How do newcomers explore the market?

Question 1: How to do business? How to develop new markets? Detailed and specific market research

Sun Tzu's Art of War says: Know yourself and know yourself, and you will win every battle. In order to successfully develop new markets, marketers should not only make full preparations, but also thoroughly investigate and understand the planned new markets. So, what should marketers investigate?

1, local conditions and customs. Including local cultural environment, geographical location, population, economic level, consumption habits, etc.

2. Market conditions. Mainly refers to the market capacity and competing products, including competing product specifications, price channel promotion, competing product sales (monthly, annual) and so on.

3. Customer status. Understand the local distributors directly or indirectly, including the competitive distributors and potential distributors of this product. Distributors of competing products should understand the market dynamics and the degree of cooperation with manufacturers, and potential distributors of this product should analyze whether they have the standards for acting as agents, that is, good reputation, sound network, sufficient storage, sufficient funds and appropriate manpower and transportation capacity.

Through the above market survey, its purpose is to be familiar with the market situation, master the first-hand information of customers, and determine the potential target customer base. In the way of finding potential customers, we can adopt the method of "bottom-up, tracing to the source". Because this method is obtained indirectly, from the front line, it is easier to grasp the truth and find the right customer.

Make a list and negotiate with customers.

After the potential target customer group is determined, we can list the target customers according to the conditions required by the agent and our own advantages and disadvantages, and make a detailed analysis and comparison. After a new round of screening, you can make an appointment by phone and visit at home.

1, telephone reservation. Be sure to make an appointment by telephone before visiting, because on the one hand, telephone appointment shows respect for the other party, and on the other hand, through preliminary telephone communication and understanding, it gives them a general outline of the company, products and policies. In order to determine the focus of the negotiations in the next step, we can more clearly judge our interest in products and the possibility of distributing products, so as to arrange our time effectively and not "grab our eyebrows and beard".

2, door-to-door negotiations. After deciding which customers to visit, you can plan the route map and visit the customers. In door-to-door negotiations, we should be good at observing words and feelings. Besides presenting our business cards, materials and samples in time, and following the principle of "courtesy first, praise first, smiling and smiling" to render and create an atmosphere, we should also pay attention to "three don't talk", that is, customers don't talk when they are in a bad mood, customers' subordinate dealers don't talk when they are present, and competing manufacturers' salesmen don't talk when they are present.

3. Contents of the negotiations. Before we get to the point, we can talk about some "digressions" that are of mutual interest, such as national macroeconomic policies and trends, industry development trends, future market trends and so on. To create a good atmosphere for talking with customers. Then, after we get down to business, we should talk to our customers about the company's product characteristics, product price policies and advantages in the market. Finally, we should focus on product entry and its market operation mode. From product selection to product pricing, from promotion setting to channel pulling, the more detailed the discussion, the more interested customers will be. It is best for marketers to fully show customers the future market blueprint, so that customers are full of longing and hope, so as to make up their minds to distribute the product.

4. Precautions. In the process of negotiation, we should pay attention to the art of listening and follow the principle of 2: 1 (the ratio of listening to speaking is 2: 1). On the one hand, it shows respect for each other, on the other hand, it is also conducive to understanding and answering each other and understanding whether the other party has operational ideas to manipulate the market. At the same time, different communication methods should be adopted for different types of customers. For the elderly, show respect like parents, speak slowly, talk like a heart-to-heart, and show your stability everywhere; For middle-aged people, we should praise them as much as possible and let them have a sense of accomplishment through negotiation. Give him the company's products and you will succeed. For young people, we should speak freely, express our own ideas, operating models and marketing concepts, so that they can be fascinated and convinced, and be obedient.

Follow up and sign the contract.

Through negotiation, you should call the target customers who meet the company's requirements in time to follow up, and follow the rule of 1: 4: 7, that is, the way of "playing hard to get". Don't rush to get the goods, regardless of time and place, otherwise it will be self-defeating, delay the fighter plane, make customers feel that you are eager to find customers, and thus put forward some "unequal terms" to you. & gt

Question 2: How do novice salesmen develop business customers? Nowadays, many salesmen turn a blind eye when visiting customers. They didn't know what to say when they met. They just introduced themselves briefly, and then tried their best to sell their products to customers, but the customers refused.

After the last time, I left despondently, very depressed, and there was no * * * when I visited my next home. Today is the same, tomorrow is the same, day after day, without much achievement, I just want to change careers, and the achievements of other industries are not satisfactory.

Finally, I still don't understand why it is so difficult to develop social customers now. Customer relationship is so difficult to maintain?

Zhejiang West Salesman Home Network tells you, "In fact, there is no market and no customers. The key lies in the sales people. Are you a qualified salesman? Have you noticed many things? Xu you

Did you do it in many ways? If you can think more, be good at copying other people's successful methods, be good at action and be good at summing up, then it is easy to develop customers. "

The first step: win the trust of customers professionally and talk about customers.

First, your people are in contact with customers. We can't change people's appearance, but we can change our own quality and professional level, which is very important. Needless to say, you need to pay attention to gfd, which is the most basic of sales. What I want to say here is to rely on your professional level to win the trust of customers and make them believe in you.

Speaking of professional standards, I think we should pay attention to the following points:

1. Investigation before the visit. Before visiting customers, we should fully investigate and understand the situation of customers and industries. For example, we should know as much as possible about the customer's strength, customer's sales situation, customer's interpersonal relationship and customer's personality.

2. Preparation before visiting customers. Everything is established in advance, and it is abolished if it is not foreseen. In order to visit the successful development, we must do a good job in the early stage. (1) data preparation: including enterprise profile, product manual, samples and price policy table.

Wait a minute. (2) Appearance preparation: In order to better develop customers, business personnel must stand in front of customers with a good professional image. Including: wear professional clothes, try to wear professional clothes, such as suits. , and don't wear clothes.

Can be too casual; Professional facial image should be full of confidence, smile, etc. (3) Psychological preparation: As a salesperson of a manufacturer, you should have a good psychological state of being defeated and not discouraged, and accept it at any time during the development process.

All kinds of difficulties and challenges are in it. Therefore, salespeople are also required to constantly adjust and temper themselves and maintain a high-spirited and enterprising attitude.

3. When negotiating with customers, always show it.

Your own professional level. Including company introduction, product introduction, product characteristics, competitor's product characteristics, industry analysis, price policy for customers, promotion activities, brand promotion and suppliers.

Type, checkout method, etc. Be very skilled, don't hesitate, and let customers think that you are unprofessional. Of course, we should be flexible about the conditions put forward by customers. If we can't solve it ourselves, don't give an answer on the spot. Come again next time.

Solve the problems left over from last time.

Professional level is obtained by your own study and accumulation, that is to say, you must know and learn all the information related to products, companies and industries before visiting, and you must be able to skillfully use it to make customers feel that you are professional, then customers will have trust in you and your company.

Step 2: impress customers with interest.

Having a professional level is only the first step to win the trust of customers, so customers will believe in your products, but they may not cooperate with you, because they are also concerned about interests. So we tell our customers.

When selling products, you can't try your best to show them to customers. You can't just keep saying how good the product or service is. This will not impress customers. What he cares about is what your product or service can bring him.

What? What are the advantages over others? Then at this time, our sales staff will "do whatever they want" and try their best to sell "benefits" to customers, repeatedly explaining that the biggest profit that selling this product can bring to customers is

Providing customers with financing paths and development opportunities is a win-win situation, thus arousing customers' interest and making the negotiations go smoothly.

In addition, impress customers through case persuasion, such as introduction.

Shao's dealer sells the product, which brings good profits, thus paving the way for signing the bill. When doing sales, you usually meet the boss, and the first sentence will say, "Hello, boss, I'm glad to visit you today. I'm here today."

I recommend a way to make money for you. I wonder if you are interested in ... >>

Question 3: What should newcomers do when they just start selling? How should they develop customers? The first task of a salesperson is to sell. Without sales, products and enterprises have no hope. At the same time, the salesman's job also has the ability to open up the market. Only sales are hopeless, because you are selling products or services. Only by constantly developing the market can you establish a long-term market position, win a long-term market share, establish important intangible assets for the sales channels of enterprises, and win stable performance for yourself.

So what should an excellent salesman have? Consider the following eight situations:

First, confidence.

Self-confidence is the motivation for people to do things, and self-confidence is a kind of strength. As long as you have confidence in yourself, you should encourage yourself at the beginning of your work every day. I am the best! I am the best! Self-confidence will make you more energetic, believe in the company, believe that the products it provides to consumers are the best, believe that the products it sells are the best of its kind, believe that the company provides you with opportunities to realize your own value, and believe that you can do your own sales well. To be able to see the advantages of the company and its own products, and keep these in mind, to compete with competitors, we must have our own advantages and face customers and consumers with the belief of winning.

Before selling products, you should sell yourself and have confidence in yourself. Only by selling yourself to customers can you sell your products to customers.

Second, sincerity.

Everyone should have sincerity and mentality, which is the basic requirement to determine whether a person can succeed in doing things. As a business person, he must treat customers and colleagues sincerely with a sincere heart. Only in this way will others respect you and treat you as a friend. Business representatives are the image of the company, the embodiment of enterprise quality, and the hub connecting enterprises and society, consumers and distributors. Your words and deeds will directly affect the company's image incompetence. No matter what industry you are engaged in, you should have a sincere heart to face your customers, colleagues and friends.

Third, there is a will.

Pay attention to learning everywhere, cultivate the habit of thinking diligently, and be good at summing up sales experience. Review your work every day to see where you are doing well. Why? This is not good. Why? Ask yourself more why? Only by discovering the shortcomings in our work can we continuously improve our working methods, and only by improving our ability can we seize the opportunity.

Opportunities are reserved for those who are prepared and for those who have the heart. As a salesperson, we should know every change of customers, try to grasp every detail, be a conscientious person, constantly improve ourselves and create a more wonderful life.

Fourth, willpower.

In fact, starting a business is very hard. I visit many clients and write many reports every day. Some people say that half of the sales work is done with feet, and the other half is done with brains. I want to visit customers constantly, coordinate customers, and even provide services with consumers. Sales work is by no means smooth sailing, and I will encounter many difficulties, but I have to have patience to solve them, indomitable spirit and strong willpower. Only in this way can you do a good job in sales.

Five, good psychological quality

No matter what line you are in, you should have good psychological quality, so that you can face setbacks and not be discouraged. Every customer we deal with has a different personality. We should be able to keep a calm mind when we are hit, analyze our customers more, constantly adjust our minds and improve our working methods, so as to face all the blame. Only in this way can we overcome the difficulties. At the same time, we should not be carried away by temporary success. We should face our work with a normal heart. Face your career.

Sixth, there must be execution.

An excellent salesperson must obey the arrangement of the superior leader and seriously carry out the company's instructions. Some salespeople like to do their own thing. The company's instructions go in one ear and out the other, thinking that they are the best, and the leaders don't listen. This is a terrible business. Although your leadership is not as good as yours, he is your leader after all. There must be a better place for the company to ask him to be your leader and have better management ability than you. Therefore, we should be an excellent salesman.

Seven, teamwork.

Sales depend on cooperation, and salespeople can't do without the wise decision of the business department, the strategizing of the sales office, the scientific planning of the region, the support and cooperation of various departments, and even the grace of God. However, it still needs the hard work of the sales staff. The mountain is high and the sea is wide. Even if it is a brick and tile, at least dedication is a must for salespeople ... >>

Question 4: How do novice software salesmen develop the market? Salesmen have to deal with different customers every day. Only when the sales staff handle the relationship with customers well can they have the opportunity to introduce your products to customers, and customers can accept your products. As a novice in business, you should first learn to be a man, constantly cultivate your emotional intelligence and narrow the distance with customers.

A novice in business should be a confident person. Nothing is impossible in your mind, never doubt your company, never doubt your products, never doubt your ability, I believe you can conquer your customers, and your customers will treat you with special respect. When you first meet one or two customers with a cold or unenthusiastic attitude, the novice should understand that this is just an instinctive reaction before the customers fully understand you, and it's no big deal. Never doubt whether you can continue to work here once or twice when customers are cold-eyed or unenthusiastic. If you have this idea, the result is definitely that you can't do it with this customer.

Question 5: How do insurance novices explore unfamiliar markets? In fact, marketing is not afraid of novices, but there is an important rule called the law of large numbers. In other words, you must run more customers every day. The more customers you run, the more other business skills you will naturally have. You must run 1 customer every day, and run1customer every day. Your performance will definitely be very different.

Secondly, let's discuss how to accumulate our own customer base: there are usually several aspects that can be done:

The first reason is that you make a list and write down all the people you know, which can be considered from the classification, such as former classmates, colleagues, neighbors, relatives and so on;

The second is introduction: you tell people around you about the nature of your job, and then let them introduce you to people you know;

The third is the development of associations: more participation in associations and activities is conducive to the accumulation of interpersonal relationships;

Fourth, explore strange markets: at present, it is best to conduct telemarketing and screen customers by phone every day. As long as the quantity goes up, it will definitely develop its performance.

Wish you success!

Question 6: How do novice stone salespeople develop the market of 40 points 1 and manage your stone market well?

2. Go to the stone processing factory. There is everything you want here.

Question 7: How to do a good job in marketing when a novice enters the market? Are you sure you are suitable for sales first? Can you bear the blow of failure?

Before interviewing customers, you should make full preparations, prepare as many materials as possible, have a full understanding of the products and have strong confidence in yourself. Remember, you want to help customers, not sell them.

If you can't talk about anything else, cut to the chase, try to let customers talk, you listen more, and then solve them one by one. You can directly tell the customer that you are a novice, and there will be many things you don't understand. Let him help you a lot, and the average customer will not make things difficult for you. In short, you should be flexible.

Question 8: How to develop new customers? The first step: learn to be a man and narrow the distance with customers. Salespeople have to deal with different customers every day. Only when the sales staff handle the relationship with customers well can they have the opportunity to introduce your products to customers, and customers can accept your products. As a novice in business, you should first learn to be a man, constantly cultivate your emotional intelligence and narrow the distance with customers. First of all, a novice should be a confident person. Nothing is impossible in your mind, never doubt your company, never doubt your products, never doubt your ability, I believe you can conquer your customers, and your customers will treat you with special respect. When you first meet one or two customers with a cold or unenthusiastic attitude, the novice should understand that this is just an instinctive reaction before the customers fully understand you, and it's no big deal. Never doubt whether you can continue to work here once or twice when customers are cold-eyed or unenthusiastic. If you have this idea, the result is definitely that you can't do it with this customer. Secondly, a novice should be a proactive person. There will be no pie in the sky, and the fate of a novice entrepreneur is in his own hands. If the customer ignores you, you can actively promote yourself, care about him and the people around him, and infect him and his family with your sincere actions, such as bringing him or his family some small gifts every time you visit. If the customer doesn't tell you the market situation, you can take the initiative to ask the customer some information; The real situation of the market, you can take the initiative to go deep into the front line of the customer market and personally understand the market situation; The customer didn't tell you his basic situation, so you can take the initiative to find out through other indirect ways. Third, a novice should be a hard worker when starting a business. Many customers don't recognize novices who just graduated from school, largely because they suspect that novices can't bear hardships. Business novices can't gain the recognition of customers if they don't have the spirit of hardship. Because in sales, business novices don't have much experience, too many contacts and too much money for meals. The only way is to visit customers longer than others, visit customers more often than others, and visit customers more often than others, that is to say, suffer more than others. Only in this way, personal performance can be improved, personal sales ability can be improved, and it is possible to be recognized by customers. Then a novice entrepreneur should be a reliable person. In addition to self-confidence, initiative and hardship, business novices must also make themselves a trustworthy person. Novices in business should strictly abide by the professional norms and operating systems of manufacturers, resolutely do nothing that harms the interests of customers and manufacturers, and distinguish between public and private. At the same time, business novices should have integrity, resolutely refuse to promise what they can't do, and resolutely do what they promise. Only in this way can customers rely on you and get the greatest support and cooperation from customers. Step 2: Start simple, and ask customers not to underestimate many of your business novices who just graduated from school. As soon as you leave the market, you want to manage how much area and how much good sales performance you want to make. It is good for business novices to have these ideas. Due to the constraints of social experience, professional knowledge, sales skills and other factors, it is difficult for novices to operate and manage a county-level or municipal market or even a larger regional market alone at once. When a novice takes over the business, he has to start from the simple, start from the easy, make some achievements, and don't let customers look down on you. 1. Start with the smallest regional market unit. The area where novice business operators start to manage should not be too large. Every industry and manufacturer has its own minimum regional market unit. For example, the smallest regional market unit of fast-moving consumer goods may be streets or communities, and the smallest regional market of feed products is villages or villages. Beginners can choose to start with the minimum regional market unit of the manufacturer. Choosing to start with the smallest regional market unit is conducive to the growth and performance improvement of business novices. One is that the management area is small. For the novice business, the goals and ideas of market expansion and market management are clear, and they know what to do and how to do it. Second, the management area is small, which is relatively easier to operate and has a greater chance of success; Third, it is convenient for business novices to build confidence. 2. Start with the simplest and most basic work. Sales is a complex and challenging job, and its activities mainly include regional market survey, competitor analysis, market development plan, customer credit survey, customer development, customer management and maintenance, terminal network construction, terminal tally and promotion, and product complaint handling. There are also many objects of development management, including first-class wholesalers and second-class wholesalers. > & gt

Question 9: How to do the first step of marketing expansion? Marketing is a huge project. If you want to do well, you need to do it step by step. First of all, you should do more basic work:

1, fully understand commodity knowledge;

2. Understand the main sales channels;

3. Understand the end users of products;

4. Do market research to find out the local market situation;

5. Communicate with distributors and find problems;

6, according to the problems existing in the market, put forward solutions;

7. Improve tracking adjustment.

The process of investigation and understanding

This is an overall process of developing the local market. Although it may not seem like much, every step needs to be done firmly to make the market work.

Question 10: How should novice wedding hosts expand their market business? Well, the price of 300 is too low. Obviously, I don't believe people will use you. There's no need to keep it down or even free. Just show the video you usually host to the wedding. No, in other words, you are really not professional enough. You can watch other people's videos and promote them online. If you understand with your heart, you don't have to worry about tourists. You will find them yourself. The key is the performance on the spot. Guests will remember you when they are satisfied. !