1. Criteria to judge good and bad sites. In theory, site registration possible, but in fact not obvious. To understand the preferential treatment site. The quality depends on a site, take from the page views, search rankings, site update speed, services, and other point of view of comparison. More excellent site ALibaba, Made-In-China, GlobalSources, manufacturers.com.tw, EC21, ECPlaza, ecvv, fuzing, importers, tradekey, busytrade, tradeget so. Registration is free site, it should be more diligent updates, or will soon publish the information you will be inundated gone.

2. How to write a letter consultation? The general heading of the letter asked the company to use the product name, and so straightforward, of course, can add some other personal favorite. The body of the letter have called the best know their name. Explain how the first part of that other contact information, preferably written in one sentence. The second part discusses his company’s products and their advantages. The third part was looking forward to a letter asking each other the details of products, hoping to words like cooperative. The fourth part is the concluding remarks, and written their own company name, address and contact information. Contents of the letter should not be too long, should be concise.

3. How to find clients? A, the use of search engines. Google is famous the world’s largest search engine, enter keywords buyer, importer, distributor, etc., you can search a lot of information and related sites. Other international well-known search engines are Yahoo, MSN, AOl, Altavista, Ask, Lycos, Alltheweb, Overture, kellysearch, webcrawler, etc.. Search can take a similar approach, to be more specific, you can search back in the email or other. B, using the Yellow Pages. Chinese Yellow Pages, Yellow Pages Europe, Australia, Yellow Pages, etc. of each country can make good use of trade Yellow Pages. Yellow Pages in all countries I have gathered trade in computers, but no time to carefully study the application. C, trade forum. This is one of the greatest discovery I came across. Trade Forum is a make friends, access to knowledge, a good place to find information. Many people who publish information on international buyers. Rest of the time, you can send post to forums, entertainment look. Also do not understand any problems up to ask, will get a lot of response. I found that the highest current popularity, the best forum is a blessing step, I am involved in other trade forums have international procurement network, recruiting network, the WTO Wenzhou, Octopus, etc. easily. I found a lot of foreign buyers forum information and benefit. D, economies of official inquiries, business website, national trade promotion agencies and website. (See computer D drive, time constraints have not had time to use this method thin inquiries) specifically state that the customers want to develop a targeted effect of traders. E, the world’s buyers network win.mofcom.gov.cn. This is the public information service to help small and medium export enterprises to expand overseas markets to provide the free service. August 29 approved, a full membership. Free access to 150 per month overseas buyers information, 100 domestic procurement information. Unfortunately, because of time, I did not take advantage. Hopefully, people can easily later, after the development of benefit to the company. F, attend. This method is come when I read, and no real action. This is not to say in it. I think if the opportunity to participate, then there is indeed a scene understanding customer transactions with the customer a good time.

4. Work organized. Web search business, more slowly, need to have good patience. I think they work grassland, structured, innovative, but also kind of unique ability to comprehend. I’ve made note of the offer document with pictures, very convenient to clients. I contacted customer focus induction in the excel document, as the customer management system (to find a customer management system software, the better). Product analysis, a different quote form, online importers get the relevant contact information, web site registration information are all summarized Dao Dianzi document li, stored in Diannao which can be considered the company’s 微小 modest contribution to it.

5. Two months, although the inquiry, some 20, but they basically can not do anything in the inquiry after the message. Can give me happy memories and only two had. One is just arrived on the second week of contact customers Africa and Ghana, and happened to them in Shantou, personally came to our company. Although later for various reasons, there was no transaction, but have seen them as happy. The second is to contact customers with Bahrain, and I feel like hope is big. Early August is now linked to more than a month, we learned from the price, price, samples, etc., the other basically meet our requirements, feel the other great sincerity. Although not under orders, and I want to leave, and sincerely hope the company can reach the deal.

a. Search engines, directly from the search engines to find targeted customers.

b. large b2b platform, like Alibaba, ttnet.net, gl, and so has to be done.
I often use the b2b site Daquan, if conditions allow, can be purchased three sites in front of paying members.

Phase II: Screening of inquiry letter – a letter classification will be asked not prepared to receive the return, we will likely be divided into several categories according to the letter?

a. have called the inquiry letter – which is more careful, polite guests, marked with the recipient’s address will be 11.

b. has filed a letter asking the product – at least he knew to tell you what products he is interested in you.

c. a brief background of their company – that he had paid interest to you, willing to let you know him a little.

The type of letters, who sent more carefully, at least he will return it to your response. Can be included in the reply of the target customers.

a. no title did not mention the product name, just to tell you your company be interested.
Standard format, must be asked about the letter spread chaos, you just bumped into one of his only.

b. outset send you quotations and samples.
Such people Bacheng not done business, that has a beginning we should sample.

c. the requirements of any situation, such as for invitations, investment information, cooperation, information and so on.

This is the third world the business for many business friends, if you’re just a staff, you can not make any decision for the company, or do not waste this time. This trouble only.

The first stage can filter out about 30% of the potential target customers, the other if that gesture can be placed at the end, when the goal of practicing it.

Phase III: Reply to letters of inquiry – filter out customers, do not immediately request made by his quotations or catalog to him.

Immediately return a counter-inquiry letter, that you have received a letter from the other side, but some do not understand the product, style, only the quality, quantity and other requirements can be asked about, and even asked his market, and companies nature, told the guests, which help you to recommend your products to him.

Reply, if you know the guests first name, you can call each other names, or MR. Name. This action is to increase customer response rates may create more opportunities to interact with guests.

This action is very important that they have received in the first stage if they want the message, he would not return to you, if he is back, then you offer the next action, the success rate will be higher.

Phase IV: Quote – quote to have return customers, but at least in the offer stage, 20% of the customers understanding.

Including the guests are there? What to buy? Wholesaler, or retailer? If he can tell you the amount he often better to buy. When quoting, please customers no matter the price is acceptable, can reply to you, because it helps you understand you still have room for improvement (here euphemistically as far as possible, not flattering).

If the person is looking for the factory, you can attach part of the plant with the quotation of the photo, they have guests may be invited to visit the pages you have to site and let him know more about your product and scale necessary.

Fifth stage: the guests received a reply and quotations obtained samples to measure their company provides customers back, as mentioned sample fee, or provide free samples, but the other party must pay shipping costs, in order to understand the sincerity of the guests degree .

Usually come under the fourth phase of this process, then the guests will be very high success rate, most of our colleagues by sharing this process with customers to assess the down, the success rate of about 50%, but due to customers are too small for us, so most of us only to understand the market Bale.

Online transactions with no customers to meet or not the exchange, some taboo that must be avoided.

Definitely do not tell the guests to the way MSN or ICQ exchange, because if not met in this way communication can easily lead to unnecessary wrong gesture or reckless, resulting in the loss of customers.

China’s trade started late, but also coincided with the era of E, and many young people entering the industry, the use of Internet is very handy, so their form of communication has been a gradual generation of E, casual, casual be freely feelings, but This area of international trade is totally different.

Business reality is cruel, easy come easy go to the information age, still need heart to feel for, come not by accident, is not necessarily lost. If we can not understand that the Internet is only a tool, not the business of all. Easily defeated in every sense of frustration over the loss of their own. Brake off the young wings, what a pity

First, the location problem. Sheli regional brand store is not mainstream consumer Quntichanggui Huo Dong Ou, Huo Zhe, Zhoubianmeiyou similar form with the grade of Pinpai consumption Quan Gui Mo, right target customers with low overall Xiyin Li, so that Zao Cheng Lai consumption and shopping in Xiaofei Zhe here can not be Xiyin nor is the best interpreter of the brand, not the formation of impulse and desire to buy, of course, consumption does not enter the shop.

Second, the daily operational problems. Common to treat people, not on the customer front desk staff were very good communication and contact, consumption in the former process, the customer that did not receive due respect and deserve comfortable shopping experience. Then, when his next purchase, it will surely generate contradiction, not to enter your store, of course, sales will not form, but also lost popularity.

Third, store the problem. Shop problem is that the two aspects, one is on display inside the shop personnel issues and problems. When we go shopping, if the store no customers, Shopping guide gathered in front of three or five, like the feeling of parade line up, this time we will have a psychological: “I still do not go in, and was 35 individuals of gaze would be uncomfortable. “Of course, we will think,” Since no one there, it may not be good business, right? “have such a psychological reactions are normal people, of course, this time, if staff are heated to chat, slapstick, or have their own private issues to resolve, we will not go “Excuse me”, anyway shops are numerous. Therefore, the store’s image is very important, reflecting an aspect of the image, is clerk. If the staff can not accomplish this well, the customer into the store will have a huge impact. Of course, a greeting or a polite bow and welcome, maybe customers will have taken a leg to pull back. Clerk in the absence of customers, when customers just have to pretend to look away, sorting clothing chaos customer pull, tag, price tag, lack of completion after the number of customers to buy size. Of course, if there are customers into the store, when traffic is low, we should try to extend the stay of the time customers shop through try Fuzhuang, providing fashion information and advice, to provide rest and drink and so on, so to increase store popular, attracting more customers into the store.

On the display, you want to attract consumers into the store, the first task is to display his VP. Combination of display and marketing to more sophisticated and professional visual marketing has. VP display is simply the level of the door and window of the display units. This part of the exhibition is to display goods, causing visual appeal, and thus to attract customers into the store. Some brands of window models with reality, or with no head mold, all in order to better display clothing, to attract eyeballs. Model the clothes, not only to change with the seasons ahead, but also according to changes in temperature and weather change in time. In addition, the new arrival, inventory changes, among other factors, but also in the dress on the model. Because three-dimensional model is able to attract customers and a good first show clothing, so models in particular, showcase the use of models to attract customers into the store is an important factor. In addition the level of Taiwan and near transparent window on the back counter, this part of the display is also important, not only to put his main style, but also played strong in the color conflict to seize the people’s eyes bright and to the introduction of the store customers .

Fourth, other details can also discourage the idea of customers into the store, such as health and clear of the door, window glass, cleanliness, air conditioning is open, interior light is soft and comfortable so. In daily operations, observe, and then a little bit of improvement, do more than others, to a little more income.

If you send samples of the old customer, it can operate according to the company’s practice, will not enumerate here. Samples obtained from the face of new customers, different treatment in different situations.
1 When a new customer to obtain samples of your first determine what the customer is a valid client to determine methods and responses are as follows.
1 If you receive an e-mail, just say very interested in your products, and provides a large volume of requests sent samples, but not specifically refer to a product. Such customers are essentially null and void customers can not send samples. For such customers are not ignored, the saying goes, to those for the customer. Proposed to send copies of such customer quotations, of course, with pictures, to test the other side. This is a free publicity for their company and product opportunity.
2 customer sent an e-mail, can accurately tell you the product model, between the lines shown on this product have a certain understanding, and be able to express a certain industry terms to your request. Congratulations, so customers can determine the effective initial customers. However, do not take it lightly, still on the client to investigate, if a customer left site and contact, you can look at the customer site visit, look at the strength of this customer, and the need to contact the site and contact the mail check, is true. Some customers said that China is a world-renowned enterprise procurement office, large purchases, ask for samples. But the contact address for a residential building, or just leave a phone number, which deserves careful. As we all know, is very well-known enterprises generally focus on the international image of their own are unlikely to rent for the province, which will be located in residential building to office. Name of such customer carried the banner of large international companies, a trickster, not just cheat your samples, sometimes to record the name, send you a form, filled in the content is very detailed, to cheating the company’s information, such customer concealment strong. The face of such customers, can go to the website of international companies, whether with offices in the land.

Second, before sending samples of work to be done

Determined to send out samples still need to do some work, otherwise it will throw good money after bad.
A first sample by mail with the customer to confirm, on the type, size, color and other specifications with the customer to confirm, with the best picture. This is done to avoid misdirected samples, resulting in unnecessary trouble and losses.
2 best customer before sending samples to determine certain details, such as minimum order quantity, payment terms and transaction methods. Such customers may be more value in this sample, but also to guide customers to order samples of an idea through that. Meanwhile, another purpose of this is to claim that only the sample does not discourage customers orders.

3 Who will pay the cost of sending samples
After sending samples to determine, who should pay for the cost of sending samples, is a troublesome thing, handled properly may come to naught. Some manufacturers fear of offending customers, not the sample collection fees and courier fees, so start losing customers in a half-strokes, caught in a passive state. In fact, no need to let our customers to respect you, we should be rational and restrained, neither overbearing nor servile.
Value of 1 if the sample is not high, the place is sent to Hong Kong, Macao and Taiwan or the mainland’s foreign trade companies can not charge for the sample fee and courier charges. And the total cost is not too high, manufacturers can send samples for free.
2 If the sample value is not high, but the quality of the volume is too large or heavy Ershi more expensive, may require the customer to pay shipping, free samples.
3 If the sample of high-value, while the rate is not high, they can only charge sample fees.
4 If the sample of high-value, while the rate higher, the two can be charged.
5 If you need proofing or mold, there will be additional fees or mold proofing fee.

In fact, for real hope and your cooperation, foreign, would have made you a reasonable fee for that understanding. Instead of customers who do not have much faith will refuse your request.

Real business is not as simple as the above 5 points, otherwise the business of doing good. I have met a more powerful customers, industry reputation are much appreciated, when referring to the sample and freight customers questioned to see if the samples are not as they imagine or need improvement, then this sample Qi not become a waste. Customers with reason, I will back him, the first prepaid expenses, if the sample is not suitable, resent what they really need to sample, sample fees may be useless in front of the first business in the pre-charged. Customers satisfied with my answer, then really turned into a business. In fact, I also left a hand here, is not mentioned in the freight issue, so that the customer put in front of the express mail fees to pay off the. If a customer referred to this issue, my view is we should all share 50%, believe that customers can understand.

I also met a grumpy customers, many of the details are about right, everything is ready, waiting for the sample. Is in the sample and shipping cost to generate the differences. Customer refuses to pay the sample fee and freight, is the principle of their company, he could do nothing, and I insist on both income, and this is the company’s requirements, or pocket. Establish relations with the customer six months, and that he is a very cautious and very stubborn man, but have certain strengths, reputation can be. Finally, I wrote a long message, the general content, the company provides can not my generation or so, however long view of your contacts, your personal He is a trusted (flatter), now I pay the sample fee , while the express fee you will be asked paid. The two sides meet each other halfway in order to win. Circle of our industry is not large, each point costs will not pass peer ears (even to pay, but customers refuse to pay too much, so with the credibility of the words surrounding a client). After customers have readily agreed to back the smooth sample fee paid.

In relation to costs, and customers not only to negotiate, but also communication and corporate bosses, the necessary time to convince the boss to step in, so you can easily hand the cards out. For the boss, he is also nothing wrong with the pursuit of profit maximization, the boss does not know more about you than you operate in the customer information and process, but his decision might influence the success of your business. Therefore, the communication with the boss will become even more important, of course, not just the cost of this matter samples.

2) cheap Frame + expensive lenses. Guests of the goals of such a very clear, that is his own eye health very seriously, so we will depend on the guests eyes as their eyes, especially in the process of optometry must reflect this. Because it is directed at our guests come professionalism, we must satisfy the requirements of the guests. There is the referral lens when the lens in addition to full function, features are expressed, but also through the practice of optometry, car production, such as aesthetic point of view combined with introduction, will really impress and retain customers in the heart, Most of these guests will be impressed by the professional, to be your regular customers. Of course, we sell should also be given when the final is to give guests a suggestion that the’re so expensive lens if damaged because the frames can not use it is very unfortunate, therefore, side frames, or to choose a number of good quality, hope to increase existing business based on income.

3) high-end frames + cheap lenses. Characteristics of these guests is more emphasis on appearance, fashion, fashion sense than the sharp, demanding that an image showing the best people, with little interest in professional skills. This part of the guests we have to capture their characteristics, key attack, using their own fashion trend known aspects of information and communication between the guests, and guests as possible to narrow the distance between the guests believe they have the best selection of frames is the performance of their own taste, as well as the most fashionable. Similarly, in the sales process, we should not forget to show their professional sense, in due course with regard to a number of optical terminology, the important thing is that these specialized terms to enhance the guests of the lens focus, as far as possible to avoid Frame + cheap lenses precious phenomenon. Because if such a situation, be sure you are not using good professional sense, guests can not be recognized. . That should work harder own it! ! ! !

4) high-end frames + grade lenses. Such I believe is everyone’s favorite guests, encountered. However, relative requirements of these customers several types of customers than to be higher than before, which only requires that we have a unique aesthetic vision, but also has his professional skills, but also a deep understanding of the lens frames can be estimated to the effect into the mirror, as well as skilled technical adjustments frames. All this is to ensure guests can get a prerequisite for satisfactory goods. Members of the item listed above is confident each and every one, if not, we must work harder, do not complain that customers should review whether their own which has done well, in which aspect should hard efforts of the. There is the sale of luxury goods must have a rich imagination, goods are stored in your mind, in the event corresponding to its guests and you will sell, even if the store does not think there are 100 “Cartier “You have not sold!

1, into the company, please understand that the company is how to develop the business, whether it can open up a variety of customer resources. Such as whether to participate in Canton Fair, is a member of Alibaba, or whether to go abroad opportunities for exhibition and so on.

2, after entering the company should quickly learn about the company and product information, and the product’s position in the industry. This is important, product is not familiar with, not to guests, even if the opportunity comes, you will not catch. Company information is not known, you can not communicate with customers to provide valuable information and so on.

3, to be familiar with the process of foreign trade, development letter, find disk, correspondence, technical communication, samples, forms invoices, contracts, payment terms, all the way to the back of the packing, first class mark. Familiar with these situations, you can contact your customers know what the situation is, in judging the situation to help the guests.
Recommended several study sites: http://www.ic360.com.cn The website introduces the trade comparison systems. I often see.
http://club.china.alibaba.com/ these forums there are many foreign expert’s experience, is worth reading.

4, to find a buyer, it is business critical. With guests have the opportunity orders. Therefore, the possibility to do our best to find the product you need buyers. Better to go to Canton, I personally admired this. Furthermore, is the variety of platforms, but now doing more business platform, a guest at least after the decision to ask the dozens of orders to whom, so to say, unless your company has a very good reputation or price advantage.
Recommend several sites to find customers: http://www.ic360.com.cn I used.
http://www.google.com product text input, you can know that many guests information. Contact Multi-use search.
http://www.yellowpages.com is yellow, the country has. Can find some. I have used.

5, foreign trade can not be put in English. English is a tool, your tool to communicate with customers. If you have foreign language ability is very strong, I suggest that more phone calls to customers. Guests of the situation and asked the time orders. Phone more, you and your guests the impression that the company profoundly. Virtually increase your opportunities for cooperation.

6 guests an order, to communicate timely and guests, so guests know the progress of orders, of course, have to check the quality. Good service, and customer satisfaction, and return one more chance

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.

However, the slogan of this extreme far cry from reality, it is not very effective, even there are some negative effects. As we all know, anything required to have degrees, otherwise it will backfire. On the “Guest first” over the concept of promotion and education, on the one hand to improve the guests unlimited expectations, resulting in some of the guests that the hotel can do whatever they want, the hotel can only blindly the patient and make compromises; Others believe that as long as happened at the hotel everything, the hotel must bear all responsibility. So, although the standard of service in recent years, China made rapid progress in the hotel, but hotel guests and the conflict is between the increase. While there are many reasons, but “guests are on (Wong) Emperor”, “guest is always right” and other slogans created by some of the adverse impact on the guests can not be said that a major reason. Other hand, could easily lead to a staff of inferiority complex. Some employees said: “The guest is king, then we are slaves.” Guest is always right, then we will always be wrong. “” Guest is God and we are not people. “Therefore, in order to continuously improve both the standard of our hotel services to meet the normal demand for the guests, to protect the interests of customers, but also to ensure the normal operation of the hotel to protect the hotel, the legitimate interests of employees , there is a need for “guest first” concept to give a scientific definition.

What is “Guest First” is actually the customers first, that the needs of the guests as a tourist hotel services, the starting point, the pursuit of guest satisfaction as the purpose of service activities. The key is to “understand” the guests. Only by fully understanding the role of guest features, master of the psychological characteristics of clients, to provide a comfortable and enjoyable services to customers in order to impress the guests won the hearts of the guests recognized.

First, guests are people who have sense of superiority

Market economy is the consumer economy, demand for slightly larger than the inexorable law of market economy. Therefore, at the hotel and guests this contradiction, the guests are the main aspects of conflict, the guests of the hotel’s “sustenance” is to bring the wealth of restaurants, “God of Wealth.” Therefore, in dealings with the hotel, guests often have some characteristics of leadership, showing a commanding, orders, used to dictating to others, in a sense, the guests came to the hotel is the “leading addiction,” the. To this end, the hotel service, we need to treat the same treatment as the leadership of the guests. First of all, we must show respect, concern about the guests, took the initiative to greet guests, take the initiative to be courteous. Secondly, it must show obedience, glad to be guests “beck and call.” Always remember that an article of faith: no matter how busy can not neglect your customers, ignoring customers, equivalent to neglect their own income, ignoring profits. Third, we must make every effort “performance”, to heart service, attention to detail, striving for perfection, to achieve optimal results. Fourth, we must focus on strategy. Leadership sometimes at whim, and make mistakes, this, smart subordinates usually tactful and subtle ways to help leaders align their instruction and correction of errors, in order both to lose the leadership of the authority, it also enabled the successful completion of their task. Therefore, treatment of guests or groundless accusations of unreasonable demands, we also have to pay attention to art, to guide and influence the way for customers to change their decisions, so that he felt the proper use of the power of happiness.
Second, the guests are emotional, “free man”

Despite the desire of the guests with leadership, but he has not asked himself the same as leadership. Guest is not a job role, he was a “free man.” To this end, hotel guests must understand that tolerance and for his sake and look to provide personalized service. First of all, the hotel must fully understand the customers needs. The needs of the guests are diverse, rapidly changing, it has the diversity, variability, unexpected features. Moreover, the different needs of customers has different levels, the dominant demand is also not the same. Hotel employees also asked guests not only to master the common, basic needs, but also of different personalities and specific needs of customers; we should pay attention to the guests of the static demand and at any time in the service process to observe the dynamic needs of customers ; it is necessary to grasp the needs of the guests of the overt, but also to tap the hidden needs of customers. Only by fully predictable and accurate grasp of the needs of guests, be possible to provide a comprehensive, home services, can the guests have a good feeling. Second, the guests the hotel must fully understand the mentality. Because of its behavior from a variety of professional norms constraints, he would show more emotional relaxation and, of course, some of the weaknesses of human nature would be relatively exposed. In response, hotel guests should be aware of the need to help and caring friend, efforts should be to their own sincerity and good service to probation clients, guests should try to find excitement, emotional well-cultured guests to keep with the guests effective communication, to help customers survive, to overcome certain “shortcomings.” Based on emotions of love, sincerity, patience, careful, thoughtful, consumer sentiment is still touched the heart of the hotel. Again, hotel guests must fully understand the misunderstanding and mistake. As the culture, knowledge, and the difference in physical, emotional, interest and other reasons, guests of the hotel or service do not quite understand the rules and refuses to cooperate or to take radical actions, hotel guests should make a sincere and patient explanations. For the guest’s fault, as long as clients are not interested in provocation, or damage the interests of other guests and the hotel’s image, or violations of human rights of employees, insulting staff personality, the hotel should be given sufficient tolerance and understanding, courteous and resolved to make the necessary .

Third, guests who seek to enjoy

Hotel services are not a necessity but a pleasure product. Guests to the hotel is to enjoy, this is the most basic role of the guests. As consumers, customers are consumers with the pursuit of “value for money” in common. As modern consumers, the Information Age, seen and heard a lot of consumer advocacy, enhanced sense of self-protection, and accumulated a wealth of consumer experience, therefore, the general process of consumption have focused protect their own interests whether they are fully, not discount not withhold protection. Modern hotels, the offer can not feel any chances, “discount services.” No matter what the reasons for the guests to the hotel, but have a common requirement that to enjoy. Their units and families regardless of how competent, but the hotel is always shown live in the “low.” Therefore, hotel services must ring ring fastening, step in place to ensure guests a comfortable and enjoyable to the guests the service. First of all, the hotel must provide standardized services to the guests. To do: all guests must be neat to see beautiful; all available to guests to be used safely and effectively; all the hotel staff treated guests to be friendly polite. Thus, making customers feel clean and beautiful environment, friendly courteous manner, enjoy a safe and effective services. Second, the hotel must provide differentiated services to customers. Avoid monotony in the service, and to the diversity of different customers and variability of demand and characteristics of catering to their likes, adaptable, providing personalized services to meet the individual needs of guests. Again, the hotel should strive to provide exceptional service to customers, that is, to the guests to experience beyond the guests had never expected or service. Under normal circumstances, customers will be based on individual needs before spending the past, feelings and hotel advertisements and rumors which have certain expectations. Customers receiving services will form on the services it feel to be compared with the expected value, when both were equal, the performance was satisfactory; when the value of Da Yu is the feeling to expectations, and produce surprises, so the true enjoyment. Of course, make all the guests have a memorable experience hi is unlikely, but for important guests and regulars have this feeling that it is necessary and possible.
4, guests are people who love talking face

About face, like to listen to good words, it is human nature, is also prevalent in the psychological phenomenon of mass. As a hotel guest, in particular. Almost all of the guests like to express themselves, become their own smart, and want to be special attention, give them special treatment. In response, hotel guests have to build a “stage” to give guests the opportunity to fully express themselves, so that guests at the hotel more than an excellent and proud. First of all, hotel guests need to create an elegant atmosphere and a strong service climate, so he had a “noble house” feeling, to show their identity and status. To this end, the hotel must strive to be designed, refined decoration, layout and elegant, shop clean and tidy, orderly, friendly service. Second, the hotel staff to guests to appreciate and appropriate compliment the art, to be good at discovering the glittering guests. For example, when guests are not looking at the menu and quickly point out a particular dish, you should cast to the praise of his eyes, or on the sentence: “Indeed, the dish taste good, you do very eyes.” When the guests to comment on some of the dishes, you should demonstrate amazed, respectful of the look, make the appropriate response, do not forget that he is a gourmet. Again, the hotel staff must be guests Xiangdui Dai as concerned about their friends, and really a sincere Humanistic Spirit, to create a “special love to you special,” the “noble” realm, one for each guest Xianshang copies of special care, so that he realized “I was the most important ones.”

In summary, if the use slogans to express the “Guest First” idea, then I believe that as stated as: “the guests is to lead, the guests are friends”; “everything we do, are for you (guest) satisfaction . ” Treated the same as respect for the leadership of the guests, as for friends, understanding and concern for customers; hotel services to enhance guest satisfaction, the highest standards.