How to sell condiments (sales novice), thank you.

The market competition is becoming more and more fierce, the market environment is changing faster and faster, and the changes of consumers' behaviors and preferences are also changing with each passing day. If salespeople don't develop new customers, they will lose about 30-40% customers. Although the cost of developing a new customer is about five times that of maintaining an old customer. It can be seen that the salesperson only pays attention to two hands: one hand pays attention to the maintenance of old customers and the other hand pays attention to the development of new customers. In order to create lasting sales performance. According to my own sales experience of 13 years, the author summarizes five ways to find potential customers and shares them with you!

1, data search method. Data search method is that salespeople identify potential customers and customer information by searching various external information. The ability to search with data is called a searcher by experts. Before meeting the customer, the salesman of Soushang Gao knows most of the customer's information, such as the customer's major, customer's email address, customer's birthday, customer's native place, customer's graduation school, customer's mobile phone number, customer's position and so on. You can't see him, but you know him. Design questions according to the data, pay attention to the details of the visit and the skills of opening remarks. Moreover, according to the customer information, we can preliminarily judge the customer's personality and behavior style, laying the groundwork for meeting "love at first sight"! There are many search tools: online search, books, newspapers and magazines, professional magazines and so on. Internet search is very important to modern people! It is also the fastest and simplest search method. Finding potential customers online is the best choice. First, search some information about your customers through some commercial websites on the Internet. Or through Baidu, Yahoo, Google and other large search engines. , search with keywords; Don't stick to a search engine, the same keyword will have different results in different search engines. Nowadays, many companies have established their own company websites, or published some information through the Internet, such as recruitment information. Nowadays, it is easy to search the information of companies and customers on the Internet. These professional networks and trade association websites also have many related links, which are also very useful. The author knows the email addresses and birthdays of many customers through online search, which provides great convenience for the author's training and consulting career. I also learned about the training characteristics of competitors and the recent environment of my industry through online search.

2. Internal resource law. Such as customer data sorting method, customer data method provided by enterprises, etc. By sorting out and analyzing the information resources provided by enterprises and combining with online search, the knowledge and information of potential customers will be further enriched. For example, the front desk clerk of the company will have new customer information, such as the new customer information obtained by the marketing department through market activities, such as the customer information obtained by colleagues, such as the customer information given by the boss and so on. In particular, according to the customer data and information provided by previous salesmen, we will sort out and analyze them to find new potential customers.

3. Personal domain law. This method includes door-to-door visit and on-site observation. For example, selling textbooks and stationery to college students, choosing university campuses as search areas, selling prescription drugs, choosing hospitals or clinics as search areas, and strengthening visits to these places. In these areas, you can choose non-customers to collect information first. If the medicine you sell is stomach medicine, you can go to the idle department or study or intern first to get to know the situation of the hospital and digestive department. You can also go to the registration hall or waiting room of the hospital to observe and search for customer information. For example, the registration hall generally has a doctor's introduction and a special introduction. You can also observe the number of patients who see a doctor, so as to judge their potential or the market potential of the hospital. For example, car salesmen drive new cars around residential areas or community streets, looking for old areas. When they find old areas, they regard the owners of old cars as potential customers, trying to get in touch with old owners, get acquainted with them and even become partners.

4. Chain introduction method. Chain introduction is a way for salespeople to ask existing customers to introduce potential customers. There are direct introduction and indirect introduction. Indirect introduction refers to the salesman looking for potential customers within the communication scope of existing customers, and direct introduction refers to inviting existing customers to introduce their related customers. There are many specific methods of chain introduction, such as asking existing customers to give them the opportunity to attend their party, asking existing customers to forward materials on their behalf, and asking existing customers to make chain introduction through letters, telephones, business cards, etc. In the Ningbo market development of 1996, the author asked customers to write letters of recommendation to find contracted customers who are ready to develop. This kind of customer development has a high success rate. According to the research of American experts, the success rate of developing customers (global brand network) by chain introduction method is 60%, while the success rate of developing customers directly by ourselves is only 10%. Why is this happening? This method mainly uses sales psychology's "Familiarity and Love Principle", which is a universal principle of human society. It means that people are always willing to agree to the requirements of people they know and love. Many super salesmen are examples of applying this principle, such as Joe, a super salesman who sells the most cars in the world. Joe Judeping sells five cars every day. How does he do it? Chain introduction is one of his methods. Anyone who introduces a customer to buy a car from him will pay each introducer $25 after the transaction is completed. Although $25 was not a huge sum at that time, it was enough to attract some people, and he could earn $25 without blowing off dust. It is the characteristic of this method to make use of the existing customer circle and expand the salesperson's own customer circle.

5. Central flowering method. Sales staff develop some influential central figures in specific sales customers, and make these customers become potential customers of sales staff through others within their influence. The principle of this method is the principle of trusting authority in sales psychology and the principle of "expert" in sociology, that is, people's discriminating ability is often influenced by experts and authority. People are convinced and obedient to the prestigious figures in their minds, so it is very important to win the support of these expert tasks. The difficulty of this method lies in persuading the central figure. Only by gaining the trust and support of the central figures can we further discover more potential customers by using the central flowering method. As long as salespeople concentrate on doing meticulous work for a few central figures and make them loyal customers, they can get many potential customers through their word-of-mouth communication; You can also improve the popularity of products through their fame and influence. For example, doctors are influential central figures in the field of patients, and teachers are influential central figures among students. I once sold amritsar for Alzheimer's disease. At that time, the company required a lot of patient education, the so-called "pull" strategy. Because the market of Alzheimer's disease is immature, many enterprises have adopted the market operation strategy of patient education. At that time, I adhered to the market operation strategy of "promoting doctors to be more familiar with Alzheimer's disease". Therefore, the share of Zhejiang Province in the whole EI company increased from 65,438+04% in 2004 to 20% in 2005 and reached 26% in 2006, which was 7.38 million yuan more than that of Shanghai and more than twice that of Shanghai. In 2007, Zhejiang Province held 30% shares in EI Company, but the actual funds used were far lower than those in other provinces and cities. At that time, the author often invited the central figures of Zhejiang Province to give lectures in various cities through the medical associations of various cities to promote the spread of Alzheimer's disease and its treatment knowledge in Zhejiang Province.

There are still many ways to find potential customers. According to my own practice in 13 and the research in the past six months, the author shows that the five methods in this paper are the most effective methods that salespeople can master themselves. Only by constantly looking for potential new customers, maintaining those old customers with the same values and making customers flow, can salespeople achieve sustainable and excellent sales performance.