How Do Shoe Industry Agents Seize The Hearts Of Terminal Distributors?

Symptoms: a marketing friend in the shoe market asked, "why do we have so many customers in our stalls, but there are few customers who finally want to run our brand? It was hard to convene an order meeting and put the hope on the order meeting. As a result, the customers came to see a lot, eat, drink and take everything. Everything is fine. There is no clear intention of cooperation. Even if the order is over, there will be no phone call.
On the other hand, the business agent (branch company) is eager and eager to invest, eager to spend high market fees and ordering the meeting fee, but it can not attract effective distributors, even few interested customers. While facing the dealer's kind of cold and hot, unclear attitude, it really makes the agent anxious and helpless.

I have worked in the first-line market for many years, and I have a deep understanding of the terminal market. This article will not involve how to formulate and implement the investment strategy, how to layout the network, and so on.

Identify customer categories

Now there are three kinds of terminal retailers who choose the brand in the market: one is to make the shoe industry retail for many years, starting from the low-grade shoes, but under the pressure of the market, gradually changing to the brand. This kind of dealer level is relatively low, free and loose has become a habit, there is no concept of brand operation; the other is to operate other brands, and the effect is not ideal, want to change the brand to do, but I think shoes for many years, a mouth is very cattle kind of; another is to do its own industry before, just involved in the shoe industry, want to choose a brand to operate. It can not help but ask, "why do not we do better customers of other brands? Do you want to open another shop to choose the brand?" In the actual market, these customers still have some customers, but they do not belong to the type of customers chosen in the market. Because these customers are relatively well managed, relatively speaking, they are familiar with and familiar with brand operation, and know other brands in the market. If he wants to start a new shop and make another brand, he will not have to choose directly, and he will run directly to the brand in his mind, and there is no need to choose in the market at all.

In view of the characteristics of the above categories of customers, they went to the shoe city to see every lap of the stalls. The first question to ask is: "how much is your shoes? How do containers work? " Many agents will ask, "where are we going to do it?" After answering the question and making sure that the place is still a blank market, the agent answered the above questions truthfully. After getting the answer, the dealer would say that I would hurry up and go, and finally, I would never return.

Where is the problem? Your answer did not satisfy the dealer, and did not answer what he wanted, so it failed to impress him. If you want to have a good answer, you must have a good way of asking questions. However, the common characteristics of the above three types of customers (unaware of shoes) decide that they can not put forward better and deeper problems, so they can not ask for high demands on their questions. However, your answer must be thorough and thorough so as to be attractive to customers. Otherwise, even if our investment conditions are more favorable, even if we are free of hardware and software decoration, free to distribute goods, and take the "sell on behalf" everything is free. If he does not know whether it is true or not, he will eventually go away. How to answer these questions and how to communicate with customers?