1. The Law of 250: Don’t offend a customer

Behind each customer, there are about 250 people standing. These are people who are relatively close to him: colleagues, neighbors , relatives, friends.

If a salesman sees 50 people in a week at the beginning of the year, and only two of them are unhappy with his attitude, by the end of the year, 5,000 people may be unwilling to deal with him due to chain effects. Dealing with salesmen, they know one thing: don't do business with this salesman.

This is Joe Girard’s 250 Law. From this, Joe came to the conclusion: Do not offend even one customer under any circumstances.

In Joe's sales career, he kept the 250 rule in mind every day, held a business-first attitude, controlled his emotions at all times, and did not make things difficult for customers, or did not like the other party, or It is because of one's own bad mood and other reasons that one neglects customers. Joe said it well: "As long as you drive away one customer, you are driving away 250 potential customers."

2. Business cards flying all over the sky: sell to everyone

Everyone Everyone uses business cards, but Joe's approach is different: he delivers business cards everywhere. When paying the bill at a restaurant, he puts the business card in the bill; on the sports field, he throws the business card to people. in the air.

Business cards are flying in the sky, like snowflakes, scattered in every corner of the sports field. You may be surprised by this approach. But Joe believes that this approach has helped him make a lot of business.

Joe believes that every salesman should try to let more people know what he does and what products he sells. This way, when they need his goods, they will think of him. Joe throwing away his business card was an extraordinary thing, one that people don't forget.

When people buy a car, they naturally think of the salesman who threw away his business card and the name on the card: Joe Girard. At the same time, the point is, there are people out there who have customers, and if you let them know where you are and what you're selling, you're likely to get more business.

3. Establish customer files: learn more about customers

Qiao said: "No matter what you are selling, the most effective way is to make customers believe - truly believe - —You like him and care about him. "

If the customer has a good impression of you, your hope of closing the deal will increase. To make the customer believe that you like him and care about him, you must understand the customer and collect all kinds of relevant information about the customer.

Joe pertinently points out: “If you want to sell something to someone, you should do your best to gather intelligence about him and your business...no matter what you are selling. If you are willing to spend a little time every day to understand your customers, make preparations, and pave the way, then you will not worry about not having your own customers.

When he first started working, Joe collected the customers. The information was written on paper and stuffed into a drawer. Later, he forgot to track a certain prospective customer several times due to lack of organization. He began to realize the importance of building a customer file by himself. He went to a stationery store and bought a diary and a notebook. A small card file folder records all the information originally written on the piece of paper, and establishes his customer file.

Joe believes that a salesman should be like a machine, with a tape recorder and a tape recorder. The function of the computer is to record all the useful information said by the customer during the interaction with the customer, so as to grasp some useful information.

Qiao said: "When establishing your own card file, you must. Note down all the information about customers and potential customers, their children, hobbies, education, job title, achievements, places they have traveled, age, cultural background and anything else about them. These are all useful sales intelligence.

All of these materials can help you get close to customers, allowing you to effectively discuss issues with customers and talk about topics of interest to them. With these materials, you will know what they like and don’t like. What, you can make them chatter, be happy, dance... As long as you have a way to make customers feel comfortable, they won't let you down. ”

4. The Hound Project: Let customers help you find customers

Joe believes that in the sales business, you need the help of others. Many of Joe’s businesses are run by “Hounds” ( Those who will let others buy things from him) are the results of his help. Joe's famous saying is "Customers who have bought my car will help me sell it."

After the business is completed, Joe always puts it. A stack of business cards and a brochure of the Hound Project were handed to the customer. The brochure told the customer that if he introduced others to buy cars, he would be paid $25 for each car after the transaction was completed.

A few days later, Joe. The customer would be sent a thank-you card and a stack of business cards, and at least once a year he would receive a letter from Joe with a hound plan, reminding him that Joe's commitment was still valid. If Joe discovered that the customer was a leader, others would. Listen to him, then Joe will work harder to make the deal and try to make it a hound. The key to implementing the hound plan is to keep your word-be sure to pay the customer $25. Joe's principle is: rather than pay 50 people wrongly. Missing a paycheck. The Hound Project brought Joe a huge profit. In 1976, the Hound Project brought Joe 150 sales, accounting for about one-third of his total sales. Paid a hunting fee of US$1,400 and received a commission of US$75,000

5. Promote the taste of the product: Let the product attract customers

Each product has its own taste. Joe Girard is particularly good at selling the smell of his products. Different from the "don't touch" approach, Joe always tries to let customers "smell" the smell of new cars first when contacting customers. He lets customers sit in the cab. , hold the steering wheel and touch and operate it yourself

If the customer lives nearby, Joe will also suggest that he drive the car home so that he can show off in front of his wife, children and leaders. Customers will be quickly intoxicated by the "smell" of a new car. According to Joe's own experience, all customers who sit in the cab and drive the car for a certain distance will buy it soon, even if they don't buy it immediately. Will buy it. The "smell" of new cars has been deeply imprinted in their minds, making them unforgettable.

Qiao believes that people like to try, touch and operate it themselves, and people are curious. No matter what you are selling, find ways to present your products, and remember to involve your customers. If you can capture their senses, you will capture their emotions.

V Xingong Account: Mr. Ruoyu, learn with more masters