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Marketing Strategies That Customers Can'T Refuse

2009/4/28 15:02:00 42012

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For most marketers, visits to potential and target customers can be said to be the first step in the market.

How to effectively visit customers and reach our purpose of finding agents or distributors is a problem that every marketing novice is pondering and the skills to be urgently grasped.

In the specific marketing practice, some customers who are more influential in the local regional market often ignore the marketing novice because they receive more business day by day.

It is also common for marketing novice to get cold shoulder or even shut the door.

The author's experience is:

　　一、知己知彼，做好調查

When you first arrive in a strange area, before you meet with the target customers and potential customers, as a salesperson, you must first make a preliminary investigation of the local regional market, including the local sales situation, consumption habits, the general market capacity of your products, the basic conditions of customers, the operation mode of similar products, the agents or distributors of other products, and so on. When doing so, it is possible to have "words to say" when communicating with the target customers.

A person who talks with others during a visit is a novice marketing novice who naturally does not arouse customers' interest and attention.

Perhaps you may not be more familiar with the local market than the customers, but most of them can not know nothing about it.

At least you should be an expert or half expert in your products.

For example, Xiao Zhang is a business operator of a rather unknown water heater manufacturer. He first visited a regional market and looked through a local telephone directory to find a more famous household electrical appliance agency. He hurried to visit.

Fortunately, the company boss met him directly on the same day.

After greeting, the boss asked Xiao Zhang, "if I operate your brand, how do you prepare for it?" Xiao Zhang said, "we are generally small agent."

In fact, the customer is one of the most influential customers in the local area. The network is mature and the capital is abundant. The brand of the customer is basically the provincial agent. And the boss depends on the old strength of seniority and does not act as a proxy for the famous brand.

After listening to "Oh", the boss began to change the topic, and he sent away Xiao Zhang in a few minutes without talking about specific cooperation.

This is mainly because he has not done the most basic investigation.

　　二、突出人格，建立個人影響力

When visiting customers, the first impression of customers is not products.

It is the marketing staff of the manufacturer, who are not experienced in marketing because of their initial entry.

But by communicating with others and highlighting their own character, they can establish their own personal influence.

No matter what business is done, the impression of the salesperson's character to the customer is very important.

I heard a lot of bosses emphasised when they trained salesmen that they wanted to be a prior person.

It's not unreasonable to think about it, because things are always done by people.

An honest, trustworthy and trustworthy person always makes people feel trustworthy.

It is reassuring to cooperate with such a salesperson, sometimes even if he is just a new salesman.

These can be reflected by the words and deeds of Marketers: his values, comments on people's affairs, ways of doing things, habits and so on.

　　三、以成功案例引起關注

Although he is a novice in marketing, the company's products may be vivid and influential in some markets.

Therefore, for the novice of marketing, when visiting customers, they can enhance their persuasion with practical cases. Businessmen are most concerned about whether they can bring benefits to a product.

Successful cases in other regions can give them confidence and enough attraction.

People can make money by manipulate this product, so can he.

We can learn from other market specific operation methods, marketing mode, promotion plan, input and output of customers, network condition, sales volume and after sale guarantee.

Communicating with customers through specific cases is much better than talking about some beautiful prospects. One saying: the power of example is endless.

In fact, in this regard, there are more applications in the health care industry. Most of them choose a regional market to do a pilot project. After successful start up, they quickly copy and spread to other areas. There are many typical cases in the household electrical appliance industry, such as OTLAN in Hunan.

Editor in chief: Xu Qiyun