How to develop new customer information

People who have just stepped into the door of marketing are confident to meet the challenge and have suitable products. First, the yellow pages in each region may be regarded as the treasure house with the largest amount of customer information. The first step for many marketers to tap customers is to turn over the yellow pages. After making tens of thousands of phone calls, even if there are no successful customers, they must have collected some information about potential customers. More importantly, they are familiar with business knowledge. Therefore, a novice who has just set foot on marketing, if there is no better way to explore customers, the best way is to be familiar with customers in the yellow pages. Case: Xiao Wang, an internet company, first set foot on his post in 2000. He calls 80- 120 company every day in a diligent way. It took him nearly a month to contact the unit in the yellow pages of his area. Although he didn't sign the bill, he accumulated more than 20 interested customers. In the next few months, Xiao Wang has been following. Second, pay attention to media information. Marketers should have professional sensitivity to capture customer information. Therefore, he should browse all kinds of information in local newspapers, magazines and other media every day, and watch local TV news and TV advertisements every day. Customer information that can be disclosed in the media can be roughly divided into three types: 1. Hard advertisements: product promotion advertisements, opening advertisements, recruitment advertisements, soft-text advertisements, image advertisements and other advertisements. They all capture customers with "high quality" information. You should quickly consult the information of relevant advertising companies, find and analyze the combination of advertising information and your own products, and contact customers immediately. 2. News advertising: Some enterprises promote their corporate image or products in the form of news through media relations. Marketers should be able to see the essence through news and get in touch with enterprises quickly. 3. Government announcements or policy information: The government usually has some selection activities every year, such as selecting "Top Ten Enterprises", "Top Ten Enterprises", "Star Enterprises", "Star Brands" and "Excellent Entrepreneurs", and these enterprises participating in the selection are also "blue chips" in the eyes of marketers. In addition, when a major favorable policy is released in a region, marketers should also discover its value through a keen sense of smell, immediately establish a list of enterprises in related industries affected by favorable policies, find a combination point, and attack quickly. Case (take the third item as an example): Li, a salesman of pavement bricks in a building materials factory, saw an article entitled "Transforming the Urban Environment and Building a Tourist City" in a coastal open city through the media, and immediately thought that the city would definitely make a fuss about improving the environment. All kinds of pavement bricks produced by his factory have many specifications and good quality. Li thought it was a very important message, so he left the city at once. By getting through the joints quickly, if Li doesn't find an opportunity from this article, even if he can receive an invitation letter from the city in the future, it will be difficult to make this business. Therefore, Li was rewarded by the factory and promoted to sales manager. Third, make full use of the rapid development of the Internet, making it the third largest media after traditional TV and newspaper media. The Internet has transcended the limitations of time, space and language, and a huge amount of information has attracted more and more attention. Salespeople should search for customer information related to their own business through the Internet, and dig up and attract new customers by sending emails, publishing product advertisements on some free publishing platforms, and publishing professional articles on relevant professional websites (communities). Using the Internet skillfully to develop and maintain customers has gradually become a trend. Case: Zhang, a salesman of a foreign trade company, keeps logging on some commercial websites in the United States and Canada, publishing some company introductions and product information, and collecting emails from related foreign companies everywhere, and constantly sending them his company information. Within one year, Zhang Chenggong developed three important new customers, which made the company's export volume increase by 60% over the previous year, and personally gained good benefits and created great value for the company. Fourth, pay attention to roadside information. Salespeople usually rush between the market and customers in the storm. This should not be a painful process. Walk on the road, don't bow your head in a hurry, and don't sleep on the bus. They should pay attention to the customer information from the roadside while enjoying the roadside scenery. There are customers on the road? Of course there is! Information revealed by street sign advertisements, information revealed by store names, and information revealed by advertisements in radio broadcasts. . . . . One piece of information may become your customer. What you should do after receiving each message is to judge whether the message is related to your business. Being good at grasping information is also an important factor for salespeople to succeed. Case: Yang, a salesman of a software company, saw an office building of a government department on his way out. This department belongs to the Exit-Entry Administration Department of the Public Security Bureau. Generally, the entry-exit administration offices are relatively independent, and the relevant businesses and software are uniformly equipped by the state, so there should be no business opportunities. After arriving at the company, Yang immediately found the office phone number through 1 14. After a phone call, he really got an answer without relevant business needs. But after careful inquiry, Yang learned that they didn't have an office system (OA) at present, so he suggested that they install one, and explained the advantages of the system. The customer became interested, so Yang got the opportunity to visit at home. After several exchanges, Yang successfully signed this order. Colleagues said they all passed by the office building and didn't pay attention. Therefore, the opportunity has flowed away from many people, and the opportunity is finally left to a willing heart. To be continued. . . . . . . . Five, fully explore their social relations resources six, pay close attention to other people's conversation information seven, get to know new customers through customers.