Chinese Relationship Marketing Promotes The Coordinated Development Of Enterprises

Foreword: Westerners first have interest relations, then establish trust in interest relations; and China first has trust and human relationship, and then uses trust and human relationship to do business.

relationship

You may find that more than ninety percent of people are waiting for others to greet you at a meeting that is not familiar with each other. They may think that this is the safest and the easiest way to do so; while others do not, they will come to you and take the initiative to stretch out their hands and introduce themselves. At this time, you are just like a native person who has a psychological dependence on the visitors, because he is the only person you can talk to at this time.

When he actively and enthusiastically walked around every corner of the meeting, he became undoubtedly one of the most important and famous figures in this gathering, which is the difference between initiative and passivity.

If you are not the one who comes by at the party, you need at least the courage to take the initiative to go to the customer, and the wisdom to take the initiative to the customer.

The wisdom is to create relationships on any occasion and develop their sales businesses through relationship marketing.

Mr. Tan summed up two sentences.

It is easy to create emotional connections with customers.

Clever guidance, quickly refused to be recognized and trusted.

The idea of "real sale starts with relationship" makes Dejo Gilad regard paction as the beginning of sales promotion.

After dealing with customers, he did not put their brains behind him, but continued to care about them and show them appropriately.

He sends a greeting card to more than 10 thousand clients every month.

Congratulations on the new year in January, the birthday of Washington in February, and St. Patrick's day in March.

Anyone who buys a car from him will receive his card.

It is because he has not forgotten his client that the customer will not forget Jo Gilad.

Jo Gilad summed up the famous "250 law" in the sales process.

He thinks that there are about 250 people behind each customer, who are close to him: colleagues, neighbors, relatives and friends.

If a salesperson sees 50 people in the first week of the year, as long as two customers are unhappy with his attitude, by the end of the year, there may be 5000 people who are unwilling to deal with the salesman due to the chain effect.

Therefore, in the sales process can not offend any customer, offending a customer is tantamount to offending 250 customers.

Conversely, if you win the reputation of a customer, you will win 250 customers.

The famous marketing expert, Mr. Tan Xiaofang (booking relationship marketing training course, please contact 13733187876) summed up the essence of relationship marketing: do well, do well, do every customer deeply, expand personal influence, and do well in personal word-of-mouth.

Next, you can let customers sell customers free of charge.

That is to say, let customers become your salesmen! The so-called relationship marketing is based on system theory as the basic guiding ideology, turning enterprises into the social and economic environment to investigate the marketing activities of enterprises, and considers that enterprises are a process of interaction with customers, competitors, suppliers, distributors, government machines and social organizations. Correctly handling the relationship with these individuals and organizations is the core of enterprise marketing and the key to success or failure of enterprises.

The relationship layer of relationship marketing can be divided into three levels, one is the internal staff relationship of an enterprise, the other is the relationship with external customers, the three is the relationship formed with shareholders, middlemen, suppliers, governments, competitors, and social organizations, and so on. Two

{page_break}

In the west, they believe that relationship marketing is the establishment of a marketing process to maintain and develop customer relationship.

Its core is to establish friends or contacts with potential customers, and listen to their needs, and get customers' recognition in the four dimensions of contract, mutual benefit, sense of identity and trust, so as to enhance customer loyalty to the product.

In the East, many people like me believe that relationship marketing is the way to achieve product marketing through interpersonal relationships.

We can think of the relationship marketing in the West as "no relationship, relationship, relationship, marketing".

It is the way to teach us to build relationships with our customers.

The relationship marketing in the East is more related, and the relationship is used to achieve marketing.

The root cause of the difference lies in the inconsistent values between the East and the West. The West believes that "life is free, pursuing science and democracy", while the East believes that "life is related to the pursuit of fairness and order."

Orientals believe that there are relationships in life, such as parental relations, kinship, clan relations, and family relations. As people grow up, there are classmates, alumni relations, comrades in arms, colleagues, friends, teacher-student relationships, etc.

These relationships are all human connections that can be used.

Marketing expert Tan Xiaofang said, for this reason, enterprises must abide by the following principles:

First, the principle of active communication.

In relation marketing, enterprises should take the initiative to contact and link with other parties, carry out information communication, and strive for information pparency and democratization.

At the same time, enterprises should take the initiative to serve the parties concerned or to solve difficulties and problems for the parties concerned, so as to enhance partnership and cooperation.

The two is the principle of commitment and trust.

In relation marketing, enterprises must fulfill their promises and win the trust of the parties concerned. This is the foundation and key to strengthen the cooperative relationship.

Three, the principle of reciprocity.

In the process of dealing with the parties concerned, the enterprises must meet the economic interests of the parties concerned and carry out the exchange of products or values of high quality through fair, just and open conditions.

In the modern commodity world, your competitors can imitate your products in a very short time and divide your market share.

But one thing they will never be able to imitate is the good cooperation between you and your customers. Having excellent customer service can not only persuade old customers, but also establish new good cooperative relations with new customers, so as to enhance customer satisfaction and expand the Empire of your customers. Ultimately, competition is the competition for customer resources, and whoever wins customers will win.

To win customers, we must establish a scientific and systematic way of customer service and customer relationship management, effectively develop new customers, retain old customers.

How to implement the concept of customer service and customer relationship management into every process and reflect it in our daily behavior is the focus of this course.

How to make customer satisfaction is an art.

It includes customer behavior psychology, customer service skills and skills, customer complaints handling skills, mentality, methods, understanding of customer needs, questioning methods, and the effectiveness of market activities.

We should analyze problems from the perspective of customers and understand the key elements of customer decision psychology, customer decision process and customer decision making.

Teacher Tan Xiaofang said that we should seize the mentality of our customers, based on the principle of "win-win", and be based on customers' friends rather than God's mindset.

In view of the status quo of the social relationship network formed in China since ancient times, there are countless relations between people and enterprises and enterprises. Making reasonable use of these real relationships to carry out marketing can make enterprise's marketing get twice the result with half the effort.

Especially under such a big change background, the original market operation order was disrupted. If the advantages of the enterprises in the market are not in the right place, they will return to the same starting line with many non dominant enterprises. Whoever can grasp such a golden opportunity to do the work will gain the opportunity in the process of rising the market.

The details are as follows:

1. Search for a relationship network.

Whether for the third terminal, OTC or clinical enterprises, under the current product homogenization and channel pparency industry background, relying solely on product cooperation has been very difficult to achieve rapid marketing.

In addition to products, we should learn to build momentum and take advantage of the situation. We should actively seek for a network of direct connections with partners in specific channels, regions or markets for enterprises to develop fixed-point.

2, make good use of the relationship.

After trying to find a network that can be effectively linked, enterprises should also actively do well in finding the relationship parties and the main partners responsible for their collection and relationship building.

Through related public relations or pfer of interests, we continuously enhance the recognition degree of relevant personnel and companies, so as to ensure that when we cooperate, we can benefit the strength of these key figures, complete the relevant links smoothly, and ensure the long-term stability of cooperation.

3, create a relationship circle.

After the start of cooperation, enterprises also need to find out the relevant personnel related to marketing, and sort out the relevant situations that are closely related to the managers and units in charge of marketing, and docking with these people through various effective situations, and gradually create a business circle in the local relationship to ensure marketing.

4, maintain relationship.

For enterprises, relationships are easy to establish, but difficult to maintain.

After setting up their own relationship network in a certain channel and a certain area, the enterprise headquarters and local business personnel should unite to maintain the established relationship network.

The author said, starting from small things, let the customer satisfaction.

Not only to satisfy customers, it is more important to let customers have a good reputation, become a repeat customer, and volunteer to bring more customers to us.

In this training, Mr. Tan Xiaofang will talk about how to satisfy the customers, satisfy the staff and satisfy the boss through a large number of daily work cases.