Business Visit Etiquette: Eight Steps To Unfamiliar Visits

Chinese name is a state of etiquette. Laying stress on etiquette can make you achieve twice the result with half the effort.

We should pay attention to different social etiquette on different occasions.

The first step is to prepare before the visit.

The first face-to-face communication with customers is effective.

Successful visit to image

The idea of "selling as long as you can work" is out of date. Instead, it is "careful planning, saving time and effort." participants only have customers who want to make progress. First of all, they should look at their efforts with a critical eye and decide what to do.

Visiting customers, especially visiting customers for the first time, is unavoidable to be cautious and easy to relax. Therefore, marketers should pay special attention to the first impression that we leave to others. Successful visits can help you on the road to success.

External image:

Control emotions: bad emotions are the great enemies of success. We must learn to control our emotions.

To get rid of a relationship: to clear up the psychological obstacles of customers and establish a relationship to build a bridge that can communicate with customers.

A sincere attitude: "knowing is knowing, knowing is not knowing" is the basic principle of old people telling us about being a man.

Self confidence: confidence comes from psychology. Only by "believing in the company, believing in products, believing in yourself" can you build a strong self-confidence.

Contact is an important step to facilitate pactions. For conference marketing, home visits are the cornerstone of success.

Marketers must lay a good foundation for success before they visit customers.

Plan preparation

1) the purpose of the plan: because our sales model is continuous, the purpose of visiting is to promote ourselves and corporate culture rather than products.

2) plan task: the first task of marketers is to plate their "stranger" position into a short time "friend stand".

In the mind, we should clearly communicate with customers on the telephone, make a preliminary analysis of the customer's personality, select the communication pointcuts, plan to promote the quantity of products, preferably telephone, send letters, and communicate with each other.

3) plan the route: make a visit according to the excellent planning route, and make an interview plan. Today's customers are the continuation of customers' visit yesterday and the starting point for customers to visit tomorrow.

Sales personnel should do well in line rules, arrange work well, make reasonable use of time and improve the efficiency of visits.

4) plan opening remarks: how to enter the door is the biggest problem that we have encountered. Good start is half the success and at the same time we can grasp 75% of the opportunities.

External preparation

1) instrument preparation: "people can not be looked at" is used to warn people, and "the quality of the first impression depends on the instrument 90%". If you want to succeed in your visit, you must choose clothes that suit your individuality to reflect your professional image.

Demonstrate brand image and corporate image to customers through good personal image.

The best result is to wear company uniform clothing, so that customers feel that the company is very formal, corporate culture is good.

Appearance and appearance:

Men wear a company uniform, wear a company uniform tie, wear dark trousers and black leather shoes, avoid hair problems such as long hair and dyeing, and do not wear any accessories.

Ladies wear a company uniform, wear a company uniform tie, wear dark trousers or skirts, black leather shoes, avoid hair, hair and other hair styles, do not wear any accessories.

2) data preparation: "know yourself and know each other and fight a hundred times!" we must strive to collect customer information, try to understand the customer's situation as much as possible, and collate the information we have received into our brains as information.

You can consult others, or you can refer to the relevant information.

As a salesperson, it is not only necessary to get the basic situation of potential customers, such as the character, educational background, living standards, hobbies, social connections, habits, hobbies, etc., and the names of his good friends, etc., but also to understand what the other party is proud of or worried about, such as moving to a new home, getting married, having a good son, getting a university entrance exam, or working hard, economic stress, pressure, insomnia, poor health, etc.

In short, the more you know, the easier it is to identify the best way to talk with customers.

Efforts should also be made to keep track of activity information, company information and industry information.

3) tool preparation: "if you want to do something well, you must make good use of it." a good salesman has a complete set of sales tools.

It is said in Taiwan's business circles that "sales tools are like chivalrous Swords". Salesmen should bring along all the data that can promote sales.

The survey shows that when sales personnel visit customers, the use of sales tools can reduce labor costs by 50%, increase the success rate of 10%, and increase the sales quality by 100%. Sales tools include product manuals, corporate publicity materials, business cards, calculators, notebooks, pens, price lists, publicity materials, etc.

4) time preparation: if you make an appointment with the customer ahead of time, you should arrive on time, and it will increase pressure on the customers too early. You can convey the message that "I do not respect you" at the party after dinner. At the same time, customers will also feel distrust. It is better to arrive 5-7 minutes ahead of time and prepare well before entering the door.

Internal preparation

1) confidence preparation: facts have proved that the psychological quality of marketing personnel is an important reason for deciding whether to succeed or not, highlighting their best personalities, making themselves loved by others, and maintaining a positive and optimistic attitude.

2) knowledge preparation: door-to-door visits are warm-up activities before sales activities. The most important thing at this stage is to create opportunities. The way to create opportunities is to raise topics of interest.

3) refuse to prepare: most of the customers are friendly, think from a different angle, usually in the early days of contact with strangers, everyone will produce instinctive resistance and protection of their own way, find an excuse to push you out, not really hate you.

4) smile preparation: management is humane management. If you want others to treat you, you should treat others first.

Many people are always envious of those who are successful. They think they are always lucky and they are always unhappy.

It turns out that good luck is there, but luck favors honest and passionate people.

Ten minutes rule for home visits

Start ten minutes: we have not communicated with customers who have never met before, but "meet three points"! So the ten minutes to start is very important.

These ten minutes are mainly a kind of communication to eliminate strangeness.

Focus on ten minutes: familiar with the needs of customers after natural pition to the focus of conversation, in order to avoid customers vigilance, never add more than ten minutes.

These ten minutes are mainly based on emotional communication to know whether our customers are our target customers.

Leave ten minutes: to avoid repeated customer visits failure, we'd better leave the customer's home within ten minutes after the key conversation.

Leave suspense to customers to make them interested in activities.

The second step is to confirm the entrance.

A good book does not choose a pen, but a good cook does not choose rice.

It would be odd that marketers who have bad tools or bad products usually have only three feet and a little cat.

Knock: before entering the door, ring the doorbell or knock on the door, then stand at the door waiting.

It is advisable to knock at the door for three times.

Conversation: "is uncle XX at home?" "I am the little X of XX!" the active, warm and kind words are the golden keys to open the customer's home smoothly.

Attitude: be sure to show your attitude and be honest and generous before entering the door. At the same time, avoid arrogance, confusion, submission, indifference, and so on.

Attention: rigorous style of life can represent the overall level of the company and the individual. Never let small details such as shoes and umbrellas affect big things.

The third step is praise and observation.

In the process of home visits, there will be a variety of customer groups. Each customer's perception and education level are different, but one thing should be emphasized: "no customers who do not accept products and services, only customers who do not accept sales promotion products and services, customers have needs, but only choose which brand of products or services are different."

Praise: everyone likes to listen to good words and be flattered. This is called the label effect.

Using praise is the best selling weapon.

Conversation: "your home is really clean", "you look good today." the room is clean and the room is decorated with color and temperament.

Level: praise is divided into direct praise (aunt you look really young), indirect praise (aunt, the picture on the wall is your son, looks handsome, must be an intellectual, I believe aunt must be a good mother with good education.

Deep praise (auntie, you look very kind, like my mother, kind, gentle) three levels, the theme of praise is sincere, the enemy of praise is false.

Observation examples:

(1) if the customer's house is beautifully decorated, the housing area is large, the home is clean, and there is a babysitter, it can be sure that the customer is a wealthy person, and marketers can communicate with them fully.

(2) if the customer's home is decorated normally, the house is small and the floor is not clean, several children living together can fully explain that the customer is not a rich person, and marketers can focus on key communication.

(3) if the customer's house decoration is an ancient culture decoration, it can be explained that the customer is a very cultured person with high quality and rich cultural background, and marketers can communicate with them fully.

Observation: when you stand in front of a family, you will feel the feeling of having a home for this family. This feeling is called "the taste of the family". This taste is not observed by mouth, but by eyes. We can understand the customers' body, status, hobbies and so on through our observation, so as to be sure whether they are the target customers.

There are six elements to observe: the level of cleaning in front of the door, the discharge of shoes at the door, the condition of furniture decoration, the clarity of family members and atmosphere, pets, flowers, birds, paintings and other hobbies, and the display of debris in the house.

Note: praise is a very good way to communicate, but do not exaggerate praise, exaggerated praise can only leave a bad impression on people.

"Uncle, you are so handsome, just like Jay Chou."

The fourth step is to ask questions effectively.

Marketers earn money by mouth. Every good salesperson has a sharp tongue, but "customers do not speak, gods are difficult to start."

Our aim is to let customers speak actively and communicate effectively with us, so effective questioning is particularly important.

1, the purpose of asking questions is to know whether our customers are our target customers through our communication.

(salesmen's questions must be around "four plus one").

2, ask questions:

You really have the purpose of conversation, familiarize yourself with your conversations, and have confidence when negotiating.

Predict to leave a good first impression with the other person, that is, prepare for the first 15 to 45 seconds of opening questions.

3, eight skills to find topics:

Instrument and clothing: "Auntie, this material is very good. Where did you buy it?" the customer replied, "bought in China World Trade Center".

Marketers must respond immediately. Customers must be rich people who buy clothes in this place.

Native land, old home: "listen to your accent is Hubei people! I am also..."

Marketers constantly approach this relationship with such questions.

Climate and season: "these days the heat is extraordinary, last year..."

Family and children: "I heard your daughter is..."

Marketers know whether the customer is good at home.

Food and habits: "I found a nice restaurant, next time we'll try it together."

Residence, furnishings and neighbors: "I think this place is particularly tasteful. Do you specializes in it?"

Interest and hobby: "you sing so well, I really want to learn from you."

Marketers can use this questioning skill to promote the company's corporate culture and deepen their trust in the enterprise.

Our company is currently running an old age university, including singing lessons. Do you know if your aunt is interested in taking part in it?

4, the home visiting question is a must.

First let yourself like the other side, ask questions again, show intimacy to each other and respect each other.

Try to ask questions as far as possible, and pay attention to each other's eyes when you talk.

Specific questions can show your professional identity, from small to large, easy and difficult to ask some guidance questions.

Ask two questions to help customers hesitate to decide.

First ask the known questions of the other side, raise the professional value, and then ask questions of the unknown.

If we want to be a successful conference marketer, we have to learn to ask customers' concerns.

The fifth step is to listen and recommend.

Dormant is just for flying. God gives us a mouth, two eyes and two ears, that is to tell us that if we want to succeed, we should speak less, listen more and see more.

1, careful listening can further understand the basic situation of customers and their consumption psychology and needs, and find out the reasons for the real objection.

In the way of chatting, we should seek the resonating point with customers, speak and grasp the principle of the same frequency with customers, let customers feel a kind of "illusion", you are the same type of person with him, enhance the good impression, produce resonance effect, take the opportunity to know more about the customer's family background, and timely fill in the customer's personalized files.

2, tell the answers to the questions and answers to customers, tell them to participate actively in the meeting and win prizes. For typical customers, you can set some questions beforehand, and then arrange for them to answer at the meeting and skillfully lead the speeches.

To tell the other person, opportunities rarely highlight their sense of honor, implying that they bring cash to attend the meeting.

3, patience and detail for each customer to introduce some company situation, product mechanism, on-site preferential policies, choose the right pointcuts to do what they want, to reflect flexibility, keep the voice sweet, grasp the essence of the content, guide the customer's desire to buy.

4. For new customers who hesitate, we should not emphasize products too much. We should focus on promoting their understanding of health knowledge.

5, for some customers who have not yet made up their minds, they must not be reluctant to do so. This indicates that the fire is not yet available. They can be cooled for a while, then communicate or return to the general customers for the next invitation.

The sixth step is to overcome objections.

1, overcome psychological objection: modern people must learn how to face psychological objections, prepare minds and understand the root causes of psychological objections.

2, turn objection into motivation: Top salesmen understand that customer refusal is the response, rather than accepting products and services, but having short hesitation.

3, do not let customers dissenting: be good at using the feelings of customers, control the atmosphere of conversation, customers will follow your thinking, do not let refuse to say.

4, change the topic: when confronted with objections, avoid blindly pursuit, so that customers are bored, can change the topic temporarily avoid tension.

5, the use of appropriate body language: casual touch customers will also attract customers' attention, but also play a hypnotic role, it can overcome objections very well.

6, one by one blow: when customers are more than two people, you can overcome the objection by breaking through every means.

7, the same position: with customers in the same position, they must not argue with customers, otherwise you will win or lose.

8, establish an image of experts: students have little doubt about teachers. Patients seldom doubt doctors. Customers will not refuse experts.

The seventh step is to reach a conclusion.

Why do the sales representatives of the same products perform very differently? Why do the top 20 salesmen always achieve 80% sales? The answer is simple: they have used the winning skills, but reaching the final goal is not the last step.

Seize the opportunity to make a deal: sometimes, by acting and speaking, you can reveal the customer's closing signal. Seize these signals and seize the opportunity of the paction.

The way to conclude pactions is:

1, inviting paction: "why don't you try it?"

2, choose a deal: "do you decide to go alone or do the old two go together?"

3, two level deal: "do you feel this activity is very interesting?" "then you and your wife together!"

4, the prediction formula: "Auntie must be the same as you feel!"

5, authorized paction: "good! I will fill in two names for you now!"

6, pressing style paction: "your diabetes is so serious that we do not go to the venue to consult!"

The eighth step is to thank you.

Will you thank the customers? For our marketing staff, "we all need to be grateful." only the customers are the most important in the world. You have nothing without customers! There are no good selling skills.

Time: the first home visit time should not be too long, generally controlled within 20-30 minutes.

Observe: observe carefully according to the situation at that time, if you find that customers have frequent watch and drink water regularly, you should give thanks in time.

Concise: the old saying is gild and superfluous, which reminds us that we should not modify too much after we have stated something clearly.

Sincerity: false things will not last forever. Be a sincere person! Let your customers always remember you with sincere compliments!