summary of customer experience

summary of customer experience? About the summary of experience, mainly write down the main work content, how to work hard and the achievements made, and finally put forward some reasonable suggestions or new efforts. Let me share with you the summary of the pioneering experience. Let's take a look. Summary of the experience of expanding customers 1

1. How to set a reasonable expansion goal for the project?

establishment of customer expansion target:

1. The marketing target in the initial stage of the project, such as the recognition target, customer storage target, etc., set the customer expansion plan according to the customer storage target, establish the operational map, establish the organizational structure and PK incentive plan of the project marketing team, and fight for preparation; Generally, after the general goal is set, it is assigned to each team, and each team is assigned to individuals, and then it is refined to the early stage of customer storage and strong expansion.

2. The process of setting goals and decomposing goals will verify the rationality; At the same time, adjust the indicators when taking stock every day every week.

second, how to divide the expansion area?

Every project generally has marketing strategy and customer development strategy. The project attributes of the whole project and customer orientation determine where our customers are. After the project team formulates the strategy and verifies the model, it arranges each team to give operational guidance according to the war zone. Even for the crowded places such as Shangchao in the core war zone, all teams can be required to auction, and the main customers can be photographed according to the highest index, so as to achieve the goal of expanding customers higher. Indicators are linked to costs, superior resources are tilted, and an overall balance is achieved.

Therefore, pioneers who are organized, planned, targeted and eliminated by PK competition are in order.

third, what kind of outreach is the most effective at present?

Country Garden is used to expanding customers offline, and there are eight ways to expand customers: sending orders, TV camp, exhibition spots, intercepting competing products, visiting major customers, circle marketing, organizing house-viewing groups, and supernumerary brokers (first-hand linkage).

how to balance the first-hand linkage? It is suggested that a bowl of water should be flat, and the effect should be paid. Of course, if the effect is better after two months, the resources can be tilted.

fourth, what is the form of expanding customers' network collection, and individual customers will receive it as soon as they arrive, or will they concentrate on it through activity discounts?

8. The way of expanding customers is the form of expanding customers. Usually, I request that the customers be collected by nodes. Trilogy: expanding customers during the day and receiving customers at night; Expand customers on weekdays and concentrate on receiving customers on weekends; Finally, organize large-scale activities according to centralized big nodes to collect customers on a large scale. Key words for expanding customers and accepting customers: gifts+activities.

Step 1: Bring all kinds of gifts to visit the project during the day, and focus on visiting customers and returning customers at night to determine the number of effective customers under the expansion index;

Step 2, organize warm-up activities (activities required by customers) on weekends, invite customers to attend this week, and make a second inventory of how many effective customers there are;

the third step is to organize large-scale activities such as large-scale festivals and major project nodes to lock in customers. In short, through constant interaction, we can deepen customer viscosity and constantly wash customers, organize reasonable supply and win the opening.

5. under the internet thinking, how to cooperate with offline customers online?

interaction. The same project marketing strategy, the same node plan, online and offline must be a combination boxing. For example, the real-life exhibition area of the project is opened, and a garden activity is organized. At the same time, the local wedding photography shop and Ferrari Auto Show are invited offline (all sponsored for free). At this time, customer interaction can be carried out on online promotion.

6. Is there a limit to whether the customer extension expenses are separately charged or counted as marketing expenses?

all marketing expenses are counted as marketing expenses, and then divided into promotion expenses, sales management expenses (including customer extension expenses) and marketing facilities expenses. Each major item is allocated according to the project situation.

7. expanding customers needs high incentives and high elimination. this prerequisite is that there are sufficient reserve personnel. how to do it for small companies with few projects and insufficient talent reserves?

For small companies, there are two ways:

1. Expand the Burt's Bee team outside the components. For the sake of professionalism, we can fix some college students to take part-time jobs and conduct long-term training, and pay according to the effect. The daily visit index is less than RMB 111, and the number of rewards for effectively visiting a group is how much.

2. Moderately over-staffing, such as 11-21% fixed elimination every month, while constantly recruiting people, maintaining a virtuous circle, and paying the commission. The commission will be paid only after the transaction, and the fixed commission ratio will be calculated for the whole plate, and it will be paid out of the marketing expenses appropriately. Why not? Is there a guarantee for the pioneering staff? If you are a student, you already have 81-111 yuan a day, which is enough to live. Remember not to make them too full. If it's our own team, it's our habit to set up indicators for outsourcing. On the same day, the outsourcing staff can be subsidized, assessed, rewarded well and punished poorly.

The agency wants performance, and it is their duty to get the performance with money. If the salary is sufficient, it is their own problem, and we only want the result. However, if the project itself is difficult to sell and the commission point is not high, it is ok to give some incentive subsidies appropriately for the enthusiasm of the agent.

Marketing teams, like the army, can be stimulated by targeted material stimulation.

8. What details should be paid attention to when enterprises visit and develop?

the key for an enterprise to expand its customers lies in its contacts and resources. My habit is that whenever I go to a city, I first use the resources around me to infiltrate. Suppliers, government departments, banks, employees' relatives and friends, etc., you can always find their related customers from your own company's departments, so all-staff marketing comes.

enterprises can infiltrate from local management committees, major trade unions and employees' relatives in the enterprise in advance. My experience is most effective through the organization of government public welfare activities (sponsored by the government and assisted by me) and the organization of activities needed by enterprises.

For example, the government fire protection knowledge exhibition, the exchange dance with employees of government enterprises, street dance competition, and the sound of the park, etc. With such activities, the reputation of the enterprise can be enhanced on the one hand, and the visibility of the project can be improved on the other. In this way, the second step can be carried out, such as the visit of major customers (PPT) and the stagnation point (such as adding meals in the canteen). The most important thing is the large-scale circle activities under the line to make a splash. Some enterprises often only pay attention to development and construction when they introduce cities to engage in relations, but do not pay attention to customer expansion. It is suggested that the external liaison of various departments can be organized.

9. How to expand customers for towns and villages, because towns and villages are scattered, especially towns?

At present, in the third-and fourth-tier cities, except for the county, about 41-61% of the customers come from the target towns, so it is feasible to expand customers. According to the previous customer map, we divide the main first-and second-level war zones in cities and towns, and carry out effective phased expansion according to customer density.

most township customers pay attention to the key points such as marriage (registered permanent residence), education school district, price, etc. Let's take a target township for analysis.

For example, online and offline cooperation, firstly, we arrive at the project, the outdoor resources at the main crossing, and secondly, we plant advertisements (banners, signs, exhibition spots, etc.) in the crowded places such as supermarkets, governments, banks and mainstream restaurants in the town. At the same time, we start the development of the network of people such as the office director of the local government chamber of commerce, where we can use supernumerary brokers.

The sales team can make use of 3-day weekend to launch projects with more than 41 people. First, online advertisements will be bombed for nearly a month, then the whole town will send orders for two days at the main points in the town, and then concentrated activities will be held at night to collect customers. Once completed, four key towns can be launched in a month.

11. A broker has been developed among the clients, with abundant resources, but the commission is more than three times higher than that of the property consultants. How to prevent the property consultants from transferring customers to the brokers and harming the company's interests during the cooperation?

skipping orders mainly depends on monitoring and punishment. If you are a supernumerary broker who is not an intermediary, you should first make rules of the game, and stipulate that the supernumerary agreement must be made by the customer found by his channel, otherwise you will not pay commission or even recover (embodied in the agreement, the specific communication is mainly to mobilize enthusiasm). The prevention usually starts from the inside, and it is difficult to prevent domestic thieves from day to night. The owner of the internal red line should be clear that once the commission is deducted and fired, there is no room. Summary of the experience of expanding customers 2

Experience of expanding customers management

According to our experience of expanding customers management, let's share the "five steps of expanding customers management":

The first step: emotional management-making part-time employees "one of their own"

Emotional management is to enable part-time employees to inspire their work spirit and alleviate the strangeness of part-time jobs. Emotional management is not equal to "fighting chicken blood", but treating the emotions of part-time workers as regular staff. Only when a good horse eats good grass can it run fast.

There are two specific ways of emotional management:

First, the emotional construction before expanding customers, using the early name time to queue up and shout slogans in unison to cheer up the spirit and enhance work activity. There is no certain rule for the content of the slogan. What is needed is to keep consistent in action and break the state of being in the doldrums. The second is the psychological massage in the development of customers, which uses the late registration time to listen to the actual feedback of front-line work, respond to the feedback in time, and give appropriate comfort and encouragement. Improve the cohesion and execution of the "temporary team".

the second step: incentive management-let the customers have goals

before the customers go to war, they get indicators, which are punitive red lines. The motivation to work for fear of being punished is hard to last. The effective way to change passivity into initiative is to set incentives, and set different effect incentives according to each node, such as leaving electricity, visiting, recognizing and closing a deal, which can enable the customers to turn indicators into goals, improve their work initiative, reduce the management burden, and make the channel customers turn to effectiveness. In specific operation, the basic salary of the extension staff can be appropriately reduced, and the corresponding bonus can be given for each successful power leave and visit (set according to the actual needs of the project), so as to pay the bill for the extension results and improve the effectiveness.

Step 3: Standardized management-thousands of people must be on the same side

Non-standard marketing methods such as inconsistent caliber and false promises are taboos of real estate marketing, which will not only affect the conversion rate of Tuoke port to customers in the case site, but also bury hidden dangers for the transaction. Therefore, before the development of customers, all the materials, sales caliber and price caliber must be highly unified, so as to ensure that the written and oral statements are strict and error-free, and to prevent future troubles. On the other hand, it can reduce the influence of different quality of personnel on the development of customers to a certain extent, and excellent rhetoric can increase the probability of obtaining customers and make the project image more unified.

Step 4: Tool Management-Keep an eye on the dead

It is obviously impossible to let things drift when managing the developer. If you keep an eye on the dead everywhere if you are too strict, there will be side effects. People like to take advantage of the pressure, secretly throw away a single page or scribble a phone number, which I believe all colleagues have met. In order to improve the efficiency in the process, we need the process management of "keeping an eye on it, not staring at it". Specifically, we can combine internet management tools to weaken the sense of oppression and improve the standardization of management, and replace a large number of human resources management with standardized management tools. In order to optimize the management effect, Lituo has developed "Tuokejia", which is a management tool for Tuokejia. It can be installed on any type of smart phone. Through three different role versions of "Burt's Bee", "Commissioner" and "Manager", people with different roles in Tuokejia can manage and view Tuokejia in real time, including online check-in and check-out, real-time position tracking, indicator completion statistics, incentive statistics, performance and review. Reduce the input of management manpower and improve management efficiency in a digital way.

Step 5: Quality Management-Doing a good job is different from doing a bad job

For the pioneers, the most common inertia is "just mix it up, and the salary will always be paid", which comes from the management's failure to evaluate everyone's work results. Just like e-commerce shopping, sellers need to accept commodity evaluation in order to be constantly motivated to maintain the high quality of commodities. Similarly, the management needs to evaluate the work results of the customers and form a quality management system. The evaluation results have an impact on the last salary settlement and the next priority employment, and form a traceable quality management record for everyone, whether full-time or part-time employees.