We mainly start from the following three points:
First of all, there are advanced marketing concepts and ideas.
1, marketing concept.
Usually, I often talk to marketers about a point that sales work is conceived, not made. This sounds like a fallacy. Work depends on hard work, and the market has come out. How can I get pregnant? But from another point of view, we must have detailed plans and ideas when doing marketing work, otherwise we may be aimless when developing the market or doing work, and it will affect the fighters by mistake, which will not pay off. When we set up the company's marketing team, we faced many difficulties. For this reason, I have repeatedly emphasized three issues: "confidence, patience and perseverance".
First of all, have confidence. Have confidence in your own enterprise and products. If you have no confidence in your own business and products, how can you introduce your own business and products in front of customers? In my opinion, the cultivation and exercise of self-confidence is the beginning and foundation of successful marketing. For a newly established enterprise, when doing publicity, we should foster strengths and avoid weaknesses, publicize our own strengths and increase self-confidence.
Second, be patient. In marketing, we often face waiting and rejection. Perseverance and perseverance are the essential characteristics of marketers.
Third, we must have perseverance. Many things have a chance of success as long as they persist for five minutes longer than others. If a project has a 50% hope, it is necessary to invest 100%. Nothing is impossible if you try your best. There is a saying: there is nothing that can't be done except the unexpected.
2, working ideas, it should be said that plays a great role in marketing, for the development of enterprises and market changes to have different marketing ideas.
Second, there must be a marketing mechanism that adapts to market changes.
A good marketing plan and management method can regulate and restrain the market behavior of sales personnel. Now is a market economy, if there is no good mechanism to mobilize the enthusiasm of sales staff, even if your products are no matter how good, it is difficult to push them to the market. There is a saying: having a market does not mean having everything, and losing the market means losing everything. Marketing is very important for products to be transformed into benefits. A good marketing mechanism can bring motivation to your team. When the enterprise was originally a state-owned enterprise, it sent marketing personnel on business trips, and many people were not motivated, that is, they were earning travel expenses. However, after the later reform, the attitude of marketers changed from "I want to work" to "I want to work", so that the interests of enterprises and salespeople can be closely combined and sales work can be done as their own business. Only in this way can the marketing mechanism play its role. Therefore, this mechanism plays a great role in the construction of marketing team.
1, marketing guru said: The greatest secret of business success is to leave room for everything. I think this sentence is very reasonable. For example, we are in the market or making products. If your products are not strong brands or irreplaceable by others, then we must pay attention to strategy when bidding for quotation items, be targeted, learn to give up, and be willing to give up. If we have a great desire to win all the markets, we may have unfair competition with other manufacturers, which will also greatly reduce your profit margin, which is not conducive to the long-term development of enterprises. Being an enterprise is the pursuit of maximizing benefits. If there is no choice in quotation or bidding, it may produce bad results. We pay attention to the competitive strategy and pricing strategy, take the retreat as the advance, and give up the basics, so that we can do more and longer in this market. For example, when we bid, we sometimes give up some projects consciously according to the number of varieties and the size of the projects. If you do it all, your project may be well done, but as far as the whole market is concerned, there may be more competitors in the future. Because the products of enterprises can't occupy all the markets.
2. For the success of salespeople, 15% is determined by professional knowledge, and 85% is determined by personal communication skills and social skills.
The premise of selling products is to sell yourself first. If the other party doesn't accept you, it won't give you the opportunity to promote products and introduce enterprises at all. Personally, I think a successful marketing process must go through the process of communication. Communication is general, communication is separate and in-depth. In my opinion, it is not enough to talk about success by communication alone, and it must go through in-depth communication. At the same time, details are very important in any project.
3. The promotion and market positioning of enterprise products are very important. If we use effective force to find a representative enterprise in the industry to do projects and market when promoting enterprises, this kind of publicity effect is much better than the general market effect.