Visiting strange customers is a basic job of personnel. As the saying goes, "everything is difficult at the beginning", it is difficult for business people to attract customers' attention in a few words when facing strange customers.

Of course, for business people with certain experience, it is inevitable that there are many experiences and means to communicate with customers. However, for a newcomer, it is necessary to improve his experience and ability. Facing strange customers, it may be relatively difficult to speak completely and fluently. Novices often think of all kinds of words before meeting customers, but when it comes to face-to-face conversation with strange customers, they often get stuck and don't know where to start when they think about it. If you are unlucky, the salesman will often be turned away when you meet an impatient boss. This experience will greatly undermine the confidence of businessmen.

Therefore, to do a good job of strangers, we must make full planning and preparation.

Tools/raw materials

mental preparation

1. Strong will. Seeing customers is neither humble nor supercilious.

2. Control your emotions. No matter what happens, you should be able to control your emotions well.

3. Sincere attitude. "Knowing is knowing, not knowing is not knowing." When we face customers, we should speak moderately, and we can't talk nonsense, otherwise the effect of communication will be counterproductive.

4. Self-confidence. Confidence comes from psychology. Only by "believing in products and believing in yourself" can we build a strong self-confidence mentality.

Plan preparation

1. Planning purpose. Our work should be continuous, so the purpose of door-to-door visits is to promote ourselves and corporate culture, not just products.

2. Plan the task. The first task of a marketer is to transform his "stranger" status into "friend" status in a short time: not knowing-knowing-liking-recognizing-trusting.

3. Plan the route. Personnel should make good route rules, arrange work in a unified way, make rational use of time, and improve the efficiency of visiting.

4. Opening remarks. A good beginning is half the battle, and at the same time, you can master 75% of the chances.

Steps/methods

preface

As the saying goes, "reach out and don't smile", our business people should smile from the heart, which reflects a kind of self-confidence and truth and can give a best impression to strange customers. If the salesman has not spoken to the customer, giving an inner smile will undoubtedly bring a good atmosphere for the salesman to negotiate business, at least the customer will give you an opportunity to express yourself.

With this good atmosphere, sales staff should make full use of this important and short time, lose no time to introduce their purpose to strange customers, and at the same time make clear the key benefits that products can bring to customers. As an investment in a new product, customers consider the return, so it is a very critical prerequisite to arouse customers' interest and attention. Therefore, when the salesman introduces his products to customers for the first time, he should show the most critical aspect of his products to customers and say what benefits the products can bring to customers. Only in this way can customers be interested in listening.

Such benefits are more from the product itself, such as product characteristics, product packaging, product price and so on. As for the policy, management, publicity and promotion of the market, it needs to be systematically discussed in the process of in-depth communication. If the interest points introduced by the salesman did not attract the attention of the customers, it would be difficult to have a good result in this visit.

Effective questioning

I remember when I first started my business, I once took part in training. The teacher said: A master should be a good questioner. I didn't feel anything at that time, but now in the process of communicating with customers, my problems are always endless. I have been able to find a way to find the customer's needs from asking questions, so I can understand the meaning of this sentence.

Personally, I think asking questions should not make customers feel that you have a purpose, otherwise the effect will be counterproductive, so we should pay attention to some methods in the process of asking questions, which are briefly introduced as follows:

1. Ask questions from reality. In the process of visiting customers, the first problem must be to communicate from what you can see, which will be more natural, make the communication atmosphere more relaxed and create conditions for better communication effect. There will be many such problems, such as the customer's product placement, the brand of the customer's product, the customer's storefront and so on. These may be the beginning of the problem.

2. Ask questions when you think of something. Judging from the current situation, many other problems will be associated with the communication process, such as the customer's development history, customer's ideas and so on. This can be asked.

3. Ask questions from the perspective of customer care. On the basis of the above two situations, we can judge the customer's concerns. Such as quality, price, exclusive supply and support. We can communicate with customers in depth from these aspects.

In short, there are many ways to ask questions, but we should start with asking questions, fully understand the customer's situation, and finally make their communication targeted.

effective listening

In the process of communicating with customers, we can get all kinds of valuable information from what customers say. Therefore, on the one hand, we should have subjective consciousness to guide the communication direction of customers, and at the same time, we should pay attention to the content of customer feedback and find our opportunities from customer feedback. If we can master some effective listening methods, it will play an important role in our customer visits. A brief introduction is as follows:

1. Focus on the topic, look natural, keep eye contact with customers, and always pay attention to customers' expression language and body language.

2. Give a nod of approval and appropriate facial expressions to what the customer said, and give an appropriate reply.

3. There should be appropriate questions, so that communication can achieve better results.

4. Try to avoid interrupting the customer's speech and make the customer's statement complete, so that we can understand the relevant information more comprehensively.

5. To say what you should say is to abide by some professional standards, don't say unimportant things, and keep the core direction of communication in line with our purpose of visiting customers.

6. In the process of communication, the roles of the listener and the presenter should be appropriately changed, which can make the customer feel more natural and the communication effect is better.

Objection handling

No matter what the customer's reasons and purposes are, we must first agree with the objections raised by customers (except in rare cases, when we must make a clear position). Because on the one hand, it will make customers feel respected, make customers feel good and create a harmonious communication atmosphere; On the other hand, it can also give us ample opportunities to exchange our overall ideas with customers. Because you agree with the customer, you will get more time to explain your thoughts and opinions.

In this process, we should be good at transforming the problem, grasp the key of the problem at an appropriate time, and "kill with one blow" to achieve our own goals.

The deal is done.

It should be noted that not every customer visit can achieve the purpose of closing a deal, especially the first strange visit, which is normal. Therefore, when customers are interested in concluding a transaction, we should seize the opportunity to conclude a transaction. This also requires us to make all kinds of preparations for the transaction, describe all kinds of business terms clearly and bring the agreement documents before visiting our customers.

Thank you and leave.

This step is very important. If it is handled properly, it will provide opportunities for the next visit. The purpose of stranger worship is to reach a deal, but the transaction rate is very low, and often stranger visits become the initial link of the whole work. This stage is very important, and I hope our business people can realize it.

Secondly, no matter whether strangers achieve the purpose of visiting and closing a deal, they need to follow up, so this visit must be the beginning of the next visit. Business people can make full use of this opportunity to lay the foundation for their next visit. According to the statistics, the success rate of the customer visit plan is as follows: 2% after the first contact, 3% after the first follow-up, 5% after the second follow-up, 10% after the third follow-up, and 80% after the fourth follow-up.

Defamation is very important, so we must have a clear understanding in thought and fully implement it in action. Only in this way can we ensure the continuous progress of our business personnel.

Matters needing attention

The purpose of stranger's visit is to make a deal, but the transaction rate is very low, so it is very important for stranger's visit to become the initial link in the whole work.

Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.