How to meet customers successfully as an immigrant?

Appointment refers to the process that sales staff negotiate with customers to determine who to visit, why to visit, when to visit and where to visit. Reservation plays a very important role in the promotion process. It is an extension of the promotion preparation process and the beginning of substantive contact with customers. Contact refers to the process that salespeople try to get customers to meet and get to know each other before substantive negotiations. Approaching is a prelude to substantive negotiations. First, the basic principle of appointment 1, the principle of determining the object of visit. Determine which people or people are in contact with each other. (1) Try to meet the customer's purchasing decision maker directly. (2) The receptionist should be respected. In order to meet the intended audience smoothly, we must get the support and cooperation of the receptionist. (3) Make all preparations before making an appointment. If necessary, such as letters of introduction, business cards, etc. You should deliberately modify yourself and be prepared for "attitude and smile". 2. Principles for determining the reasons for the visit. The ultimate goal of any sales call is to promote the product, but in order to make it easy for customers to accept it, the salesperson should carefully consider the reasons for each call. According to the sales practice, the following reasons and purposes can be used for reference: (1) making new friends; (2) Market research; (3) formal promotion; (4) Providing services; (5) contact feelings; (6) Signing contracts; (7) collecting payment for goods; (8) Ask for an audience, consult face to face, pay a courtesy call, and take a message on behalf of others. 3. Principles for determining visiting hours. If you want to sell successfully, you must sell the right products to the right people at the right time. (1) Try to be considerate of the customer, and the time is best determined by the customer. (2) The meeting time should be determined according to the characteristics of customers. Pay attention to the customer's daily routine and commuting rules, and avoid meeting customers at the busiest time. (3) The time of appointment and negotiation should be determined according to the characteristics of the products and services being promoted, and the best time is to show the advantages of the products and services. (4) The date and time should be selected according to different reasons for the visit. (5) Traffic, location, route, weather, safety and other factors should be taken into account when the appointment is made. (6) Pay attention to credit and punctuality. (7) Make rational use of visiting time to improve the efficiency of sales promotion. For example, in terms of time arrangement, customers in the same area arrange a one-day visit and make reasonable use of the visit gap to do sales-related work. 4. The principle of determining the place to visit. (1) Take care of customers' requirements; (2) The most frequently used and main appointment place is the office; (3) The customer's residence is also one of the places where the sales staff choose to meet. (4) You can choose some public places. (5) Public places of entertainment are also one of the places chosen by salespeople. Third, the approach principle 1, sales staff must approach different customer groups in different ways. Practice has proved that successful promotion depends largely on whether the sales style of sales staff is consistent with the customer's purchase grid. Customers are very different and salespeople should learn to adapt to them. When approaching in practice, salespeople can use the role-playing method, that is, they can change their language style, clothing appearance, mood and psychological state according to different customers. 2, sales staff must be prepared for all kinds of psychology. Because selling is dealing with rejection. You may encounter all kinds of difficulties in the approaching stage. But salespeople should fully understand customers, calmly face difficulties, be good at adjusting themselves and give full play to their abilities and levels. 3. Salespeople must reduce the pressure of customers. Many years' sales promotion practice shows that when a salesperson approaches a customer, the customer will generally feel pressure to buy, which is manifested as: (1) indifference or rejection. (2) Deliberately change the subject, intentionally or unintentionally interfere with and destroy the sales negotiation. Therefore, under the above circumstances, sales staff must try their best to reduce the psychological pressure of customers if they want to approach customers successfully. According to practice, the following methods can be adopted (for reference): (1) scenario fiction method. Salespeople do not regard customers as direct sales targets, but fabricate a sales target to make customers feel that salespeople are not selling to themselves, but to others. (2) Non-selling decompression method. For example, providing product information and helping customers. (3) the method of soliciting opinions. The salesperson first tells the customer that the purpose of the visit is to listen to opinions and reactions, not to sell. (4) Direct decompression method. The salesperson clearly told the customer that if he was not interested after listening to the sales advice, he could let himself leave at any time without embarrassment. (5) interest decompression method. The salesperson first convinced the customer that the meeting was completely worthwhile. Turn customers' attention to their own interests. 4. Salespeople must be good at controlling the entry time and lose no time to smoothly transfer to the interview. Four, in the sales practice, close to several methods commonly used by customers. 1, introduce the approximation method. It refers to the method by which a salesperson introduces himself or by a third party to approach the sales target. The main ways of introduction are oral introduction and written introduction. 2. Product method. This is also a physical method. It refers to the method that salespeople directly use the selling points of introducing products to attract customers' attention and interest, so as to get close to customers. 3. Interest approach method. It refers to the method that salespeople attract customers' attention and interest by simply explaining the benefits of products, and then turn to interviews. The main way of interest approach is to state and ask questions, and tell the benefits of buying the products you sell. 4. Solution to the problem. Ask customers questions directly to arouse their interest. So as to urge customers to concentrate, better understand and remember the information sent by sales staff, and lay the foundation for stimulating the desire to buy. 5. Praise the approach method. Salespeople use people's self-esteem and hope that others will pay attention and recognition to arouse the interest in conversation. Of course, praise must be sincere and skillful. 6. Seek advice and approach. Generally speaking, people will not humbly refuse people who come to ask for advice. Salespeople should carefully plan when using this method, and organically combine the necessary questions with their own sales work. 7. Strange way. Most people are curious. Salespeople can use actions, language or other means to arouse customers' curiosity and interest. 8. Gift approach method. Salespeople can give small gifts to customers, thus arousing their interest and getting close to them. 9. Investigation methods. Salespeople can use the opportunity of investigation to approach customers, which hides the purpose of selling products directly and is more acceptable to customers. It is also an easy-to-operate method in practice. 10, continuous approach method. The salesperson uses the relevant information obtained in the first method to implement the second or more methods. Sales practice has proved that many sales promotion activities only arouse customers' attention and interest in sales promotion after salespeople approach customers for many times in a row, and then turn into substantive negotiations, thus laying a solid foundation for future sales success.