How to Develop Clients of Consulting Companies (2)

The customer management consultant of Tian Yuan Consulting Co., Ltd. believes that telephone contact is an effective means to repeatedly publicize and stimulate customers, but frequent use will cause customers' disgust! Appropriately contacting customers to visit (remember: it is important to send a sincere invitation letter), or visiting the customer company (remember: don't forget to write a thank-you letter after the visit), or writing a preliminary rectification plan to provide customers with the latest industry and government information, are all good ways to shorten the distance from customers. The comprehensive use of holiday greetings, New Year greeting cards, Spring Festival gifts, team visits, etc. will make the customer relationship stable and sustainable! 7. Actively participate in government actions (such as entrepreneurs' associations) and the utilization of special resources. The customer management consultant of Tian Yuan Consulting Co., Ltd. believes that it is not enough to rely on advertising and word-of-mouth effect for the development of enterprises! How to communicate in a wide range and short distance, so that potential customers will be interested, form memories and stimulate demand? To this end, we must establish a good cooperative relationship with entrepreneurs association/enterprise management bureau. Entrepreneurs' Association/Enterprise Management Bureau chooses to establish strategic alliance based on two factors: 1. These two institutions are government departments with good and reliable government background; 2. These two organizations hold a large number of corporate parties and activities every year, which has a strong cohesive function. Usually, at large gatherings, associations or administrations will invite us for training and lectures; After careful preparation and design, the success of each speech will make the company highly recognized by enterprises and entrepreneurs. After the speech, take some time to exchange business cards with customers, receive simple consultation and have a preliminary exchange, so as to lay a good foundation for later customer visits and in-depth exploration/stimulation of customer needs! This way, we call it team marketing. The customer management consultant of Tian Yuan Consulting Co., Ltd. believes that it is an important link for the customer department to make full use of special resources, tap and cultivate potential customers. Choose well-known universities to cooperate, send senior consultants to help explain MBA courses, provide classic case studies, and arrange student internships. Not only can we enhance our popularity through the alliance with colleges and universities, but we can also leave the company image in the minds of these future business leaders and lay a solid foundation for cultivating future customers! This way, we call it: blocking the passage. Similarly, the scope of special resources will continue to expand and improve, and will gradually penetrate into banks, securities and other industries to find more benefits across regions (marketing agencies, consulting companies, IT industries, etc.). ), and strive to develop more comprehensive and in-depth cooperation with them. 8. Improve the training system, and assist customers to establish learning career planning. In professional management consulting companies, the comprehensive quality of customers' staff is particularly important. The customer department will establish a series of trainings such as standard speech, professional technology, classic case base, power management (marketing) concept, customer demand mining, customer relationship management and image design. And according to the quality, potential and work characteristics of different personnel, we will compile personalized learning careers to help the customer department staff improve quickly and fully shape the team ability! 9. The customer department will assist and participate in the company's sorting and packaging of projects, gradually form a service project library with company characteristics, and maintain the potential of customers' secondary development. The customer management consultant of Tian Yuan Consulting Company believes that providing customers with a package of solutions and integrated systems is the embodiment of the competitiveness of some consulting companies! However, with the increasingly divergent personalized needs of customers, providing targeted solutions and services for enterprises will be of great benefit to expanding the source of customers and enriching and perfecting the operation projects of consulting companies. Such as project manager, employee stock ownership plan, partner system, performance appraisal, job description and other projects. Change the bad habit of not participating in the customer department after the operation of the previous project team. The customer department should keep close contact with the important contacts and senior leaders of customers at any time to understand the opinions of customers on the project team, so as to provide timely adjustments for the project team. And in the long-term close contact, maintain a good relationship with customers, and promote the secondary development of customer needs. 10. Break through geographical restrictions, select key cities and regions, and conduct customer development and roving visits. The client management consultant of Tian Yuan Consulting Co., Ltd. believes that closing the door to the outside world is a taboo for client personnel, especially the client managers in the consulting industry. If they are short-sighted and have no overall strategic view, they always like to stick to a certain province or city. Over time, the customer source will shrink and eventually form a passive situation of "exhaustion"! According to the existing customer resources and the company's development strategy, actively select key cities with good industrial base, low competition barriers, initial customer relationship and superior geographical environment, conduct early customer development and roving visits to ensure the feasibility of becoming a single company, expand consulting companies to the outside world, and help set up branches such as offices quickly and stably!