Old customers are the main source of stable income for enterprises and the cornerstone of enterprise development. Especially the 20% of customers in the 20:80 principle have a very significant impact on the sustainable development of enterprises. However, tapping new customers is as important as stabilizing old customers. The addition of new customers has injected new blood into the company, especially the participation of large potential customers, which has an important impact on the profitability of the company. There are many ways to expand new customers and tap potential customers. This article will provide several methods that can be used for reference by marketers.
First, the carpet search method
The so-called carpet search method refers to the method of door-to-door visit by marketers within the scope agreed in advance, also known as the door-to-door access method and the door-to-door marketing method. The advantage of this method is that it has a wide range of access, involves many customers, and has no omissions. However, this method has certain blindness. For those who are not involved in marketing work, how to approach the larger obstacles of using this method is how to approach it. The customer, that is, the process of the marketer's efforts to obtain the customer's access and mutual understanding before the customer purchases the goods or accepts the service. Approaching customers can be done in the following ways: 1. Distribute promotional materials. The marketing staff directly distributes promotional materials to the customer, introduces the company's products or services, and draws the customer's attention and interest, so as to be close to the customer. 2. Gifts. This is the common approach commonly used in modern marketing. Marketers use the gift of small gifts to attract customer interest and then approach the customer. 3. Investigation. Marketers can use the opportunity of the survey to approach the customer, and this method also hides the purpose of direct marketing and is easily accepted by customers. 4. Benefit guidance. Marketers turn to the approach of interviews by simply stating the advantages of the goods or services and the benefits they will bring to the customer. 5. Praise is close. Marketers use people's self-esteem and respected demand psychology to generate interest in conversation. It is important to note that praise must come from the heart, but also pay attention to skills, otherwise it will be self-defeating. 6, ask for advice. For those who are open-minded, people generally do not reject him. However, when using this method, marketers should carefully plan and pay attention to strategy.
Second, the advertising search method
The so-called ad search method refers to a method of finding customers by using various advertising media. More and more big companies are using ads to help salespeople tap into potential customers. There are many ways to use advertising media, such as using coupons or raffle tickets in the lower part of the magazine's advertising layout to let readers request information, or set up a mailbox on the back of the magazine to let readers know more about products or services through the mailbox. You can also use high-tech tools such as fax machines to link the automatic personal computer and the automatic delivery system of the fax machine. The customer can dial the phone number on the advertising media to hear the computer similar to the voice mail. The voice, the customer can select one or more service items, and as long as the fax number is provided, the file can be received within a few minutes. Although the advertising media can provide information for many potential customers, marketers have to spend a considerable amount of time to filter, so the ad search method can only be combined with high-tech tools and e-commerce to achieve its better performance.
Third, the center flowering method
The so-called central flowering method refers to selecting some influential people in a specific area to make them consumers of products or services, and get their help or collaboration as much as possible. The key to this approach is “influential people,†those who have influence over the people around them because of their status, position, accomplishment, or personality. These people are quite persuasive, their influence can be radiated in all directions, have a demonstration effect on the majority of customers, and thus easier to obtain the trust of other customers. And these influential people are often active in business, social, political, and religious fields, and they may be respected by senior financial backgrounds or high-profile behaviors, so it's especially effective if they get their recommendations. Because they represent authority. However, when using the law, you should pay attention to keep in touch with influential people, and when they recommend you to others, be sure to thank him regardless of whether the transaction is successful.
Fourth, the chain relationship chain method
The so-called chain relationship chain method refers to the method of finding other customers through the introduction of old customers. It is one of the ways to effectively develop the market, and it takes a lot of time. Marketers only need to ask if there are other people who might be interested in the product or service after each visit. By the previous visit, two customers were created. These two customers brought four customers, and four of them produced eight. The infinite relationship chain can continue to develop, and the salesperson may eventually establish a potential customer. group. This approach is particularly suitable for some service industries such as insurance or securities, and the greater advantage of this approach is that it can reduce blindness in the marketing process. However, when using this method, you need to mention the recommender in order to gain the trust of potential customers and increase the success rate.
V. Seminar method
The so-called discussion method refers to the use of the form of the symposium to tap potential customers. This is one of the ways that more and more companies are looking for potential customers. Because the audience attending the seminar is basically a qualified potential customer. Because coming to participate must be of interest. However, when using the seminar mode, you should pay attention to the following points: 1. The choice of location. If you want to increase the number of participants to a larger extent, you should choose a neutral location such as a hotel, hotel or university. 2, the choice of time. Time selection should pay attention to the appropriate principle, should not be too long or too short, for two consecutive days is appropriate. Because potential customers who have no time to meet before the day can catch up the next day. 3. The speeches at the seminar should be professional and require a well-arranged visual environment and equipped with high-quality hearing equipment. 4. The details of the participants should be recorded. Personal data can be obtained through a short survey.
Sixth, the conference search method
The so-called conference search method refers to the way marketers use the opportunity to participate in various meetings, establish contacts with other participants, and find potential customers. This method is more cost-effective, but you should pay attention to the skills in the actual application, and do not mention or euphemistically put forward marketing intentions, lest the other party will have an antipathy to you.
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