Skills of doing well in media advertising sales
1. Successful media sales is a systematic process in advertising media marketing.
Many media salespeople have been engaged in sales for many years without any achievements, but some people have just entered the sales industry with ease. Experienced people know that the success or failure of media sales is determined by many factors, among which contingency is luck, and regularity refers to a series of solid and effective work of salespeople from early customer discovery, customer communication, selection of marketing tools, professional level, grasp of details, price, media product portfolio, after-sales service and so on. So pay attention to media sales? Systematic? It is becoming more and more important. A series of processes, such as customer information collection, guiding communication and customer management, need to be handled patiently and meticulously, and must not be impetuous, because almost all excellent salespeople have to go through the process from solid preliminary work to customer volume accumulation.
Second, advertising media marketing is to efficiently screen target customers.
The first step of sales work is to determine your target customers, that is, to judge the existence of sales opportunities, so how to find target customers? Which customers are most likely to be your target customers? There was a famous saying ten years ago:? Find a pond suitable for catching big fish. ? The market is full of sales information. Finding customers where the target customers are most concentrated can achieve better results. So we must find the right target customers. Based on many years of successful experience in advertising media marketing, Mr. Peng shared the following points with you:
1) targeted advertising to obtain information
Database: send advertisements to target customers; E-mail or SMS to attract customers' attention;
Industry information: government department information, industry organization information, enterprise yellow pages, industrial and commercial enterprise directory, magazines, internet, news released by customers, etc. International and domestic trade fairs, such as Canton Fair, Hi-Tech Fair, Auto Parts Expo, etc.
2) Rational use of network groups
Meet friends through industry forums /QQ groups;
Contact feelings through e-mail
3) Obtain customer information through peers or competitors.
People in the industry exchange. Get to know the salespeople in the same industry, and try to exchange customer resources with them, so as to exchange the needed goods. Don't be afraid of others robbing your customers, because you can get more information from others, even if you don't exchange it, you may compete for customers;
4) Customer recommendation and friend introduction
In this method, the salesman looks for customers through the direct introduction or information provided by others, through social relations such as acquaintances and friends of the salesman, and through the introduction of partners and customers of the enterprise.
However, it is obvious that not all the information obtained through the above channels is a sales opportunity. If all this information is followed up, it will inevitably waste the company's resources and miss the real sales opportunities. So there is the step of collecting information and screening customers first.
Third, effectively identify the person you are looking for in advertising media marketing.
Sales is to find the right person, talk to each other and do the right thing. The first step is to find the right person. There are many ways to find the right person. The first step to success is to find the right person. Therefore, the first step for telemarketers to make a strange call is to find the key person you are looking for. How to find the key person? When telemarketers don't know the name of the person in charge, the front desk often refuses to transfer, especially in large companies. So it's best to know the last name of the department head. If not, I suggest you just say find it? Planning department? Planning department? Or? Marketing department? ; If the current channel asks who you are looking for, you can usually say? Your planning department was in a hurry when she called me just now. I didn't catch it clearly. If the receptionist must know the specific name of the person she is looking for before transferring, you can try again until she transfers. This is more technical. Lying to deceive the front desk is generally not recommended. Do you know who it is? Who is it? Because once the front desk asks you, it's embarrassing. How to judge that this person is the key person you are looking for? Have the right to decide and have jurisdiction over centralized affairs. How to judge? It is generally recommended to ask directly, of course, with skill. For example, you can ask: Is this your decision or will someone else be involved? So they can tell you directly.
Fourth, the rational use of telephone contact in advertising media marketing.
To establish a relationship with potential customers, we need to contact potential customers first, which requires a correct way to make an effective appointment in advance.
First, carefully understand the background of the customer who wants to call and your rhetoric; Second, determine the counterpart you are looking for; Third, form a concise speech on how to introduce the company's products and answer customers' common questions, and learn it by heart. What if the receptionist gets in the way? What if the customer says he has no time and interest? You can be prepared for all possible situations as much as possible. When talking to customers on the phone, we must grasp two points and be clear, so as to be targeted:
(1) means fully understanding and meeting customer needs; (2) Ask the customer for an interview; Five, pay attention to choose the right time, the specific choice of contact time, depending on the specific situation. Generally, you don't choose the time before meals and just after work.
In addition, it's best to tell yourself the time of meeting, so as to avoid vague information. Like don't say it on a date? When do you think it is convenient for us to meet and talk? Instead, I should say: Which day is convenient for you this Tuesday or Thursday? In this way, customers will consciously make choices in these two days.
Five, advertising media marketing preparation before the visit.
You should know that the customers you meet represent the image of the company, so tidy up your clothes before you visit to make it look professional and clean. Furthermore, prepare your own business card and company information; Finally, prepare necessary sales documents and tools, including corporate promotional videos, product brochures, personal business cards, notebooks, pens, etc.
In addition, to design the rhetoric of the visit, make it clear before the visit, what is your purpose first? Is it just a preliminary understanding or a recommendation of the company's basic information? Or do you ask customers about their budget and the setup of internal personnel in the relevant company? Wait a minute. It is best to write down the main points (outlines) of the conversation in a notebook and remember them firmly.
Communication skills of media advertising sales
Personally, I think that modern business activities are complex and changeable, and effective business communication? This is the key to the success of modern businessmen. However, how to communicate effectively with customers is a problem that has puzzled sales staff for a long time. However, communication is a science. What about people? Academic? Has sales communication been incorporated into modern applied science business communication? That's right. It's not hard to understand. If you master the skills of communicating with customers, you will master the key to the transaction. Therefore, in a sense, we can say that the only job of a salesperson is to keep the most effective communication with customers.
1) Learn to listen: When you meet a customer for the first time, you can't wait to instill product information into the customer. In this way, customers will show impatience when interviewing you for two or three minutes. Therefore, when visiting strangers, we must learn to listen first, that is, the role of marketers is only a student and an audience; Let the customer play the role of mentor and speaker. Generally don't argue with customers.
Second, immediately attract his attention: 1, a unique video and video business card; 2. Ask customers' opinions; 3, quickly put forward what major benefits customers can get; 4. Tell potential customers some useful information; 5. Propose solutions to the problems faced by potential customers.
Third, get his favor immediately: 1, concise and intuitive expression; 2. Body language; 3. smile; 4. greetings; 5. Pay attention to the customer's emotions (observe words and observe colors); 6. Remember the name and title of the customer; 7. Make your customers feel superior.
Seven, choose a powerful sales tool in advertising media marketing.
In fact, sales work is a job of continuous communication with customers. Whoever communicates with customers more effectively is one of the best, otherwise, sales opportunities can only be missed again and again. So, how to win customers, how to make customers fall in love with you and your company's products? And communication must use some tools.
Many new salesmen find it difficult and troublesome to explain the scale and form of enterprises when visiting strangers. To explain the company easily, you can choose. Corporate image business card? . For example, launched by Zhonghui Media? Corporate image business card? Service. So-called? Corporate image business card? , is a short film based on unfamiliar visits and mobile video terminals. When visiting customers, let the other party feel immersive in a short time, so as to achieve the purpose of effective communication and save you the trouble of introducing the scale and form of the enterprise every time you visit strangers.
Manage your customers scientifically in advertising media marketing.
How to estimate the possibility of doing business with customers? First of all, we need to analyze the basic situation of customers. In fact, for the developed customers, after one or several visits, we can make a comprehensive evaluation based on various information and make a special evaluation form. Each item can be the size of the company, the urgency of the demand, and the details of the demand. Not only that, but also carefully understand each other's gender, personality, age, education, position, hobbies, recent information such as marriage, transfer, work pressure, insomnia, poor health and so on.