How to meet the needs of customers

Question 1: How to meet the needs of customers to the greatest extent? 30 points to meet customer needs, you can follow the following eight principles.

1。 Principle of comprehensiveness

For any consumer who has been included in the customer category, we should comprehensively define almost all their needs and fully grasp the demand intensity and satisfaction of customers for various products in their lives. The reason why we should fully understand is to make the customers' life needs fully reflected in front of you, and analyze their living habits, consumption preferences, purchasing power and other related factors according to their comprehensive needs. More importantly, this "all-in-one" understanding often confuses customers and depicts the classic image of salespeople caring for and caring for customers.

2。 Prominence principle

Never forget that the first task of a salesperson is to sell products for the company and help customers meet their needs. Therefore, it is necessary to highlight the combination of product and customer demand, clearly define customer demand, and form a "unique name" for customer demand for this product when necessary. If you are a salesperson of bamboo reclining chairs, try to make consumers form a unique understanding of reclining chairs and define a "need to improve the comfort of life" that others do not realize.

3。 Depth principle

Communication cannot be superficial, otherwise it can only be empty talk. The same is true of the definition of customer needs. The definition of customer demand is considered as a simple desire to buy, or the simple purchase process is obviously limited. Only by deeply understanding the customer's life, work and communication can you find out his real demand for the same product. In other words, it is very important to clearly define the needs of customers.

4。 Principle of extensiveness

The principle of universality is not the requirement of defining specific customer needs, but requires salespeople to understand all customer needs in customer communication, learn to compare and analyze, and prepare their own related tools and persuasion methods differently.

5。 Hint principle

Customers are not our subordinates, so they won't accept orders. Of course, we can't do that. The same is true in the process of defining customer needs. The concept of customer identity is more or less different from ours, so the definition of customer needs can only be "We think your needs are …". Do you agree? , give points? Haha ~ "

Question 2: How to improve the skills of meeting customers' needs 02 It should be a common thing for salespeople to negotiate with customers. There are several ways to negotiate: interview, telephone, email, fax … and interview should be the most common and effective way. In the whole interview process, it is more important to grasp the psychological changes of customers, which is the key to the progress and success of negotiations.

Personally, if you want to grasp customers well, you must first grasp several key points of customer psychology in sales negotiation: 1. Do you know anything about products? 2. Are you satisfied with the product? 3. Whether there is a purchase demand; 4. Are you interested in buying? After understanding these points, the salesman should also understand the relationship between them, which is very helpful for customers to grasp and sell. There are two relationships between them:

The first type: the customer first understands the product, then agrees with the product, and finally the customer has the purchase demand. Only when you agree with the product and have a purchase demand will you have a purchase intention.

There is also a relationship: customers have the purchase demand first, then understand the product, and agree with the product before they have the purchase intention.

From the above two relationships, it can be seen that in order for customers to make a deal, they must have two main points at the same time, namely, agreeing with the product and purchasing demand, which are parallel. And if you want customers to have these two points at the same time, you must rely on the understanding of the product to achieve.

After understanding the relationship between them, how to grasp the customer psychology? According to my own work experience, I will talk about two misunderstandings in the negotiation, which will help customers grasp.

1, endless explanation of products, unable to grasp the key points. Many salesmen talk about the selling points of their products from beginning to end when they meet customers, and talk endlessly. Finally, the customer's reply is to think about it. We can analyze which of the above two relationships is easier for customers to clinch a deal, and the answer is definitely the second one. Because customers will know more about the products after they have the purchase demand, and the transaction will be easier.

Therefore, before explaining products to customers, it is very necessary to understand their purchasing needs. If the customer has no purchase demand or the demand is insufficient, we must first dig out the customer's demand. Of course, explaining the selling points of products is also a way to tap customers' needs, but don't explain for the sake of explanation, but explain products to customers purposefully and pertinently.

We will find that customers often buy products not because of all the selling points of the products, but because of one or two selling points, and sometimes even the opposite. The more selling points, the more prone to problems. Salespeople are like doctors, and customers are like patients. Doctors diagnose patients first, and then prescribe drugs for patients, and they should prescribe the right medicine, instead of grabbing beards and eyebrows. Similarly, the salesman should first find the customer's needs, and then meet the customer's needs according to the selling point of the product. Not knowing the needs of customers means that doctors don't know what the symptoms of patients are.

2. Being trapped by customers' problems, unable to guide customers to buy. Salespeople know that the more questions a customer asks, the greater his purchase demand and the stronger his purchase intention. But there must be a premise, that is, whether the customer's problem is true. If it is a fake question, then the customer is making things difficult for you or perfunctory.

Some salesmen never consider whether the customer's questions are true or not. As long as they are all answered, they are finally trapped by the customer's questions. If the customer asks me some questions, I will consciously consider whether this question is true or not, and what is the purpose of his asking this question. If it is true, I will patiently answer for him, otherwise I will avoid this question.

So, how to judge whether the problem is true or not and how to avoid false problems? There are several better methods for your reference.

I usually use the hypothesis method, that is, assuming that this problem is solved, will customers buy it? For example, the customer said, "Your product has no good after-sales service." I said, "If our after-sales service satisfies you, have you decided to buy it?" . If the customer's answer is yes, then this question is true.

I also use rhetorical questions, that is, after the customer asks questions, let the customer solve them. For example, the customer said, "Your product has no good after-sales service." Then I said, "What kind of after-sales service do you think will satisfy you?" If the customer puts forward specific requirements, then this problem is a real problem.

There is also the transformation method, which is to turn the questions raised by customers into one of our selling points. For example, the customer said, "Your product has no good after-sales service." Then I said, "You should be worried. Our after-sales service is really ... >>

Question 3: How to meet customer needs and improve work efficiency 1. E-commerce can effectively make up for the congenital deficiency of small and medium-sized enterprises.

In the era of industrial economy, compared with large enterprises, small and medium-sized enterprises obviously have congenital deficiencies. For example: narrow market, invalid information, lack of talents and funds, etc. However, with the rise of e-commerce, these defects will be largely compensated.

Due to the rise of e-commerce, SMEs have gained new business opportunities. Where the Internet extends, the market can expand. Using e-commerce, small and medium-sized enterprises can get rid of the limitation of the original narrow living space and expand the market to distant places that could not be effectively reached by personnel sales or advertising sales in the past. With convenient and cheap network information services, small and medium-sized enterprises can frequently contact potential customers at home and abroad and introduce their products, services and corporate culture to them, so as to find more potential target customers and gain new business opportunities.

Second, e-commerce has greatly reduced the operating costs of SMEs.

First of all, e-commerce reduces the inventory cost of production enterprises. Because of the use of network information technology, production enterprises can directly receive customer orders through the network. Information about the products that customers need can also be directly transmitted to the automated production line, so as to meet the needs of customers to the greatest extent, so that the products produced do not need to be stored in the warehouse and delivered directly to customers. Avoid the backlog of a large number of products, meet various possible needs of users, and realize non-stock production. The well-known Dell computer company has achieved great success by using the "zero inventory" direct selling model, which has increased the share price of Dell company from 1998 to 100 times, and the daily online sales have exceeded1000000000 dollars.

Secondly, e-commerce reduces the purchasing cost of production enterprises. In the e-commerce environment, production enterprises can use network information technology to achieve information acquisition and rapid transmission, reducing the cost of information transmission in written form in the procurement process. Moreover, because each enterprise has its own website, manufacturers can conduct careful comparative research when choosing suppliers to find more ideal suppliers.

Thirdly, e-commerce reduces the marketing cost of production enterprises. In the traditional business environment, due to the high transaction cost in the market, most export-oriented production enterprises entrust most of their marketing activities to trade intermediaries, and they are only responsible for a few marketing activities such as new product development and advertising. In the e-commerce environment, production enterprises can publish all kinds of information of enterprises by establishing their own professional business websites; In addition, we can strengthen communication with the public through the website to understand their opinions on products and services.

Second, e-commerce has changed the business environment of enterprises.

1, market model

The wide application of e-commerce will promote the transformation of economy from circuitous economy to direct economy. That is, from an industrial economy characterized by relying on intermediates, separating production from consumption and wasting resources to a network economy characterized by relying on the network, directly satisfying production and consumption, and sustainable development of people, resources and environment. Its essence is to reduce intermediate costs, inventory and liquidity, so that production can "go straight" to consumption. If both buyers and sellers are connected to the computer network, they can look at samples, talk about prices, sign contracts and pay the price from the computer.

2. Business structure

The whole foundation of traditional commerce is the distance between producers and consumers in time and space, and the function of shopping malls is to act as a bridge between them. Shopping malls are the hubs where logistics (commodities) and information flow (prices) converge. In the industrial economy, production and consumption will be inconvenient and inefficient without the intermediary of traditional commerce. However, under the network economy, the fundamental reason for the existence of shopping malls has been passively shaken. More and more manufacturers have their own homepages on the Internet, releasing a lot of product information and price information. Intermediary industries will die out in large numbers, and new industries will emerge and rise.

3. Industrial structure

The impact of e-commerce on the industry structure is mainly manifested in two aspects. One is the emergence of emerging service industries. Such as online trading center, electronic mall, e-commerce consulting service company, e-commerce application software development company, etc. Their personnel composition has several characteristics: young, high-quality, interdisciplinary and cross-professional, and most of them are comprehensive talents, majoring in business administration, finance and economics, information management and computer network. Second, transnational operation has become a reality. Due to the establishment of e-commerce system, large-scale multinational organizations and cross-regional business activities have become possible. Some famous retail enterprises have expanded their business scope ... >>

Question 4: How to meet the needs of customers, do what you like and be serious and responsible.

Question 5: How to meet the needs of customers, so as to ensure that the products meet the needs of customers. Can you provide us with the detailed needs of our customers so that we can better satisfy them with our products?

Question 6: How to meet the needs of customers? First, we must investigate and study the customer's needs, analyze and summarize them, and find out the direction and content of the needs, so as to find the customer's demand points with the right medicine.

Question 7: How to meet the needs of customers Recently, the company advocates that all business departments implement personalized marketing promotion programs according to their internal characteristics. In the company 20 1 1 "fast? Under the third-stage marketing atmosphere of "win 1 1" and "earn new heights", personalized schemes of various business divisions emerge one after another. When the personalized schemes of each business department are launched, can each scheme grasp the needs of major customer groups, effectively promote and create sales? Then let's discuss what is a personalized marketing promotion plan! Before understanding the actual function of personalized marketing promotion scheme, let's first understand what personalization is! The word "personalization" may be known to the general public because of the emergence of "personalized service", which is due to the rise of personalized service in the hotel industry. In the hotel industry, which bears the brunt of the global service, hotel service can be described as "the most advanced" service. Under the service tenet of customer first and service first, personalized service has gradually multiplied. Personalized service is based on standardization and diversification, and through customer-oriented details improvement, products and services are more integrated with customer needs in the final sales process. Kearns, a famous customer relationship management scientist, said: Whenever we make progress, our competitors will also make progress, and whenever we perform well, our customers' expectations will also increase; So no matter how good we are, we must do better. Due to the integration of service and sales, personalized marketing has gradually evolved from traditional marketing mix. From the consumer's point of view, market segmentation is divided according to the theoretical basis of market segmentation, that is, the diversity and difference of consumer demand, motivation and purchase behavior. Market segmentation plays an extremely important role in the production and marketing of enterprises. The premise of traditional marketing is to divide people into groups with different ideas and needs. However, the increasing diversity makes it more difficult to provide special products or services for each group. The range of needs of each group will be wider, and the decomposition of society will make it more difficult to find representative people in each group, and the differences of needs will continue to appear, making it more and more difficult to confirm the needs of each group. This specific demand is undoubtedly strongly personalized, and manufacturers may find this demand incomprehensible, but it is very urgent for a certain consumer. In this case, the company's standardized products can't meet the individual needs, and the company must focus on developing customer lifelong service, because every customer is related to the success or failure of your company and is the guarantee of your future profit. As the company meets more and more requirements of each personalized customer, the market segment of the enterprise will become smaller and smaller, and personalized marketing comes into being. However, we can't rely too much on personalized marketing programs. Lack of market research, can not meet the individual needs of customers, can only be an ordinary, or even failed promotion program. Every industry has its core products, and the role of core products is to meet the core needs of customers. In the logistics industry, the core of sales is commodity circulation service. The main purpose of customers coming to a logistics company is to transport their goods from one place to the desired destination through the goods transportation service provided by the logistics company. Focusing on the core needs of customers, providing valuable products that meet customer needs can improve customer satisfaction and customer loyalty. When it comes to personalized marketing, Dell can't be ignored. Because Dell has almost become the label of personalized marketing all over the world. Since 1990, Dell shares have risen 870 times! The idea of leading the company to the peak is personalized marketing: producing computers according to customers' requirements and delivering them directly to customers. For example, Dell has designed various configurations for employees in different departments of Ford. When an order is received through Ford's intranet, Dell will immediately know what kind of employee is ordering and what kind of computer he needs. Dell will assemble the appropriate hardware and software and send them to customers soon. Dell's personalized marketing model can simply draw two conclusions: first, direct selling provides users with the cheapest computers; The second is to provide customers with "tailor-made" services. After in-depth analysis, it will be found that Dell's advantage lies in maintaining the advantage of providing users with high-quality professional services, and its products are also extremely open. From the above typical cases, we can see that the starting point of personalized marketing scheme should be to provide "tailor-made" services to meet the growing and changing customer needs, but the main body around it is still the core demand of customers. The logistics industry is inseparable from its core commodity circulation service. Only customers who understand market segments and personal needs can make ... >>

Question 8: How to meet the needs of customers to the greatest extent? This requires you to use your brain and innovate in service: if you are not only satisfied with meeting customers' needs, you should impress customers. Satisfy the customer's service work and exceed the customer's expectations, and the customer will be moved. Example: A boy chases a girl, and the girl expects the boy to date on time and not to be late again. The boy was not late, but also brought a gift and a bunch of roses, which exceeded the girl's expectation and the girl was very moved.

Question 9: How to meet the needs of customers? Text/list advertising consultant/how does Niu Wensheng advertising company meet the needs of customers? This is a problem that advertising companies often encounter in the process of business contact with customers, although they also know that "customers are God!" It is important to strengthen customer service, but due to the diversity of customers, small and medium-sized advertising companies and young account managers lack more mature experience in dealing with people. Where should we start to meet customer needs? I have been engaged in advertising planning for nearly 5 years, and I am well aware of the needs of enterprises and the confusion of advertising companies. Now I will talk about my own views on this issue for the reference of small and medium-sized advertising companies and customer department managers. First of all, let's look at some common customer behaviors in the process of interacting with customers: 1 Tell you what to do in front of the computer, and you have to do whatever I ask you to do. I must add all my words, all my products and even all my property such as machinery and equipment, and I can't leave anything behind. It is required to imitate the design of competing products and make some changes. You can't make any specific requirements, so ask them first. Change it, I don't know how to change it, but I'm still not satisfied. 6 ... Why would they do that? Because they are amateurs? They don't know anything or are they making things worse? ....., all wrong. Why do they do this? Because they are customers, they have needs and need to meet their needs through the labor of our company. So, what are the needs of customers? First, the market demand. The participation of advertising companies is an important part of customers' overall marketing plan, and customers need to further expand the market of enterprises through the labor of advertising companies; It can promote market development and improve market competitiveness. Second, consumer demand. Customers need to attract the attention of consumers in the target market through the labor of advertising companies and realize effective communication with consumers, so as to improve the popularity, loyalty and reputation of products (or brands) and achieve the goal of selling products well. Third, the needs of enterprises. Customers need to establish a good corporate image in the society through the labor of advertising companies, thus affecting the visibility, loyalty and reputation of products (or brands). Fourth, personal needs. Customers need to let the specific person in charge (advertising manager or vice president of sales, etc.). ) through the labor of advertising companies in enterprises, so as to improve their reputation, status and value in enterprises, industries and society. Knowing the needs of customers, how can an account manager meet the needs of customers? In principle, we should try our best to meet the needs of customers. The current customer service is completely different from the previous ways of pleasing, entering through the back door, eating and drinking, treating guests and giving gifts, but requires us to have a deeper understanding of all aspects of customers, which puts higher demands on our overall ability and business skills. First of all, we must understand the market. Know the industry and market where customers are located, know the competitive products, and even study the industry and market where customers are located from a higher and further perspective than customers, including products, operation modes and competition, and be able to discuss market strategies and development directions with customers in specific work with a professional attitude and the attitude of customer consultants. Second, we must understand consumers. Understanding consumers is the strength of our advertising company. By understanding the target consumer groups targeted by products with customers, we can study the development trend of the behavior habits and buying habits of the target consumer groups and the differences in gender, region, class, nationality and religion, so as to help and guide customers to meet the needs of consumers more accurately. Third, understand the important internal information such as the strategy, culture, system, management mechanism, personnel and financial status of the enterprise where the customer is located, so as to find out the advantages and disadvantages of the enterprise. I hope that through the process of serving the enterprise, we can develop our strengths and avoid weaknesses for the enterprise and achieve a longer-term development, so as to achieve the purpose of long-term cooperation with the enterprise and save the glory of * * *. 4. Understand some background information about the cooperation between specific business managers (advertising managers and sales managers) and bosses, meet their personal demands for career, honor, goals and personal achievements on the basis of successful cooperation, open up contacts, increase popularity and pave the way for long-term cooperation. As a developing small and medium-sized advertising company, customer demand is the development direction of our company. What can we do to meet the needs of customers? How should the future develop? Specialization: Specialization is the only way for small and medium-sized advertising companies. She will adopt a professional company operation and management mode and a professional service industry ... >>

Question 10: How to meet the needs of different customers and what should I do? Personally think! Nowadays, sales are not only the competition of quality and service! It is not only the competition between advertising and product appearance, but also the influence of your corporate brand and product brand! First of all, before selling products, let customers know the background of your company! Enterprise spirit, etc. Guide consumers to the spiritual level from the emotional point of view! Guide consumers with spirit! This is the highest intangible asset sold! Visible through invisible penetration! Make full use of 30 seconds marketing! The real 30-second marketing doesn't mean that you can finish your sentence in 30 seconds, but that you can win two, three and four 30 seconds in 30 seconds! Use the advantages of products to win over consumers!

Others fight for it unilaterally through material things, while you fight for it spiritually and materially! And you have a bigger advantage than them, that is, the opportunity to do public relations! This is a very powerful sales tool! Read more public relations books! As the saying goes, one life, two lives, three lives, three lives, everything.

Realize the combination of pyramid selling, direct selling and distribution through public relations!

In terms of after-sales, you should innovate by yourself! If the service is found to be poor! Add emotion to the service!

You should remember one thing! In other words, the current enterprise competition is, in the final analysis, the competition between one industrial chain and another. On the surface, you can only do the details well, but what is the connotation? Customers come one step at a time and come into contact with too many things, including salesmen. Many salesmen can do the details well, but what is the connotation of reality? How many salesmen can do it?

I don't really believe it. First of all, you should know your customer's industry, market position and what his competitors are like. What is the biggest gap between your customer and his competitors, and then talk about what benefits your product can bring to him, so that your sales will be affirmed and effective.

Details are very important, but the lack of connotation is the most offensive factor for customers.

Remember two things: smile and confidence.

Do a good job in after-sales public relations

I hope my answer can help you:)