We are doing sales work, 06 years have passed, and yesterday’s hard work and sorrow have been forgotten. In the face of the higher tasks and competitive white market in 2007, it is to increase new customers to share new tasks or to open new customers to kick off old customers. Operating the market? What new feelings will we have when we are running around the clock? Perhaps some are waiting for the joy of the year-end award, maybe some are preparing to change jobs, and perhaps more are to speculate on how to complete the task of 2007, in fact, I am no exception. In my spare time, I prefer to enjoy the films and TV series of Jet Li and Donnie Yen. The three-section sticks of the prestige give me a lot of marketing ideas.
The three-section stick belongs to a kind of martial arts soft ring. The middle is connected by a hoop. It is also called a three-section whip. It is energy-saving for the festival, and the three sections are interchangeable. Both offensive and defensive, both long and short, can be both long and short. The stick method has flaws, sweeps, and squats. , hit, poke, twist, grid and a variety of dance flowers, etc., very rich. And it is flexible and easy to move, difficult to prevent, soft and hard, and changeable, and so on. The action is fierce and agile, and the momentum is compelling. If I use his method of operation in the marketing network, I believe that we will have unexpected gains in 2007.
We must adjust the network according to the company's program requirements, and regard the first-tier merchants, the second batch of merchants, the small three batches and the terminal households in the network as "three-section sticks". The details between the three are "iron rings", which are adjusted in the network. In the process, it is necessary to determine the good area for the dealers and the second batch of merchants, and determine the good selling price for each level. The price difference must be arranged and the assessment should be strictly implemented. Just like practicing the three-section stick, this is a long-term work. Sales personnel at all levels must persevere in guiding and supporting the work, instead of adding new customers or opening new households to open old households. I have nothing to do with how he manages and develops. If he fails to complete the task, he will complain that the customer's concept is old, no idea, no money, etc., and does not make good use of customers at all levels.
First, the leading guarantee
The first-class merchant of the network is equivalent to one end of the three-section stick. It can carry the movements of the other two sections. It is to ensure that the tasks, funds and operational capabilities assigned by the company in 2007 can be carried out from the leader, and the dealers with high recognition serve as the first-level customers. Most of the existing customers who cooperate on this level are qualified. Due to the long cooperation time and the stable relationship, it is not necessary to easily add new customers or open new ones to play the old households. You can adjust from the following aspects:
1. The company is not the same as your customer. The customer is not the same as the company that can carry you. Generally speaking, the company must develop faster than the customer. As a customer, the company must first look at the company to increase new customers or shrink. Site or product separation. Therefore, for dealers whose current financial strength and network capabilities cannot keep up with the company's development, they must first do ideological work, then add new customers or narrow down the site or sub-products, and have already searched for new customers to replace them and decompose the tasks of 2007.
2. For those dealers who have never agreed with the company's operation ideas and have poor cooperation, they will take a small area or downgrade, or add new customers to replace them, so that the region in 2007 must be able to revitalize.
3. After adding new customers or narrowing down the original customers' sites, the business areas must be strictly defined, the market basic work should be solidified, the prices and spreads should be controlled, and a fine account should be calculated for the customers to let the customers know their development direction. An action can make the customer more relaxed than the original, keep up with the company's ideas and make substantial changes every step of the way, can make more money.
Second, the middle key
The middle section of the three-section stick is very important. It can carry on and off. When the dancers kill the enemy, the other two sections are exquisite and exquisite, flexible and easy to prevent. The same is true for the second batch of merchants in the network. How to use the second batch of merchants to establish a good relationship with a group of companies and to make the second batch of firms stronger and bigger as the focus of the network and tasks, what kind of customers are qualified for us. The customer must first figure it out. I think every company will have a clear explanation:
1. Must be a customer who can radiate a certain terminal;
2, agree with the company's operating ideas, not a customer who is sitting on the market and has a strong vision of the company's development;
3, the general wholesaler's necessary funds, capacity, warehousing and other hardware, in accordance with this standard, to measure your existing two batches of customers. If there are 60 existing customers in the second batch, it is conservatively estimated that more than half of them are not up to standard. If you visit again, you will find that it is more important to sell less products and less profit. Among them, 6 second-tier merchants sold more than 40,000 products last month, which can be framed. The normal price difference of 0.5-1 yuan per product plus quarterly rebate, the monthly profit of each customer is 20,000-40000 yuan. The funds are only 100,000, and the ratio of input to output is relatively high. Therefore, the degree of cooperation is relatively high, the promotion of new products is more active, and the return is more active. And those who sell less than 3,000 products per month, and the second batch with a monthly profit of less than 3,000 yuan, at least you want to be loyal to him is simply a fantasy. Compared with the other two batches, you found the same layout and operation progress. Most of the places did not form a situation like the two batches. I think the main idea is and the implementation:
A. For the second batch, only pay attention to "life" and not "health": the salesman's thoughts and actions stay on the phenomenon of "experience and inertia". The company said that it would open a family and make regular or irregular calls after the opening. Or if you place an order in person, it is very 0K. As for whether he sells well or not, it is a matter of market. The product is not easy to sell. It is a company's business. I don't know that there is a more important step: we are not selling products. Is selling the service, "help him to get him on the way, the way to be a horse." General new customers are not familiar with your company, your products, and your market operations. As a business, you must help him familiar with the company's operations, how to master the company's policies, how to fight for terminal orders, how to network downstream, etc., to ensure his sales monthly. Under the premise of increasing, your service frequency can be slowly decremented until he can obtain the order and recognize the operation of our company. Your service frequency can be adjusted to the normal level and the next point. Can you cultivate a qualified customer? The meaning depends on the initial cooperation of three months to six months.
B. In order to complete the task and complete the task, we have not created an external environment for the survival and development of the second batch. The goods are full of streets and flying around. A region with an unclear price system and continuous rushing is never able to establish the second batch. Business, your second batch of an important factor in the long-term development may not have dealt with the problem of the wholesale market to release goods, dumping goods, wholesale market customers, meager profit or even unprofitable distribution of goods, seriously damaging some of the second batch of Enthusiasm, in this respect, Wahaha company has done a good job. The company has set a reasonable price difference for all levels of customers. It is not allowed to release the goods to the wholesale market in the country, and it is not allowed to release goods to the wholesale market, and severely crack down on low-priced goods, so it operates Wahaha customers. The enthusiasm is relatively high. How are we doing this? Only your company and you know.
C. Remember, there is always a “profit†between the customer and the company. Therefore, it is necessary to implement the degree of service and service awareness of the company policy. Any customer who cooperates with the company is more convinced of your responsible business. A phenomenon is worthy of attention, reflecting that the troubled inventory is not handled in time, the salesman who has not seen our salesman for several months, and the products that have not been repaid for several months are generally problem customers and problem salesmen, and don’t forget you. Do you often visit customers?
D. The flexible movement of the three-section stick has its scientific nature. Therefore, we must have a scientific development concept and a persevering attitude. Everything has a different stage of development. From small to large, I said that the monthly sales are less than 3,000 pieces. It is not a qualified customer, it does not have loyalty, it is aimed at a relatively mature market with sufficient consumption power. Like a remote rural area, 1000 pieces of monthly sales are regarded as big customers. You must categorize him as not supporting and nurturing customers. Obviously unreasonable, even if it is the second batch of 500 pieces per month, you have to cultivate him into a big customer, you know that 40,000 pieces may start from 50 pieces. Therefore, it is necessary to take the network to be the only martial arts, what is the secret, look at Huo Yuanjia’s mystery boxing, that is, persevere, simple moves to the extreme is the trick, "water is impermanent, soldiers are not normal" network work will also persist for a long time, Adjustments will not happen once in the world. Therefore, in addition to the above three points, we must have an idea in the network work. "I have not done enough, and then I will succeed if I persist." Successful people tend to be half a step faster than others. Only.
Third, the chassis is bigger
There is no segment of the three-section stick itself, but if we temporarily call one of the heads, then the other one is the dragon tail, just like the network as many outlet sales outlets:
1. Nowadays, there are modern tools for basic sales, so you only need to take a moment to classify your regional customers and terminal outlets into your modern tools. You need to understand customers like “cellsâ€. And the customer's current environment.
2. Incorporate the original natural sales point into the direct control, and tilt the certain policy for vertical management. According to the 28th law, ensure that 20% of the terminal outlets that can generate 80% of sales are firmly in control.
3. Implement special personnel to increase the depth of development of places suitable for product sales;
4. Refining the batch and small batches of networks, and enhancing the radiation that the manpower cannot follow the terminal points on a daily basis. Only by really making the chassis bigger, let the products really digest quickly, every "iron ring" is moving, the upstream wholesale can be stronger, and the sales can be bigger.
Later, doing market sales is like practicing a three-section stick. As long as you master the rules of operation, and then practice one by one, one by one, and then comprehensively improve, with sudden, coherent, stable and lively There is a change in the work. Ok! Now how do you want to change?
Milky Way Jewelry Limited , http://www.joyajewellry.com