement of the agenda of the value of the customer;
(3), the time agreement;
(4), ask whether to accept; such as:? Manager Wang, today I am specifically here to learn from you about some of your company's needs for ** products, by knowing your clear plans and needs, I can provide you with a more convenient service, we talk about the time it takes only about five minutes, do you think it's okay?
5, skillful use of the art of inquiry, so that the customer once said enough;
(1), the design of the question funnel; by asking customers to achieve the real purpose of exploring customer needs, which is the most basic sales skills of marketers, inquiring about the customer, the question surface should be used by a wide to narrow way to gradually depth of inquiry. Such as:? Manager Wang, can you introduce your company's overall sales trend and situation this year? Mr. Wang, can you tell us about your company's overall merchandising trends and situation this year? What are the key needs of your company? Your company's demand for **products Your company's demand for ** products, can you introduce?
(2), combined with the use of expanding the method of inquiry and qualifying the method of inquiry; the use of expanding the method of inquiry, you can let the customer free to play, so that he said more, so that we know more things, and the use of qualifying the method of inquiry, so that the customer is never far away from the subject of the talks, to limit the customer to answer the question of the direction of the question, the customer in the questioning of customers, the marketer will often be guilty of the problem is? Closing the topic? Such as: ? Manager Wang, your company's product demand plan is how to report for review? This is an expanded method of inquiry; e.g.: ? Manager Wang, like some of the supply plan we submitted, is the need to pass your approval before the following departments to implement? This is a typical qualifying inquiry method; and marketers should never use the closed topic type of inquiry method, in lieu of the customer to answer, in order to cause the suspension of the dialog, such as:? Manager Wang, you sell ** products every month is about 60,000 yuan, right?
(3), the customer talked about the points to summarize and confirm; according to the process of the talks, you note down the key points of the content of the customer talked about a simple summary, to ensure clarity, completeness, and get the customer unanimous agreement; such as:? Manager Wang, the time I agreed with you today has come and gone, and I'm very happy to have heard so much valuable information from you today, thank you very much indeed! The content you talked about today is one about ? The second is about? The third is about? , it's about these, right?
6, the end of the visit, agreed to visit the next content and time; in the end of the initial visit, the marketer should reconfirm that the main purpose of the visit is to achieve, and then to the customer to describe the purpose of the next visit, agreed to visit the next time. Such as:? Manager Wang, thank you very much for taking such a long time today to give me so much valuable information, according to what you talked about today, I will go back to do a good job of supplying the program plan, and then come back to report to you, you see that I am the next Tuesday morning will be the program to bring over for you to review, do you think it's okay?
Marketers second visit skills
Marketer's own role: an expert program provider or problem solver; let the customer take the role: a constant criticism of the constant recognition of the industry authority;
Preliminary preparations: organize the last customer to provide the relevant information to do a complete set of solutions or response to the program, proficiency in the company's product knowledge, the company's product information, business cards, business cards and other information, and the company's products. The company's related product information, business cards, telephone directory;
Visit process design:
1, telephone pre-agreement and confirmation; such as:? Manager Wang, hello! I am ** the company's small week, last time we talked about very pleasant, we last appointment this morning by me with a set of supply plans to report to you, I nine o'clock sharp to your office, you see can?
2, greetings at the door: the second time to see the customer, still before he opened his mouth, with enthusiasm and old acquaintance tone to the customer (he) greetings greetings, such as:? Manager Wang, good morning ah!
3, narrator: once again to create a good atmosphere of talks, to re-raise the distance between each other, so that customers have a pleasant mood for your visit; such as:? Manager Wang, your office today, a new change in a pair of landscape painting ah, looks really good!
4, the structure of the opening statement: (1), to confirm the understanding of the needs of customers; (2), the introduction of the company's products or programs and the important features of the benefits brought to him; (3), the time agreement; (4), ask whether to accept; such as:? Manager Wang, last time you talked about in the order ** product encountered several problems, they are? This time, we specifically based on the problems you talked about a set of plans and programs, the advantages of this set of plans are? Through this set of programs, you see whether you can solve the problems you encountered, I now give you a brief report, time about fifteen minutes, you see can?
5, professional import FFAB, and constantly cater to customer needs; What is FFAB: Feature: the characteristics of the product or solution, Function: due to the characteristics of the function; Advantage: the advantages of these features; Benefits: the benefits brought by these advantages;
do customer visits to pay attention to the aspects of thedo customer Visit to choose a convenient time for the other party. Generally can be in the afternoon of the holiday or after dinner on weekdays, to avoid visiting the door during the meal and rest time. Before visiting, should be informed as far as possible in advance, agree on a time, so as not to pounce or disrupt the other party's schedule. After the appointment, you should not easily miss the appointment or be late. If you can't make it due to special circumstances, you must try to inform the other party and apologize.
Knocking on the door should not be too heavy or too fast, generally knocking two or three times can be. Do not enter without greeting, even if the door is open, but also knock on the door or other ways to inform the owner of a guest. After entering the door, the visitor brought his coat, rain gear and other items should be placed in the master of the designated place, do not arbitrarily put.
To the people in the room, whether you know them or not, you should take the initiative to greet them. If you bring children or other people, introduce them to the host and teach the children how to address them. When the host serves tea, you should bow from your seat, cupping your hands to receive it and express your gratitude. Smokers should smoke only after the host offers them a cigarette or with the host's permission. When talking with the host, you should pay attention to the time. When you have something important to discuss with your host or ask for advice, you should make your intentions clear as soon as possible, and not waste time talking about it. Leave to take the initiative to say goodbye, if the master went out to send, the visitor should ask the master to stay and thank you, and enthusiastically say "goodbye".
Basic etiquette when visiting customers
Visiting is a regular job, so how to make the visit to do more decent, more effective, is something that must be considered.
Prior to the visit and the other party to agree in advance, so as not to pounce or disrupt the master's plans. The visit should be on time, the length of time should be based on the purpose of the visit and the wishes of the host, usually short rather than long.
If the receptionist for some reason can not be received immediately, you can be in the receptionist's arrangements in the living room, conference room or in the front desk, quietly waiting. If the receptionist did not say ? Please feel free to visit? Such words, and casually looking around, and even stretched his neck curiously to the room? or even sticking their necks out and peeking into the room curiously.
It's very rude to look around and even stick your neck out and peek into the room.
People who have a habit of smoking should be careful to observe whether there is a no-smoking warning around. Even if there isn't, ask the staff if they mind smoking. If the wait is too long, explain to the staff concerned and set another time, without showing impatience.
Don't argue even if you don't agree with the receptionist. Thank the host appropriately for his or her help. Be aware of the receptionist's demeanor, and stop when appropriate. When the receptionist has impatient or difficult performance, should change the topic or tone; when the receptionist has the end of the meeting indicated, should have the sense to immediately get up and leave.
When you arrive at the location of the interviewee, be sure to knock gently with your hand, enter the house and wait for the host to arrange and sit down. When later guests arrive, the first arriving guest may stand and wait for introductions or a nod of the head.
The visit should be polite and courteous, paying attention to the details of the general interaction. Say goodbye to the host and other guests one by one, say ? Goodbye? and? Thank you? ; the host to send off, you should say? Please come back. "Please return", "Please return", "Please return", "Please return", "Please return". Please stay? and "Goodbye". Goodbye.
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