How can we develop the strategy of potential customers with customers

In fact, the scope of potential customers is not limited to finding and discovering potential customers here. It can also be said that it is a wide range of learning

You can learn a bit long and patient ~

In the first step to find potential customers is the sales cycle. After determining your market area, you have to find where the potential customers are and get in touch with them. Essence If you don’t know where the potential customers are, who do you sell your products? In fact, most of the salesperson is looking for potential customers, and you will form a habit. For example, after you sell your product to a customer, you will ask, “Your friend may need this product, you can you can Do you help or recommend it? “
Yu is going to sell your product or service, who is likely to buy your product, who is your potential customer, it has two elements Used
· affordable
First of all, you need to use it, or need such consumption. Not all people need your product. He must be a group with certain characteristics. For example, the user targets of small switches are groups, communities, enterprises and other organizations. Who would buy a switch and put it at home? The second is to afford it. For a potential customer who wants to pay for it, no matter how hard you work, you cannot finally deal with it. Even if everyone wants to buy insurance, the insurance sales staff is engaged in the hardest search for potential customers. The group of insurance must have a common feature. Family, it is reasonable to say that they need insurance too much, but no matter how high your skills are, your ending is generally denied. Even if there are successful examples, it is not enough to explain the problem.
Ilvas to seek potential customers is a difficult job, especially when you just started to engage in this industry, your resources are just your understanding of the product. There are also a lot of time above.
In continuing the life of the enterprise, the development of new customers has a great impact on enterprises in terms of operation, financial resources, management, and quality.
The customer is enough to affect the company’s operations. In order to continue to join the new customers, enterprises must work hard to operate in order to gain the trust of the customer.
In statistics, under the law of market competition, manufacturers lose at least several old customers each year, but they will develop new customers at least each year. Under the balance between the two, they will not change much. It is bound to be very difficult for customers to operate.

The principle of finding potential customers

In the process of looking for potential customers, you can refer to the following “Man” principle:
m: Money, representing “money”. The selected object must have a certain purchase ability.
a: Authority, representing the purchase of “decision right”. The object has the power to decide, suggest or oppose the purchase behavior.
n: Need, representing “demand”. This object has the needs of this aspect (product, service).
“potential customers” should have the above characteristics, but in actual operation, the following situations will be encountered. Specific countermeasures should be taken according to the specific situation:

nm (yes) a (yes) n (large)
m (none) a (none) n (none)
where:
· m a n: It is hopeful customer, ideal, ideal, ideal, ideal, ideal, ideal, ideal, ideal, ideal, ideal, ideal, ideal, ideal, ideal. sales target. · M A N: You can get in touch, with skilled sales technology, there is a hope of success.
· m a n: You can contact, and try to find a person with A (those with the right to decide)
· m a n: It can be contacted. Wait for financing.
· m a n: It can be contacted, and it should be observed and cultivated for a long time to make it another condition.
· m a n: It can be contacted, and it should be observed and cultivated for a long time to make it another condition.
· m a n: It can be contacted, and it should be observed and cultivated for a long time to make it another condition.
· m a n: Non -customer, stop contact.

In this shows that potential customers sometimes lack a certain condition (such as purchasing power, demand or purchase decision), and can still be developed. New customers.

1. Accurate judgment of customers’ purchase desire
Thenastes of the customer’s purchase desire, there are five main points of inspection.
· Caring for products: such as the size of the house, the compartment method, the public facilities, and the orientation.
· Caring for purchases: For example, whether to carefully study the purchase contract for the house or require the contract provisions to increase or decrease; require the interior compartment of the house … and so on.
· Whether it can meet various needs: such as children going to school, whether adults are convenient to go to work; whether there are supermarkets nearby; whether it meets quiet expectations; whether there is a noisy business place on the left and right houses.
· Whether to trust the product: whether the material brand used for houses is satisfactory, whether the construction is carefully, whether the foundation is stable, etc.
. There is a good impression of whether the sales company: the customer’s impression of the salesperson’s own impression of the potential customer’s desire to buy.
2. Accurately judge customer purchase capabilities
The test of potential customers, there are two main checkpoints.
· Credit status: Judging from the status of income sources such as occupation and status, determine whether there is a purchase ability.
· Payment Plan: You can pay from the customer’s expectations at one time, or require installment payment, and the amount of the first period of payment of the payment, etc., can judge the customer’s purchase ability.
It after the two factors that the desire to buy and the ability to buy, we can determine the customer’s purchase time and make the next plan.

How to find potential customers

The strategies to recommend ten kinds of potential customers. Once you do it step by step according to the plan, you will get closer and closer to success.
1. The method of discovering potential customers
The excavation potential customers have the following two common methods. One is the data analysis method, and the other is the general method.
In data analysis
“Data Analysis Method” refers to the method of analyzing various data (statistical data, list data, newspaper data, etc.) to find potential customers.
· Statistics: Statistical survey reports such as statistical survey reports, industry or journals, etc., and other statistical survey materials, survey statistical data published by the industry group; Existing customers, old customers, lost customers), classmates list, membership list, association list, staff list, celebrity records, telephone yellow pages, company yearbook, corporate yearbook, etc.; Industry or financial messages, retail messages, removal messages, promotion or assignment messages, engagement or marriage messages, factories, news of birth or death, accidents, criminal records, related personal news, etc.), professional newspapers and magazines (Industry movement, peer activities, etc.).
general methods
· Active access;
· Introduction of others (customers, relatives, friends, elders, alumni, etc.);
· Various groups (social groups, clubs, etc. );
Itta: Mailing publicity materials, using various exhibitions and exhibitions, families, often go to the densely populated places such as scenic spots and entertainment venues.

2. The channel for finding potential customers
It discover from the people you know
The daily activities will not be expanded in a isolated state, which shows that you have already met a large number of batches People, this group may become a potential customer for your product or service.
It may need your product in your familiar circle, or they know who needs. In the process of searching, your task is communication. Let others know you and know you, this will be the door to your opportunity. What you need to do is to start talking.
Mew people do you know? It is undeniable that even a person with very little social activities has a group of friends, classmates and teachers, and his family and relatives. These are your resources. One circle, this is the fastest way to make a person who makes a person in the salesperson. One of your friends does not need your product, but can you definitely not need your friend’s friends? To meet them, you will meet many people. Tell you what you are doing, what your goal is, and getting their understanding, you will soon find your potential customers, because people around you will help you and be willing to help you.
The business connection
Whether you just started to contact sales, you may be in sales. Commercial connection is easier than social connection. With the help of private communication, you will have a business connection faster.
not only considering people who know in business, but also industry organizations such as associations, clubs, etc. These organizations bring you a huge potential customer group behind them.
Clash -like sales staff
The people you have contacted many people, including sales staff like you. Other enterprises have a well -trained sales personnel who are familiar with the characteristics of consumers. As long as they are not your competitors, they generally make friends with you. Even if they are competitors, you can become friends and have a good relationship with them. You will gain a lot of experience. When the other party visits the customer, he will remember you. You will remember him if you have a suitable customer, how good, not to mention additional performance, you have a very powerful business partner.
The experience as a consumer experience
If consumption in the hotel, the service provided by the waiter is particularly excellent. And assume that you are doing chain marketing, you are looking for others to participate in your work, but you are not working for you. If this person has excellent personality skills and is very capable of doing his job, they may be an excellent candidate, creating their own business, and becoming a member of chain sales.
Make a little more work in this area. When they are at work, don’t approach them. You can leave your business card and tell them how to contact you if you want to change your job. This will not cause disgusting, and you can also get enough attention.
What do you say to them? Here are some effective dialogues under some specific situations:
“I noticed that the way you work well, I wondered if you work here to achieve all your goals? I asked because I represent what I represent. Enterprises are expanding. We are looking for those who can use this opportunity to use this opportunity. Are you interested in to learn more? “
It if they ask:” What about the situation? “, You said:
“According to the reason, because you are working, I have no power to discuss these things. However, if you are willing to leave the phone number and time I can call you, I can visit you to see if there will be cooperation with cooperation. Maybe. “
The time you may arrange the phone time, or at least you want business cards and the time you contact.
. Another way to find in other industries is to send a letter to thank them for excellent service. Many businessmen display these thanks in workplace or print these thanks. If they get your permission and use your name during promotion, they are likely to list your occupation and corporate name at the same time. When others read your letter, they will look at your profession. When they need your product, they will think of your name.
The short -term thirsty cycle profit
The use period of almost every tangible commodity that introduces the market is limited. One extreme is that the use of computer software and hardware is about 6 months in the United States, and China is about 2 years. The other is that the use of goods such as refrigerators is up to 20 years. No matter how long the product uses, it has its own cycle.
The key to this strategy is: how long the use period is not important. It is important that you know what psychological craving is. Once you know, you will find the gold mine to be developed. If you are not familiar with the product, you will check the information or ask the others in the industry. When you look at the previous sales information, you will find a lot of sales opportunities.
If you don’t know the cycle of the product’s desire, do some people start a survey of new product thoughts. To determine this, you only need to make a few calls to consumers currently using products. You can see this as a survey or market research and ask a few simple questions. If they know that they will not last long, they will be willing to help you and answer questions. You can start with the products they still use (your sales record shows that they have your product) and then ask what products they use before using the product. Only when the consumer you ask for the first time can you fall into a failure when you use your product for the first time. If this is the second time, the third time, you can get the answer when you ask how many years you use such a product.
It we look at this example: If you sell a copy, your client has been using your copy machine for 17 years, and only 4 transactions have occurred in your contact. Now that their current machines have been used for 4 years, you know that they will need a new machine. You can ask some questions about the current needs and get some information about the latest machines. If you don’t need a new machine within two years, you should thank them and keep in touch.
Is when old products are about to be eliminated, sales staff who contact customers at the right time will win. Planning early, you will achieve fruitful results. Remember, the birds who get up early have worms.
Mvked the list of customers
The enterprises that enter a industry should have a complete customer list for at least 3 years. You have to ask the business owner or manager: how many people enter and leave the sales team during this period. Even though some sales staff did not leave, they have now worked in other positions of the enterprise. If there are many such people, how do their customers deal with? If their customers have not asked other sales staff to be responsible, they can ask you to contact them.
Due to the more changes in the company during this period, managers cannot have time to deal with such things. If everyone is busy and the company grows rapidly, some customers will be ignored. Why no one cares about them? You have to know that they have bought your products and services.
If the company has fulfilled his promise, customers are willing to continue to deal with you. If they did not buy recently, they just made a request to him. Don’t open the door for competitors to let them seize valuable customers. Check the list of customers in the past. You can not only get future business, but also get the business they recommend.
Hasing the trend of technological progress
We have previously talked about people’s “desire” cycle of various products. Why? In some cases, it is just because the goods are bad; other situations, more personal reasons, this situation has benefited the sales staff. Commodities are sometimes a symbol of identity. They hope to have the latest, most exciting, and most dazzling top products, because such products will win the praise, attractive, and have a good situation.
In unless they are collectors and old products are antiques or classic styles, almost no one really wants to have old products. Because most enterprises currently sell or provide high -tech equipment, peripheral equipment, support services, understanding and applying this strategy will have great guarantees for success.
Is when you have a new product, a latest appearance, or just a change in price, you have full reasons to contact your old customers again. Naturally, they want to understand the latest development and changes. The key to the success of this strategy is to know how to contact old customers.
Mrly bought a set of three -dimensional sound systems for the family recently, and now the product has improved. Don’t just call and say, “Hi, I have better products to provide you.” This violent language is likely to produce the opposite effect. Because you degrade his system, he dislikes your introduction, and even hangs up. Discord.
On the contrary, he called Mr. Li and asked him how he felt like his favorite music. Before you provide the latest products, you should confirm whether it still likes its own system. This is very important. If you don’t figure out this, talk about your new product, and you will always lose Mr. Li’s customer.
Once you know that he is still satisfied, you should say, “Mr. Li, I know that you have done a detailed investigation before the purchase system. I agree with you. Are you willing to evaluate the new products launched by our company? “How does Mr. Li react? You appreciate him, admit his intelligence, and consult his opinion, you make him feel important. Of course he will be glad to see the new product. And if the new product is really better, I dare to bet that Mr. Li will want to upgrade his system.
If you spend some time to understand the situation of your current customers’ use of the product, you will accurately know when and how to contact them and notify them in the new product and innovation situation. This will definitely help you increase Sales of new products.
Reading newspapers
The most effective tools for finding potential customers may be the newspapers that you invest in you every day. I am used to reading all the opportunities at the same time when reading. Unless you do international trade, you may like to watch local news, commercial versions and statement versions. Unless you like it, you will stay away from the latest crime rate statistics. The beneficial part of most people is the part of the life of ordinary people.
Ite reading newspapers only need to practice for a few days. Once you start, you will be surprised to see a lot of valuable information. Pay attention to check and record it.
It with today’s newspapers, read each front page news, and hook down a narrative that you have a certain business value. Just like an excellent salesperson to contact the relevant person, leave a corresponding copy for himself, and then send a brief short letter: “I see you in the news, I am doing business locally, I hope to have you with you, I hope to have you with you. Meet. I think you may need a copy of the news to share with friends and family members. “And attached a business card.
people like to appear in the news, and they like to post a copy of the article to relatives and friends who are not in the local area. By providing this small service, you can get many big businesses.
The understand of product services and technicians
It people in the company will think of you when hear valuable information. For example, someone from the Ministry of Finance knows that your client has been delayed recently, which is a valuable information in sales. Because you know that customer, you can re -arrange for him. Maybe the growth is not as high as expected, or your products and services are too expensive to them.
instead of letting customers slip away, it is better to help customers reduce equipment expenses or formulate other fund arrangements. They will not forget you and will become your long -term loyal customers. If you do not take action, you will lose this customer just because unnecessary equipment investment burdens are too heavy, and they may be very embarrassing and do not want to go to your company anymore.
The habit of regular inspection of corporate services and maintenance records. Ask the customer service department to make a few consultation calls. If you many times, you need to visit them. Maybe they are in the growth stage and you can help them win new services. Maybe they are difficult to use this unique device. If they do not understand the new situation to buy a lemon, they can help them make lemon juice before they ask for retreat.
Stmit efforts to provide services provided by ordinary sales personnel, which will help you establish long -term relationships, establish reputation, and obtain recommendation business.
Prunning five -step principle
It in the elevator, in the bus, in the restaurant, have you tried to talk to the people around you? No matter what business is, you will find that talking to people who approach you are very interesting. How to meet the strangers around you is a skill that professional sales staff must train.
How to consciously deal with the encounters with others? First of all, we admit that it is not every chance to bring sales performance. Even so, what reason does we have to try this opportunity to slip away?
Is when you meet a person, he has entered your five -step range. You should introduce yourself friendly and enthusiastically, and ask their work, and why it appears in this place. The goodwill dialogue made the other party actively respond. When they ask your work, your task is to hand the business card to them. Few people will refuse your enthusiasm and business cards. Next, you will find that the other party starts to ask your work and your product and other questions. Isn’t you need these problems with the other party? You smiled and told the other party: “I guess that there may be opportunities to serve you or your friends one day, thank you in advance.”
Pymid these words with the atmosphere of your then at that time. “I guess” sounds spontaneous and natural. “Thanks in advance” shows that you are polite. “Possible” shows a humble attitude. “One day” makes your products or services from being confused to a distant future. “Serving you” puts potential customers important. They feel that they are important to you and are likely to take action to help you.
usually occurs the following three cases, which action is good for you.
· They agree to call to discuss further.
· Agree to let you call them and discuss further.
· They are not interested, but it will help you recommend to those who are interested.
What do you get now? Knowing a person you can hardly know, get a potential customer and be recommended to other potential customers.

The people who are most hopeful to find and contact the potential customers
We have made some simple descriptions on the distribution of potential customer groups when doing product analysis. In any case, those things are all things. What is written on paper is the starting point of your preparation. You have not touched your core -the customer base you need most.
“Where is the potential customer?” If you are more lucky, your office or company will give you a list, but it may be more difficult for a newly opened market area. Fortunately, we already know how to meet people and how to analyze products. At least we already know where potential customers should be, although we have not confirmed it yet.
English letters of “Prospect” and “looking for customers” () to explain how to develop potential customers:
: provide “provides” a customer list
r : Record “Record” Daily Customer
o: Organize “Organization” customer information
s: Select “Selected” true quasi -customer
p: Plan “plan” customer source to access countermeasures r r r r r r r
e: Exercise “use” imagination
c: Collect “Collect” transfer information
t: Train “training” to pick customers’ ability
p: Personal “personal” observation
r: Record “Record” Information
O: Data from Occupation
S: Spouse “spouse” assistance P: Public “public” display or explanation
e: Enchain “chain” development relationship
c: COLD’s “cold” visit
t: Through “through” the assistance of others
i: influe “influence” person
n: name “list” information
G: Sales of Group “Group”

It to develop new customers, you should find out potential customers first, and potential customers must look for multiple parties.
1. In friends
, you will find that we always list friends when studying and potential customers. Is it necessary for friends and potential customers to connect? not like this. For a person who is engaged in sales, what is a friend? Your colleagues, your classmates, and people you know at a party or club may be your friend. Your career, these people are your friends.
If you are convinced that the products you sell are what they need, why not contact them? And most of them have no time limit, and they can be carried out at non -working hours. Selling to friends or relatives will not be rejected and failed, but rejection and failure are the fear of novices. They like you, believe you, and hope you succeed, they are always willing to help you. Try to recommend the superior products that you are convinced, they will actively respond and become your best customers.
Counter to contact them and tell them that you have started a new career or pioneered a new enterprise. You want them to share your joy with you. Unless you do it every day for 6 months, they will be happy for you and want to know more detailed information. You will use them to test your explanation and demonstration skills.
It if your relatives and friends will not be your client, contact them. The first law of finding potential customers is not to assume that someone cannot help you establish a business relationship. They may not be potential customers, but they may know people who will become your customers. Don’t be afraid to ask others to recommend it. Get their consent and share your new products, new services, and new ideas with you: “Because I appreciate your judgment, I hope to listen to your point of view.” This sentence will definitely make the other party make the other party. I feel that I am important and willing to help you.
In the closest friends, then turn to acquaintances. If the method is correct, most people will not only give you some, ask the right questions, they may also talk about a big customer.

2. With the help of professionals
has just entered a new industry, you can’t start many things, you need to give you experience, get suggestions from them, give you to you The value is very high. Let’s ask him to be a mentor. The mentor is such a kind of person. He has more experience than you, interested in you, and willing to guide your actions. The mentor is willing to help those who face difficulties and help others gain knowledge from their own experience. The mentor can find from the marketing and sales manager associations or some local marketing companies.
Most companies form a group of novices and experienced veterans to work together to allow veteran to train novices for a period of time. This corporate mentor system is operating well around the world. Through this system, the knowledge and experience of the veteran of the enterprise can be recognized, and at the same time, it helps to train novice.
of course you can also entrust advertising agency companies or other companies to find customers for you. In this regard, it requires the support of the company. There are a variety of agents, and they can provide many services. You have to seek appropriate agents according to your strength and needs.
3. The list provided by the enterprise
If you serve a business, the company can get the best performance through the details of advertising and marketing. Many companies provide performance lists to sales staff. In order to become excellent business masters, you also need to find their own potential customers. In this way, you are prepared even if you find nothing from the list of enterprises. If you have been looking for potential customers, you will encounter the smallest setbacks and strode forward.
4, Sweeping Street
The street sweeping refers to the extensive business objects of sales staff. For example, the insurance industry, everyone may become potential customers. Essence There are also business for the catering industry, and it also needs to be found through the street sweeping. The existence of such potential customers is not very regular. For example, how can you know which street will open a new restaurant? The possibility of failure when sweeping the street, but through the street sweeping, you can learn more about the market, and some may be very valuable information.
5, a wider range
If the product you sell is beneficial to the company, you should start with the local yellow pages phone book. Willing to invest in their companies in the phone book, indicating that they treat business more seriously. If your products or services bring them more business or make them more effective, you should get in touch with them. If you want to expand the scope of potential customers, you should find a directory with at least 800 names with names.
If you are familiar with your computer, you may find potential customers on the Internet. Many classification projects on the Internet allow you to find a group that may become your customers in a short time. If you are not familiar with the Internet, then you need to get in touch from now, because its development will bring us many new business ideas and future development directions. Here we do not introduce the knowledge of the Internet. You can go to the bookstore to buy some suitable books or ask others to help you.

It the cover rate of potential customers
1. Opening your potential customers
The target of your sales?
The target of your sales may be the company, maybe it is individual, maybe a company in some kind of industry, male or female, maybe only one person affects the purchase decision, maybe the user, the organizer, and the right to decide Only by recognizing multiple people can decide. For example: The air conditioner of the new building building

It hope it will be helpful to you ~~