Just to an unfamiliar region, in the absence of target customers and potential customers to meet before, as a marketing personnel must first of all do a good job of preliminary investigation of the local regional market, including the local market situation, consumer habits, the products they do the approximate market capacity, the basic situation of the customer, the mode of operation of similar products, other products of agents or distributors, etc., do a good job of these in exchange with the target customer may have "something to say". Dealers and so on, do a good job of these, in communication with the target customer may "have something to say", we must know that the regional agents in the local business for so many years, can be said to be "business savvy". A visit to the conversation let a person listen to is a layman's marketing novice, naturally, will not cause the customer's interest and attention. Maybe you are not necessarily more familiar with the local market than the customer, but at least not know nothing. At least you should be you operate the product connoisseur or half an expert. Such as Zhang is a lesser-known water heater manufacturer's sales staff, the first to a regional market, looking through the local phone book to find a more famous home appliance agency, they hurried to visit. Luckily, the boss of the company did not have too much to do that day, he received him directly. After exchanging pleasantries, the boss asked Zhang "If I operate your brand, how do you prepare to operate ah?" Zhang said, "We are generally small regional agents ......", and in fact, the customer is one of the most influential local customers, network maturity, strong capital, the agent's brand is basically a provincial agent, and the owner of the old self-reliant strength, for the Not too well-known brands simply do not do small regional agents. After listening to the boss vaguely "Oh" a start to change the subject, a few minutes to send Zhang away, did not talk about specific matters of cooperation. This is mainly because he did not do the most basic investigation.
Two, highlighting the personality, the establishment of personal influence
When visiting customers, the first customer first impression is not the product. Rather, it is the manufacturer's marketing personnel, marketing novice due to the first line, experience and qualifications are not enough. But it can highlight their character through their exchanges, to establish their own personal influence. No matter what business, marketing personnel's character to the customer's impression is very important. I heard a lot of bosses in the training of sales staff to emphasize this sentence: to do before doing people. Think about it is not unreasonable, because things are always done by people. An honest and reliable, focusing on integrity will always make people feel that they can be trusted. It is more reassuring to work with such a marketer, sometimes even if he is just a novice marketer. These can be reflected in the marketer's words and actions: his values, comments on people and things, methods and habits of doing things, and so on.
Three, with success stories to attract attention
While he is a marketing novice, but the company's products may be done in some markets, quite influential. So for the marketing novice, in the visit to the customer can be a real case to enhance the persuasive power, the businessman is most concerned about the operation of a product can bring their own interests. Successful cases in other regions can give it confidence and enough to attract. Others have operated this product to make money, he can also. Can learn from other market specific operation methods, marketing models, promotional activities planning, customer input and output, network, sales and after-sales protection ...... through specific cases to communicate with customers is far better than talking about some beautiful vision, there is a saying: the power of the example is infinite. In fact, on this point, in the health care industry is applied more, more is to choose a regional market first to do the pilot, after the success of the start and then quickly "copy, promote" to other regions; home appliance industry is now also no shortage of such a typical case: for example, Aotearoa in Hunan.
Four, master the rhythm and timing
The first time to a market, marketing novice to the market and customers are not familiar with, sometimes in the visit to the customer do not pay attention to grasp the timing, often also encountered embarrassment. For example, the customer is in a meeting, or the end of the month, the end of the year to calculate the inventory, or the customer's boss is because of family matters or other trivial troubles, or the customer is meeting with more important guests and so on. Such as Wang is an induction cooker business representatives, the first time to S province, in order to make early results, but also let the company leaders and other colleagues impressed, continuous shuttle in various home appliance customers. But at that time it was already 29th or 30th, and many companies were conducting month-end inventory. As you can imagine, he ate a lot of closed doors. This is the visit of the timing is not appropriate. The rhythm of the visit is not good, the same can not achieve results. The general rhythm of the visit is: about to meet the pleasantries of self-introduction (including the company and the company's products)
Interested in describing the points of interest of the specific policy intentions. Attention in the visit to highlight the actual benefits of the product can bring to the customer, cause customer interest, and then turn to the introduction of specific policies, so as to reach a preliminary intention.