How to expand business?

Question 1: Your requirements for business development skills are a bit high, at least not only Baidu knows. In addition, different industries have different customer development plans, so I can only reply briefly.

Customers are accumulated.

Generally speaking, the accumulation period of a successful business person is two years (depending on the industry) and the maturity period is one year. In other words, it takes about three years to accumulate a salesman's sense of accomplishment, and its essence is the accumulation of contacts;

You have a good chance. When you get started, you will have ready-made customers. Too many heroes get lost in the beginning. Cherish your opportunity. Now, right away, make a customer file and classify the customers. Tomorrow, you must visit your most important customer, and the day after tomorrow, you must visit the second important customer. Only those who passively meet the demand can be regarded as handyman, and active salespeople have the opportunity to grasp the potential and hidden demand. If you are not tired of making 100 phone calls a day, you may succeed.

Finding customers is a technical job.

Customers are passive, in other words, under normal circumstances, customers will not be willing to take risks and input costs to actively change services and products, so you need to do two things: first, quickly become an expert (at least an expert on industry issues) and properly package yourself (you are a newcomer, and it is better to brag about it on the online media if you can send some core papers); Second, more potential customers know about you, and post on the industry website, spread by mail, etc. It should suit you. If you can stick to three online articles and one thousand emails every day, you will have the possibility of further success.

3. Customers are friends.

Maybe you've heard of kickbacks, maybe you've heard of Wu Tong, maybe you've heard of the * * * relationship. These are all useful, but they are not what I want to advocate. The correct approach is: first, we should share the same interests with our customers; Second, it can help customers and bring benefits; The third is to make rational use of company policies (a good salesperson should be the defender of your personal and customer interests, so you should handle this balance well).

If you are a friend of your biggest customer, you are not far from success.

4. Be a good person

Of course, I don't want you to be a good family person who doesn't gamble or prostitute, but I hope you are a firm defender of the company's interests, a firm follower of the boss's authority and a firm promoter of customer development. In other words, I hope you become a professional. These benefits will affect you for decades. Nowadays, salesmen are too easy to get lost in impetuousness. If you can do it, you must be the most successful salesman in the industry.

I don't know if you understand this, but if the skill you understand is just words, I will only mourn for you.

Question 2: How to conduct business Nine common mistakes made by salespeople.

1, forget your smile

Step 2 quarrel

3, too close to the customer, too enthusiastic

4. Made a concession easily

5. Ignore the real needs of customers.

6. Draw conclusions to customers easily.

Step 7 ignore old customers

8. Too professional

9. Say yes easily

1, forget your smile

Salespeople travel everywhere, sometimes it's windy and rainy, sometimes it's freezing, sometimes it's scorching sun, and some human factors will inevitably bring some emotions. When they meet customers, they forget their smiles. Psychologically speaking, the first 10 second is the most critical time for communication between people. 10 second, determine the attitude of the other party to contact you. Smile is an important body language that God has given us. If your body language gives the other person the impression at first: "Actually, I don't want to see you", do you think the other person will accept you? Since you give each other this feeling, then everyone is fair to the public and has no feeling at all. Do you think the next conversation will be pleasant? So, whatever happened before we met the client, it's your own business. When we meet our customers, we should smile first, which is more important than your clothes and your manners. If you really can't laugh, don't go in when you get to the customer's door. Go to the bathroom first, wash your face, comb your hair and pull your facial muscles up 20 times, which will be much better. Then walk into the customer's office at a brisk pace, look into the customer's eyes and smile.

Step 2 quarrel

God designed the brain and mouth for human beings. Besides eating, the mouth is used to express one's feelings and thoughts. Different people's experiences and educational background will lead to different opinions. It's natural, just like I like seafood, but my wife doesn't. My hometown is near the coast, in that place in Jiangsu, while my wife's hometown is the mainland and Chongqing. I think lobster is delicious, but my wife says it looks delicious with so many claws. We are the same as customers. We tell a story. A famous architect designed a municipal building for a place in history. One day the mayor came to tell him that there were no pillars in the hall and it might collapse. In fact, this is an alarmist thing. The architect just said "good" and added a few pillars. A few years later, the architect died. One day, people suddenly found that the pillar didn't touch the ceiling at all. This story gives us great inspiration. If the master architect at that time told the mayor a lot about the theory of building structure, do you think the mayor could accept it? Can you understand?

Therefore, when we communicate with customers, it is normal for customers not to understand or misunderstand the products. I believe that when customers give their reasons, they must think they are right. At this time, our best way is to stand in their position, prove it to them with facts, take out your successful case and let them experience it instead of arguing. By the way, everyone has self-esteem. When you deny a person's point of view to his face, he will try his best to defend his idea. Even if you win the argument, you will eventually lose the order. Why?

3, too close to the customer, too enthusiastic

When waiting for a bus on the platform, or waiting in line to buy something, if strangers come forward to ask you for directions, you will instinctively step back. If the space is narrow, you will unconsciously lean back. This is because others have invaded your private space. When people take a crowded bus, they will look out of the window or turn their eyes to something. This is because when our private space is invaded, we will instinctively transfer ourselves. Similarly, when we go to the supermarket to buy things, if the salespeople come too close, we will feel depressed. So, how far should we keep from our customers? It is best to stay away from1.2m for the first contact with customers, so that communication will be easier and there will be no pressure. People leave the distance within 1.2 meters to their families, relatives and friends. Please keep a certain distance from your customers unless they approach you actively.

4. Made a concession easily

I used to have a neighbor named Zhang. One day, Uncle Zhang and his aunt saw a Qing dynasty clock in an antique shop. I heard that Empress Dowager Cixi used it. It's beautiful. The two of them have been here several times ... >>

Question 3: How to open a decoration company to expand business Section 1 All skills are not as important as a good attitude.

Some salesmen of home improvement companies are always bent on pursuing marketing skills, trying to find a once-and-for-all marketing method, or finding some direct and useful communication skills, which are as effective as a panacea for every customer. In fact, there are no marketing skills covering all customers in the world, and even the best skills are not as important as a down-to-earth work attitude.

Diligent attitude. Business is done, not discussed. As a salesman, you must have a diligent working attitude. Some of our salesmen always spend a lot of time communicating with the salesmen of other companies in the community, without any useful topics. They just chat all over the world, and they don't really spend much time doing business in one day, that is, they don't spend time looking for customers. This way of working will inevitably bring bad results. Making friends is one thing, but making friends is not talking to others about things that are of no practical value every day. There are also some salesmen sitting somewhere in the community who will lose some customers if they don't take the walking business model. Because the community is very large, customers go in from other directions, east and west, north and south, or if you talk about a customer, some customers will enter their home and stay in one place, so it is difficult to find more customers. We say that the key to doing business is "three diligence", that is, oral diligence, leg diligence and hand diligence. Word of mouth means that salesmen should take the initiative to ask customers and have a basic communication skill; Leg diligence means that salesmen should move around more, not just stay in one place and wait for customers, and meet customers faster than others; Manual attendance records more information and data of customers and does more things for customers.

Down-to-earth attitude Some salesmen are flexible and diligent, but they give people a feeling of instability. They often contact more customers and rooms, but the success rate is not high. The main reason is that my work attitude is not stable enough. Although I am diligent but frivolous, I can't give my customers a sense of security. Most of these salesmen have something to do with their own personality and are lively. People are willing to associate with people with lively personalities because they can give you happiness, but they often don't trust these people enough, that is to say, they usually play and communicate, but when something really big happens, people absolutely dare not let him do it. Then these salesmen should restrain themselves properly, don't form the habit of talking nonsense and joking casually, and form a practical work style for customers, so the signing rate will definitely increase.

Serious attitude. Some salesmen can contact many customers every day, but they are often not serious enough about each customer. I didn't make an appointment to see a customer or make a phone call, but I forgot it; I just don't listen carefully enough to what the customer says, and always only listen to half; Or explain things to customers, you can't do it seriously, you are sloppy. A serious attitude shows respect for customers. Not serious enough is not enough respect for customers. How do customers find people or companies that don't respect themselves enough to help them do home improvement?

In addition to the above three extremely important working attitudes, salesmen should also have the attitude of loving the company, being modest and constantly learning. Attitude is everything, and a good attitude is more important than good skills!

Cell interception is the worst method in the second quarter.

Although this chapter discusses the skills of community intercepting customers, I think community intercepting customers is the worst way of all business methods. Why do you say that? Because the competition in home decoration is fierce, and the competition in the community is more intense. A customer appeared in the community, and many salesmen from other companies flocked to it. Once a customer just appeared and was surrounded by dozens of salesmen. The customer was too scared to speak, so he had to call the police secretly. No matter how good a company or salesman is, there is no way to beat all competitors. Therefore, community interception is equivalent to "siege" and "siege as a last resort" in Sun Tzu's Art of War. We should try our best to avoid this cruel way of competition, and the so-called "going up and down, then breaking the enemy, then breaking the soldiers, and then attacking the city." Try not to engage in hand-to-hand combat with others, and try to intercept the home improvement business outside the community:

First, to find a way to win without fighting is to go where there are no competitors.

This is the highest level of doing business, which is equivalent to "going to war". Of course, this way of doing business is also the most difficult way. At present, there are almost no "places without competitors", except that the geographical location of some communities is hidden enough and the scale is large. & gt

Question 4: How should human resources companies expand their business? Personally, it depends on the company's treatment, the boss's vision and so on. In fact, human resources in all aspects are seriously inadequate. My company is an example. I think the prospect should be good. I think the first thing to understand is the employer's requirements for talents, standard positioning and company strength. The employer depends on whether the applicant's conditions are suitable. Human resources refer to the education, ability, skills, experience and physical strength that people in an organization have in a certain period of time, which can be used by enterprises and contribute to value creation. From this definition, we can see the importance of human resources companies. When selecting talents for enterprises, you are actually advertising for yourself. Personally, I think the following points should be considered: 1. Companies should check the market irregularly. In order to better serve the enterprise, it is necessary to understand the market demand. For example, the shortage of labor two days ago obviously created conditions for you. 2. Recruit suitable people and give them proper training. Some people need others to stimulate their potential. When recruiting people, human resources should be charged and have a unique vision. You can't just draw conclusions based on diplomas and work experience. 3. The market updates its own enterprise information to maintain freshness and exposure.

Question 5: What abilities and skills should a salesperson possess? How to carry out business effectively? At the same time, the salesman's job also has the ability to open up the market. Only sales are hopeless, because you are selling products or services. Only by constantly developing the market can you establish a long-term market position, win a long-term market share, establish important intangible assets for the sales channels of enterprises, and win stable performance for yourself. So what should an excellent salesman have? First, self-confidence is the motivation for people to do things, and self-confidence is a kind of strength. As long as you have confidence in yourself, you should encourage yourself at the beginning of your work every day. I am the best! I am the best! Self-confidence will make you more energetic, believe in the company, believe that the products it provides to consumers are the best, believe that the products it sells are the best of its kind, believe that the company provides you with opportunities to realize your own value, and believe that you can do your own sales well. To be able to see the advantages of the company and its own products, and keep these in mind, to compete with competitors, we must have our own advantages and face customers and consumers with the belief of winning. Before selling products, you should sell yourself and have confidence in yourself. Only by selling yourself to customers can you sell your products to customers. Second, sincerity. Sincerity and mentality are the basic requirements to determine whether a person can succeed in doing things. As a business person, he must treat customers and colleagues sincerely with a sincere heart. Only in this way will others respect you and treat you as a friend. Business representatives are the image of the company, the embodiment of enterprise quality, and the hub connecting enterprises and society, consumers and distributors. Your words and deeds will directly affect the company's image incompetence. No matter what industry you are engaged in, you should have a sincere heart to face your customers, colleagues and friends. Opportunities are reserved for those who are prepared and for those who have the heart. As a salesperson, we should know every change of customers, try to grasp every detail, be a conscientious person, constantly improve ourselves and create a more wonderful life. Fourth, it is actually very hard to start a business with willpower. I visit many clients and write many reports every day. Some people say that half of the sales work is done with feet, and the other half is done with brains. I will keep visiting customers, coordinating customers, and even providing services with consumers. Sales work is by no means smooth sailing, and there will be many difficulties, but we must have patience to solve difficulties, perseverance and perseverance. Only in this way can you do a good job in sales. 5. Good psychological quality No matter what line you are in, you should have good psychological quality to face setbacks and not be discouraged. Every customer we deal with has a different personality. We should be able to keep a calm mind when we are hit, analyze our customers more, constantly adjust our minds and improve our working methods, so as to face all the blame. Only in this way can we overcome the difficulties. At the same time, we should not be carried away by temporary success. We should face our work with a normal heart. Face your career. An excellent salesperson must obey the arrangement of the superior leader and seriously carry out the company's instructions. Some salespeople like to do their own thing. The company's instructions went in one ear and out the other, thinking that he was the best, and he wouldn't listen to anything the leader said. This is a terrible business. Although your leadership is not as good as yours, he is your leader after all. If the company lets him be your leader, there must be something better than you. His management ability is better than you. Therefore, seven, teamwork sales rely on cooperation, salespeople can not do without the wise decision of the business department, the strategic planning of the sales office, the scientific planning of the region, the support and cooperation of various departments, and even the grace of God; However, it still needs the efforts of sales staff. The mountain is high and the sea is wide. Even if it is a brick and tile, at least dedication is the professional quality that salespeople must have. Personal heroic salespeople can't sell well. Eight, we must continue to learn that salesmen should develop the habit of thinking and summarizing, and summarize every day, week, month and year. You face different customers every day, so you have to negotiate in different ways. Only by constantly thinking and summarizing can we reach the most satisfactory transaction with our customers. As a salesman, you must face every day's work with a modest attitude and a positive attitude, study hard with an open mind and achieve the goal of success. The qualities that a good salesman should possess. First, a balanced and positive attitude ... >>

Question 6: How does a newly established decoration company expand its business? The most effective way to carry out community business is to choose the more important communities, focus on them and divide all the communities in the city. Before the new residential area is delivered for use, the business director shall hold a community publicity and mobilization meeting to arrange the work tasks of the residential area. 1) First, clarify the specific delivery date, delivery location and related property company information of the community. 2) determine the advertising and personnel guarding strategy of the community, set up a community working group, and arrange special personnel to guard in advance. 3) Develop community performance goals, which are divided into short-term goals and one-month and three-month goals. To seek a breakthrough in the near future, we should do everything possible to achieve a "0" breakthrough in the community, and then radiate it to the whole community with the newly started construction site as the center. We can also establish multiple base areas in the community. For example, a breakthrough of "0" should be achieved before handover, and multi-point layout should be achieved one week after handover. 4) In order to achieve the weekly work tasks, we should plan the strategies in advance, such as what strategy should be adopted for the breakthrough of "0", what strategy should be adopted for the establishment of the base area in the first week, what strategy should be adopted in the future, what strategy should be adopted after the delivery of the house in the community one month, and whether the arrangement of personnel needs to be adjusted ... 5) This commercial form should be carried out in many communities in the city, and it should be broken into parts one by one. In the case of insufficient capacity, don't make extensive layout. Every community will participate, which will distract the company's competitiveness, manpower and funds, but it is better to focus on this effectively. Of course, the new community still has to publicize the delivery of houses, and we must seize customers during the period when customers are concentrated.

Question 7: What is the main purpose of market expansion? This achievement can be literally understood as expanding business scope and seeking more business cooperation customers. This position is also called marketing public relations, mainly to find customers.

Question 8: How does express delivery expand its business? Analysis on How Logistics Enterprises Develop the Market

Editor's Note: At present, the impact and influence of the global financial crisis on China's logistics industry are still developing in depth. Where are these influences concentrated? How to spend the cold winter, find business opportunities and complete strategic transformation is a problem that we are all concerned about. Recently, Professor Sun Hongling, director of the Institute of Logistics of Henan University of Technology, gave a lecture to Xinxiang Transportation Group Company, and discussed the above issues in depth.

Since the second half of last year, the US subprime mortgage crisis triggered a global financial crisis, which led to worldwide economic turmoil and greatly affected China's economy. With the weakening of foreign demand and the reduction of import and export trade, the logistics industry, as an intermediate link of the whole industrial chain, is highly dependent on other industries, so it is also facing a severe survival test. I. The Impact of the Financial Crisis on China's Logistics Industry With the depression of product manufacturing and import and export trade, the logistics industry has also entered a "cold winter" period, with great changes in the basic elements of logistics, a sharp decrease in flow and confusion in the flow direction. The logistics industry is more easily influenced by other industries. The business flow of various industries is cold, the transaction volume drops, and the flow naturally decreases. The financial crisis has forced China to adjust its industrial structure and layout, which will bring about changes in the place where goods are supplied and received, and then lead to changes in the direction of goods flow. (1) The business volume of international logistics enterprises has been greatly reduced. At present, international logistics enterprises are most seriously affected. Areas with foreign trade dependence above 60% are greatly affected by the crisis, while enterprises and regions with foreign trade dependence below 45% are less affected. However, this trend is spreading from foreign trade-related industries to the upstream of the industrial chain, and it is expected to appear in the whole logistics industry in the third quarter of this year. Affected by the world financial crisis, the growth rate of China port throughput has been declining for several months, and the industries of important basic raw materials such as coal, coke, crude oil and steel have obvious downward inflection points. With the shrinking of international trade, the booming shipping business in the first half of last year also turned sharply. Two or three logistics enterprises have closed down in Tianjin Port Bonded Logistics Park, and the number of enterprises in the park is less than 10. Even the start-up logistics enterprises are not saturated in business volume. Once there is news of delivery, logistics enterprises in various ports in China will compete to make efforts. Although China raised the export tax rebate rate of some commodities in * * * 165438+ 10, the import and export trade is still in a downturn due to unpredictable factors such as the sluggish overseas demand market, exchange rate fluctuations and raw material price fluctuations. Due to the decrease in freight volume, the number of ships moored in the port has decreased, and the port revenue has also decreased accordingly. (2) The domestic logistics enterprise network needs to be optimized urgently. The original international logistics business of large logistics enterprises will be reduced, and the domestic logistics market will be reshuffled by its advanced logistics facilities and equipment and advanced management level. The inherent logistics system and network system need to be adjusted and optimized, and the layout of logistics network and the radiation of nodes will change. Of the country's 4 trillion investment to stimulate the economy and expand domestic demand,10.8 trillion is used for logistics-related industries, and the logistics channels have changed, so the network system needs to be optimized. For example, the opening of dedicated passenger lines will ease the tension in railway transportation. The continuous increase of expressway mileage will also greatly improve the efficiency and benefit of highway transportation. Due to the financial crisis, the market share of logistics enterprises in developed countries declined, and China promised to open its service industry in the WTO. After entering the China market, foreign companies will seize market share with advanced facilities, equipment and management technology, which also requires domestic enterprises to optimize their network systems as soon as possible to cope with the impact. (III) Road transport "No goods can be transported" According to the operation data of the national logistics industry in the first three quarters released by the National Development and Reform Commission on June 7, 2008, the operating costs of logistics enterprises in the first three quarters increased by 36% year-on-year, and the profits of more than 40% of logistics enterprises declined to varying degrees, and some enterprises even lost money. In September 2008, orders from upstream customers of a logistics enterprise in Chengdu dropped sharply by 20%. In August last year, the national road transport freight turnover decreased by 2.8 percentage points year-on-year. At the same time, the investment in transportation fixed assets completed by the whole society in August decreased by 8.9% year-on-year, showing a downward trend for two consecutive months. Before the Olympics, the road freight from Beijing to Chengdu was about 650 yuan/ton, but now it has dropped to about 550 yuan/ton, and I am worried that I won't get the bill. The growth curve of national road transport freight volume and cargo turnover has drawn a rapid downward line since last August. All these situations show that the business of logistics enterprises ...

Question 9: What will a group company do when it is ready to expand its new business? What do you want to know urgently? First of all, it is necessary to conduct market-related feasibility study, relevant policy study and relevant competitor survey report on new business, and then make a feasibility report on new business development and submit it to the board of directors for study. After passing, it can make a new business market development plan. That's about it.

Question 10: How does the new company expand its business? First, understand the company's main business, functional departments and customer channels, analyze customer needs, and plan business lines through market research. Of course, it is also important to promote offline customers reasonably.