High End Customer Signing Tips

In terms of time and effort, the cost of high-end customers is almost the same as that of ordinary customers, but the benefits are considerable.

How to find high-end

To find high-end customers, we should first define the high-end customers.

According to the analysis of many statistical data at present, China's high-end customers should have the following characteristics: annual income of more than 200 thousand yuan, higher grade housing, more than 150 thousand yuan vehicles, and at least one vacation abroad each year.

Which industries are these high-end customers mainly distributed?

1. private entrepreneurs and well-to-do farmers.

The number of private entrepreneurs is huge, and the owners of private enterprises can be found in the wholesale market or business stalls of large and medium-sized cities.

They often appear in the form of group. Most people are not very educated and lack investment knowledge.

2. managers of large enterprises.

At present, there are many gold collar workers in some coastal cities. They are located in the middle and upper level of enterprises, and the income level is higher, especially in some foreign capital and joint ventures.

3. all kinds of professionals.

Such people will include lawyers, accountants, designers, writers, artists and so on. They have higher professional knowledge and income level. Most of them are middle-aged or above.

Where can we find these high-end customers? There are two ways:

First, make use of existing customer resources and introduce them through customers.

For example, please consult some lawyers on the grounds of consulting some legal services.

Facts have proved that: through the introduction of customers, the probability is high, and the energy is small.

Secondly, we can find some places where high-end customers are easy to appear, and then make strange visits.

Such as major clothing stores, hotels, high-end communities, large beauty salons and fitness centers, seminars and forums, MBA\EMBA learning classes and management training courses in universities, you can recognize a large number of high-end prospective customers.

Tips for contacting and signing high end customers

Based on the experience of many marketing professionals, we summarize the following tips for contacting and signing high end customers:

1. most of the high-end customers are in sub-health state.

It is common that high-end customers work overtime because of the high income required.

They don't have much time to exercise, so they often have some diseases. When communicating with such customers, they can talk more about health and health topics.

In normal work, salesmen can learn more about collecting relevant knowledge and give detailed guidance to customers. For example, how to balance the diet, how to carry out meridian massage, how to carry out scientific campaigns, etc. many high-end customers may not always follow these plans and suggestions, but they are grateful to you, everyone needs to care, and high-end customers are no exception.

These are not gifts that can be obtained through some gifts.

There used to be a marketing expert who had been studying Chinese medicine knowledge in his spare time, and introduced health care knowledge to high-end customers. Many entrepreneurs have become his customers because customers can get more benefits than insurance themselves.

2. the family life of high-end customers is not necessarily perfect.

Every family has a hard nut to crack, and high-end customers are no exception. Some families are unhappy because of their long hours in work.

If marketing partners care more about them in this area and think of ways to help them, they will produce very good results.

There used to be a marketing partner who visited her bosses every time and often brought her children because her children were not only polite but also excellent in academic performance.

So in the communication with these high-end customers, people naturally resonate by chatting about their children's stories.

3. high-end customers tend to be busy, so don't give up once they are rejected.

High-end customers have a lot of general business and marketers should try to understand them.

Sometimes, because of the psychology of salesperson's self-protection, it is hard to accept rejection. In fact, the refusal of high-end customers may be true, such as meetings and gatherings.

At this point, marketers should be persistent and do not give up.

This is also the key to signing the order.

In fact, many big customers appreciate the persistence and perseverance of salesmen, because they can see their early struggles.

4. when communicating with high-end customers, they should know more about their industry and learn more about them.

According to the survey, many large single players usually spend a lot of time and money to recharge, learn some professional courses such as communication art, management training, business etiquette, personality analysis and so on, and widely understand the knowledge of architecture, aesthetics, music and sports. One is learning and improving their knowledge and growth. On the other hand, it is easy to find the topic of communication.

In addition, when participating in various training, forums, seminars, there will be more opportunities to recognize high-level high-level prospective customers.

For example, some universities hold some MBA lectures, most of which are social elites.

5. make effective telephone interviews before visiting high end customers, and do not have to be nervous when contacting them.

Many high-end customers need to make phone reservations ahead of schedule due to their busy work.

At the same time, effective telephone interviews are also the first step in successful sales.

At this point, you can refer to the referee, and you can also mention that you have met at a meeting, and some questions need to be consulted for other reasons.

At present, a better way is to require the signature of these high-end customers to make an appointment for reasons after filling in the emergency liaison card by the existing customers.

Some marketers will not be nervous before seeing high-end customers. In fact, high-end customers are generally successful people in the industry, with high levels and high self-cultivation. Contacts will make you feel more comfortable.

6. do not need to calculate insurance benefits with high-end customers, and talk about the meaning and function of insurance.

According to the statistics of life insurance companies, the private entrepreneurs' favorite purchase is not a high income financial category, but a low educational insurance for children with low financial returns.

This is because many high-end customers have their own way to manage their investments. It's hard to count them if they talk about return on investment.

Therefore, we should talk about the guarantee function of insurance, talk about the stability and reliability of insurance, and preserve wealth no matter where there are risks.

The entry point of insurance with high-end customers can start with property preservation and diversification, and can also start with asking customers about insurance. If customers do not know or do not recognize the same, marketers can start with the concept of insurance and introduce the meaning and function of insurance in detail.

7. high end customers focus on service, quality, service and operation.

Income level can be divided into a person's life circle, and entering the high-end market is a long process. First, we can find a few influential customers to focus on follow-up, sell the pre-sale, sale and after-sale services, so as to win their trust and enter their life circle, and gradually realize the friends with similar economic strength in their circles.

The reason why a lot of high quality players continue to be large is also because of this. Many entrepreneurs are suspicious and very effective through the introduction of their friends.

High end customers should pay more attention to their quality. Instead of being nervous when they meet, don't be nervous. They should show sincerity and sincerity, express no hesitation and avoid misgivings. Of course, dress etiquette is best when they are in contact with the customers.

In short, there are many ways and means to successfully develop high-end market, but the most important thing is to dare to explore, find more common topics with customers, identify their demand points, and create more value that can be utilized by customers.