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1, the general search method

This method also known as door-to-search method or search method carpet. The way points, in particular within the market area, for specific groups, with the door, e-mail or phone, or e-mail within the scope of the organization, family or individual to carry out exhaustive search and confirmation method. For example, residents of the city to a village looking for all the family as the common object, all the hotels in Shanghai, the hotel as a blanket search for objects.

General search method has the following advantages:

1, carpet rolled out will not miss any valuable;

2, find the process of contact with a wide range of large amount of information, views and needs of the customer response may be collected, a method of analyzing the market;

3, so that more people understand their own businesses.

Of course, its shortcomings are obvious:

1, high cost, time and energy;

2, easily lead to customer resistance.

Therefore, if the activity may be the work of customers, adverse life interference, must be carefully carried out.

Search method can be used in general salesman to visit their home, mail, telephone, in conjunction with other promotional activities the way to start.

Second, advertising search method

Basic steps of this method are: (1) to send advertisements to the target customer groups; (2) attract customers in operations, or accept feedback. For example, a weight apparatus through the media to send advertising to introduce its functions, purchase, location, agency and distribution methods, etc., and then expand activities in the target region.

Search method has the advantage of ad:

1, the dissemination of information fast, wide coverage and good reproducibility;

2, relatively common to find more saving time and labor law;

The disadvantage is the need to pay for advertising, targeted and timely feedback is not strong.

Third, introducing search method

This method is the direct introduction salesmen or through other information provided by customers to find, by salesman acquaintances, friends and other social relations, can also be business partners, and customers were introduced by their main way of a telephone introduction, oral presentations, letters introduction, business card introduction, word of mouth and so on.

Using this method, the key is training and salesmen should be noted that the accumulation of relationships, the satisfaction of existing customers with service and possible help, and to humbly request the help of others. Good word of mouth, business impression is good, helpful, a good relationship with customers, being able to trust the salesman usually valid breakthrough.

Introduced method to find customers because of the introduction or success stories of others and the basis for the likelihood of success is very large, but also can reduce costs, reduce transaction barriers, the clerk must attach importance to and cherish.

4, data access search method

We have always maintained that salesman must have strong information processing capabilities, information access by looking not only guarantee the reliability of the customer, but also reduce workload, improve efficiency, but also can work to minimize the blindness and customer service resentment, more importantly, customers can begin preliminary studies to understand the customer’s characteristics, conditions, appropriate targeted measures such as customer activity.

Note that the timeliness and reliability of the information, in addition, pay attention to the data (the industry or customers) accumulate and are often more effective to work.

Salesmen often use the information are: the information provided by relevant government departments, relevant industries and associations of information, national and regional statistics, business yellow pages, business directories and catalogs, television, newspapers, magazines, the Internet and other mass media, customer release, Products, Journal, etc. within the enterprise.

Some experienced salesman, before departure, and customer contacts, often through a lot of information of the customer to make a very good understanding and judgments.

5, commissioned assistant to find law

Using this method than in foreign countries more generally salesman in his area of operations or customer base, by way of commission paid particular person’s own information gathering, information about customers and markets, regional intelligence and so on, You Dian as the Hong Kong police use the “line people”, in the domestic business, I also saw that the clerk in the business of brokers, commissioned the relevant personnel regularly or irregularly to provide some information on products, marketing information.

Another way is the old salesman salesmen sometimes commissioned new work in this field, the new clerk is also an effective workout.

6, customer data compilation methods

This approach is essentially “data access to search for law,” but also has its particularity, we emphasize customer data management, because of its importance is very prominent, existing customers, and business contacts over the units, and enterprises to organize activities (such as public relations, market research) of the participants so that their information should be well handled and stored, the information accumulated to a certain extent, is an asset intensive in the market today, this is particularly important, I personally feel What CRM, not to the concept look so complicated, if the true concept of measures are in place, is very simple, not to mention CRM, what relationship?

To give the simplest example of a family, bought the first generation of washing machines is the “Little Swan Double barrel washing machine”, the second generation of washing machines is the “Little Swan automatic washing machine”, the third generation of washing machines is the “Little Swan drum washing machine” If you really want to do washing machines have three generations of customers with “Little Swan”, customer information and customer service is essential for the fine (I use two generations of a washing machine, Little Swan, and was about to replace old ones, which intermediate business opportunities there, but also by a number of activities to deepen the feelings of vendors and customers). A joke, then you can make a small swan internal marketing slogan: “Let the Little Swan handed down in the customer home.”

7, Fair to find law

Every year, many international and domestic trade fairs, such as the Canton Fair, the fair, the SME Fair, etc., this is an excellent opportunity to take advantage, not only to achieve fair trade is more important is to find customers, feel for to understand. Austrian Union of a customer’s boss, took part in this year’s Fair back to all the staff that a surprising good news: “I have enough confidence to assure you: This year our sales revenue to increase 2 million!”, Its obviously one of the main results is that the special nature of their products, but more importantly, companies have been fully learned and effective way to master this.

8, consulting search method

Some organizations, especially industry organizations, technology service organizations, consulting units, often concentrated in their hands a lot of customer information and resources, and related industries and market information, search for customers by way of consultation is not only an effective way, and sometimes can access to these organizations, services, help and support, such as customer contact, introduce, market access program recommendations and so on. We have a foreign company to enter the Chinese market offered its cooperation program, looking for partners participating in demonstration projects such as a package of services provided.

9, to find methods of various categories of activities

Business through public relations activities, market research activities, promotional activities, technical support and after-sales service activities, usually direct contact with customers, the process of observation on the customer to understand the depth of communication are very powerful, but also a search for a good customer Methods.