How to carry out in-depth development of market development?
Sales staff often only visit customers and cannot conduct in-depth research on the market. They can only mechanically carry out routine sales work such as product introduction, information distribution, and sample delivery, and they lack in-depth thinking and effective follow-up. The reason may be due to the customer's unthinking rejection at the time, which caused the salesperson to give up further follow-up; or it may be that he argued with the customer several times and ended up with no result. These practices are usually the product of blind and hasty actions due to a lack of analysis and research on customers. It not only causes the loss of market opportunities, but also is not conducive to the growth of sales staff.
First of all, the biggest fault of sales staff is that they think too much and talk clearly, but they do nothing. Salespeople lack imagination, direction, and even strategic thinking, but lack practical actions. In specific sales activities, the goals are often unclear and erratic, leading to the passage of time, zero performance, and eventual elimination! Therefore, sales staff must be clear about their goals. When expanding the market, they must lock in customers and have only one idea and one imagination in their minds, which is to win customers and obtain orders.
Second, sales staff should focus on customer needs and tap the value of customer needs. Based on the company's own products, we provide comprehensive and feasible solutions for the realization of customer value.
Third, sales staff must be very clear about the positioning of the company's products and the quality assurance provided by the products. At the same time, they must grasp the market segments and accurately understand the needs of target customers.
Fourth, sales staff must maintain an optimistic attitude and confidence in winning.
The most interesting thing in the market is the docking process of demand and supply. Customers are trying their best to find suppliers, and suppliers are also trying their best to find customers. The result of this kind of docking is that both parties shake hands and talk happily, but they meet each other late. This process is a process in which the salesperson searches for her through hundreds of searches, and then suddenly looks back and sees that person crying with joy in the dim light.
Fifth, in the process of connecting supply and demand in market expansion, sales staff must try their best to let customers know what you do, what you can do, how well you do it, and what you have to prove. You have to walk by the river often to get a chance to get your shoes wet. Salespeople who don’t go out to meet people or use one platform after another to contact potential customers are waiting for the pie to fall, and it is difficult to find market opportunities; the modern post-90s generation has a famous saying: There is pie in the sky, but there is no market opportunity. It doesn’t necessarily fall into your hands.
Sixth, where to find customers? Philosophically speaking, things are connected. If you look at things in isolation, they will not be isolated, but you will always be isolated. Take out a piece of paper and draw your customer relationship diagram. No matter how poor your level is, you can always find something related to the customer, and then analyze which relationship is closest to the customer and which relationship is the closest. It is helpful to understand the customer's information; then compare and analyze which type of association is most convenient for action and reduce costs, so as to determine the best choice among many associations.
How does commercial WiFi penetrate the industry?
Industry users: What can it provide users? Discounts, Internet access, information...
Industry merchants: How to bring users to merchants? User accumulation, data reports, secondary marketing, brand display...
Industry operations: Build a bridge between users and merchants, and achieve maximum sharing between merchants.
WeChat is quite popular now, so you can take advantage of the trend. The demand for merchants to add followers is obvious, and the value of followers in business districts is high.
WeChat one-click authentication online video tudou/programs/view/v7tc9a5mnOI/
What does crm mean?
Customer Relationship Management
Used in the following three aspects:
Contact type: manages all interactions with customers, such as phone calls, emails, etc., mainly for access and efficiency management
Operations Type: mainly used in the front office, similar to office automation but with more emphasis on process management and customer interaction, and also has the characteristics of deeply cultivating customers
Analytical type: mainly used in data warehousing and data mining, used for Screening customers (deep cultivation) or leveraging comprehensive value such as customer contribution,
The above three parts can all be the proposition of CRM
10 points for what operations are mainly about
1. What is operation?
From a broad perspective, all manual intervention around website products is called operations. So to a certain extent, I think Internet product companies have only three business departments: product, technology, and operations. The concept of product operation = operation, but your company or product may be based on products and supplemented by operations, so there is no need to separate a lot of people to do operations at this time, so it is collectively called product operations.
To be more detailed, I divide operations into several major categories: market operations, user operations, content operations, community operations and business operations.
Market operation: Using Marketing as a means to carry out a series of intervention measures for product publicity, exposure, marketing and other behaviors without spending money. It is more common in products that require a certain degree of spending money, but spending money and market behavior are not the same. There are market behaviors that do not cost money, and there are also other operating methods that spend money. Companies that have this as their main operating method are often those that are close to money, because only those that are close to money and have a complete profit model will continue to expand investment in market operations.
User operation: a people-centered operation method, common in UGC communities, which is based on getting close to users, uniting users, and guiding users. You will find that the website operators are very willing to communicate with users, make jokes, chat, and gossip. Sometimes you can’t tell whether they are users or official staff. For example, Zhihu is like this. Zhou Yuan, Huang Jixin, Chengyuan, ourdearamy…. In the early stages of a product, the active use and intervention of the operators themselves is very important.
Content operation: There are two approaches. One is to process high-quality content generated by users in the UGC community through editing, integration, optimization, etc., and then disseminate it through other means. This is often done in conjunction with user operations. For example, if you answer a question on Zhihu and the answer is wonderful, Zhihu students will sort out your answer and other people’s answers, and then publish them through Weibo, daily newspapers, and weekly magazines. dissemination by other means, this is content-centered operation.
There is also a kind of media products, such as The Paper, Titanium Media, and 36kr, which are also operated with excellent content as the core. What is different from the former is that they collect, edit, organize and write by themselves. There are many ingredients, not necessarily from the user. (Of course, many students who answered questions on Zhihu were angry that their articles were plagiarized, reprinted without signature, etc., but in fact, for those students who are engaged in content operation, plagiarism is part of their job, so they don’t need to worry about it. I understand very well. You, so plagiarism and reprinting of this article are welcome. No signature is required, but it is updated frequently. Please remember to reprint it in full)
Community operations: In the early years, I put community operations and user operations together to talk to others. , but later I found that this was actually a bit of a problem, because the operations for UGC users and the operations for ordinary community content consumers are also two completely different types of work. So I’ll talk about it separately. Community operations refer to intervention activities for community consumers, such as organizing activities throughout the site and drawing draws. .
Vote, repost some good articles to the community to spark discussion. . It doesn’t matter. The ultimate in this kind of work is to constantly stir up trouble in the community, triggering everyone to complain about each other, and activating the entire community. (Students who are interested can study nga’s “Fight Fighter Arena”. This model has also been cited by many other forums or communities in recent years, and the effect is quite good.)
Business operations: this type of method It is more common in some business B2B products and is divided into two types: BD and sales. Sales means selling products directly, while BD is more of a mutually beneficial cooperation. These are all means, and the purpose is to get users and then retain them. Many enterprise-level products use this operation method as the main means, such as BAT's cloud service products, or attract merchants to settle in, and attract enterprise teams to use this method.
When it comes to operations, or the growth of operating personnel, we must first understand the role that product technology operations play in an Internet product.
Product: come up with things
Technology: come up with things
Operation: put things to use
Strictly speaking, product And operations also have different positioning and boundaries depending on the company, which varies from person to person. Different products have different focuses in these three areas. For example, take BAT, Baidu focuses on technology, Tencent focuses on products, and Alibaba focuses on operations. These are common concepts in the public mind. To some extent, they are all related to the company's initial business and the core business. Of course, if the company is big enough and other parts are also very strong, it won’t be that bad... gt; gt;
What is business district intensive farming and what is its significance
Let me tell you a story first, which is the personal experience of a real estate agent brother.
Earlier this year, my brother and his sister-in-law were looking at wedding houses together; because of me, my brother is relatively knowledgeable about second-hand house sales. Therefore, the needs are very clear. I made my detailed requirements clear to the agent on the phone. In the past, I just went to see the house directly.
There was nothing special when we met. We just talked about work and family and exchanged pleasantries. After entering the community, the agent began to introduce:
The community was built in XX. It is relatively new and suitable for young people to live in. The entire community has 8 buildings, 860 households, and 6 types of apartments. The stages that are more suitable for you are two-bedroom apartments with 98 square meters and three-bedroom apartments with 122 square meters. Among the 860 households in the community, 40 are similar to yours and work for state-owned enterprises; 30 are retirees, and the rest are mainly employees and family members of nearby hospitals.
Among all the residents, there are 50 people in the same age group as you, and they all have good educational backgrounds. Many of them are also preparing to get married. In a few years, everyone will have children, and children are also in the community. There will be a companion to play with. The greening rate of the community is 40%, which is very suitable for enjoying the cool weather in summer. 200 meters from the east gate is XX Hospital, which is a Grade III hospital. Obstetrics and gynecology, orthopedics and gastroenterology are its strengths. Dr. There is also a small clinic in the community, but it closes at 11 o'clock in the evening. But if I introduce it, she will also go to the emergency room. If you move in in the future, I can leave the phone number for you to facilitate communication when you need it.
In addition, there is a XXX supermarket 400 meters north of the community. It has two floors and is relatively large. Normal daily necessities can be purchased there. There are special promotions there every Friday, and many products are heavily discounted and very affordable. You can visit frequently in the future. There is also a 24-hour convenience store in the community, which mainly sells cigarettes, wine, food, etc., which is very close to 711.
There is an underground parking lot in the community, with 200 parking spaces, and the price is 300 yuan a month. If you want it, I will tell the parking lot master to reserve one for you, and I will give you a 20% discount on the parking space. I'm still a little nervous now.
There are many similar details. My brother told me that this agent made him respect second-hand housing agents for being so meticulous and professional. He knows the community and surrounding facilities very well.
Brother, he learned privately from the residents of the community that this broker friend was very popular in the community. Residents in the community came to him for consultation when they had questions, and he patiently answered them and even helped himself. Not only that, he also established a QQ group and QQ group for the community. The community forum regularly organizes community activities and is simply more professional than the average neighborhood committee. If there is a problem with the pipes at home, if you go to the real estate agent directly, it usually takes you a long time to come over; if you go to the real estate agent through him, he will come to your door for repairs within an hour. .
After seeing this, I believe there is no need to list more things. This friend has actually taken what we usually call an intensive business district to the extreme. When most agents are in the development community, they just want to understand the basic situation of the community and the surrounding supporting facilities. All they can introduce to their clients is that there is a tertiary A hospital and a kindergarten nearby; as for how these resources are, how are they? Use it, no idea at all.
In addition to having a very detailed and thorough understanding of the community and business district, this broker friend also managed contacts on this basis and became a consultant to the community, becoming a key node in the entire community's contacts. If any family has problems in the community, they have to go to him.
The result is that when all the owners of the community have a need to buy, sell or rent, he is the first person they contact; even if he is too busy, they still have to ask the person he designates to do it. This is the power of intensive cultivation of business districts. Let’s talk about the methods of intensive cultivation of business districts.
“What is business district intensive cultivation?
Business district intensive cultivation is actually one of the basic operations of intermediary stores and brokers. By delineating the surrounding business districts, communities and buildings, , and then carry out intensive work on it, from general understanding of the transportation, commercial outlets, educational facilities, etc. of the surrounding real estate communities, to familiarity with the number of residents of the real estate, occupancy rate, property fees, to the real estate investment, occupancy status, etc., in short Agents are required to be familiar with everything about the real estate.
The benefits of intensive cultivation in business districts
The benefits of intensive cultivation in business districts are obvious to stores and agents. Through intensive cultivation in the business district, when customers inquire about relevant community building information, the agent's fluent responses to the community building information will fully demonstrate the agent's professionalism and service quality, thereby establishing a professional and dedicated agent image in the minds of customers. Moreover, for most demanding customers, their goals are often quite clear, and they often directly specify the intended real estate community where they want to rent or purchase, and the agent usually...gt;gt;
What is listing? What are the categories of marketing?
Listing
2. Stocks and their derivatives. The varieties will be listed and traded on the stock exchange after review.
Conditions for listing of a joint-stock company:
According to the provisions of China's "Company Law", a joint-stock company must meet the following requirements when applying for the listing of its stocks. Conditions:
1. The stock has been publicly issued to the public with the approval of the securities management department of the State Council;
2. The total share capital of the company is not less than RMB 50 million;
3. It has been in business for more than three years and has made profits continuously in the last three years; if the original state-owned enterprise was restructured and established in accordance with the law, and its main sponsor is a state-owned large and medium-sized enterprise, it can be counted continuously;
4. Holding The number of shareholders with a par value of stocks exceeding RMB 1,000 shall be no less than 1,000, and the shares publicly issued to the public shall be more than 25% of the company's total shares; if the company's total share capital exceeds RMB 400 million, the proportion of shares issued to the public shall be 15% The above;
5. The company has no major illegal activities in the past three years, and there are no false records in the financial accounting report; 6. Other conditions specified by the State Council
If the above conditions are met, the company can apply to the State Council Securities. Management review department and exchange application for listing.
Does the business expansion of auto repair shops rely on the "deep cultivation" of old customers or the expansion of new customers?
There are many auto repair shops now. , the competition is also huge, and it should be strengthened from two aspects, one is to deepen the cultivation of old customers, and the other is to develop new customers, both second-hand and second-hand.
Cultivating old customers is no longer a simple relationship. You need to use various methods to maintain the relationship with old customers. Your old customers are also new customers of other auto repair shops, and others will also use various methods to attract your customers. New customer development is a profit growth point, and your cost will be reduced by attracting a new customer.
What is a cRM business hall?
CRM (Customer Relationship Management) allows companies to analyze, understand and differentiate customers from diverse perspectives, and use this as the backbone of goals to develop exclusive products and services that suit the needs of individual customers. The CRM system is a new model of modern enterprise process operations and information technology. It uses standardized services to maintain and manage existing customer relationships, so that customers can increase their brand recognition to the highest level of loyalty, increase customer retention rates and profit contribution. And make efficient choices to attract good new customers. Zhenghang Information has been deeply involved in enterprise e-services for many years. It has accumulated 160,000 successful customer experiences in the past 24 years, has a comprehensive understanding of the management processes of various industries, and cooperates with the rapid ERP introduction process of 15-90 days to quickly improve management and performance, and create enterprises new business opportunities.
What is the profit model? What kinds are there?
n A typical brand licensing model is Nike sports shoes. The company is only responsible for brand communication, brand value preservation, and brand value-added tasks. In addition, China's enterprise trusteeship system can also be regarded as a profit model. The profit model of product structure is designed from the markets of different values ??faced by the enterprise: continuously launch new products to improve the impression of the entire product structure among channels and consumers, improve channel premium capabilities or increase consumer acceptance, or integrate different The combination of products with different profitability levels will eventually make the total profit of the channel reach a certain level. Use high-profit products to make up for the lack of promotion expenses of low-profit products or save investment. If the expenses are reduced, the profits will increase. Design according to the characteristics of consumer demand: launch many products or brands at the same time and sell them at the terminal at the same time to avoid clear and direct value recognition caused by direct comparison, thus creating a vague state and creating a unique and specifically targeted* **Impression. This is more prominent in professional theaters in the beauty industry because female customers account for the majority in this industry. In this aspect, women mainly focus on perceptual consumption and pay attention to comparisons. They are prone to being particularly concerned about in the so-called mysterious and ambiguous state. Feel. This is a typical profit model characterized by extreme explicit value. Similarly fuzzy functional products such as health products, functional drinks, so-called thermal underwear with high technological content, etc. all fall into this category. Service Profit Model Service is a profit model generated during the process of maintaining, updating, upgrading, and troubleshooting products after the product is sold. It mainly regards the product as a carrier. The product is no longer the main content of the company's profit, and the subsequent services This can create a larger and more lasting market for the enterprise and create service dependence. For example, in the communications industry, people who buy mobile phones get free phone calls, etc. The most typical one is the women's SPA life center, which relies on the integration of services to achieve a new experience and service capabilities. Industrial interactive profit model product users consume products in different companies or industries, and consumption is not an independent single phenomenon. For example, a considerable number of people shop in shopping malls, then go to high-end hotels to drink and then bathe in saunas. Or there are different control capabilities between the upper and lower business chains of the industry, such as the anti-integration of upstream enterprises by some dealers operating channel networks. The former can design a credit tool among these industries to reduce the cost of each customer's consumption (for example, allowing them to use one card to pay, reducing trouble). The latter can integrate enterprises into the dealer's control system and reduce the number of middlemen. In the transaction process, you can improve your competitive advantage and make profits. Executing alternative profit models The core of executing alternative profit models is budget execution. Typical examples include P&G distributors and some marketing companies with planning and execution capabilities. After the company hands over the market to the dealers, the dealers will specifically operate the market. The company provides Budget expenses and conduct regular performance reviews. This type of dealer actually performs the work of the corporate marketing department. Execution of alternative profit models is part of what a market operator does. This is one of the models that replaces manufacturers' execution functions to achieve profitability.
Concentrated market profit model (market operator) Some dealers make full use of local resources, deeply cultivate the local market, maintain a thorough grasp of the market and various in-depth strategic resources, and do nothing outside this area. In this way Dealers can fully match the full value of resources to minimize costs. Such dealers either fully cover the regional market or are specialized in a certain channel form. Centralized market operators must be "small but comprehensive" and integrate the four models of product profit model, service profit model, innovation profit model and value profit model within a certain area. This kind of dealer relies on the relative advantages of strong dragons to overwhelm local snakes to form profitability. Follow up and amplify the profit model. When the leading company in the industry opens up a new market space, the company quickly follows up, pinpoints the advantageous links or strengths of the previous company, and promotes progress. It is easier to stand on the shoulders of giants. Profit. Because the previous corporate education developed leaders and leading consumers, and at this time, follow-up can easily enter the follow-up and mass consumer groups, which are often the most profitable and largest groups. Such enterprises can easily achieve a high matching state in various business links, thereby achieving a lower level in terms of overall costs. If competitors use low prices to penetrate the market, then the company will invest in lower-priced products. The investment profit model uses investment to quickly open up the market. This is a way that many small and medium-sized enterprises dream of quickly developing the market. However, with the proliferation of information, the probability of successful investment is very low, so how can we ensure success? Enterprises need to match and balance relevant operating resources...gt;gt;
What is the business model of Zhongnong.com?
After the strategic and business transformation in 2013, Zhongnong.com has innovatively established a "platform self-operated supply chain" business model, extending deeply to the upstream and downstream of the entire industry chain, with B2B business of agricultural products as its main business. By integrating various resources upstream and downstream of the industrial chain and making full use of the advantages of each link in the supply chain, we provide customers with online and offline supporting services such as integrated information, guarantees, settlement, financing, quality inspection, warehousing, logistics, and customs declaration. , creating important value for solving industry pain points.
(1) Industry-leading full supply chain management model
As a B2B2C e-commerce platform for agricultural products with full supply chain management, Zhongnong.com has conducted in-depth research on specialized platforms that meet the characteristics of various industries. Level of resource integration, providing diversified online trading models for different varieties and different standards, innovatively using intermediary trade, spot listing and other methods on the bulk B2B e-commerce platform to improve the interaction of * * local and local agricultural product trading information , and on this basis, the entire process of transaction, payment, warehousing and distribution is completed. In the field of fresh agricultural products, a comprehensive e-commerce platform for fresh agricultural products has been established that integrates third-party services such as guarantee, settlement, quality inspection, warehousing, transportation, customs declaration, and commodity inspection, aiming to provide a one-stop solution to the personalized needs of customers. Solutions and services make transactions easier.
(2) Domestic first and mature virtual business district financing
Zhongnong.com is based on many years of intensive experience in the field of agricultural product circulation, guided by the huge needs of customers, and based on its own Relying on a powerful platform, with professional supply chain services as the core, and rigorous ERP systems as tools, Zhongnong.com has formed a three-dimensional and diversified supply chain financial service system. It has launched strategic cooperation with a number of financial institutions to provide agriculture-related services. Provide supply chain financing services to small and medium-sized enterprises.
(3) Unique and innovative modern logistics technology and model
Zhongnong.com integrates upstream and downstream manufacturers, third-party logistics, and financial institutions to build a fourth-party supply chain logistics core platform. Become an interactive center for domestic agricultural products’ land transportation, sea transportation, inland waterway shipping, and cold chain logistics procurement information and demand information. Based on customer feedback collected during many years of operation, Zhongnong.com relies on advanced e-commerce and modern logistics technology to create a new business model of "e-commerce modern logistics", innovatively proposing to integrate information, transportation, warehousing, inventory, loading and unloading Logistics activities such as handling and packaging are combined into integrated management, which greatly reduces transaction costs under traditional transaction methods.
(4) Information push platform based on big data sharing
Zhongnong.com focuses on becoming a highly scalable agricultural product information and data management service provider to realize the Internet era Data sharing, real-time updates, in-depth mining and decision-making analysis.