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According to the professional market research firms that provide data: in the first year of sales personnel, 80% of the failures come from potential customers search for work not in place.

Recalls his first year of sales, is the first time about three months, in an industrial furnace customers there, I had no less than four times the visits as a result, the final set when we offer our customers fully felt after can not accept, because for them no procurement we provide Gaoyu domestic product four times 价格 products while Xiang Fan, Jia foreign-funded enterprises in the other, they are on my offer Jinjinzuoliao 5% price discount of the product has a direct signed the contract, I just had a visit only, this is a chance, but a way to tell if we select the right customers, we will be very labor-saving.

Analysis:

As customers looking for is not appropriate to make in this client who invested time and energy is wasted;

Lack of standard evaluation of qualified customers, making identification of bias caused by potential customers can not accurately positioning;

Search for the importance of customer surveys

Search for potential customers is the first step in selling to a large extent, this will determine our future goals and direction, I often discuss with friends when a junior high school physics science formula:

W = FSCOSA

W-success

F — efforts

S — Displacement

A — hard and displacement angle

According to junior high school when we learn of the trigonometric functions, we know that in the 0-Π / 2 defined area is a decreasing function;

Target your efforts and the greater the angle, the smaller you get success.

This formula tells us: In the first phase of sales, if we choose the wrong direction, we will have to face failure, which is the importance of potential customers may search for the reason.

In fact, management is also the direction of the first issue, is the second was the problem, it is called: “first to get things right, and then get things right.”

In industrial sales, we have to refer to potential customers search on not the only access to customer lists and contact information, addresses these simple basic customer information, more significant is that search to a qualified potential customers;

Who are our potential customers? Who?

Sales of industrial products sales and marketing, who is also often the two roles, first choose a direction:

1. On the industry’s choice of products in that industry there greatest need or that our products and services industry itself is to those who designed and manufactured for. These industries have a larger demand and product acceptability and affordability, for example: high-end instrument control valve products for specialty gases, semiconductor industry is demand, there is in the central air-conditioning industry, high demand on the refrigeration compressor in the elevator industry has a large demand on the inverter.

2. Product Positioning How? Is low, mid, high-end market, that the nature and scale of the needs of enterprises with such ability?

3. What is the best play value of our products and services to customers? That is, who is best customers?

Answer these questions, the sales staff who will be able to clear his good offensive direction.

For example: we are engaged in industrial control products is located in the printing machinery, plastic machinery industry high-end customer markets, those with more analog processing requirements, complex algorithms requirements, high-speed real-time network response to the industrial machinery and equipment that we target customers, the direction of our market selection, the customer target in the design based on this basis.

A qualified customers who should have the basic elements of which (What is that?)

MAN method

Money: Customers must have a purchasing power;

Authority: the right purchase decision

Need: To have a demand: on demand, in the early stage of product design is based, that is why we designed this product? Understanding of the industry: that the industry is the demand?

Note: The sales staff to constantly calibrate their own direction, to the point to measure whether the customer is our qualified customers? Need to intervene? Because the time spent there will be no income.

How to find qualified prospects? How to do?

Search for qualified potential customers is a way more with less, is the first step in industrial sales, following a brief introduction to focus on commonly used method.

Although there are some other additional methods, such as sweeping floor, straight approach is not suitable for industrial sales personnel use, to be presented is commonly used and effective.

Method 1: pathfinder

You need an industry of the guide, you want to be an industry of the time, due to lack of understanding of this industry, you need a guide role of human existence, he will bring you several advantages:

1. In the industry has some influence on the center of the reputation of good people;

2. Have on the industry’s technology and deep understanding of market professionals;

3. Extensive connections with industry;

Your help is:

1. Industry trends in technology and product development;

2. The direction of certain key customers, so you can stay on track;

If a customer is often not the pathfinder, may be a supplier of industry, but because of early Taoism has accumulated on the depth of industry understanding and grasp.

The author in the printing machinery industry, there exists a friend, he has deep the understanding of the industry, right industry customers, the Company’s Lao Ban, who yes Shihewomen product manufacturers are Nenggou make 客观 evaluation and the, which left me become very clear goal, he even told me that the owner of these companies, and his good relationship with those friends, I called to the time we can introduce the name of his conduct.

Method 2: Fair

The first case: visit the exhibition

Exhibition is a good way to get access to potential customers too, one day, one of my friends asked me how to get in the printing machinery industry, potential customers? I told him: “This year in May in Beijing, there will be an international printing machinery exhibition, where you will encounter on China and the world’s most famous printing machinery manufacturer, is scheduled to be on almost all companies will take the number may be, you view, only to see a show, you get in this industry is almost the most valuable part of potential customers. ” Often to visit a trade show, you may even find that every time you see the client’s staff, as we can, like old friends greeting: “Hey, saw you had.” This late intervention is very beneficial to our customers.

Visit the exhibition should pay attention to do the following:

1. Often in the customer’s site you can see their products, customers can examine the product and be able to find their own product and customer product fit for the data, they also understand that the current application is that competitors products, can by your product to replace it?

2. Relevant personnel to get the client’s business card;

3. The situation as far as possible with these potential customers or field sales staff and technical personnel exchanges, clear who is in charge of the product with your application-a Ling Yu.

4. After the show, get in touch as soon as possible, so that memory failure and increase the difficulty of post-exposure;

5. Product information to customers to take back a careful analysis, looking for opportunities.

The second situation is his own company to participate in exhibitions, which requires good design and planning about the current exhibition is really crappy, select the larger size, relatively large influence can also be inside the industry the client to participate in the exhibition industry, providing the industry application solutions.

Participation in exhibitions often make contact with sales staff in a short time a large number of potential customers, and access to key information relevant for the key intention of customers can also highlighted by an appointment to visit time.

1. When submitting cards can be written on the back of some explanation: for example, know that you are for customers only converter, not know that you are special converter for the lift, you can write: Inverter for Elevator to the elevator industry, customers, or write some suggestive allow customers will pay more attention to it.

2. The focus of the customer to make a record, for example: Today I talked to him about? He referred to what? Today, I and the potential customers are promised to send personnel data and make an appointment to visit, to remind myself to call when the future can be a hint, because too many people on the show, and if no such record, you will not recognize them as equals.

3. On the product’s introduction to clear and concise and quick questions to determine whether they have other conditions and potential customers are interested in the exhibition prior to the design problems and good customer response strategies.

Sales staff should be the end of each year will be next year’s show for a list of related industries, through the Internet, the exhibition’s friends can do that, then paste in the workplace and visibly marked in the calendar for that time to remind they have to take time to visit them.

Method 3: Non-competitive sales

Non-competitive sales are those the same job in sales, but it is not in conflict with the product and you, for example: to provide for the elevator door system and the provision of the inverter sales, printing machinery control systems to provide sales and delivery of cylinder , to provide central air conditioning refrigeration compressors and copper sales are non-competitive sales, but it does have the same customer orientation.

Many times there are some members on the network club activities on the subject, here is a good space and the environment, however, note that:

1. Form a circle, do not too quick success, this will cause a lot of their own passive; gradually build trust, go to discuss the issue of resource sharing;

2. Follow the rules of the game circle, not the banner name of referee; because your actions will affect your friend’s reputation. This will affect your ability to win long-term trusted resource sharing possible.

Through friends, relatives of these persons as you can get more information about potential customers, you can from their usual contacts in the industry and people to try to help.

In foreign countries, there is often a kind of Club De concept of sales leads, they Hui sale through this co-Lai in different sectors of the formation of an informal organization to Tigong mutual sharing of information, which 也是 one can go to try the method.

Method 4: Customer Testimonials

The original of your occupation or sales provided for your customers if you are in the current and previously worked for the company’s products are quite different, I do not direct competition, you can use these resources.

Higher satisfaction of existing customers will also be a good source of potential customers:

1. Industry circles is actually a very small circle, and when I visited the central air-conditioning industry, I found that the engineers for the rival company where the engineers are very familiar with, or even familiar with the incredible point, and has a good relationship, you will find In an industry where sales staff, technicians, service personnel often have good personal relations, because it may be a former colleague, or frequent contact with the formation of friends, competitors tend to be friends, because they are very easy have a common language.

2. They understand the industry of those opponents may be applied on the ability of our products, they have a strong professional ability to judge, if they tell you, it is often a qualified potential customers.

To allow customers to introduce you to it, to note the following:

1. Let the referees know that you will be decent to deal with it, such as you to state your referees who will recommend where he will be how to act, “I told him you are out of our trust and hope to work with He shared our good products and services “, and I will contact him later in a brief report to you about. By the way I’ll tell him you met him a long time, he very much appreciate your professionalism in this area and your man. ”

2. Recommended to inform the other person to confirm the name, and after meeting with thanks to the referees back.

3. To know that in fact recommended to provide you with a credit guarantee, you can not live up to this piece of good intentions, or even today’s customers will result in the loss.

Note: decent description and processing’ll get you a good industry reputation. Azeri as a circle and you will get their approval but will give full attention.

Method 5: Internet search

With the current rapid development of Internet, a powerful search engine, such as: Google, Baidu, Yahoo, Sohu access to relevant knowledge on potential customers;

Through the Internet we can get the following information:

1. Customer’s basic contact information, but you often do not know who is in charge of that sector, which requires telemarketers with;

2. Customer’s company profiles, which allow you to understand his current size and strength;

3. The customer’s products, and that you pay attention, learn technical parameters, application of technology.

4. Network, some sites will provide professional business directory in the industry, generally divided according to region, will provide more detailed information, such as: HC International, Alibaba these sites often as a result of the analysis of the industry research to provide more information.

Way to search through the network key is to choose more appropriate keywords.

The terms for the sale of different products can be combined with different search keywords to get more precise location information, a variety of keyword combinations will achieve an unexpected effect, with the product through a variety of relevant keywords to this work.

His company’s Web site also can co-operate Internet search engine to provide to the customer used to search for keywords, making their companies more easily the forefront in the search results appear, so there will be some more are looking for your clients easy to find you.

Method 6: Professional Channel

This includes the following methods:

1. Professional trade journals, magazines, websites;

2. Professional market research company providing analysis on industry and customer list; course, it often takes a fee, which requires companies to make payments;

3. Industry trade association-sponsored technical workshops, industry seminars and anti-development;

Method 7: Sales Phone

Sales call is a sales tool, and professional to sell products through telephone calls marketing company is different, but it also can learn from each other.

Sales phone that can be used as a potential customers search for a kind of intervention can be a means to a greater extent, we do not recommend this method of contact with customers without the stage, but when we finished for the investigation of peripheral later, as a way to make an appointment.

On telephone sales, we will be part of the follow-up to carry out a special explanation, because this is one of the most common but also one of the most important methods must be adequate. (See chapter 2 — primary sales of industrial sales call).

In short:

The greater the amount of information you will help you work the greater;

Not only to identify potential customers search for the company, but also around the company launched a series of background checks.

Weekdays to broaden their social relations are, in order to own a wide range of information sources;

Continued to analyze their own ways to improve it.