The road to receiving orders begins with developing customers. The essential meaning of "sales" is not to sell products, but to create customers, because only with customers can sales be achieved. The more customers you have, the higher your sales performance may be. Only by developing more customers can business personnel create first-class performance. The valuable asset of business people is the number of customers they have. How can business people find more customers faster? 1. Defining the scope of target customers It is a waste of time, money and energy for business personnel to visit all local industrial and commercial enterprises and administrative institutions aimlessly. Business personnel should know "where our customers are concentrated", define a general customer range according to product positioning, market situation and experience, and find customers within this range. After collecting the list of potential customers, salesmen should investigate the welfare treatment of group buying customers and their attention to welfare, and then classify group buying customers through ABC, giving priority to visiting important class A customers. 2. Ways to Develop New Customers There is a sales motto circulating in Hong Kong business circles: "Relatives and friends are the handrails of business." Looking up the yellow pages of telephone numbers and using personal relationships are the basic methods for salesmen to develop new customers. Successful business people are creative people who are good at developing new customers in unique ways. (1) to establish a new relationship. Excellent salespeople are not only good at using existing relationships, but also good at establishing new ones. A dealer of "Yilian" often participates in hometown meetings, homecoming meetings, comrades-in-arms meetings, entrepreneurs' associations, visits students in cadre training centers, and attends advanced training courses. Meet one potential customer after another. (2) Chain introduction method. Let existing customers help you introduce new customers, which is called the golden rule of salespeople. Excellent salesmen have more than one third of new customers recommended by existing customers. Especially group buying decision makers, who have friends with similar positions in the industry, can recommend a large number of new customers for salesmen. If you want existing customers to recommend new customers, the key is that business personnel should satisfy existing customers and establish their own personal brand image, so that customers will be willing to recommend new customers for you. How to get existing customers to recommend new customers for you? An enterprise requires business personnel to understand the important social relations of employees in customer units and establish customer relationship files when visiting customers. A business person made a phone call to the customer on the second night after closing the deal with the customer, and expressed three meanings: First, asked the customer whether he was satisfied with the product. If the customer answers "satisfied", congratulate the customer on making the right decision; If the customer answers "dissatisfied", take the initiative to serve the customer. The second is to give the customer a small gift, which is a clever trick. The slogan of McDonald's is "Give customers 10 1% satisfaction", and the extra 1% is to give customers a surprise. The salesman will send a gift to the customer after the transaction, which will move the customer. Then, he asked customers to help him introduce customers with group buying needs. Customers will not refuse the demands made by such an attractive salesman. A salesman designed a card with name, address and telephone number in the top column and five lines in the bottom column. After talking about business, he took out his business card and asked the customer to fill in the names and contact information of people he knew who would have group buying needs. When using the chain introduction method, salesmen should find influential and authoritative customers in the industry, and they can find a large number of gold customers. (3) Data search method. Sales staff look for new customers by consulting various materials, including industrial and commercial enterprise directory, telephone directory, industrial and commercial enterprise atlas, statistical data, professional books, newspapers and magazines, lists of various institutions, etc. An enterprise requires sales staff to take enterprises that often appear in local newspapers, television, radio and street advertisements as the key targets for collecting information. (4) Looking for customers at the meeting. Sales staff can develop many new customers in various exhibitions, information exchanges, information conferences, order fairs, technical exchanges and other meetings. As long as a salesman hears about the meeting, he will take samples and promotional materials to attend. Once he met the director of industry and commerce in a certain area at the meeting and got an order of several hundred thousand yuan. (5) Strong alliance. Complementary products can cooperate with other group buying enterprises and enjoy customers. For example, Long Da peanut oil often cooperates with companies that buy drinks, meat products and daily chemical products. And use each other's customers to expand sales. (6) find a group buying broker. There are a group of group buying brokers in the society, and they have good relationship resources. Before giving benefits to holiday units such as the Spring Festival and Mid-Autumn Festival, they must seek the source of goods from the gift merchants, resell them and extract commissions. Some salesmen take the initiative to develop customers' relatives and friends into group buying brokers. (7) Advertising Development Law. During the Mid-Autumn Festival, an enterprise continuously printed a classified short message in newspaper advertisements that "group buying representatives want a 30% commission on holiday gifts", which attracted a group of customers. (8) Understand the special anniversaries of customers such as factory celebrations and store celebrations. A gift dealer collected the anniversary of the opening of important local enterprises, contacted customers before the anniversary, and even helped customers plan the celebration. (9) Cultivate insiders in customer units, so that business personnel can know the demand information of enterprises in time. (10) Log on to the group buying website. There are many group buying websites now, and publishing your product information online can also attract some customers. In addition, government procurement information will also be published online, and government procurement demand information can be queried online. Developing new customers is the eternal theme of sales work. Salespeople must always try their best to find potential customers, just like radar, and follow the awl spirit, go forward bravely and never stop until they succeed.