Ways and means of developing customers

1. Call the target customers as much as possible; 2. Organize customer information in an orderly manner; 3. The call time can be changed according to the time period; 4. Make a detailed positioning of yourself; 5. For trade associations; 6. Be good at using network tools; 7. Cooperation with third-party institutions; 8. Sales follow-up; 9. Participate in the exhibition and develop high-quality customers; 10, use the yellow pages to find customers.

1. Call as many target customers as possible.

Never forget to take the time to define your target market accurately before looking for customers. In this way, the person who communicates with you by phone will be the person who is most likely to become your customer in the market. If you only call the people who are most likely to become customers, then you have reached the prospective customers who are most likely to buy your products or services in large quantities. Make as many phone calls as possible within this hour.

2, customer information.

The customer management system you choose should be able to record the customers that your enterprise needs to follow up well, whether it is three years later or tomorrow.

3. The call time can be changed according to the time period.

We all have a habitual behavior, and so do your customers. Is it possible that you are on Monday? /kloc-will attend the meeting at 0: 00. If you can't get through to them at this time, you should learn from it and call him at other times of the day or another day. You will get unexpected results.

4. Make a detailed positioning for yourself.

The so-called positioning here is divided into three categories: target positioning, industry positioning and self-product positioning.

Target object position. Here only refer to two types, individual users or enterprise users, namely 2C or 2B. The difference lies in the user's source of funds. Whether individual users are direct consumers or indirect sellers.

Industry orientation. You can be divided into fast-moving consumer goods, handicrafts, materials and chemicals, resources and environment industries, textile and handicrafts and so on. The division of different classification attributes here will not only help you sort out the target customers of products, but also help to broaden your sales channels and expand customers from industry associations and exhibitions.

Self-product positioning. In addition to the traditional understanding of what kind of product this is, product positioning should also be simply classified according to the middle and high level of the product, or according to the main advantages of the product, and so on. And can build multi-dimensional product grid lines, accurately find products and put them on the market.

5, aiming at industry associations

In most 2B enterprises, sales staff have basically figured out an important way to explore new customers, that is, to find target customers through industry associations. Of course, this method can also be derived. In addition to industry associations, it can also locate industry exhibitions, industry seminars, industry forums and other ways.

6. Be good at using network tools

In addition to the relatively old method of enterprise yellow pages, the rise of the network now also provides a lot of convenience. For example, for the map of Gaode, you only need to enter the corresponding keywords, and the surrounding businesses will be marked. Then through secondary screening, the target customers are determined. Others, such as Ctrip, Qunar and Public Comment, can be used by everyone.

7. Cooperation with third-party organizations

This item is not marked with the formula, and you can only choose according to the characteristics of the products you sell. For example, in addition to developing their own customers, software vendors can also cooperate with integrators, server vendors and testers, because this is an integrated service flow provider group. Everyone can enjoy resources. Of course, the premise is that it is not illegal and does not resell user information. The goal is to cooperate with each other, share software and hardware resources, and help users in need solve problems.

8. Sales follow-up

Sales follow-up is also a complicated job. As far as the sales process is concerned, sales follow-up includes several stages, such as quotation, scheme, negotiation, training, sample and bidding. There are many precautions for each item. Because the problem here is how to develop customers, we will not discuss this for the time being.

9. Participate in the exhibition and develop high-quality customers at the exhibition.

Needless to say, everyone knows that the quality of exhibition customers is good. Otherwise, how can so many companies be willing to spend a lot of money to participate in the exhibition? If they can go abroad, the exhibition will be better. Everyone says that the exhibition is useless now. I think exhibition is still one of the most effective means to develop customers. Participating in the exhibition can not only reflect the strength of your company, but also directly communicate with buyers face to face, and the salesman himself can be greatly improved from the whole process.

10, using the yellow pages to find customers.

What are the yellow pages? You can Google it. The power of the Yellow Pages cannot be underestimated. The yellow pages allow us to search for the information we want after choosing a radio station. The information in the yellow pages is classified by country, which is relatively easy to find. Some of them are also supplier information. I don't think it matters. Who says peers can't do business?