What is the property specifically responsible for?

First, the market should adjust first.

First of all, we should fully understand and analyze the battle site, and carefully investigate the buildings under construction, on sale and delivered in this area. We sorted and classified the buildings according to the time sequence, the scale of the buildings and the characteristics of the building owners, worked out a detailed timetable, divided these buildings into regions according to the principle of proximity, and determined the direct responsible person of each region. After the investigation content is clear, it is necessary to adjust the market by the following methods.

Survey methods: investment unit, direct owner, sales department or property management department, decoration company, people in the industry (other building materials merchants), etc.

Survey method: directly enter the community survey and learn from conversations with others; Learn from the media and related materials.

The contents of the investigation: the type of the community, the ability of the owner, the delivery time or decoration time, the market situation of the community, the customer situation, other building materials suppliers and so on.

After the investigation, the detailed basic files of community promotion are compiled, and then the buildings are divided into three categories: A, B and C according to the number of householders and other factors. Develop class a first, then class b, and then class c when you have time. For example, a building materials dealer in Zhuhai will communicate with the developer before the opening of each building, get the customer files through the developer, and send blessing messages to customers and the company's promotional information on holidays. What's more, in the sales process of real estate, it is jointly promoted with developers. By the time of renovation, the dealer had mixed up a familiar face in front of the owner. As the saying goes, "three students are not equal to a familiar face", because the dealer has done enough work before the owner of each large-scale real estate starts to decorate, which makes it have a high reputation and popularity in the minds of consumers, and it is a matter of course to sell well.

Second, keep up with the pace of real estate sales.

What time does it open? What time does this building close? When will the model house be renovated? When does the model room open? When will the owners' forum be held? Where is the owners' forum? How many owners need decoration after handing over the house? According to these rhythms, make a publicity and sales plan and a supporting timetable.

Third, lay a good internal relationship in advance

To do a good job in community promotion, the sales department/property management department of the developer needs to establish a good relationship in advance, and the key figures may decide whether the community promotion can be implemented. We are persuaded by emotions, persuaded by reason, and tempted by interests. Pay attention to details in ordinary communication, such as remembering other people's names, writing down their contact numbers, sending text messages to greet them during holidays, or avoiding missing phone numbers when necessary, so as to give each other the feeling of being respected and valued at any time. You can send some small gifts and promotional materials when necessary. In communication, it should be emphasized that cooperation is the result of mutual win-win. Promotion in one's own community will leave the impression that the real estate consumers are valued by the manufacturers, thus indirectly promoting consumers' determination to purchase houses. Through communication, real estate can also get the benefits of advertising-free effect and venue rental fee. Through continuous communication, we can understand the management structure of the whole building, know the key people, do a good job in the relationship with people directly related to community promotion at all levels, and even consider giving certain benefits to key people under appropriate circumstances in order to obtain extended services for community promotion and maximize resource efficiency. Of course, there is also a key link is to lay a good internal relationship, which directly affects the leadership of prospective owners. Where are these numbers usually hidden? We can find the answer from the owners' forum. They are usually bamboo or active people. Now there are community forums in large commercial houses, making friends with key people in advance, which is called infiltrating the enemy. If the key people in the building are well managed, they will also be very successful.

Fourth, it is difficult for a single tree to become a forest, and relevant partners should be bound in advance.

Ceramic products are an industry with extremely low repeat purchase rate, long purchase decision-making cycle and low attention, so consumers are more willing to believe in the "recommendation of the third party" in the purchase process, and bind relevant partners in the temporary battlefield of community promotion and become their stakeholders. For example, paint manufacturers/water heaters/air conditioners/cabinets, etc. , widely promoted in the community, you can use the joint promotion method of bundling products with strong complementarity, or set up product recommendation awards. Promoters of other products in the same community will give a recommendation prize if they recommend their products to customers, or let consumers recommend each other, and learn how old owners introduce new owners to send property management fees when selling real estate.

Professional training and achievement

Ge You said, "What is the most expensive thing in 2 1 century? Talent! " Of course, it is inseparable from professionals to do a good job in community promotion. In community promotion, you need to choose someone with good image, good communication skills, strong affinity, initiative and certain shopping guide experience.

First, the recruitment method

⑴ "One-minute" introduction method: let candidates introduce themselves within one minute, requiring concise language, prominent focus and clear articulation, with the aim of clearly judging candidates' language expression and language organization ability.

⑵ "On-site sales presentation" method: Give the candidate some props (such as a pen and a book) and ask him to make on-site sales promotion. Goal-Understand whether the candidate has sales potential.

⑶ On-the-spot practice method: Candidates who are interested in the initial test can arrange for them to practice in the sales field. Objective-To observe their sense of responsibility, insight, customer psychological grasping ability and communication ability.

After the personnel are in place, they should wear uniform clothes and badges.

Second, professional training.

First of all, we need to compile a set of practical training materials focusing on community promotion scenarios, and then train recruiters in basic knowledge after they arrive at their posts. For the basic knowledge, students must be required to recite, and at the end of the training, a closed-book exam will be conducted to eliminate those who fail the exam. Those who pass the basic knowledge training will enter the sales field for a one-week internship. After the internship, they will train the community to promote the contents of the practical manual. After the training, it will be assessed as "Everyone Pass the Pass", and an assessment team will be formed by professionals, so that each student can conduct on-site simulation deduction of community promotion. Only qualified people can formally take up their posts. In this way, the professionalism of talents can be guaranteed, and such talents can also be trained into professional promotion teams for promotion activities.

Third, daily management.

Fill in the working day report every day, report yesterday's work and today's work plan, and the superior will review the contents anytime and anywhere; Hold regular meetings every week to exchange experience in community promotion and explore the prospect of community market; The salesman of the community must abide by the system of the community and must not violate the law and discipline. The department directly under the company is the community promotion department or the home improvement department. Community staff should be responsible for keeping and maintaining the company's information and publicity materials in the community. If there is any damage or loss, compensation will be given according to the seriousness of the case.

Fourth, customer management.

Customer information is collected and filed in the company every day; When you meet the customer community salesman of home improvement company, you should pass the information to the corresponding salesman of public relations department of home improvement company in time to facilitate your work.

Fifth, performance appraisal.

Community promotion is a job that pays equal attention to both process and result, so the effective combination of process assessment and result assessment must be considered in the assessment process. In the process assessment, we must assess the number of customers received on the same day (subject to the records with clear customer contact information), how many effective materials were delivered to the door (in the hands of customers), the cleaning and material management of the exhibition area, and how many customers were answered by home improvement knowledge. Results Based on the actual sales volume, the performance of the corresponding community promotion salesmen was calculated by the purchase amount of VIP cards. The home improvement company is not filed in the company, which belongs to the sales of residential business and is counted as the performance of the corresponding residential salesman; The sales recommended by the home improvement company belonging to the community owner that has been filed in the company, the corresponding community salesman and home improvement salesman each account for half of the performance; The sales contract materials of home improvement companies that have been filed in the company cannot be regarded as the performance of community salesmen, but they still need to serve.