How to open up new markets?

To sum up, new market development can be divided into the following seven steps: \x0d\ Step 1: Make five familiarities before departure. \x0d\ 1, familiar with the company's current position in the same industry; Being familiar with the company's current position in the same industry directly determines your mentality and confidence when visiting customers. For example, our company is the No.1 grain company in China and the No.1 rice brand in China, which determines that we are confident when negotiating with customers. \x0d\ 2。 Familiar with the company's products, especially their advantages, eating methods and storage methods; \x0d\ 3, familiar with the processing technology; Being familiar with the company's products, especially the advantages of products and processing technology, eating methods, storage methods, etc., will help us not to speak layman's words when negotiating. If the customer is a layman, he will think that we are experts, and if the customer is an expert, he will agree from the heart, so that we can be easily accepted by customers and feel safe when cooperating with our company. \x0d\ 4。 Familiar with the company's marketing culture and policies; Being familiar with the company's marketing culture and policies will help us grasp our own concession bottom line when negotiating with customers, and at the same time let customers feel the continuity of our company's marketing norms and policies. \x0d\ 5。 Familiar with all available customer resources in the new market to be developed, including the company's old business departments and customers who call for cooperation on their own initiative. \x0d\ Be familiar with all available customer resources in the new market to be developed, including the company's old business departments and customers who actively call for cooperation. \x0d\ Step 2: Enter a new market, make a "survey" and three "affirmations". Fully conducting market research is the necessary and primary link to open up new markets. The process of market research is actually a process of finding your own feelings in the market. Through investigation, you can fully understand the market situation, market potential and sales forecast of your competitors, so as to find market opportunities and breakthroughs. \x0d\ Three "affirmations" are: \x0d\ First, on the basis of market research, through analysis, determine the position and advantages of our products and marketing policies in the same industry and find a breakthrough. \x0d\ Second, it is very important to preliminarily determine the channel distribution mode to be selected according to the market demand, whether it is a regional exclusive agent or multiple agents, direct sales or agency, which directly determines what kind of customers we will visit in the future. \x0d\ Third, preliminarily determine the "blacklist" of the customers you are about to visit. \x0d\ In addition to the list of customers collected before departure mentioned above, there are several ways to determine the "blacklist" of customers: \x0d\ 1. Go to the supermarket to find some best-selling brands related to our company's products, write down their phone numbers and find their agents in this area. \x0d\ 2。 Inquire about some well-known suppliers through supermarket procurement; \x0d\ 3. Conduct multi-party investigation to inquire about the successful agents in the circle. \x0d\ Step 3: Preparation before visiting customers: \x0d\ 1, samples and related promotional materials. \x0d\ 2。 Determine the bus route, make an appointment by phone in advance, and ensure that you arrive on time. \x0d\ 3。 Marketing plan \x0d\ 4. Organizational language: determine the general content of the conversation with customers during the visit. The following are the main contents I talked about when I visited my customers for the first time: ① General situation of the company and its position in the same industry, production scale and capacity, quality assurance and stability system, mainly to reassure customers: First, we can cooperate with our company for a long time, and we don't have to worry about making the products hard and causing the company to close down; Second, we have sufficient supply guarantee; Second, we have the main target market and market prospect analysis; Third, we plan to promote our market; Fourth, our zero-risk after-sales service guarantee system; Sixth, our company is right. \x0d\ 5。 Determine the bottom line of negotiation, such as the bottom line that can be compromised at most, such as payment, promotion support, return, etc. \x0d\ Step 4: How to \ impress \ customers in the process of visiting customers, so as to \x0d\ 1. Introduce them to the practical investment and financial planning you have made for them. Including investment risk analysis-zero risk; Profitability analysis-sufficient profit space guarantee; Long-term analysis of brand operation-rice has no national brand at present, and once it has mastered the agency right of the first brand of rice, it will benefit endlessly. 2. The tone of speech and the inflammatory and affinity of the content are moderate. The requirements here are moderate, the words are too real, and the tone is too low to stimulate the entrepreneurial passion of customers. As mentioned above, you told us from the beginning that the supply of goods is often not guaranteed, the quality of products often goes wrong, etc., which scares customers far away, and exaggerating it will bring trouble to future work. \x0d\ 3。 Good after-sales service commitment. \x0d\ Step 5: "Invitation" before signing the contract: After initially selecting some prospective dealers, it is an important means to invite customers to visit the company as much as possible. Because I believe that every customer who has been to our company will be full of confidence in cooperating with us. \x0d\ Step 6: Establish an agent: Choose the most suitable but not necessarily the largest customer from several interested distributors as our partner. \x0d\ Step 7: "Details" before the start: After the partners are formally confirmed, we will start to be "salesmen" and "attendants" for the dealers in terms of ordering, variety selection, price system and distribution channels, so as to fulfill the promises we made when we started the negotiations earlier.