The new market development can be divided into the following seven steps: \xd\ Step 1: Make five familiarities before departure. \xd\ 1. Be familiar with the company's current position in the same industry; Being familiar with the company's current position in the same industry directly determines your mentality and confidence when visiting customers. For example, our company is the first grain company in China and the first brand of rice in China, which determines that we are confident when negotiating with customers. \xd\ 2. Be familiar with the company's products, especially the advantages, eating methods and storage methods of the company's products; \xd\ 3, familiar with the processing technology; Being familiar with the company's products, especially the advantages, eating methods, storage methods and other aspects of the products and processing technology will help us not to talk layman when negotiating, and if the customer is an amateur, he will think that we are experts, and if the customer is an expert, he will agree from the heart, so that we can be easily accepted by the customer and feel safe in cooperating with our company. \xd\ 4. Be familiar with the company's marketing culture and policies; Being familiar with the company's marketing culture and policies will help us grasp our own concession bottom line when negotiating with customers, and at the same time let customers feel the continuity of our company's marketing standardization and marketing policies. \xd\ 5. Be familiar with all the available customer resources in the new market to be developed, including the old business units of the company, customers who actively call for cooperation, etc. \xd\ Be familiar with all available customer resources in the new market to be developed, including the old business units of the company and customers who call for cooperation actively. \xd\ Step 2: When entering a new market, do one "investigation" and three "affirmations". Fully conducting market research is a necessary and primary link to open up new markets. The process of market research is actually a process of finding your own feelings in the market. Through investigation, you can fully understand the market situation, market potential and sales forecast of competitors, so as to find market opportunities and find breakthroughs. \xd\ The three "affirmations" are: \xd\ First, on the basis of market research, the position and advantages of our products and marketing policies in the same industry are determined through analysis, and a breakthrough is found. \xd\ Second, it is very important to preliminarily determine the channel distribution mode to be selected according to market needs, whether it is a regional exclusive agent or multiple agents, direct sales or an agent, which directly determines what kind of customers we will visit later. \xd\ Third, preliminarily determine the "blacklist" of customers you are about to visit. \xd\ In addition to the customer list collected before departure mentioned above, there are several ways to determine the "blacklist" of customers: \xd\ 1. Go to the supermarket to find some best-selling brands related to our company's products but not the same, record the phone number and find their agents in the region. \xd\ 2. Inquire about some famous suppliers through supermarket procurement; \xd\ 3, multi-party investigation, inquire about the successful agents in the circle. \xd\ Step 3: Preparation before visiting customers: \xd\ 1. Samples and related promotional materials. \xd\ 2. Determine the bus route and make an appointment by phone in advance to ensure that you arrive on time. \xd\ 3. A marketing plan \xd\ 4. Organization language: determine the general contents to be talked with customers during the visit. The following are the main contents I talked about when I visited my customers for the first time: ① General situation of the company and its position in the same industry, production scale and capacity, quality assurance and stability system, which mainly reassured customers: first, we can cooperate with our company for a long time, and we don't have to worry about making the products hard, which led to the collapse of the company; second, we have sufficient supply guarantee; second, we have the main target market and market prospect analysis; third, we plan to promote our market; fourth, our zero-risk after-sales service guarantee system; sixth, our company is right. \xd\ 5. Determine the bottom line of negotiation, such as the bottom line that can make concessions at most, such as payment for goods, promotion support and return of goods. \xd\ Step 4: How to "impress" customers in the process of visiting customers, so as to: \xd\ 1. Introduce them to the practical investment and financial planning you have made for customers. Including investment risk analysis-zero risk; Profitability analysis-sufficient profit space guarantee; Long-term analysis of brand operation-there is no national brand of rice at present, and once you master the agency right of the first brand of rice, you will benefit endlessly. 2, the tone of speech and the content of moderate incitement and affinity. The requirements here are moderate, the speech is too real, and the tone is too low, which can't stimulate the entrepreneurial passion of customers. As mentioned above, you told us from the beginning that the supply of goods is often not guaranteed, the quality of products often goes wrong, and so on, which scared customers far away, and exaggerating it will bring trouble for future work. \xd\ 3. Good after-sales service commitment. \xd\ Step 5: "Invitation" before signing the contract: After initially selecting some intentional distributors, it is an important means to invite customers to visit the company as much as possible. Because I believe that every customer who has been to our company will have great confidence in cooperating with us. \xd\ Step 6: Establishment of agents: Choose the most suitable but not necessarily the largest customers from several intentional distributors as our partners. \xd\ Step 7: "Details" before the start: After the partners are formally determined, we should start to be "salesmen" and "orderlies" for the dealers in terms of ordering, variety selection, price system and distribution channels, so as to fulfill the commitments we made when we started the negotiations earlier.