How to get competitors' customers

Faced with this situation, our business people often say, "They have become one, and there is nothing we can do!"

In a training survey, 70% of merchants reported that enterprises never pay attention to competitors' services; 25% of the business reflects occasional concern; Only 5% of business reports have paid attention to these enterprises. It seems that most business people put these customers under their opponents' accounts in their minds. After accepting this fact by default, we will look away and pay attention to other target customers, and this enterprise will become a blind spot for our business personnel or sales department and be forgotten by us. ...

This kind of forgetting is a fatal mistake for sales work! Because it makes customers lose more choices, makes competitors realize transactions at low cost, and also makes our choices smaller.

It seems that the rejection and indifference of customers make our business people lose the motivation to contact.

First of all, we should make plans.

1. Analyze your strengths and weaknesses compared with your competitors. Before selling products, salespeople should not only have a deep understanding of their own products and their own companies, but also fully understand the products and sales of competitors. If he has a good understanding of the sales situation and weaknesses of competitors, he will be handy in competing for customers and seize sales opportunities more easily. On the contrary, not only can he not compete for competitors' customers, but he will also make competitors doubt his products and affect the company's image.

A manager once said: I don't believe that business can be done well just by passive competition through promotion, but I believe it is a great mistake to prohibit my salespeople from discussing competitors. This shows the importance of mastering the situation of competitors. Grasping the opponent's situation is mainly to grasp the opponent's after-sales service and development speed, the real price of the product, the opponent's weakness in sales and so on. During the Three Kingdoms period, Zhou Yu decorated the boat as a flower boat and paraded around Cao Ying. Knowing the layout and number of Cao Bing, he went back to camp to prepare and took the initiative to attack. As a result, Cao Jun was defeated.

A scheming salesman will know the degree of turnover of the other salesman from the advertisement given by the competitor to a salesman, and then seize this opportunity to win over the other customer. However, in order to find out the sales situation of the other party, some salesmen apply to the other company as candidates when the other party recruits salesmen or other staff, so as to obtain favorable sales information. Of course, the latter is an immoral way of competition, but we can also know that understanding the opponent's situation has become an effective way to compete for rival customers. At present, our biggest competitor is Ladbrokes, a washing powder product. Libo has an advantage in price, but our service will be slightly better. Believe in your own ability, believe in the strength of our company, use professional product knowledge and skills, clever communication methods and other advantages of our company to make recommendations. If necessary, in the first negotiation, try to reduce our price, even lower than the company's cost, and win over customers first;

2. Understand the background and demand characteristics of the target customers. Understand the nature of the customer's company, whether it is the direct importer of the target product or the first cooperation, not knowing the product, not knowing the trader and so on. Or make an analysis and comparison of customers in different markets. Take different measures for different customers to develop and maintain. For example, customers in the Middle East are obsessed with price, so we focus on price and product grade. The products of West African countries have high formula and strict import, and are often required by the government to issue relevant import commodity inspection or certificates. If you can master the relevant information and show professional standards, you will definitely win the favor of customers. Customers in Central and South America are a little slow, and information feedback is often not timely, so don't rush customers, wait patiently and contact them in time. At the same time, they seldom speak English, mainly Spanish, so they can also learn some languages of other countries in their spare time, which not only enriches themselves, but also lays a good foundation for their future development.

3. Connect your strengths with the needs of your target customers. After understanding the customer's needs, politely establish contact with the customer first, and promote the company's products step by step, reflecting the advantages of the company and individuals in emails or chats, such as the company's sales situation, the company's sales platform, the company's development situation, the company's content management model and planning, the professional level of personal products, and personal morality. So that customers will gradually accept it.

If you can't meet the customers' needs better than your competitors, what you need to do is to improve your own ability, instead of grabbing competitors' customers blindly.

Secondly, you should enter as an "information provider" at the initial stage of contacting the target customers, instead of selling your products at the beginning.

Although customers choose long-term suppliers, they need supplier market information in order to understand the changing information of market conditions and strengthen the control of suppliers. And we will show a good impression on those who provide such information, which creates opportunities for us to maintain long-term communication with them.

This way of communication can call customers when they are not busy before going to work, care about their production and sales, and then talk about industry and market information purposefully. When we get to know each other, we can talk about personal topics and take the opportunity to have a brief exchange.

In this kind of communication, we should do:

1, don't destroy competitors at will;

2. Publicize your recent achievements;

3. Don't oversell.

4. Reflect your understanding of the industry.

5. Guide the other party to tell the purpose and potential demand.

Through repeated communication, you can let your customers know about your enterprise and products, and at the same time, you can understand your customers' needs in a deeper and more detailed way.

Third, after you have established a certain trust in the target customers, you can put forward competitive solutions that are more in line with customer needs than competitors according to the characteristics of customer needs, the requirements of the development trend of the customer's industry, or the comparative advantages with competitors.

Due to extensive contact in the early stage, customers have a certain understanding and some basic trust in your enterprise and your professional ability; At the same time, I also have a little affirmation and appreciation for your persistence and dedication. At this time, the advantages of your scheme will be valued by the target customers, and the customers' evaluation of the scheme will be more serious and fair.

From here on, the victorious Libra will slowly change to you!