第1个回答 2006-12-29
Recommendation type sale
Recommend new customer can sooner with develop business betterly.If do not make use of to recommend a type sale, you will lose 25% latent business.Win the top sale technique of the new business, make use of salesman not.The best method is to pass your existing customer, recommending latent customer toward you.
Recommend the so worthy reason of way lie in:
1,the latent customer is recommend by the person whom you understand.So, you can shorten process of acquaint with the latent customer, and, build up in the comity,acquaintance and the business to relate to foundation of a little bit common, can also be in aid of you alleviate the initial contact in the process of sale understanding the pressure of the stage.
2,recommend the way extension business network.You can pass each latent customer that is recommend, extending you of the relation turn, then make use of this relation network, increase existing business, win new business.
3,recommend a way to lower sale expenses.Pass the claim recommends and follows latent customer, you not only save time, but also lower expenses.Expenses promoted toward an all new object, want to compare to is recommend of the latent customer promote many 600%.Try to give it a bit of thought, increase sale a personnel to carry on promote, the expenses is very high, but makes use of the customer that you own to recommend new customer, the expenses isn't expensive.
4,latent customer been recommend, to recommend a person to bring the increment value.When you follow is recommend of latent customer, win this business, and make at the time that him dulcify, the value that recommended a person can also promote.The reputation that recommends a person get an exaltation, and will usually get the with gratitude of this new customer.
5,recommend the way help to make use of your best sale troops.The pleased customer constitutes your most strong sale troops, their public praise is unique most valid advertisement method.Your will be usually request to provide a concerning the product or the service can believe the proof of sex, but you of the recommendation of the existing customer, can bring the reputation result for get instant results, and seldom need to increase an additional information.
The trust is the solid that purchases decision in a sale situation of typical model, the trust is the initial problem in the latent customer brain, he ask an oneself"can how I know trust this person and this company?"You work very hard;For the sake of the accommodation of the printing data and beauty, you paid a lot of;The product certificate that you return toward latent customer demonstration to suit, put forward a good problem, and careful listen to the answer of[with] problem;All these all for winning a trust.
The Brian Tracy is the top sale training professional in the world, he thinks the establishment trust is to sell process in the square one of the key.He say that together the work of the customer establishment trust, have the whole 40% of sale process, other the work then announces to public the demand of the customer, providing the solution of[with] problem.Recommend the value of[with] way on this kind of meaning easy, that be:Between your together existing customer, and existing customer together of the latent customer recommend, trust the relation exists already.Process of recommend make you together drive recommend of of the latent customer, build up since the trust of[with] a certain degree quickly, this for start sale is an emollient advantage.
Recommend the person's main type
We through see much of many face to the profession sale a personnel to ask for help an advertisement, they all promise to absolutely didn't aim at stranger of the sale visit.In fact, the business enterprise can make this assurance is some more and definitely, they can teach the sale the personnel, how the colleague acquires the latent customer of the recommendation there from the family,friend and business.So, sale personnel can in together each one already have the confabulation of the customer and latent customer, the claim recommends new customer.
So, we can from which outlets acquire the best customer to recommend?The following outlet is well worth try:
1,customer greatly most recommendations all come from satisfied existing customer, so the recommendation of the existing customer is very obvious.Sell the personnel can't usually the periodical(such as every month) ground recommends toward the long-term customer or the customer claim.When the customer likes you enough, would like to continue to do business with you, so very possible, they can and would like to continue toward you to recommend new business.When these customers recommend toward the latent customer, they have already got to be subjected to a benefit how here from you by themselves, so, this latent customer will also incline toward to do business with you very strongly.
2,the friend is big you of friend's turn can become the huge source that recommends new business.The refore important BE, your close friend wants to understand your business and it brought your existing customer what value.When the friend also understands your ideal customer or customer what kind of should, they can even look for for you with recommend suitable latent customer.
3,the customer of the rival is big this is usually neglect, but those people whom now didn't do business with us, usually can recommend some customers with latent terrific values.
4,supplier greatly and together the supplier keep a firm and reliable relation, can bring a great deal of business of recommendation, being same business enterprise of type at the customer of the supplier and our both parties especially, but providing at both of the service have no under related circumstance, is more such.
5,the family member's the greater selfses is in the middle many persons who swear and do not chase the business and the family 搅 together, would not like to pass a family a member to recommend business.But, those persons who have already derived much benefit from the family the member recommend business, but very the clear manner ground invitation family the member recommends the worth places that the business stands together to follow namely.
Key link
Such as front say, we know each other of person-BE a business in spite of the relation is medium, be still business relation outside of the persons all can recommend worthy and latent customer for us.However, these people impossibly look for the name and the telephone number of the qualified and latent customer for us all day long.So how do we acquire these informations?We need to open mouth to request these informations!Too simple?Really BE, but open mouth a request how?
How open mouth to request to recommend business, is a key link that sells process.And see this kind of method:"Can your understanding be subjected to the person of the benefit from our service?"We gave to recommend a person to limit"understanding" and"incognizant" of choice, this for recommended a person to provide 50% opportunity answer"incognizant".
For increasing our successful opportunity, first, we need to help to recommend a person a station to start manage agreeable way of thinking at the angle of the oneself;Secondly, we need to be from the choice of"BE/ is not", the choice that transfers to"BE/ BE" come up.This more concrete method more and once:"Which businesses your office have to be subjected to a benefit from our service?"Perhaps:"Have in your neighbor which persons to would be subjected to a benefit from the specialized service choose by you?"Pass to concretely lift to ask more, we since in aid of recommend person's concentration to pay attention to in some can raise us to acquire an and two opportunities that is recommend latent customer name again on the other hand.
Together satisfied you of customer exchanges, can try this method:"We all of much new business is come from elephant you similar do business with us of person.Which friends you have to be subjected to a benefit from it?"Can enhance the value that we bring existing customer, and open the opportunity front door that the non- rival recommends new business so.Under the circumstance that customer/customer cooperate with us to see as a kind of competitive advantage, this kind of method has value specially.
The business contact
Recommend the key factor that the business follows aspect, be contact in time with the first time business contact method.Contact in time very important.Recommending a person usually will notify to be recommend a person, having already made him tell we/her name, we follow of time is more late, this business opportunity will downplay more.Time that we follow is too late, may be comprehend for the opportunity of our inattentive this new business, perhaps we lack organization, this both all will injure we are recommend together of the latent customer cooperate of possibility.Time that the first impression keep on is very long, so we need to be follow quickly, making use of an opportunity of recommend the business professionally and well.
Follow equal together and in time important is the method of the first time business contact.We usually can't make sure recommendation a person and be recommend the relation of the person's to come to a what extent.For making up this information blemish, we the method that need to be made the first time business contact is valid possibly.
If pass by what plan consider in advance perhaps, we may say:"The Joe Jones says I should make a phone call for you."The latent customer increment burden make is recommend so, think you are in the detective him.In fact, this latent customer may put forward some problem beginnings a conversation, and this conversation may together what we hope is clearly contrary.
Please try this method:"The Joe Jones calls me make a phone call to you, I promise him to say my meeting."Today, anyone as long as keep promise, will be subjected to a good evaluation.Therefore pass this method, we start talk to create aggressive atmosphere for the together latent customer.This engagement that can let us correspond a meeting directly, put forward a good problem toward the latent customer, understand his condition and the need.
End, win more recommendation business, there are some concrete techniques.These techniques include:See everybody whom you meet to make a latent new business to recommend a person;For you of the sale troops establish the policy of the business recommendation;The employee who guides you adopts a valid step, winning more recommendation business;Set up to win excellent typical model of recommend the business with study.
The business recommends a way with low in other sale method 1/5 of cost, acquire 10 times profitses.But our no one attain in this aspect the best.So, is what baffling your exaltation recommend business quantity?本回答被提问者采纳