Enterprise philosophy, honesty and trustworthiness, good quality and low price, as long as your goods are good, the price is reasonable and you are sincere, it should be very easy to talk about. To get big customers quickly, you can use the following ten tricks: 1, and make adequate preparation for customer visits. At present, many salesmen pick up the phone or turn around to visit with information once they find the target customer, which is likely to be rejected by the customer because of insufficient preparation, wasting valuable customer resources. The correct way is: before making the first phone call to customers or visiting them at home, learn as much as possible about all kinds of information of big customers, especially their needs, and also think about possible problems, possible disputes, the bottom line of concessions, etc. The more prepared, the higher the chance of success. In addition, it is suggested that the initial communication through telephone and other channels can greatly improve the work efficiency before contacting strange customers. 2. Being an expert and a big customer of the products you sell is different from ordinary customers and has high professional requirements. Therefore, whether the business personnel know enough about the products they sell, whether they are professional enough, and whether they can give customers confidence has become a key factor in the transaction. We can easily accept the advice of experts in a certain field and trust the words of professionals more easily. Therefore, becoming an expert on the products you sell is very helpful to promote business. On the contrary, if you don't even know your own products, how can customers buy with confidence? 3. Creating value for customers Assuming that only your enterprise can provide the goods that customers need, do you still need business personnel? Do you still need us to develop customers? Of course not. At this time, customers will naturally come to you for cooperation, because the value you provide to customers is unique. Like Microsoft, we have little choice. Therefore, we seldom see Microsoft promoting their operating system. But there are not many companies like Microsoft, and we don't have to demand unique value. As long as we take commodities as the carrier, we can provide more value to our customers, so it's easy to talk about big customers. Besides, only valuable cooperation can last. Don't think that you can have this big customer for a long time by reaching initial cooperation or catching a key person in charge. The only way to achieve long-term cooperation is to continuously create value for major customer organizations. When you are valuable, important or even irreplaceable to a big account organization, you can have this big account for a long time even if you don't maintain the key person in charge. Of course, unless the person in charge is the business owner himself, the maintenance of his personal relationship cannot be relaxed. The key account development method of key decision makers by key account organizations is a routine method that everyone is familiar with and used to, so I won't go into details here. It is difficult for business personnel to provide great value to customers, which depends on the strategic thinking and decision-making of an enterprise organization, which is the key to the long-term survival and development of an enterprise. What business personnel can do is to enjoy some valuable industry dynamic information, sales data, marketing suggestions and so on. Dealing with big customers every day. 4. Pay attention to competitors. Why don't big customers cooperate with you? It's not that they don't have demand, but that your competitors meet their needs better, so it's very important to pay attention to your competitors. When we develop big customers, we often regard big customers as rivals, and all our strength is here. In fact, it is the competitors in the same industry who really affect whether we can reach a deal with big customers. Beat the competitors, and basically have big customers. Therefore, we should also fully understand the situation of competitors, including their strength, what value they can provide to big customers, their bottom line, weaknesses, advantages and so on. The clearer you know, the greater your confidence in defeating them, that is, know yourself and know yourself, and you will win every battle. When we put the relevant data of competitors, big customers and our own data together for comparative analysis, the tactics of capturing big customers naturally surfaced. However, it is difficult for a business person to understand the information of all parties, so it is best to give full play to the strength of the organization. 5. Organizational system support All the strategies and tactics mentioned in this article involve organizations, because the big customers we have to face are organizational customers, and obviously their personal strength is weak. Only when the organization participates and supports in a planned way can the business personnel make full use of their strength to complete the task. When we develop large accounts, it is basically that large accounts are watched by special personnel. However, when a person faces the comprehensive and professional needs of an organized big customer, his ability is often insufficient. At this time, a key account development support center can be established, led by the decision-making leaders and sales managers of the enterprise, and composed of full-time key account developers and employees of the sales department and planning department (part-time). In the process of developing key customers, business personnel can seek help from think tanks at any time, solve difficulties in time and improve efficiency. The center should have a database, including successful cases, successful skills, experiences and lessons, customer data and information, support provided by enterprises, etc. According to different industries, the entries in this database are different, which can provide a large number of decision-making basis for business personnel's thinking and action, and also accumulate valuable experience and data wealth for institutions. 6. The process decomposition organization can be separated from various links such as finding key customers, intentional contact, further communication, follow-up, transaction and maintenance. For example, there is a person who is responsible for collecting customer information from the Internet, newspapers, television and other channels, because such work is always repetitive, experience will be accumulated step by step, and the speed and efficiency are very high; The telemarketer is responsible for the initial intentional contact. These people are naturally better at telemarketing skills and can quickly discover the truth and falsehood of customers. Next, interested customers are made by foreign salesmen who are good at face-to-face communication with customers; After reaching the basic cooperation intention, or when customers have professional problems, professionals will discuss the details of cooperation and further convince customers, because this link can bring value to customers and dispel customers' concerns, so the more professional, the more effective; The list has been discussed and will be maintained by people who are good at customer relations. In this way, people with their own strengths can give full play to their strengths, and repeated practice can make perfect, and the efficiency will naturally be greatly improved. Of course, according to the actual situation, one person is responsible for 12 links, but no more than 2 links. From the management point of view, doing a job repeatedly is conducive to the improvement of speed and quality. Just like the assembly line of industrial production, it can greatly improve productivity, improve the signing rate, and naturally increase the income of business personnel. From the perspective of business owners, streamlined operation can avoid the common situation of cultivating an excellent salesman to fly to be a salesman. The reason is that a business person fully grasps the operation methods and skills of all links in the whole process, and finally holds the customer resources in his hand. There is a good saying: great ability and long temper. At this time, the business personnel with capital began to be dissatisfied with the original treatment, and if they were dissatisfied, they would inevitably choose to leave the enterprise. If the process operation is adopted, it will not only drum up employees' pockets, but also make employees afraid to leave rashly because of their dependence on the enterprise. However, when using process operation, we must deal with the problems of work distribution and benefit distribution according to the enterprise's own situation, otherwise some people may be discouraged and drag down the whole process. It is also necessary to seamlessly connect all links with a smooth information model and a scientific system to avoid internal consumption of resources and reduce efficiency. 7. Interactive key account development Then let's change our thinking: What will happen if we become a key account of a key account at this time? When the relationship is equal, customers will naturally be more accommodating. For example, some enterprises now attract big customers in insurance, banking, telecommunications and other fields, so they take you to buy our products, and we buy your insurance or credit cards, telephone cards and so on. Although this interactive and mutually beneficial model is effective, it has certain limitations and limited industry scope. Let's expand our thinking and achieve mutually beneficial cooperation with target customers through circuitous ways. The first mode is aimed at two customers with different supply and demand commodities: for example, a special steel production enterprise negotiates with its customers and a real estate developer. If you buy XX water control valve from XX enterprise, I will provide you with special construction steel at a preferential price of XX%. Go back to another big customer, the metal valve factory, and negotiate with it. If you buy our XX tons of special steel, we will ensure that real estate developers will buy your XX valve. So the three parties benefited, although part of the profits were given to real estate developers, but two transactions were made, which was still cost-effective; The other mode is aimed at upstream and downstream customers respectively: for example, a wood enterprise negotiates with a wood processing machinery manufacturer. You buy the office desks and chairs of my big client enterprise, I will buy your XX wood processing machine, and in turn negotiate with the big clients who sell office desks and chairs. If you buy our XX meters of wood raw materials, I guarantee that my customers below will buy your XX office tables and chairs. This is like a biological chain, we can gain benefits and even create a win-win situation by skillfully connecting it. 8. Customer recommendation In many industries, the relationship between peers is very close. If you can ask existing big customers to recommend your products or services to other customers for you, the effect will be far better than the unremitting pursuit of our business personnel. So, how can we help our customers do this? There are two methods: 1. Let interests become leverage. For example, recommending the next home will bring certain benefits to this customer. This benefit varies according to different industries, such as recommending customers to enjoy part of the resources of the recommended customers and buying products or services with greater discounts. The most direct and effective way is to have a good relationship with the person in charge, so it is much easier to talk to him. If you have the above two conditions at the same time, it should not be difficult for customers to be your salesmen. However, the customer's recommendation only helped us open the door to the next customer, and we should work hard after entering. 9. Pay attention to the people around the decision maker. Some people close to the decision makers, such as assistants and secretaries among key customers, have strong decision-making influence although they have no decision-making power. Even the key to business success is decided by these people. These people are close friends of the decision makers, who will refer to their opinions, offend, despise or ignore these people, because they feel that they have established contact with the decision makers, so the result may be that these people have become the main reason for your entrepreneurial failure. If we make good use of these people, they are the door opener and guide for your business. We can learn all kinds of information and get all kinds of small help from them, otherwise it may bring a lot of small troubles. These positive or negative effects are small, but they are related to success or failure. These people are like gears in a clock. Gears can't push the clock to move, but gears can stop the clock from moving. 10, innovation of public relations means. At present, the public relations maintenance means of major customers are basically dinner, bathing and playing cards. We spent a lot of money and time, but our customers didn't appreciate it, because everyone did. As the saying goes, eating jiaozi every day won't make us feel fragrant. Even our customers will be picky, and they will compare who is better and who is more generous in many dinners. It is not only futile, but also may be thought by customers that you don't value him, and even you don't want to do business without inviting people to eat and drink. I believe that this dilemma, uninvited, is felt most deeply by our major client developers. At this time, it is necessary to innovate the development model of key customers. Marketing is innovating every day, but the development of key customers has always stayed in a relatively low-level and outdated way. At this time, if we change our thinking and innovate the development methods of key customers, we can find a side door that no one walks when everyone bursts into the doors of key customers, thus achieving our goal. We can broaden our thinking, avoid the Red Sea competition developed by big customers, and don't take the road that others have taken. Due to different industries and businesses, the forms and methods of development and innovation of major customers are also different, but there is a principle that others can follow, only our bank has a single-plank bridge. According to the author's practical experience, this paper puts forward some innovative methods and ideas for your reference: First of all, eating and entertainment need the necessary media, but this is not an important development link. The key point is that we can understand customers' preferences and needs through the harmonious atmosphere during dining and entertainment.