How to expand customer skills
How to expand customer skills, in the workplace mainly depends on the individual's ability to work, to learn to healthy competition in order to open up the road for themselves, the workplace network is also a little bit of accumulation, the invisible traps in the workplace is a lot of how to expand customer skills, those things in the workplace.
How to expand customer skills 1Strong> Stranger.
According to the project to determine the surrounding potential customers are located in the unit and office area, arrange for personnel to carry the project information to the customer location to visit, through in-depth communication with the customer, to understand the customer's details, identify the customer's degree of intent.
Business district distribution.
In the project market period, strong sales period, marketing nodes, choose the holiday time, arrange personnel to the project surrounding and the city's high-traffic places to hand out, make every effort to obtain customer information.
Group buying activities.
Analyze the companies around the project or places with target customer groups, understand the information on the number of group purchases and the acceptable price range, and exchange a lower price for rapid demutualization through group purchases.
Sales linkage.
In some places where the target customers consume, such as clubs, restaurants, car clubs, etc., through cooperation with merchants to achieve the purpose of resource **** enjoyment and mutual benefit.
Petrol stations.
Choose a gas station with a large flow of customers to cooperate, for interested customers to briefly introduce the basic situation of the project, it is best to leave the customer's contact information, easy to follow up and relationship maintenance. In addition, you can also prepare some small gifts or flyers, to refueling waiting customers to send a small gift and flyers, and do some simple explanation, interested personnel to note down the contact information.
Line of motion blocking.
Define the target customer groups, to the intersection, bus stops, customers usually dining focus points and other line of interceptions, to take the building billboards, bus stops, body ads and other outdoor advertising to publicize the way, to collect information on the intention of customers.
Small Area Coverage
Go to the community where people gather steadily, bring the relevant activity props to sweep the building and sweep the street in a planned manner, send out flyers, or put up posters or advertisements in the community, or set up a fixed consulting point, in order to excavate and maintain the customers in this way.
How to expand customer skills 2
First, the business district to send a single
Applicable projects: high-end, mid-range and mid-range below
Work cycle selection: basically throughout the entire marketing process of the project, the single largest amount of time should be chosen to build up the customer period and the strong sales period.
Selection of customer care personnel: according to the actual staff of the project and project volume arrangements, generally need to be equipped with at least one customer care supervisor
Selection of the scope of customer care: the project perimeter and the city's focus on the busy area, the flow of people and the grade of the business district is the main criterion for the selection of business districts
Purpose of the work: to convey a wide range of information about the project and the effective collection of customer information
Work Arrangement:
1. Develop a complete customer care plan
2. Identify the customer care personnel and conduct relevant training (including basic project information, core selling points and advantages, and customer care speech and skills), and conduct relevant assessments after training
3. Arrange customer care cycles and time nodes, choosing holidays and weekends, as well as weekdays when the shopping district has a large flow of people
4.
4, to expand the selection and division of the business circle, and in advance to step on the spot and draw a map to expand the customer
5, to expand the customer to implement the customer plan, a wide range of orders in the business district, and make every effort to retain the customer's information
6, statistics on the daily amount of orders and retention of electricity, and to expand the customer's work experience and customer skills to share, and to improve the morale of the team
Audit Standard: Work audit standards based on the amount of distribution and effective retention of electricity, the amount of reasonable daily distribution of leaflets per person should reach 200-300, effective retention of electricity at least 20-40 groups. According to the project volume, grade and different promotion efforts, the distribution volume and effective retention of the two data can be adjusted according to the project's own situation.
Second, the line of motion blocking
Applicable projects: high-end, mid-range and mid-range below
Work cycle selection: the period of customer storage and strong sales period
Customer selection: the salesman and the honeybee is mainly
Customer range selection: the project around the major trunk roads and intersections, the target customers
Customer selection: the work area of the commuter bus stops, the target customers
The project will be the first time in the world that a customer has been in the market. Work area of the commuting bus stops and along the road, as well as along the way to the main places of consumption in daily life (such as supermarkets, food courts, restaurants, etc.)
Purpose of the work: to the main target group of customers to convey project information, capture the intention of customers
Work arrangements:
1, to determine the main target group of the project, and analyze the relevant points of information on the customer group
2, and the target groups of work, life, leisure and entertainment line of analysis, to determine the line of intercepting points, such as intersections, bus stops, customers usually dining gathering points, etc.
3, to determine the line of intercepting methods, the main way to take outdoor advertising publicity, including Optimus Prime, the building (roof) billboards, bus stops, street lamp light boxes, body advertising, etc.; can also be supplemented by the project surrounding the crowd of people Aggregation of people around the project area spot leaflets or the establishment of mobile promotion station and other specific forms
4, regular summary of the effectiveness of the work, analyze the effectiveness of the advertisement and staff leaflets, and then improve
Audit criteria: no
recruiting features:
1, wide coverage of publicity, point-to-point dissemination of information to a high rate of arrival
2, the real prospective customers with the intention of buying persuasive Purchase intention of prospective customers persuasive power
Third, community coverage
Applicable projects: mid-range and below mid-range, mainly for the first phase of large-scale general residential projects and small and medium-sized projects of the end of the house
Selection of the work cycle: the main focus on the period of accumulation of customers, followed by the period of strong sales
Selection of the personnel for customer service: mainly salespersons and small bees, the main focus of the work cycle. Salespersons and bees are the main ones, and there can be a supervisor in charge of customer promotion
Selection of scope of customer promotion: the communities where the project is located in the region where the people are stably gathered
Purpose of the work: to expand the project's influence and popularity, and to tap the potential geo-customers in the surrounding area
Arrangement of the work:
1, divide the communities where the project is located where the people are stably gathered
2, arrange the relevant arrangements for the project, and then arrange the relevant arrangements to be made in order to ensure that the project will not be affected by the project.2. Arrange for the relevant customer service personnel to carry out planned sweeps and street sweeps with relevant props
3. Post project posters and advertisements in the community where residents gather and set up fixed consultation points
4. Arrange for a certain number of fixed or mobile customer service personnel to conduct customer excavation and maintenance within the community
5. If conditions permit, open the community to see the housing Special car, regularly receive customers to see the house
Audit standards: each group to complete at least two communities per day to cover the work, according to the size of the community to carry out an appropriate increase
Tender features:
1, in a certain area of the coverage of a wide range of coverage, coverage does not make a detailed analysis, to the basic full coverage of the main;
2, the information to achieve a full range of contacts in the relative areas
3, covering a large number of target sources, poor precision, quantity for quality, with time to cultivate customers.
Fourth, the exhibition blast
Applicable items: high-end, high-end, mid-range
Work time selection: the period of storage and strong sales.
Staff selection: elite salesmen.
Work place selection: large exhibition site.
The purpose of the work: to accurately convey the project situation to the target group through the exhibition, and to attract customers on the spot.
Work Arrangement:
1, contact with the exhibition organizer in advance, and strive for favorable booths (if in the housing exhibition, the location choice to avoid and better than their own project adjacent; if the exhibition for the car show or jewelry exhibition to choose the obvious location, such exhibitions are more suitable for high-end and high-end projects to participate)
2, the development of outstanding image design, in the show Distinguish from other projects of the same type
3. Arrange for elite salesmen to make efforts in the exhibition, communicate with visiting customers, and complete the registration of customer information and the work of soliciting visits on the spot
Audit standard: none
Characteristics of the move:
The target customers are relatively pure and concentrated, and the customer groups have higher purchasing power, which makes it easier to excavate potential customers and intention customers
The target customers are relatively pure and concentrated, and the customer groups have high purchasing power, so it's easier to excavate potential customers and intention customers.
Five, oil station clip newspaper
Applicable projects: mainly for high-end projects and investment projects
Selection of the work cycle: to build up the period of the main
Selection of the personnel to expand the customer: the planning staff is responsible for the coordination of the work of the station in the early stage, and the later material delivery by the sales staff of the field is responsible for
The customer is not the only one, the customer is not the only one, the customer is not the only one.
Selection of scope of customer attraction: petrol stations in the project area and the surrounding business district, and all petrol stations in the urban area with a high rate of arrival
Purpose of the work: to deliver the project information and capture the intentional customer base
Work arrangements:
1. Analyze the arrival of customers at each petrol station, and try to choose petrol stations with a high rate of arrival to cooperate with them
2. Channel personnel to the gas station for cooperation and communication, to the gas station personnel to clarify the requirements for cooperation, and its simple training, it is best to be able to interested customers at that time a brief introduction to the basic situation of the project, while leaving the customer's contact information
3, ready to prepare the materials, including the clip newspaper and gifts, etc., the cooperation of the gas station on a regular basis for the material to supplement
Audit Standard: None
Stroke features:
1, this move to grasp the customer base is relatively accurate, the gas station is targeted at the customer base is a car family, including government cars and private cars, cabs, etc., whether it is the car officials or driving bosses and business executives, are recognized as the most consumer power of the crowd, but also constitutes the main body of the project consumption,
2, by Gas station delivery of promotional products, it is easy to lock this part of the high-end crowd, the product information quickly conveyed to high-end customers, there is no stay in the middle, there is no intermediate links, rapid and effective.
3, directly targeting customers with spending power, less advertising waste, cost savings, high effectiveness;
4, one-on-one delivery by the gas station staff, without stopping in the middle, and quickly reach the hands of the target customers;
Six, shopping malls exhibition
Applicable projects: all types of projects are
Selection of work cycle: customer storage period and strong sales period
Selection of personnel to expand customers: mainly sales and bees, with a director of customer service
Selection of the scope of customer service: key shopping malls, commercial centers, key markets, and other key public **** places within a certain radius of the distance around the project; the target places within the scope of the traffic line
The purpose of the work: Widely transmit project information, explore and collect customer information
Work Arrangement:
1, according to the actual situation of the project to select the appropriate department stores or outlets, and contact the venue as well as the arrangement of the relevant props
2, the development of the order of the exhibition tour and timetable, in accordance with the rhythm of the unfolding
3, the expansion of customer service staff into a fixed reception and mobile distribution staff, the former is responsible for booth reception and registration work, the former is responsible for booths and registration work, the former is responsible for the reception and registration work, the latter is responsible for the reception and registration work. The former is responsible for the reception and registration of the booth, the latter is responsible for the booth around and in the field of leaflet publicity work
4, if conditions allow, it is best to arrange for a real estate shuttle bus in each exhibition point, to be able to timely and effective transportation of the intended customers to see the house
Audit standards: based on the different stores of their own traffic, the development of the daily project leaflet distribution and retention of the amount of
Tactics features:
1, increased the project's reception, expanding the project's influence and the accumulation of sources
2, the tour location and time can be flexibly controlled
3, the choice of the tour location is more targeted, such as high-end projects to choose the high-end commercial premises
seven, corporate group purchasing
Applicable projects: high-end, mid-range and mid-range below
Work time selection: the project's customer storage period and the final stage.
Selection of customers: managerial level or above or have a special relationship with the salesman
Selection of the scope of customers: the project around the schools, hospitals, factories, parks and other enterprises and institutions
Purpose of the work: through the group purchase of the enterprise to talk about the price of a slightly lower price in exchange for the project's rapid demobilization
The way to work arrangements:
1, analysis of the project Analyze the many enterprises and institutions in the vicinity of the project, select the relevant units with a certain scale and suitability, and arrange the relevant development personnel
2, contact with the relevant enterprises to understand the quantity of information on the enterprise's desire to group purchase and the acceptable price range
3, analyze the decision of whether the enterprise is suitable for the group purchase of the project
4, in the event of obtaining the relevant and accurate information, contact with the Party to obtain the consent and approval of the Party. A party's consent and recognition
Audit criteria: none
招式特点：
1, there is a certain opportunity to deal with a large number of customers in a short period of time, for the rapid demutualization of the project has a very good help
2, the party will need to give up a certain amount of profit, and the negotiation of the price of the group purchase and coordination of certain difficulties
eight, Relocation graft
Applicable projects: ordinary and mid-range and high-end residential projects
Selection of the work cycle: the whole marketing
Selection of customer care personnel: the marketing department staff and sales staff are mainly
Selection of customer care scope: the project with the region of the demolition of neighborhoods in the same area, and demolition of neighborhoods with the same quality of the other areas
Work purpose: to deliver Project information, locking demolition customers
Work arrangements:
1, prior to searching for the project around the demolition and demolition of the area to be demolished
2, to understand the demolition area of the relocation plan, in the beginning of the expansion of customers before the beginning of the demolition of the relocation of the community to understand the relocation of the planning and relocation of projects back to the basic situation, which is conducive to the expansion of the customer process to capture the customer's main demands, to do the right remedy
3, in the area of demolition of the project in the same region, the demolition of the community in other areas of the same quality
3, in the demolition of small areas to set up the project exhibition area, the organization of professional sales team in the demolition of small areas, if feasible, can be introduced door-to-door to seize the first opportunity
Audit criteria: no
strokes features:
1, expanding the object of relatively concentrated, customer demand point is relatively unified, it is easy to reach the intention of the group purchases;
2, it is easy to
This is the first time I've ever seen a company like this one.
Nine, merchant direct marketing
Applicable projects: suitable for all projects, but more suitable for ordinary residential, investment or self-employment projects, especially small projects
Work cycle selection: the period of customer storage and strong sales period
Selection of customer service personnel: salesmen and bees are the main
The scope of customer service Selection: the project periphery and various types of professional markets in the city, such as building materials market, home appliance market, food market, etc.
Purpose of the work: to widely publicize the project, pass on the information of the project, and to explore the potential customers
Work Arrangements:
1. Collect and organize the information on various types of commercial markets within the specified area, select the target market, and conduct a detailed research to understand the market
2, the arrangement of customer care personnel to carry out direct marketing customer care, customer care grouping, the best personnel and market fixed allocation, to facilitate the follow-up of continuous cultivation, cultivation of customer source
3, for the more intentional merchants to carry out long-term focus on the follow-up, and more influential merchants in the region to carry out the focus of the attack, digging for potential customers
Audit criteria: no
Tender features
1, the crowd is easy to divide, find the difficulty is small;
2, the information to reach a relatively high rate;
3, merchant contact information and other information is relatively easy to collect;
4, it is easy to form a point of breakthrough, hit a piece of the effect.
5, can form a targeted customer service rhetoric.
Ten, customer strangers
Applicable projects: high-end, medium-high-end, mid-range and mid-range below
Selection of the work cycle: the project marketing the whole process
Selection of customers to customers: a group of two people to visit the number of groups by the project
Selection of the scope of customers: the government administration, health care and educational institutions, large enterprises
Purpose of the work: through the direction of the targeted source of customers to tap the project's potential customers
Work arrangements:
1, in view of the project, to determine the project around the potential customers of the various enterprises and institutions, business offices, etc.
2, to 2 people in a group, to the target groups of activities to visit, with the project image display manual, and customers to talk y, understand the customer details, understand the target population willingness to identify the degree of intent
Audit standards: each group of 10 or more groups of customers per day, collect detailed customer information, fill out the customer level card, categorized, and submit a daily summary of the work
1, looking for potential customers of the project is more targeted, to get deeper customer information and the degree of intent
2, in the process of strangers is more difficult, easy to hit the wall, the ability to open up the customer staff have certain requirements
eleven, competitor interception
Applicable items: suitable for all projects, high-end residential projects, the project is not a good idea. All projects, high-end residential projects, investment projects will be more effective
Selection of work cycle: the whole marketing
Selection of customer care personnel: mainly sales staff
Selection of the scope of customer care: with the same quality of the project, similar to or slightly worse than the quality of the project to be pushed near the project; in the same area near the neighboring projects
Purpose of the work: targeted Intercept the customers of competitors around the project
Work Arrangement:
1. Analyze the overall regional market situation in detail, and determine the main competitors around the project through the analysis of the project
2. Understand in detail the recent sales of competing projects, as well as the strengths and weaknesses of the project to be promoted in comparison with the
3. The customer's demand to introduce the advantages of the project
4, the team will try to bring the project to the project site to explain the field
Audit criteria: None
Characteristics of the move:
1, the intercepted customers with high intent
2, due to the thinking of the preconceived notions, often the customer will be more inclined to the first understanding of the project, which is a difficult point in the application of the move
2, because of the first thought, often customers will be more inclined to the first understanding of the project, which is a difficult point in the application of this move
XII, business linkage
Applicable projects: suitable for all projects, especially high-end projects
Selection of the work cycle: the whole marketing
Staff selection: planning-based
Linkage range selection: and the project's target clientele coincide with the relevant businesses, institutions or groups, such as: car clubs The launch of certain commodities, certain product promotion, various circle exhibitions, etc.;
Such activities can not be determined before the start of the customer information, after the event, there is information to organize, expanding the customer can collect such source information.
Specific approach: take the form of grafting or sponsorship or other forms of relationship intervention, such as conditions allow on-site promotion of the project, the collection of this activity source information, can also be carried out interactively
Second, there are detailed information on the group data collection of personnel to expand the customer
Various associations, organizations, detailed information on the personnel Collecting, expanding customers.
Specific methods: collect customer information, stranger or use interactive activities to contact customers and promote customer interest in the project.
Stroke features:
1, part of the target customers and the project product match is high;
2, and part of the target customers to communicate with the meeting is relatively easy;
3, the collection of source information is relatively easy;
4, can be formed to target the rhetoric.
How to expand customer skills 3
1, to create a personal IP is the solution to your business is difficult to do an effective program
In today's era of product surplus, want to do business to make money, the key to see if you have a good sales channel and a stable customer base, the traditional sales channels, whether online or offline, most of the existence of low foot traffic, diversion costs high
The traditional sales channels, both online and offline, are mostly characterized by low traffic, high diversion costs, and fewer customers, poor stickiness and low repurchase rate.
How can we achieve effective low-cost diversion, and can establish lasting trust and stickiness with customers? Creating personal IP is one of the very effective methods. The process of creating a personal IP is the process of continuously delivering value to potential customers for free. This process can effectively build trust and stickiness with potential customers, and in addition, the value will generate attraction, and foot traffic will be attracted by the value delivered by the personal IP.
2, open store to understand community marketing, do not make these five mistakes
In the era of the mobile Internet, open store often make five big mistakes, you have made a few.
First, never add the customer WeChat, the future no longer have a channel to contact and communicate with the customer;
Second, that is, after the addition of WeChat, never in the circle of friends layout, show the product selling points and team status, as well as the information of the personal brand, in addition to the advertisement or advertisement;
Third, did not give the customer in the WeChat for label classification, and for different customer Carry out corresponding WeChat group feedback activities;
Fourth, is never launched customer fission, ignoring the power of low-cost customer acquisition in the era of the mobile Internet; the fifth is never recognized the era of the mobile Internet, the fans are the asset management fans, is the main work.
3, simple three sentences will be other people's customers into your customers
A restaurant in order to enhance the rate of entry, the owner of the neighborhood to find a popular milk tea store, said three sentences
The first sentence: my restaurant is open in the vicinity of the store, and I intend to purchase your store's milk tea as a gift back to the customer
The first sentence: my restaurant is open in the neighborhood, and I intend to purchase your store's milk tea as a gift back to the customer.
The second sentence: customers come to you to consume milk tea, you can give back a 30 yuan restaurant coupon to him, this coupon in our store no threshold to use,
The third sentence: in our restaurant customers will be consumed after the meal to you to get a complimentary milk tea to give you the popularity of the
Milk tea store owner listened to nodded, which is the cross-border cooperation, mutual
The third sentence: in our restaurant consumption of customers will go to you to get a free milk tea to bring you popularity
Milk tea store owners listen to nodding, this is the cross-border cooperation, each other
The first step: invite customers is not hard to pull customers into the group, but to attract customers into the group, to attract customers into the group there are two ways:
1, do a customer welfare lottery group poster.
2, to the store consumption customers into the group to send small gifts. This will soon allow the group to have a precise customer to their own group.
Step 2: Every day at a fixed time, began to take customers together to do the game, invite new members, share their stories, look at the picture to guess things, are prize activities, every day to send out a few gifts. Customers come to claim their prizes, sun to the group, and will help the owner of the store to send the sweepstakes to the circle of friends.