How To Mine And Cultivate Prospective Customers

customer

。

This story gives us a very deep understanding: customers come from prospective customers, and the question is how to find these prospective customers.

If we can always maintain a certain amount of valuable prospective customers, we will guarantee ourselves that we will get a real income for a long time.

Prospective customers are the biggest assets of salesmen. They are the basis for salesmen to survive and develop.

So what exactly is a "quasi customer" so that we know how to find it?

Two. Three conditions for prospective customers

The so-called quasi customers refer to customers who may purchase.

Prospective customers have at least three conditions: a prospective customer is such a person (MAN).

Money (MONEY)

Money, this is the most important point.

When a salesman finds a prospective customer, he has to think: does he have the ability to pay?

Can he afford these things?

You can sell a Mercedes Benz to an office worker who earns only 1000 yuan a month. Can he afford it, though he really wants to buy it?

Power (AUTHORITY)

Does he have the power to decide to buy?

The reason why many salesmen fail to make a final deal is to find the wrong person and find someone who has not decided to buy it.

Xiao Zhang advertised business in advertising agency, and talked with a vice president of a beer company for two months. They all agreed with each other, but when the general manager was his wife.

Think of it, a company wife as general manager is deputy general manager. Does he have the right?

Xiao Zhang spent a lot of time.

Sometimes users, decision makers and purchasers are often not a person, for example, a child wants to buy toys, he is the user, the decision maker may be a mother, and the purchaser may be a father.

Who should you recommend?

Demand (NEED)

When you sell the object, besides purchasing power and decision right, it depends on whether he has any need.

Mr. Liu has just bought an air conditioner, and you sell air conditioners to him. Although he has the ability to purchase, namely, M and A, he has no need (N) and can not make up a MAN. Naturally, he is not the person you are looking for.

Those with the above three conditions (MAN) are the prospective customers we are looking for.

Of course, in marketing practice, many methods are constantly changing. We should know how to use flexibly and not stick to rules and dogmatism.

Three, the basic method of finding prospective customers.

Reason: recommend products directly to your relatives and friends if he is married, including his wife's in laws.

Introduction: request reasons, or existing customers to introduce you, recommend their acquaintances to be your prospective customers.

The introduction of law and reason is based on good human relations.

So the success rate is relatively large.

Strange visits: to find a good visitor, direct visits, this method is a long-term survival of salesmen, a strong sense of frustration, but also the most able to temper people.

DM: produces specially designed and appealing and appealing publicity materials, sending large numbers to potential customers, or writing promotional letters for some specific prospective customers.

Vocational group development: there are fewer than a dozen people, more than 100 people, more than 100 people, and relatively stable enterprises and institutions do marketing base, and fixed time service and sales activities.

A friend of mine did business promotion. In a bank, more than 100 people bought it. He spent more than 3 months to recommend it to a department.

Three principles for finding prospective customers

Looking for prospective customers anywhere and anytime, a good salesperson must know how to find prospective customers anytime and anywhere.

All kinds of social activities are the best time to find prospective customers, such as seminars, pen meetings, speeches, concerts, wedding banquets, funerals and so on.

After graduating from college, Miss Wang came to Fuzhou from Harbin to work in a computer company, and she was a stranger in the world. He thought of a good way to expand her interpersonal relationship. She went to mountaineering, concerts and concerts on Saturday and Sunday.

Proper use of interpersonal relationships has a certain interpersonal relationship for everyone.

Promotion is to establish good interpersonal relationships and make full use of interpersonal relationships.

An excellent salesperson is a guide to new salesmen. One of the most important things is to list all the people he knows.

For example, relatives, colleagues, classmates, fellow townsmen, fellow townsmen, neighbors and so on.

Then we choose different levels of customers and visit one by one.

Remember the interpersonal chain effect. We must remember that most people have 10 guests at a table for dinner. Experts believe that everyone has 250 friends behind them, and people are born with the habit of sharing. This is what we often say about good things to share with good friends.

Therefore, salesmen should learn to cultivate some loyal customers, use his power of introduction to get more prospective customers list, gradually fission, life two, two students four, four born eight, this will get twice the result with half the effort.

The way to find prospective customers is simple and important.

The market is the largest classroom, and customers are the best teachers.

You should know how to listen more and think more in practice.