First, the list, a good list directly determines the output of sales. There are several issues involved (briefly described today, and then explained in detail one by one):
1. What kind of list is a good list? How to screen? The so-called accurate customer base, according to the law of people, must meet the following requirements:
A. Rich: The annual output value of the enterprise is at least 30 million, and it is preliminarily judged whether the customers can afford our courses;
B. Yes: the customers on the list must be the chairman, general manager or CEO of the company, that is, the top leader, who can keep his word;
C. there is demand: because there is no telephone communication, it is not easy to determine the customer's demand. By looking at the source of this list, we can determine whether these customers have attended courses in the same industry, at the same price or at a higher price than our own company, so as to judge their consumption habits. If the customer loves to learn, then he will choose us to some extent;
Of course, I don't need to elaborate on some small key points. For example, if you look at the customer's phone number, for example, most of them are 138 or 139, you can preliminarily judge that this list is a bit old; Cleanliness of the list; Whether the list category is detailed; Judging the size of the company by its name … and so on.
2. Where does the good list come from?
There are many sources of the master list, such as: customer recommendation, peer exchange, purchase by professional directory companies, associations, alumni associations, hometown associations, government units (industrial and commercial bureaus, tax bureaus, banks), exhibitions, MBA classes, online Baidu, on-site public classes of other companies, and business card collection. It will be explained in detail later.
Second, the art of speech
Because you have found the list, you must start to develop customers, whether by phone, SMS or WeChat, which is the most direct.
Answer the phone, but you need to be prepared to be rejected N+ 1 times. Everything has advantages and disadvantages. You can't have it both ways. Look on the bright side.
What should I say about the phone? First of all, let me make it clear: tell the customer what he wants to hear, and let the customer stay on the phone for 3 seconds from the moment the customer just connects the phone. Then let's make a brief analysis. What do customers like to listen to? Interested in me, helpful to me, in need, familiar with people, sweet voice, clear telephone voice ... The most important thing here is that your words are helpful to him. So our first few words must be to the point that is helpful to him.
Third, the idea of attack orders (documentary)
After contacting the customer by phone, SMS or WeChat, start to attack the order or follow the order.
The purpose is to turn customers into transactions.
The most important point here is to find the customer's demand point through repeated communication with customers, that is, what kind of problems are solved through this course and what do you want to learn? Or do you want to take it back to the enterprise for implementation? Or something else (see what the company's own product introduction can help customers, and then take it out to guide customers), and gradually explore. Then according to the customer's demand points, combined with the characteristics of their own products, to help customers make decisions.
Fourth, mentality.
In fact, no matter what you do, mentality is very important. Although it looks empty, its function is nothing.
Limited, will directly affect your day's work status, poor status, work results will naturally not be good.
Although it is simple to say, it is actually very difficult to stick to it. People's mental state may change at any time. It is impossible to say that they are full of confidence every day and will be influenced by some negative things, so they need to constantly encourage themselves, hint at themselves and take the initiative to intervene!
Then I believe that if you do it and do the above four points well, you will not be far from the sales champion! Come on!