1. Grasp the opportunity to deep needs:
The project is the follow-up by tapping into the demand made. Customers first in our company to do a Web site, I told him after the completion of a proposal to promote. Customers attach great importance to the promotion, but requires him to be a plan. Doing the site with customers when I have had contact with on a better understanding of their situation. In a further communication, I understand the customer's expectations of promotional activities, intended to lock customers groups involved in products and services.
If we are faced with new customers, he does not understand the situation, reference may be made to question several aspects as follows:
1, the customer's industry;
2, provide customers with the services or products;
3, the above-mentioned products or services in the industry which another name;
4, will have to face what kind of customer groups;
5, in which the site hopes to promote;
6, the budget is probably the number;
7, specifically who is responsible;
Guest made this comparison a single industry, that is, property management. In the negotiating process, I found that clients have been very focused on their own image, would like to strongly highlight the company's strength, but he was relatively optimistic about 3721, taking into account the site has just completed, and customers do not want to put too many temporary budget. In view of this situation, in the writing program to customers when I analyzed the current situation of the development of the Internet and the new site's main promotion, citing the latest analysis of the most authoritative report on the Internet, using the means of comparison to do is already done to promote other property management companies, simply done some analysis of the search words.
二. Carefully prepared, fine victory
At the time of writing the program, I focus on the customer issues of interest to first write an outline, will negotiate with customers by integrating information. Next, I visit their site to understand other basic information, through the google search-related news, the adoption of CRM in our understanding of their business through the industry Web site a bit simple to understand information on all trades in ALEXA inquiries related sites on the flow of world rankings for clients to the key word in GOOGLE, Baidu, Netease, Sohu and other well-known Web site search-related keywords and search traffic. With this information, I query the keywords in the major site could fetch about location, price and delivery from the existing situation.
Doing to promote the recommendations, I have paid particular attention to the answer to the customer uncertainty. Since customers believe you that you are the expert, you should be the point of view of experts to provide him with a clear program, not give him too many options. Because too many customers choose to make repeated hesitation, this is likely to cause delays in signing. In addition, I will try my best to write programs to highlight customer companies, as much as possible in their own words to write, so that customers realize that this program is written specifically for them, is really tailor-made personalized solutions. I also customary for different customers and the process of negotiations in line with local conditions to control the program's focus and degree. For example, some customers prefer simple programs, much less about the product, then just tell him the effect of price charts and table it. My clients are executives, 50-year-old President, on the network know, I would like to let her through this program and promote understanding of the network, so things will write some more. In addition, I have always insisted that such a view: to write the program must have their own thinking, this is the highlight of the program, so that we could in the time to explain to the customer can play a further. Some customers to promote the wishes of the site is not very strong, just want to look at the program, in which case I advocate non-standard prices, if a customer interested again and he is not too late to talk about the price. If the customer more sensitive to price, then I would suggest he stages, to give him planning an investment plan, through a number of small inputs to ease his "sense of bleeding."
At first, I just started learning to write programs, the general is taking other people's results to a patchwork. I have written many of these non-brand-style fast-food program, of course, is basically the yin. I have learned a lesson, even from other people's things, we should also think hard about the information used in the suitability of the customers. In addition, the details of a particularly important question: in the paragraph cited outstanding when the program should pay special attention to the original basic information (such as company name, date, etc.) give up, absolutely can not go wrong, the customer is a taboo in this. If out of this problem, they will think you are an irresponsible sales, naturally, will not give you opportunities for cooperation.
Explaining the program should be fully prepared before, and even preview of what must be thoroughly familiar with their program, seize key points, be aware of, so that when explaining to prioritize.
In short, whether it is to write the program or the program say, first of all heart to do, then we should be good at customer's point of view standing see a problem, it is necessary to understand the psychological customers. As long as you do it carefully, I believe no unsuccessful.