Order Council (Merchants Association) is an enterprise product channels an important means to expand, with the ordering of the success, the product can help the country's distribution channels and ultimately to market. However, with the overwhelming will of the convening order, order will be "mass response" scenario has been rare. Now, businesses and dealers more vigilant components, fewer components of trust. I have participated in many national organizations, ordering manufacturers, orders will be heated atmosphere, to the site many people jostling throng. Business-to-order arrangements will be very smooth process, performance programs, product demonstrations, receptions and other sectors to discuss a chain, each link are in place. However, when the order will be the end of the final signed contract customers order only a few. After looking at the satiated and dispersed the customers, business CEOs and shook his head: Why are today's order will do the wind, little rain?
Sigh as the boss sent a lot of companies invested hundreds of thousands of costs, in the end look at affordable for a lively drama, ended in failure 绔圭鎵撴按涓?満绌? Why do many people attending the closing of the small? Enterprises are meters out of the cycle without rice? The author summed up the order would deal an effective way.
1, will do more work before, the quality assurance to the Client
Pre-preparation work is top priority, companies will order a lot of preparatory work before, from the order will be held on time, venue, size, material preparation, the main push products, the media are ready for cooperation, everything is ready, only a strong wind. Next, is how to find a dealer.
Someone to find the right place, everyone has their own survival territory, has its own survival habits. As a dealer, they are year-round cruising between the enterprise and the market. Markets have any problems, they are extremely sensitive. What product to make money, what products to boost its profile are well aware of. Enterprises should look for these at the local dealer is a sound marketing network, and have control over end-market goals. Follow the "little a face, point side with the" principle, the so-called point of the major markets and customers, focusing on visits; the so-called surface that scatter a large network, the largest range of good looking customers.
1, through the influential national newspaper advertising market to attract dealers.
This newspaper ads aimed at a wide range of this, the enterprise can not capture, hidden behind the potential dealers in the market by means of advertising investment, "dig" out. Advertising this good and bad, the advantage of publishing a wide range of information spread fast. Downside is that there is no objective, easy to communicate to the competitor signal. Therefore, the release of newspaper advertising orders will generally be held in the first half, only to dealers about the time left, not enough time to prepare for competition. Choice of media should be considered the scope of the order will have a choice for media release.
2, through professional marketing, media articles to attract dealers eye.
This form of marketing is generally in the professional or trade magazine published in newspapers and professional guidance to the product-related articles, highlighting the product's market potential, through the soft target groups are informed about the operation of this product will be able to get the interests of the point. Article generally emphasizes the company's unique business philosophy, the product's unique selling point and a huge market space for development. Reading professional marketing magazine distributors are local business a long time, large-scale power, network-wide, to do a better dealer, market their new ideas and marketing ideas are more attention is focused on looking for distributors.
3, through trade associations to find distributors.
To master a large number of industry trade association resources, through trade associations to establish a good relationship, be able to learn the latest industry information crucial to grasp the dynamic to the industry, found that the industry's best network resources. Such as participating in trade fairs, fairs and other industry gatherings, usually such a meeting could attract many domestic industries have powerful businessmen and merchants to come into line, businesses can order the meeting will be posted on the invitation, will target customers will be invited to the ordering site .
4, the focus of market visits by salesmen looking for distributors.
This form is proactive, enterprise salesman visited the market in the country, focusing on the industry by visiting a local dealer, investment preferential order to convey corporate policy and corporate full support. Typically, each market has a "big distribution" exist, they may be agents of a brand, it may represent more than one brand, these big strong local market strength and market capacity, the goal is to order the candidates will be invited.
And this part of the dealer has a high reputation in the local, easy to find, so these large, corporate business people can call in advance the form of communication, discuss cooperation ahead of intent, and they will be invited to the ordering site. In the order will be a good atmosphere more conducive to business development officer for major clients.
Second, will the focus of man-mark, delineation of core customers
According to pre-ordering customers to participate in data collection, general, business should be combined with feedback from business people to visit and telephone communication of information, classified the customers, in which the market area for dealers, distributors, dealers size and strength development potential, classified A, B, C class of customers, and according to the classification, in order to send service personnel will be the focus of follow-up A, B class of customers, taking into account the C class of customer.
Type of customer market areas where the overall strength of the potential can be developed
A class of clients strong corporate focus on overall strength of the market have a strong intention of cooperation
Class B market customers an integrated business plan to develop stronger cooperation with a strong intention
C class customer enterprise scheme, the market overall strength of the general intention of the general cooperation
In the above classification, the three division of the above criteria, provided that they meet one of the conditions, can be classified as the appropriate customer category, and according to each customer's situation, formulate appropriate negotiating strategy, to send the appropriate personnel in the order of business will the focus of follow-up. Through painstaking work ahead will be the main customers will call to order the scene, the next major effort will be used in the ordering site.
No permanent friends, only permanent interests. Take good care of each and every merchant site, because they are the God of Wealth business. From the living, to food, to the scene of the guide. Site in order to create enough atmosphere will display the latest products companies to explain clearly preferential order policy. Order to attract customers interested in the scene is the headache for many enterprises. Now the industry highly competitive market, the real things to attract customers, such as policy support, incentives and so can not say that is not high, some companies reward order to achieve a certain amount of cars, back to the form are endless. Peel these things make sense as long as the distributor of the most fundamental thing you want is quite clear, as long as they meet this most bottom line, they will on products of interest.
Analysis, dealers marketing a product is nothing more than to maximize their own interests. View this product on the market prospects of the adequacy of profits, is there room for development, to see whether a company has a forward-looking market foresight and ability to grasp the market. Know what customers want, we lead from a few areas, clear and detailed explanation, I believe that a smart distributor will not have profits and potential product and let go of.
In the order will be on-site, pay attention to the guest's demeanor and the seriousness of lectures, which later played a good role in the negotiations. Remember that the more unruly and demanding customer the more likely it is the cooperation of the target customers, because they know the product to know more on the product's profits and market prospects of understanding more clearly the risk of post-Products will be smaller, and the greater the chances of business cooperation. Therefore, we should be reporting on these types of customers the most sincere treatment, patiently answered their questions, and arrange for staff to follow up specific business.
Third, after the timely follow-up, reached an
Intention of the dealer is always the last to leave, arrangements for the departure of participants is also key to deal with contract signing distributors and dealers do not want to be treated equally, and some companies have done so before, to eat us, drink us and the result did not sign anything, go back to their own. Came the company's shuttle service, and to produce a strong contrast, have been even after the client is likely to result only in bathing, guests will think on this approach, after the nurse to talk about what type of service training.
Dealers are very sensitive to the same dealer has signed a psychological, not Man for me, just look at people who think of disadvantages to more harm than good, so return the arrangements must not run out of steam or wealth differential, told of the language and some small food arrangements way will warm hearts, big money spent taking the time to spend each of their customers in a few dollars, will serve a notice of intention not to harvest. To know the emotional investment is able to return for signing the return.
End of the meeting does not mean the end of ordering, because the most important revenue amounts do not need to assign special personnel to plan ahead to implement the large distributors have to keep an eye by the CEOs, small businessmen to the customer service department or marketing department can, and because sometimes a birthright or a big customer attention to face, this is the key to meeting concluded, we all see it from a summation of how to communicate and promote the late, remember not to let financial direct call, many companies that signed contracts , deposit paid, followed by the financial catch is perfectly justifiable or logical models. Say the truth, it is very difficult to recover by Di things shall the average person can push and push are, Yin Wei Huan dealers and your company has not established formal relations services, not a particular knowledge, Caiwushihe came in the first paragraph Hou , after the reconciliation of purchase or when to implement, pre-marketing people must be looking at, that so far all models arrive to conduct the transfer.
Delineated dealer is very simple, as long as the organized, the implementation of place usually has a good result, but also a good investment skills is only a representation, the final decision outcome and growth of the investment or the company's integrity and strength, and the operator full implementation and services in place, there is no such as security, order and prosperity will only be short-lived.
相关链接:
Ma: Alibaba revolutionized THE traditional
ospf routing PROTOCOL on the application of the
FLV To Zune
brief GRAPHIC CAD
C + + / CLI object of speculation recorded the Object Layout
VOB To SWF
Chen Mei: The change in SELF-PERFECTION
3GP TO MPEG
Communities of Practice: Knowledge Capital Optimization
Exposed part of the interface, CF Interface only 16mmSD reader
Clocks And Alarms Storage
BEST Telephony
Delphi And Mixed Programming Language FORTRAN
ASP.NET introduces the underlying working Mechanisms
Illustrator9.0 and Golive5.0
No comments:
Post a Comment