Conference Marketing Strategy

How to connect fish with fishtail, how to transform the potential created by conference marketing into an interest, and how to turn commitment into real return, which requires multiple control of service process and quality management. At the meeting site, the "one to one" professional needs mining and service docking are needed. Therefore, aiming at Conference marketing The core preparation is not the reception, but the process of mining the core needs. The process of mining is also the core of sales. From the psychological mobilization of the customers' concerns and needs, it is within reach to satisfy the needs and lose concerns. It is only a decision on the spot that can be achieved, so that the products and services sold can be transformed into what the other party needs, and through "if, you could..." ; if not, you would... " The way to tell him the difference between them, in order to improve their psychological urgency, and to give some extra valuable things in a way to carry out timely promotions.

From the psychological point of view, when the expected demand is satisfied, the customers are making additions, and expanding their demands in an insatiable way. Because human nature is greedy, the salesmen need to pay attention to the fact that it is enough to stop, and do not give customers the promises that you can not make; while taking away worry, the mentality of the customers is subtraction, using the way of thinking of atleast, and on this basis, mobilizing the imagination of the customers as much as possible. You know, the customer weighs only the difference between the difference between the loss and the cost you charge. How to make the psychological balance of your customers slightly tilted towards you is the core issue that needs to be solved at the scene of conference marketing.

There are two principles for on-site sales promotion staff to grasp. One of the principles is to mobilize the needs of customers to make them sensible and rational based on rational analysis, and to make emotional decisions. Two of the principles that need to be grasped is to maintain an inner rational defense and not be touched by the customer's superficial phenomena.

How to motivate others' sensible thinking while keeping their mind in mind? Sale An art in China.

The biggest taboo of business people is to be sentimental to customers, to be moved by customers' language, and finally to turn around in favor of interests. This is a very terrible phenomenon in enterprises. Therefore, the core of marketing personnel training should be psychological quality, but can not stay. Skill Up. Sales and promotion skills are important, but they are operative rather than Tao. "Art" needs flexible adjustment as time goes by and the scene goes on. "Tao" is the guidance of when to use what is needed, and it needs constant practice. Therefore, Tao and technique are complementary to each other.

In order to make the effect better, we need to strictly design the process and content. We need to combine closely the problems that can be raised, the solutions that can be referenced, and the solutions to problems. Everyone is concerned about the results, hoping that the results will be immediate. Customers will not only focus on what they expect, but also pay more attention to the gains they can get.

How to control the effect of conference marketing? This needs to grasp three points in meeting marketing according to the needs of customers.

First of all, in the process of the conference, through careful observation, we find the most interested and cooperative customers, and communicate with each other closely after the meeting. For example, on-site salesmen can have a reasonable division of labor. Each person chooses three people to focus on follow-up communication, and strive to promote one spot. This needs to strike while the iron is hot, and strive to promote the bill in a timely manner through various means. In order to achieve results, it is best to highlight Standardization (such as package and customization) rather than personalized products. For example, the annual legal adviser in the legal profession, or the conference on media purchasing promotion, the best way is to fill in the blanks or choose multiple questions. Of course, to a large extent, it is mainly based on intentional expression. The so-called gifts are provided on the premise that the agreement is signed and the funds are in place, which can be served within the next few working days. If the ideal is signed or paid on the spot, of course, it can be obtained even though the proportion is not necessarily high, the possibility is also taken into account. {page_break}

The second way is that the other side has shown some interest, at least not to exclude, and the scene is difficult to take care of. It needs to be agreed with him on the spot after the meeting (preferably within a week) to purposeful follow-up. It needs to pay more attention to its personalized needs on the basis of standardized products. This effect needs to be evaluated within the next two weeks. Only through scientific assessment can we transform the subtle subjective feelings into quantifiable parameters, which can be transformed from subjective judgment to objective analysis, and targeted solutions are proposed.

The third pass is aimed at customers who are not standardized, but focus on personalized needs. Based on fully tap their inner needs, tailor a set of solutions for them, and after the formulation of the plan, invite them to participate in the presentation again, and sign at the conference hall. This can promote the mood of the scene and the crowd psychology of the participants, so as to play the role of benchmarking.

The core of conference marketing is to appeal at the same time with many customers at the same time. After all, the real effect is a minority. Therefore, those who do not have a final deal will give people a sense of waste of resources, and then form a vicious circle. Therefore, how to avoid the negative impact of such customers has become a problem that can not be avoided. The simplest way is to fill out the questionnaire at the meeting site. Although the information collected is not necessarily valid information, or even not every questionnaire has been effectively recovered, but the questionnaire needs to be as detailed as possible, which shows the attitude of the organizer of the conference marketing. After those questionnaires are recovered, special people should be followed to dig out their potential value. And more efforts should be made after the meeting. Then we need to have "one to one" in-depth communication and capture customers' momentary purchase signals.

Without the corresponding questionnaire, it is sad for conference marketing. The questionnaire has been recovered, but it has not been followed up in time. This is the biggest sadness of conference marketing.

Last but not least, everyone should pay attention to the different points. Operators, investment and managers are concerned about performance. The focus of communication marketing is on gimmicks. Participants are concerned about the real benefits, which are either to avoid losses or increase profits. The staff are concerned about effectively inviting target customers and measuring their performance and corresponding remuneration based on the quantity and quality of the target customers. Therefore, the core of the staff is two. One is to fill in the questionnaire after understanding, and to excavate and analyze the demand, and the other is to assist the on-site staff in the sales and promotion. Therefore, the core is the specific requirements for the bonus -- and the individual invited clients are responsible for the system, and even assists the business personnel to follow up and promote the whole process. And that is the need to carry out the training of business processes and selling points, organically combine work and training, develop the competent personnel into assistants, and pay the corresponding rewards according to the actual situation, and fully mobilize the external forces.

Fishing in the sea, of course, can hunt fierce animals such as great white sharks, but requires more sophisticated skills. There is also a huge risk of accidents. After all, it is difficult to control. Before that, let's learn how to fish in small pools. That's more practical and interesting.