Management Of Customer Information Channels In Garment Enterprises

There is obvious information asymmetry in clothing sales.

Dozens of people, hundreds of sales team, to face more than 30 provinces, more than 600 cities in the Chinese market, to obtain valuable.

Information is like looking for a needle in a haystack.

When communicating with the heads of a group of garment enterprises, they talked about their respective ways of collecting information and globrand.com, and the experience of front-line combat is worth learning and emulating.

In order to facilitate application, Ye Dunming divides it into three categories: conventional information channel entry level method skills; innovative information channels, highly effective and efficient tools; preferred information channels are the result of voting by people, because of the small number of samples, the right direction is discussed.

1, regular information channels to solve the problem of "some use".

Clothing salesmen often envy consumers, who can get a lot of useful industry information when they run around the street.

Clothing customer information, bought data is not true, real information can only rely on personal efforts, and establish a regular information channel that can be activated in the short term.

Professional intermediaries include: bidding companies, design institutes, scientific research institutes, Environmental Protection Bureau environmental assessment reports.

Professional intermediaries often deal with supply and demand sides. There are many sources of information and high information content, and they also have certain customer influence.

Clothing salesmen have to open these information windows.

The third party information channels include: customers

Enterprise website, government website, professional project website, industry website news, industry newspaper and magazine.

These public information can be used as a preliminary reference, but we should learn to distinguish timeliness and authenticity, and learn to follow the law and find out the publisher of information source.

The deep processing of public information is time-consuming and laborious. But if direct information channels and professional intermediaries are not smooth enough, they have to work hard.

2, innovative information channels to solve the problem of "good use"

After three years in an industry, you can accumulate some industry know-how and connections.

The construction of regular information channels has also been on the right track.

At this point, sales personnel need to use some innovative information channels to run ahead of competitors, and it is possible to win business opportunities.

Innovative information channels, Ye Dunming summed up in three categories: interpersonal circles, professional circles, government circles, three - Global Brand Network - the relationship between people is narrow to wide.

Interpersonal circles mainly include: Chamber of Commerce, family and friends circle, informant, competitors in the same industry.

Information authenticity is high.

The informant is the internal information channel which is cultivated in the customer enterprise.

As for competitors in the same industry, if they can't turn around, they will give up.

Professional circles include: exhibitions, trade associations, influential third parties (such as engineering supervision companies), quality inspection departments and recruitment network.

If we use this circle well, we will get a deeper information source.

But patience is needed, and nothing can be gained without rushing for success.

Walking around the professional circle is also a professional discipline for sales personnel: keep sensitive to the industry dynamics, keep a close eye on new technologies, and see more true competitors.

3, experience: the most effective information channel

No information worries, information is too much and difficult to digest.

Several sales veterans sat down and exchanged views in depth. They agreed that the five sources of information were the most reliable: old customers, sales colleagues, design institutes, governments and acquaintances.

Among them, the old customers, design institutes and acquaintances introduced the truth and depth of information.

With high quality and sufficient amount of customer information, business development will be like a duck to water.

Moreover, personal business information should also be shared by sales organizations to sell embedded interfaces for teams.

Clothing salesmen, from laymen to professionals,

Crucial.