Gift channel sales planning plan? Intersection

Working process:
1, screening information, looking for target customers
The people who are engaged in gift channel sales know that the customers we face are to provide end users with gift solutions to the middle merchant, including gifts, including gifts Companies, advertising companies, conference companies, business companies, cultural companies, etc. The most common publicity method of the gift industry channel suppliers is the sales conference of the gift industry exhibition held every year. At this time, exhibitors will collect hundreds of thousands of customer information, but which information is useful. Which information is suitable for our customers, it is necessary to distinguish it attentively. Screening useless information from the accumulated business cards, how to find our target customers is the most important problem we face.
If you already have a good way and find a suitable target customer, the next thing to do is the development of target customers.
2. For the first visit, the first impression of the customer is good
sales predecessors said that it takes thousands of needles to learn to sell products. In other words, it is: For the first time, do n’t sell products, but to “sell them” first. Remember "not bad money", the "value" of personal value will be reflected in cooperation in the future. Now I have a new question, how do you plan to sell yourself? Is it fat and selling together or selling separately? Is it on or packaged or packaged? Haha, just make a joke; what I want to say is that you have to consider what way to visit customers for the first time (telephone, fax, short-distance, e-mail, or visiting)? Is there a short and content form and content that can reflect your personality, so that customers will remember you and the work you are working and engaged in?
If you can't do it, please hurry up; if you have done it well, let's take a look at the third point together.
3, in -depth communication, creating cooperation opportunities
Ma customer's first impression of you. If there is no subsequent strengthening contact, it will only keep the impression within a certain period of time. And we worked hard to let customers remember to develop cooperative relationships in the future, and to establish a cooperative relationship. This requires a deep communication with customers (preferably face -to -face communication). The purpose of communication must be to create opportunities for cooperation. How to create opportunities? No Ying's question must be based on the basis of mutual understanding and trust, so you must first inquire the needs of the customer (the customer does not want your product, but also the best policy, the service he expects, etc.) and The problems existing in the previous operation of the customer (no company has no problems, so you have a lot of opportunities); then tell the customer what your company can provide for him (product, service, and policies given, and the policies given, and It is best to analyze that you are different from others). If you can find the entry point from this "supply" and "asking" conversation, I believe that customers will definitely have a strong interest in cooperation. The only question is whether we can do it. This is only the opportunity for customers to give me cooperation. He can experience it.
4. Grasp the opportunity and display the sample to the customer's exhibition hall
The work to work, not when the customer expresses interest or verbally promise us to cooperate well in the future. "Wanzhang high -rise buildings start flat", we still need to know where the foundation of cooperation is? For the cooperation between the middlemen in the gift, the sample is crucial and the basis for our cooperation. And if the sample display is displayed to the customer's exhibition hall or the company to recommend, there will be two aspects of the problem: 1. The size of the general customer is limited or the customer is difficult to ask customers to buy all the samples of the company to display, so then How do you prepare to help customers choose the product? What is your basis for choosing these products? 2. Customers investing samples can best express their sincerity, because only the customer really sees mutual cooperation, he will buy samples, so you can facing some of the rules of the game with some peers, and to the customer for free to make samples. Sample policy to balance the customer's psychology?
. If the customer has made the early investment, display the sample in a good position in its company's exhibition hall or has already begun to be the main product, prepare for strategic cooperation with you, we should look at the fifth step in the fifth step What.
5. Eliminate doubts and help customers do product knowledge training for market personnel
The cooperation must be a boss with customers, but the sales of the product must not just do it alone. Looking at all market personnel are all market personnel. The most happy to recommend the products they are familiar with. In this case, if the customer's sales staff does not know your product, will they go to the main product? Even if the client's boss said, how to recommend your products, how can these market sales staff do recommending work to their terminal customers? How to combine the gift culture that your product can inherit with? Therefore, at this time you should do one thing, to help customers provide product knowledge training on business personnel and let them fully understand your products. However, in actual operations, customers are concerned about the suppliers directly with the market personnel, and they are worried that the market sales staff will directly speculate through the supplier, and if they leave, they will take the supplier information and so on. So how to properly coordinate the issues that customers are worried about? Can you adhere to the principle of protecting customers and convince customers? In addition, are you very familiar with your products and can make product knowledge training well?
If you can do this fifth step, I believe the customer's market personnel will take care of your products wholeheartedly.
6. Perform the communication on the opposite side to ensure that the information is smooth
The customer has promoted your product to loud, and you also need to master the market situation as soon as possible. Whether it is the market's market reflection or the purchase needs of the terminal, this information is the most clear about the market staff who contact the terminal customers, and the information of the gift market changes instantly. If you only wait for the purchaser to contact you, I am afraid that it is late. Therefore, you must always keep in touch with the client's boss, procurement, and marketing personnel, and establish a communication habit of using you as a "point" customer as "face". Get information about demand and master the pulse of the market. If you can always get this information one step than your opponent, I believe you will be able to prepare for response before others.
7. Master the order process, and make adjustments at any time to make adjustments at any time. After providing the product or solution to the terminal, the terminal will select and compare all its supplier solutions. This process is often according to the slow and different time of the product use time according to the terminal. It may be resulting in a week, and there can be a few months. If you want to control the order, you must purchase it closely with the gift dealer. Communicate to understand the changes in each link of the terminal, so as to cooperate with customers to make adjustments in time. If the previous links are done well, customers will generally cooperate very well. The problem is to look at how you cooperate after getting the change.
8. After the order is completed, it will be sold in time after the order is completed, and pave the way for the next cooperation
The products have been handed over to the customer, and the models have also been closed. Because you still don't know if the customer has been delivered smoothly and whether the terminal is satisfied with the product, so you should do one thing, that is, after -sales return visit, you can understand these problems clearly. Thanks, pave the way for the later cooperation.