Developing new customers is very important for newly established small companies-because newly established companies do not have the resources of old customers, in order to survive, they must start developing new customers in time, and then turn new customers into old customers through a series of measures, so as to make the company step by step on the normal development track. Therefore, developing new customers is the first need for small companies to survive. The more new customers are developed, the faster the performance of the enterprise will grow.

Second, the principle of finding new customers.

How to find new customers should be determined according to the specific situation of small companies, that is, according to the specific sales objectives, sales areas and the characteristics of specific products or services to find the most suitable new customers. When making the method of finding new customers, we should follow the following principles: 1 to determine the scope of new customers; 2. tailor-made; 3. Flexible mode selection; 4. Focus on key points; 5. look for it at any time; 6. Step by step; 7. Establish customer files. For example, the establishment of customer files, for new customers that have been identified, customer data files must be established to strengthen the management of new customers. According to the new actual situation, classify new customers and list their priorities, so as to carry out promotional activities in a planned and step-by-step manner, make the promotion work standardized, programmed and standardized, and avoid hasty and chaotic promotion. The old marketing model of "one hammer in the east and one hammer in the west" can no longer meet the needs of modern marketing work. Establishing new customer files is an important basic work of modern scientific marketing, and it is also a meticulous work, which must be done in a down-to-earth manner.

Third, the specific ways and means to find new customers.

To find new customers, we must first determine the possible sales targets of each business project according to the market segmentation and the types of business projects. The basic method is: first consider the overall situation, determine a wider range of new customers, and then look for them from this range. If the business item is the means of subsistence, the relevant staff of the small company should analyze which demand level the product should meet according to the characteristics, performance and price of the product; If the products sold are means of production, it is necessary to determine which type of enterprise the products should meet according to some related factors.

After determining what kind of customers the business object is, we will determine the specific sales object among such customers, that is, the new customers who may buy. Therefore, it is necessary to study the location and scale of potential customers and the detailed list of new customers.

The following are some commonly used methods and means to find new customers effectively: 1, data access method; 2, door-to-door search method; 3. Consulting methods; 4. Chain introduction method; 5. Principal-aided method; 6. The central figure driving method; 7. Personal observation method; 8. Advertising Development Law; 9. Meeting search method; 10, market research method; 1 1, competitive substitution method; 12, other methods. For example, write articles about your company, write articles in advice columns, write articles in trade publications, write product promotional materials, chat via the Internet, and so on.

Fourth, small companies need to retain old customers.

1, the direct consumption of old customers should not be underestimated; 2. The chain effect of the loss of old customers makes you alert; 3. The cost of developing new customers is far greater than the cost of maintaining old customers; 4. Old customers are the main source of economic benefits for small companies. Customers are the source of enterprise interests and the foundation of enterprise development. And old customers are the lifeblood of an enterprise. This is because the enterprise not only saves the advertising and promotion expenses needed to develop new customers, but also can induce customers to increase the purchase rate of related products with the enhancement of customers' trust and loyalty to the enterprise products.

Now many enterprises are actively implementing the "zero customer betrayal" plan, which is a systematic project to improve customer loyalty and retain customers. The implementation of this plan is undoubtedly exciting. It will not only bring huge benefits to the enterprises that implement the plan, but also make more enterprises "wake up" and realize the importance of retaining old customers more deeply, which will have a far-reaching impact on the development of domestic enterprises.

Fifth, improve customer satisfaction and retain old customers.

1, dialysis of customer satisfaction: the word "customer satisfaction" is talked about by many companies every day, because they know it is a necessary condition for enterprises to win the competition. Customer satisfaction and customers' internal expectations are interrelated. Customer satisfaction means that the customer's evaluation of the purchased products or services exceeds their psychological expectations and produces a sense of pleasure. Whether customers are satisfied with products or services depends on various influences, that is, customers' expectations include many aspects, such as material level and spiritual level. 2. Improving customer satisfaction helps to retain old customers; 3. Improve customer satisfaction by reducing customer expectations; 4. Improve customer satisfaction by increasing customer experience; 5. Improve customer satisfaction by actively serving customers; 6. Improve customer satisfaction by helping customers in time; 7. Improving customer satisfaction is not only a problem for the executive department; 8. Use guarantee and guarantee methods to improve customer satisfaction; 9. Correctly handling customer complaints helps to retain customers.

Next, let's talk about handling customer complaints and treating them correctly. Objectively speaking, the reason why customers complain is that the company does not provide correct services at critical moments, or the services provided by the company are not needed by customers. Therefore, modern enterprises regard customer complaints as a free source of information. Properly handling customer complaints can promote sales. Generally speaking, properly handling customer complaints is to make customers regain satisfaction and trust. "Deal with customers' complaints sincerely", "Pay attention to customers' dissatisfaction and treat customers as human beings" and "treat each other with sincerity" are the popular sayings of "customer satisfaction" in the marketing market at present.

Sixth, improve customer loyalty and retain old customers.

1, the important role of loyalty: Looking back at the success of many enterprises, we will find the same magic weapon: building customer loyalty and always supporting their parents carefully. If you want to set up a glorious banner in the market, you and your decision makers must realize the importance of building customer loyalty and work hard for it. The role of customer loyalty is mainly reflected in its own ability to create value for enterprises. In other words, value creation is not only the cause of customer loyalty, but also the result of customer loyalty. They are interdependent and develop together. 2. Establish customer files by using the database; 3. Establish a customer club; 4. Let emotions get involved in the whole contact process. The first is emotional communication before sales, and the first step of sales activities is contact. If customers are turned away or ignored, the salesman loses his sales target and selling goods becomes empty talk. When the salesman finds a customer who may become a buyer, he should take the initiative to greet him warmly. Inject emotional factors into the conversation, let customers feel your sincerity and treat you as one of their own. In this way, successful sales began. Secondly, the emotional injection in sales, good at observing words and feelings, quickly getting strong feedback from customers, injecting feelings in time, and carrying out targeted sales promotion and persuasion. Only in this way can the success rate of promotion be greatly improved. Finally, emotional contact after the transaction, the transaction does not mean the end of contact with customers, in order to win customer loyalty, we must strengthen emotional contact after the transaction. This is very important and has at least two advantages: first, it can feed back the relevant information of users in order to improve products and services; Second, you can contact feelings, strive for repeat customers or let them become voluntary propagandists. These two points are within the scope of sales staff's responsibilities, and only when they are done will they be effective. 5. Make the customer feel that you are willing to do your best to help him; 6. Keep regular contact with customers; 7, interest * * * the same body method; 8. Simplify the procedural law; 9. Retain old customers through after-sales service.

Seven, by providing value-added services to retain old customers.

1, providing value-added services helps to retain old customers. As the object of service, customers always evaluate the service quality provided by enterprises with personal satisfaction in the process of consumption, which will of course be emotional. Because people always have feelings, they usually give people help and goodwill, and may receive unexpected results in the future. Extra service refers to the behavior that has nothing to do with goods, but because these behaviors will reduce the burden or trouble for customers, they can often gain the trust of customers and make them willing to pay more for a certain commodity. In fact, whether the customer can be retained depends on whether the customer is satisfied with a product, whether the service is comprehensive, whether the delivery is on time and whether the price is reasonable. In a word, the key is whether we can provide quality service to our customers. 2. Pay attention to the needs of customers at different levels when providing value-added services; 3. To provide value-added services, we should take the initiative to take care of customers' needs; 4. To provide value-added services, we should create an atmosphere of customer service; 5. Retain old customers by providing value-added services; 6. Retain old customers by providing additional information services; 7. Retain old customers by providing efficient additional services; 8. Retain old customers by providing additional benefits and services; 9. Retain old customers by providing convenient additional services. Take convenience as an example. Providing customers with the greatest convenience is also a way of value-added services, such as on-site service. No one will doubt that on-site service is not a value-added service. In today's busy society, providing convenience for customers is a particularly effective way to create "customer expectation value-added", and enterprises should create their own unique ways in this regard.

Eight, establish an internal mechanism to retain old customers.

1. Establish a customer-centered responsibility system. As we all know, it is the responsibility of every employee in the enterprise to provide customers with satisfactory service to retain customers. This is a systematic project, which requires the mutual coordination and active cooperation of all employees and departments of the enterprise, and it is definitely not to push everything to a certain department or an employee by shouting a few slogans, otherwise it will be difficult to achieve the expected results. 2. Establish an efficient front-line staff service system. The so-called front-line employees refer to employees who are in direct contact with customers. Front-line employees are at the forefront of enterprise organization, which plays an important role in directly showing the enterprise spirit, service concept and quality service to customers. The customer's feeling of good service of enterprise organization is brought by the service behavior of front-line employees. In this regard, front-line employees are taking practical actions to implement the decision-making or goal orientation of enterprise organizations in retaining customers, and its role is irreplaceable. 3. Establish an employee incentive mechanism to provide customers with quality services. 4. Establish a customer-centered management mechanism. Building customer loyalty and retaining customers is an arduous and lasting task. What ensures the smooth progress of this work is the effective customer-centered management of the enterprise. Enterprises should establish a management organization centered on customer service. The task of this organization is clear, that is, to retain customers, to take various effective measures, provide favorable support or participate in actions to achieve this goal.