After two years of sales, I found that there are only three ways to double my performance.

All sales want to improve sales performance, but most of them don't know how to improve, especially newcomers, and they don't know how to start. At first, I was worried about it for a long time. When I was in sales for 2 years, I accidentally found a way to double my performance. By using these methods, my grades have improved rapidly.

Next, I combine my actual work experience and sentiment to analyze three ways to double sales performance.

These methods have helped hundreds of salespeople improve their sales performance. The best thing is that a salesman learned this method. In the fourth month of employment, he not only won the sales champion, but also set a new record for the company's sales performance, and has been the top three since then.

It turns out that sales performance actually has a calculation formula.

Sales performance = number of customers * single signing amount * repeated purchases. This formula is applicable to any enterprise in any industry. As long as any one of these three aspects is added, the performance will be improved a lot, and if all three aspects are added, the performance will be significantly improved.

For example, the number of customers 100, the single signing amount of 5,000 yuan, 1 year repeated purchases twice, sales performance 1 10,000. If each indicator is increased by 10% now, the sales performance will become 133 1000, which is equivalent to an increase of 33. 1% in total performance, as shown in the following figure.

Now that the growth points of performance are clear, let's take a look at the specific methods to improve each growth point of performance. In fact, these methods are applicable to all industries, but for the convenience of everyone's understanding, we still take the method of developing customers in the Internet advertising industry as an example.

1 ?

Increase the number of customers

Common methods to increase the number of customers are divided into active development and passive attraction.

Look at the active development method first.

00 1 telephone communication

Telephone communication is the most effective way to develop customers in Internet advertising industry, which is not only efficient, but also effective. In a big city like Beishangguangshen and Shenzhen, it takes more than two hours to meet a customer back and forth, and the time cost of meeting a customer is too high.

In order to improve work efficiency, we must strengthen the early telephone communication, try to make it clear on the phone, and visit customers when signing the bill. If you are in a non-first-tier city, you should also strengthen telephone communication, so that you can screen interested customers more efficiently.

At present, as long as it is to develop the business of enterprise-side customers (B2B), the main ways to actively develop customers are mostly telemarketing, such as Alibaba's integrity business, 58 city recruitment business, boss direct employment, 360 search advertising and so on.

002 Bai Mo customers

There are two ways to be unfamiliar with customers.

Mode 1: on the way.

There are two ways to stop by. The first way is to meet customers. You must meet the client in person. After meeting the clients, you can visit some clients near the client company. Many of our sales partners have sold many customers in this way. The most impressive one was a boy who sold two orders directly regardless of customers, which is equivalent to going out and selling three orders directly.

The second is a virtual customer meeting scenario. You are not going to meet the customer in person, but you are interested in the customer's delay in signing the bill. At this time, you can persuade customers by dropping in. You can tell the customer that you are just going there to meet the customer, and by the way, go to the company to meet and talk. This trick is particularly useful.

We have handled many customers with low probability of signing bills in this way. A salesperson used this method to get to the customer company in time and sign the bill first. If it is two hours late, the customer will cooperate with other salespeople. Another salesman used this method to meet the company boss directly and signed the contract on the spot. There are many such cases, so I won't repeat them here.

Mode 2: concentrated visit method

The key visit here refers to selling to some dense areas and focusing time and energy on customers.

Before, in order to make a profit at the end of the month, we went to the building materials home market, the service center of automobile 4S shop and the logistics park in three groups to pay homage to customers. In less than 5 hours, we developed more than a dozen customers, and one of them sold two orders within 2 hours. Centralized visits are efficient and effective, and are suitable for sprinting performance.

003 improve sales skills

The key to actively developing customers is to improve sales skills. Without good sales skills, it is a great waste of customer resources to communicate with customers. Your company and team will definitely do sales skills training. This kind of training must be carefully listened to, carefully remembered, and more importantly, carefully practiced and implemented.

What others tell you is knowledge and experience. It is a skill only when you master and use it. If you refine your skills to perfection, you will form a talent. Talent is your core competitiveness and your foundation.

We continue to look for passive ways to attract customers.

00 1 recommended by old customers

The premise of referral of old customers is that customers feel the benefits brought by products and enjoy satisfactory after-sales service, both of which are indispensable. Therefore, you should focus on creating value for customers and providing quality services to customers. Please read my article about how to make old customers refer to it. Customers are always dissatisfied with your service. The annual sales champion gives you four solutions.

002 channel transfer introduction

The first thing to note is that channel recommendation can only be icing on the cake, and it is definitely not a timely help. If you rely too much on channel recommendation, you will basically be eliminated by the sales industry, at least in the Internet advertising circle.

The specific method is that you can find your peers, your upstream and downstream companies, and your business-related companies to cooperate in resources. You can introduce the business you can't do to other companies, and others can recommend it to you if you can't do it, so that resources can be shared and cooperation can win.

Most departments have a female salesman who is not only very good at actively developing customers, but also very good at channel recommendation. Her performance is very high every month, and she wins the championship almost every month. For her, the channel is the real icing on the cake, which helped her double her sales performance.

003 attraction of social tools

You can get some customer resources by joining some communities, such as QQ group and WeChat group. The role of the community is really good, but the most powerful thing is the WeChat circle of friends, which has become one of the necessary means to develop customers. Regarding how to do a good job in circle of friends marketing, you can refer to my third secret of closing customers on WeChat, and everyone who has used it has said it is effective.

004 mail marketing

E-mail marketing is also a good way to attract customers. Before that, we had a sale to develop a super big customer through email. This big customer made him make a lot of money in 1 years. I drove a horse before the cooperation and a BMW after the cooperation. For email marketing methods, please refer to my article "Email Marketing Tips to Help You Improve Your Performance by 30%", and everyone should learn it.

005 network marketing promotion

For sales, network marketing promotion is a 24-hour money-making machine, which can attract customers all over the country and even the world. It is a particularly good way to attract customers, and hundreds of thousands of enterprises have created high profits through online marketing.

If your company allows online sales promotion, you must do it. You can quickly accumulate interested customers and turn them into large orders. If you don't want to do it, you can do offline personal promotion, which will attract more customers by opening a small product description.

2 ?

Increase the amount of a single contract

How to increase the number of single signing? The specific method is as follows:

00 1 special promotion

First, the promotion of activities.

You must have had such an experience. Originally, you went to Watsons to buy a box of toothpaste, and the shopping guide told you to buy two and get one free now. If you buy two boxes, you will get another box. At this time, you will think, you can always use it, and it doesn't hurt to buy an extra box. In most cases, you will choose to buy two boxes, so that your single consumption will increase. It is now 12 yuan. If your company has such activities, you must make good use of them.

For another example, I have been doing brand advertising promotion activities recently, and now I buy advertisements for three months and send advertisements for three months. The customer originally wanted to advertise 1 month, but because you told him about the promotion, he decided to buy it for three months, which increased your contract.

Second, gift promotion.

Customers sign different contracts with you and give different gifts. Of course, gifts should be valuable and attractive. For example, we use gifts to promote sales and expand orders every month. Signing a contract of 5000 yuan is different from signing a contract of 1000 yuan. Many of our customers will sign a larger amount because they want a more upscale gift.

In May this year, we made a super-large gift promotion. As long as the contract amount is more than 3 million, we directly gave a BMW worth 400 thousand. At that time, 1 customers directly signed up for 3 million because of this attractive gift. This shows that gift promotion is very attractive.

002 value-added service

A few days ago, my friend went to the driving school to register and saw the registration price list of the driving school. The price of a normal training class is 6000 yuan, but there is a column that says VIP class, and the price is 10000 yuan. He inquired about different services at two price points. According to the sales of the driving school, in addition to the normal training, VIP classes also have additional pick-up and drop-off services, value-added services that give priority to car booking, and free lunches. It is these value-added services that directly increase the single consumption amount of customers.

For another example, when we sell internet advertisements, if customers can increase the number of contracts, we can give customers additional value-added services and expand the number of contracts.

So when you talk to customers, you should sort out the value-added services of products in advance to see which value-added services can make customers increase the number of orders.

003 selling related products

If the customer cooperates with you in a network promotion product, then you can recommend other network promotion products suitable for the customer. For example, before the sale, the customer made a series of products. At first, it cooperated with a search engine, then with brand advertising, then with question-and-answer advertising, and finally with video advertising and friends circle advertising. In this way, step-by-step associated sales greatly increased the number of single signing.

3?

Increase the number of repeated purchases

00 1 sell iterative upgrade products.

Selling and upgrading iterative products is the best way to increase the number of signed orders. You can see that all mobile phone manufacturers do this.

For example, Apple's mobile phone will be upgraded every year. A friend around me is a big fan of Apple's mobile phone. Every time he comes out with a new model, he basically buys another one, from the initial iphone 4S to iPhone 6, iPhone 7 and now iPhone8. The iterative upgrade of the product made him consume many times.

As long as your company has upgraded iterative products, you must make every effort to recommend them to customers. There is a high probability of signing the bill like this.

002 for promotion

If you want customers to buy products again and again, you must give them reasons to buy them again and again, either product upgrades, function upgrades or price concessions. You can see that major e-commerce companies use large-scale promotions to make customers buy products repeatedly every year, whether it is the 6 18 promotion in JD.COM, the Double Eleven in Taobao, or various shopping festivals of other e-commerce brands.

The year before last, our company held a big promotion, and customers who signed more than 10,000 yuan were exempted from service charges. At that time, a salesperson seized this opportunity and signed eight customers. Of course, some sales customers didn't get it.

What needs to be explained here is that no matter any promotion or discount, you must be 100% approved and happy, and try to convey this joy to customers, so that customers can enjoy it with you and help them do the best thing with the least money.

Concluding remarks

The above is a detailed analysis of three methods of performance multiplication. No matter what industry you are in, no matter where you are, these methods will be used If you can combine this article to carefully scrutinize your products, sum up your own performance growth methods, and persist in a lot of practice, over time, your performance will definitely double.

I am the champion coach of online sales,

The first person in social sales,

Accompanying performance growth consultant,

LinkedIn columnist,

Jin Wang Lecture Hall helps enterprises to build socialized sales teams, only for performance growth.