Many salesmen are under great pressure in performance and finally meet a quality customer. The salesman is eager to open the bill, eager to give a gift to the customer immediately, and then hope that the customer will place an order. This situation often backfires, and the final result is that the customer does not answer the salesman's phone. I believe many salesmen will encounter this situation, so how to master this double-edged sword to give customers the right gifts?
Generally speaking, for project sales or factory customers, salesmen should pay attention to these five points when giving gifts:
1, master the appropriate frequency.
The frequency is not urgent, send small gifts twice a month, four times a month, plus the happy weekend SMS blessing nicknamed by customers. The emphasis here is on small gifts, the price is between tens of yuan.
2. Gift-giving is a vague sales proposition.
For class A quality customers, you must not be eager for quick success and instant benefit in the early stage of sales, which will cause great pressure on customers and get along with them from the perspective of making friends. Tell customers under the banner of passing by, reduce the pressure on customers to accept gifts, and continue to blur sales ideas.
General speech template: Mr. Wang, I happened to visit a client nearby and passed by. There are some seasonal fruits in the car. Let me try them for you. Put down the gift and leave, so as not to delay the customer's time, because there is no appointment with the customer in advance. If the customer is busy, the customer has to take time to socialize.
3. Use Taobao at any time.
For ordinary office or purchasing customers, customers want to receive gifts but it is not convenient to receive them. They can give gifts through Taobao route and place orders directly on Taobao. The receiving address is the customer name of the customer company. Query logistics information in time. After receiving the gift, the customer sends a text message: Sister Wang, my friend's fruit shop has just opened. I'll give you a box to try. Have a nice weekend.
4. For new customers, try not to send honey in the early stage.
Why should we pay attention not to send honey? Because most of the honey on the market is fake honey or honey with impure concentration, customers don't trust the salesman in the early stage, and they don't believe that honey is true. Even if it is sent, customers are skeptical. Typical gift is not in place = free.
5. Understand the needs of customers.
How to give a gift to a customer? Have you achieved the second point? It is also said that the gift-giving action of sales staff is based on understanding the needs of customers, so what about new customers who don't know?
First, find ways to understand customers. The more information you know, the more convenient it is to follow up later.
Second, give popular gifts, such as fruits, special foods and so on.
The above is the method of giving gifts to customers in the first round, and the second round of "family gifts" is constantly updated in the later period. How to give them exactly? Stay tuned ~
Interactive marketing question and answer: how to give gifts to customers?
Wen has a pentium heart. Provide the most valuable dry goods in actual combat every day, and friends who want to improve their sales skills poke "attention".