How To Effectively Solve The Awkward Contradiction Between Shoe Dealers And Agents?

< p > symptoms: a friend who is doing marketing in the market of "a target=" _blank "href=" http://www.91se91.com/ "shoes" /a "industry market asks," why do we have many customers in our stalls, but there are very few customers who finally intend to manage our brand. It is hard to convene an order meeting and put their hopes on the order meeting. As a result, there are many customers to watch, eat, drink and take everything. Everything is good, that is, there is no clear intention of cooperation. Even if the order is over, there will be no phone call, as if nothing happened. "

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On the one hand, P is a very anxious investment agent. The high cost of the market and the cost of ordering an order are not enough to attract effective distributors. Even the customers who are interested in it are very few. In the face of the kind of cold, hot and ambiguous attitude of the distributors, the agents are hard to deal with.

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< p > the author has worked in the first-line market for many years and has a deep understanding of the terminal market.

This article will not involve how to formulate and implement the investment strategy, how to layout the network, and so on.

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< p > customer category > /p >.

< p > now there are three kinds of terminal retailers who choose the brand in the market: one is to make the shoe industry retail for many years, starting from the low-grade shoes, but under the pressure of the market, gradually changing to the brand.

This kind of dealer level is relatively low, free and loose has become a habit, there is no concept of brand operation; the other is to operate other brands, and the effect is not ideal, want to change the brand to do, but I think shoes for many years, a mouth is very cattle kind of; another is to do its own industry before, just involved in the shoe industry, want to choose a brand to operate.

It can not help but ask: "why do not you do other brand management better customers, now want to open a shop to choose the brand?" in the actual market, this part of the customers still have, but do not belong to the above listed brands choose to do in the market type of customers, because this part of the customer management is relatively good, relatively speaking of brand operation is familiar with and understand, to other brands in the market also know himself, if he wants to open a shop to make another brand, there is no need to choose, will directly run into his mind brand, go no need to choose in the market.

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< p > in view of the characteristics of the above categories of customers, they looked at each stall in the shoe city. The first sentence was to ask: "how much is the price of your shoes? How can the container be taken?" many agents will ask, "where do I do it?" after answering the question and deciding that the place is still a blank market, the agent answered the above questions truthfully. After getting the answer, the dealer would say that I would hurry up and go, and the last one would never return.

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< p > Where is the problem? Your answer does not satisfy the distributor and does not answer what he wants, so it does not touch his heart.

If you want to have a good answer, you must have a good way of asking questions.

However, the common characteristics of the above three types of customers (unaware of shoes) decide that they can not put forward better and deeper problems, so they can not ask for high demands on their questions. However, your answer must be thorough and thorough so as to be attractive to customers.

Otherwise, even if our investment conditions are more favorable, even if we are free of hardware and software decoration, free to distribute goods, and take the "sell on behalf" everything is free. If he does not know whether it is true or not, he will eventually go away.

How to answer these questions and how to communicate with customers? < /p >

< p > how to answer customer questions < /p >

When customers come to see the money, they can take the initiative to inquire about the origin of the other person. When deciding whether the area is still a blank market or in the context of investment indicators, they can sit down with customers while chatting and invite each other to sit down. In the chat, they can consult with each other in order to solve the following problems: the specific location, business site, business form, current business brand, business situation, the history of the customer's operation, the existing brand and operation of the local market. < p

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< p > at the same time when customers answer the above questions, agents are beginning to depict a business picture of the local market.

Or to judge whether the above questions of the customer statement are true (have been familiar with the market), so as to judge the dealer's character and integrity. According to his statement, he should make professional analysis of his market, such as operating cost, profit analysis, prospect analysis, market analysis and so on, and ultimately lead to the analysis of business brand.

Put the above analysis in front of the dealer, and then quote the current market success case similar to the dealer in this brand to be recommended. Some examples can best be supplemented by photo descriptions, which is more convincing.

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P > at this time, customers have been interested in this brand. They will ask about their most concerned issues, marketing policies related to the company. At this time, they can introduce their marketing policies to their customers (agents' stalls), and at the same time introduce their marketing mode and operation mode to the customers. More attention should be paid to their marketing modes and modes of operation, which are different from other brands of the same kind (which is the key to attracting customers nowadays in the homogenization of market products). Then, some pertinent exchanges are made for some questions of customers, answering some questions of customers, finally determining the customers' intentions and appointing the time to visit the local market, then making a decision, leaving the customers with a relevant information of the brand and leaving the customer's contact telephone number and address. <

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< p > the trust that the initial communication leaves to the customer is very important. Your dialogue should reflect the responsibility of the client's interests, let him feel steadfast, not mercenary businessman, or let him look at the good market which is close to his neighbour, let him experience it personally, so the result is the best.

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