How to find the information of decoration customers?

Generally speaking, no matter what industry you are in, you need a visit from users and customers. If there are no customers, you have to dig up customer information. Do you know how to find information about decoration customers? The following is how to find the decoration customer information I compiled for you, hoping to help you.

How to find the information of residential decoration customers

I. Newly-delivered residential areas

The new delivery community is the place with the largest number of customers. When we do home improvement business, sometimes the most difficult problem is that we don't know where there are customers, that is, it is the hardest to find customers. During the delivery period of the new delivery community, there will be a large number of customers every day, so the salesman must seize the opportunity of delivery in the community.

The first thing is to know the delivery time and place of the community accurately, and don't miss the delivery time of the community.

Secondly, we should make business preparations in advance and establish good relations with property companies to prevent other companies from monopolizing the market. Therefore, it is necessary to establish a good cooperative relationship with the property manager or security guard, and this work company should cooperate with the salesman! The next step is to prepare relevant materials, including publicity materials, the interpretation of the apartment type in this community, and the design scheme of some apartments in this community. In order to achieve the best publicity effect, the company should send someone to measure the house in advance, measure all the units and make a detailed interpretation. Each unit should make a corresponding budget plan, preferably in the form of community packages, and launch several basic home improvement packages; You can also design several house plans in advance and combine these materials into a "business explanation atlas", one for each salesman active in the community.

Salespeople will be more competitive than salesmen of other companies when they work in the community after making corresponding preparations, because we already have a detailed package budget and plan. Some companies report that community business is not easy to do. I think it's not that the business is not good, but that the company only wants the results but doesn't do the preparatory process in front. If you want to do community business better than others, you must make all the preparations in advance. The more detailed you are, the easier it will be to contact business in the future.

In order to cooperate with the salesman to carry out the work in the community, the company should concentrate all its manpower and try to sign one or two orders before handing over the house in the community. It doesn't matter if the price is lower, because this is a model house project, and it is more convincing to do business in the community with a model house.

During the delivery period of the salesman in the new community, the company should send several designers to assist, so as to minimize the time for customers to wait for the room; At the same time, the salesman should seize the opportunity of a large number of customers during delivery and strive to reach more customers. Sometimes there will be such a situation, that is, during the delivery period, the customer may be busy checking and accepting the house, so the salesman will try to record the customer's phone number, because once the delivery period is over, the owners will not come to the community so intensively, and some owners will not come to the new house after getting the key to the new house, so they will record more phone calls during the delivery period and then keep in touch with the customers slowly. "If there are many customers, try to store them", and then ruminate when there are few customers. It must be like this. Many salespeople reported that there were not many owners in the community after the delivery of the house, because the "customer storage" was not done well in the early stage.

Second, the company started the construction site upstairs and downstairs, neighbors.

When doing residential business, salesmen can sometimes use the site where the company has begun to develop customer resources. The main method is to focus on the company's new construction site and often go upstairs and downstairs to find customers in neighbors or nearby unit buildings. Once you find customers, you can show them around the construction site. Most customers will take the initiative to visit their neighbors' homes for the sake of decoration safety. Salespeople seize this opportunity and have a higher probability of contacting customers. Once customers arrive at the construction site, they can be shown to other construction sites or model rooms, or they can be shown around the company. Practice has proved that catching neighbors is a good business channel with a high success rate.

There are many salesmen who don't make good use of the site that the company has started, and don't catch the customers closest to the site. Instead, they go far away, run for a few days during the delivery of the house in the community, and then go to other communities. There is no intensive cultivation site, which wastes good business resources.

How to find the information of decoration customers? Query the customer's phone list

Telemarketing is a marketing method developed in modern times. It is the most economical way to contact more customers by telephone in the shortest time. But before telemarketing, the most important thing is to find a way to collect the customer's phone number. There are several ways to collect the phone numbers of home improvement customers:

First, collect from the sales staff.

Salespeople sell houses, and every time they sell a house, they will register a customer's information, so there must be many customer calls in the salesperson's office. Salespeople should establish relationships with more salespeople and give them corresponding benefits, so that they can collect the phone numbers of many customers. However, the telephone collected from the sales staff should pay attention to the following characteristics:

1. Try to collect the fixed telephone numbers left by customers, because it is more likely that mobile phone numbers will change frequently, while fixed telephones generally don't.

2. Pay attention to the coordination with the delivery time of the community, and try to contact customers one or two months before the delivery of the new community. If the contact is too early, the customer's enthusiasm is not very high. If the contact is too late, it is possible that the customer has contacted someone else.

3. Collect the number of existing home customers from the sales office as much as possible, that is, every time a salesperson sells an existing home, you can get the number from the salesperson immediately and contact the customer in the shortest time.

Second, charge the property management company.

Collecting telephone numbers from property companies is mainly a period of time before handing over the house. Some residential property companies only go to work in the residential area one week before handing over the house. You should seize this feature and establish contact with the property company in advance. Generally speaking, the property management company may sell the telephone number of the residential area to many companies at the same time, so it is necessary to do a study in advance when making a phone call, otherwise many companies will call customers at the same time, forming a "phone phobia" for customers, and some customers will even sue the property management company, causing unnecessary trouble to themselves.

Third, collect from workers (property maintenance workers, bricklayers laying floor tiles, mechanics carrying materials)

When you can't collect a large number of telephone numbers, you can use the method of collecting a large number from a few to establish contact with the maintenance workers, plumbers, bricklayers and the workers carrying materials in the community, and get the telephone numbers of customers through them. If you can know many such workers, you can also collect many customer phone numbers.

Fourth, collect from other peers.

The fourth channel to collect phone numbers is to share them with your peers. Cooperate with your home improvement peers who are not competitive with you, such as cabinet companies, flooring companies and floor tile companies, and enjoy customer telephone resources with each other. You can also collect many customer telephone numbers. However, this channel has both advantages and disadvantages, that is, your telephone resources may be known by the business personnel of other home improvement companies, so you should use it carefully, especially the important numbers cannot be shared with others. At the same time, peers should also establish a hidden rule, that is, they should not disclose the number to their peers, and every salesman should abide by this agreement.

Five, from the real estate agency.

Now there are some real estate agents in various cities, and salesmen can also establish contact with them and collect the phone numbers of some new house buyers or second-hand house buyers from them.

In the case that the customer telephone list is used as an information commodity auction, it is a shortcut to have the customer telephone list and contact customers by telephone. The advantage of this method is rich potential information, but the disadvantage is that it is difficult to attract customers without a salesman with certain telephone basic skills. Therefore, salesmen should practice the basic skills of making phone calls. Detailed telemarketing training skills can be found in the designer tutorial "Designing Life".

How to find the decoration customer information and master the group purchase information?

First, collect the information of group buying units in advance.

Because group buying requires long-term organizational preparation, salesmen must fully understand the information of group buying units or joint ventures in all communities in the city in advance, and all the work of home improvement must be based on information collection.

Still have to go back to the real estate collection mentioned above. Among the collected information, the following items are essential:

1. What is the total number of households, how many types of houses are there, and what is the area of each house?

2. Is there a house led by the unit, which building are they in, how many houses are there, and how big is the apartment?

3. When was the first completion and the first inspection?

4. Is there a relationship between the constructor and the original unit in the fund-raising housing construction, and can we take advantage of the relationship between the constructor?

5, the specific location of the unit, who is the project leader, who is the site leader?

6. Who is the initiator of group buying and who is the specific implementer?

Second, the organization mode of unit group purchase

The specific organization of group buying has a great relationship with the number of group buying. If it is less than 20 households, it is a small-scale group purchase, which can be organized by the unit or held within the company. More than 20 households or even 100 households belong to large group purchase. Large-scale group buying should adopt corresponding and perfect strategies.

1, first find the person in charge of the unit, at least the person in charge of the project, and make a breakthrough in the relationship through him.

2. It is best to turn group purchase decoration into engineering decoration, so as not to lose any customers.

3. Before contacting the senior leaders of the unit, you might as well know more about the grass-roots personnel of some units, and learn more about the situation of some units and the specific information of the leaders through them, so as to find a better communication strategy with the leaders.

4. For middle-level leaders who are more influential and enthusiastic about group buying, they can promise considerable decoration discounts. It is best to let him be a group buying organization and turn him into your salesman.

5. If the unit intends to buy a group after early communication, but the internal opinions are not very unified, it is necessary to organize a group purchase decoration briefing at an appropriate time and introduce various preferential group purchase measures. It is best for some leaders to take the lead in paying the deposit and form a hot atmosphere for group buying.

Third, the preparations for home improvement group purchase

1. Prepare the design scheme. Each apartment must launch at least two or three classic schemes.

2. Prepare a budget or package, because if each household makes a separate budget, it is likely that the group purchase will be aborted or other accidents will occur due to different personal needs, which will affect the quality of group purchase.

3. Prepare materials cooperation units and concentrate more advantages.

4. Prepare some home improvement "trusts", preferably the more influential figures in the "trust" unit.

5. Communicate with unit leaders or influential people, and make the group purchase information into a "unit group purchase decoration manual", one for each household, and distribute it at the group purchase site (it is best not to distribute it in advance to avoid falling asleep).

6. prepare with both hands. Once the big group purchase is unsuccessful, you can organize a small group purchase.

7. Write down the contact information of all members in case the group purchase is unsuccessful, and then contact the single household.

8. Keep the group purchase confidential and prevent other companies from participating.

Matters needing attention in talking with customers during decoration

1, when the customer only tells what to do and asks for a rough quotation, how should he answer?

Answer: the cost of home decoration needs to be determined in three aspects before it can be estimated: (1) approximate design scheme; (2) The selection price is mainly divided according to the grade of materials, technical standards and the grade of construction team, and can also be preliminarily selected according to the family's economic affordability. Of course, our prices at each level will give you a high quality-price ratio; (3) Decoration quantity: If you are not sure about the above three aspects, then the general quotation is deceptive, which is strictly prohibited by our company. Please provide the floor plan and the size of each room, and we can make a basic budget for you in a short time. If you don't have the floor plan and size, we can arrange for you to visit surveying and mapping and design the floor plan for free.

2. What should customers say when they think our quotation is higher than that of other companies?

A: The cost of home decoration is not cost-effective. It can't be simply measured by price. A more accurate measure should be the ratio of quality to price. The quality mentioned here includes three aspects: (1) the grade of materials; (2) process standards; (3) Engineering quality; It is unscientific to talk about the price level when three aspects are uncertain, or to compare the prices of two companies when three aspects are not equal, which is easy for customers to be deceived and suffer losses. For example, if Company A paints a door with a daily worker from 40 yuan, then the painting cost of this door is 40 yuan, while Company B uses a daily worker from 70 yuan to do the polishing process, and it takes two days, then the painting cost of this door is 140 yuan, not to mention how much paint Company B has used. The price and paint quality of this door can also be imagined. Therefore, in the home improvement industry, it is often the case that the name of the decoration project is the same, but the price is high or low. Generally speaking, the quality-price ratio of our company is one of the most cost-effective companies in the current home improvement market.

3. When the customer asks why the main material price of a decoration project is not high, but our company's quotation is very high, how should we answer?

A: The price you see is only the price of the main material. You may have overlooked many factors, such as auxiliary materials, labor costs, freight, secondary loading and unloading fees, machine wear and tear fees, management fees, taxes, reasonable profits of the company and so on. In some projects, the labor cost is much higher than the material cost, so when all the costs are added up, the quotation is naturally much higher than the main material price. If we simply compare the prices of materials, because our company has a long-term and fixed cooperative relationship with many well-known brand building materials manufacturers, I'm afraid the goods we buy are cheaper than those you buy yourself.

4. When the customer asks whether the purchase and installation of the floor can be included in the whole project, how to answer?

A: We have long-term cooperation with the flooring manufacturer, and we can recommend you and enjoy the preferential price of the manufacturer, but the variety selection, installation and payment are directly agreed with the flooring manufacturer.

5. When the customer asks about the difference between the two price points of the company, how should he answer?

A: Our company's quotation is mainly based on the different needs of customers. The main difference between them is that different prices are produced according to the grade of materials, technical standards and the grade of construction team. But no matter which level of quotation you choose, we will provide you with the same warm and perfect service, and its quality-price ratio is also higher than other companies.

6. When a customer asks why in different levels of quotations, sometimes the main materials and auxiliary materials (such as wall and floor tiles) used in a construction project are the same, but the project quotations are different, what should be the answer?

A: Sometimes the materials used in a decoration project with different levels of quotation are the same, but because of the different level of workers or the different construction technology, the quotation often has some differences. Our seven fixed construction teams are divided into two grades after strict examination and enjoy different charging standards respectively. Such as mid-range latex paint technology, Grade A construction in 9 yuan/㎡, Grade B construction in 6 yuan/㎡.

7. When a customer asks, "Your company does so many advertisements, do you share all the expenses with us?" What's your answer?

A: Please rest assured that our company is taking the road of "branding and scale". Although we advertise a lot, because of the large scale of our company, the amortization rate of advertising fees is lower than that of small companies, which is one of the advantages of scale. In addition, in view of the popularity and influence of our company's home improvement industry, many media reports on us are free or extremely favorable, so you don't have to worry about bearing our advertising expenses.

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