Outer pioneering marketing talk 拓 拓 外 marketing words. If you want high performance, your mouth is indispensable. When we want to sell their products to others as a sales, what should we do? No matter which industry's sales have certain skills, the following is the reference of external marketing talks 外 外 marketing talks 1 1. Exploration precautions 1. Find target shops and customer bases quality. 2. Think about how to recommend in a certain industry. 3. Say hello or recommendation with customers at the right time. 4. Be sure to keep a smile for the customer's intimacy and not be rejected. 5. Self -confidence, generous, and clearly leave a good impression on customers. . Basic techniques of external extension 1. Methods close to customers: Is when entering the door (meeting), "Hello, bother, I'm from XXXX4S Auto Sales Service Co., Ltd., we The new XXX has just been launched, and the price -performance ratio and evaluation are very high. If you want to give you a brief introduction, can you see it? "Customers generally will not say" no ". Next, we will introduce and inquire with our products. What is his intention, recommending our car for his industries and economic strength. or in other words: "Boss (or sir, lady) I am a sales consultant of XXXX. In order to further let you understand our company's current products, the company specially sent me to serve you as well as a well -known boss. Can you delay you for a few minutes? "Open the topic and visit. 2. The customer's response price is high: "Your car is too expensive, people’s cars are much cheaper than yours!" Customers think that the price of the car is high, often because the reference is not selected, Because "high price" is relative. Let the client talk first, and see what he thinks of our "high price" is to compare with which brand of cars. If the customer uses our big brand and the car of the small brand, it should be explained to the customer. The price cannot be compared, because the popularity of the brand and market positioning are different. M detailed comparison of the various advantages and disadvantages of the company's products and competing products, use data (C-NCAP test, etc.), certificates and other intuitive ways, from the aspects of the company's conditions and product positioning, quality and other aspects to Customer description. Tell customers that behind our price products, there is a complete service system that is better than competitors, and it is also an important guarantee for later use and maintenance.
Note: Do not deliberately attack competing products: Do not intend to attack competing products in order to explain that our products are good. This can easily cause customers' resentment. Be sure to persuade customers with data and facts. . When the customer declare it, "We have no money, we can't afford your car." Meely distinguish the real purpose of the customer's words, and then deal with it separately. (1) For customers who have no money, we can only do publicity. (2) For customers who have no money, they will be tapped by the side to estimate their capital strength and profits; and then introduce the feelings of other buyers' use (driving) feelings to customers; finally, we must emphasize rare distribution opportunities. . Customers If you say "Let's take a look before" , you can say: "Okay, since you can see you first in our exhibition hall, so you know more intuitive, and you know Is it true to you? Do you have time tomorrow? Good opportunities are not waiting for people, you must grasp it. " . If the customer says" for the time being " r r r r r r N can be said: "It doesn't matter. I didn't plan to buy it when I bought a car in the past. At that time, I just said on the street. Many people drove it, but they did not start the idea after the test drive.计划改不上变化，如果您试驾过后不是不考虑的话，那么以后您也不全后悔。rn 六、如何让客户留电话rn 1、直接索要。在让客户留电话时， We want to pass a message to him: we leave the phone to better pass information to the customer, not to disturb him. . Interests of interests. Gift gifts, scan a QR code, add a WeChat to WeChat It can also be! Tell customers the benefits of our customers to do activities, help him introduce customers, and establish cooperative relationships. . Do not force it. If the above aspects are performed, the customer intention is not at all, then then there is no at all, then then there is no at all, then then there is no at all, then then there is no at all, then then there is no at all, then then there is no at all, then then the customer's intention is not at all. Then then Don't ask for it anymore, otherwise it will cause the client's disgust. In external extension marketing talk 2 Outward preparation The current outlets are facing heavy assessment indicators. In the middle of the year, "Spring Flowing and Summer Section Winning Autumn Harvest", the end of the year is "the battle to end well". The growth method of its growth mainly depends on the accumulation of time, and we cannot expect the "blowout" drive. Therefore, the person in charge of the outlets should analyze the surrounding environment, formulate a marketing plan for area development, and carry out work according to local conditions. The terrain, reconnaissance understands the time, number of people, and weapons and equipment that the enemy passes, and then occupy the favorable terrain, attack it, and unintentional.
Lead 3 employees to set up stalls at the entrance of the community to explain the promotion of "large deposit orders". There is only one import and export in the community. Occasionally, some people discuss the X show racks: "It's not the same as our products. "After half a day, the effect is extremely unsatisfactory. Reason analysis: 1. There is only one import and export in this community, which shows that the area of the community is not large; It is a peer. Sure enough, it was originally a employee community built by Bank B itself. The community is not large, and it is also a peer. Here is the effect of promoting the "large deposit list". The effect can be imagined. The urban area branch C began to have only 11 employees. During the opening of the doorkeeper, President C commissioned an intermediary agency to send 20,000 copies of publicity pages and hung 6 banners in the nearby community. Exports to set up a stall for consultation activities. The average daily increase of savings deposits ofc outlets increased by more than 70 million yuan, which has achieved significant results. 1. The area should be investigated, and the market should investigate Essence "Carrying out zone investigation work is the basic work of the development of the area, which can effectively save resources, improve the development efficiency and sales success rate of the area, and avoid blind development. Do a good job of area investigation and market research. Start on this aspect: C understanding the overall situation within the area of the outlets, including basic data such as enterprises, merchants, communities, etc., and determine key target customers, potential customers, competitors, partners, etc. Basic information obtained by the obtained area, according to the comprehensive conditions such as different types, asset quality, and financial needs of the customer, and directly realize the precise marketing of the product through telephone agreement and door -to -door visit. The person in charge of the outlets should reasonably formulate external marketing plans based on the actual situation faced by the outlets, combined with the relevant instructions of the superior department. The tents, banners, folds, posters, folding tables and chairs, small gifts, etc. of the propaganda logo, the overall publicity plan, do not fight without preparation. The sales of financial products require a wide range of connections, and human sea tactics are essential. The outer pioneering location must be carefully selected. If it is a stall -like consulting service, on the one hand, don't be too far away from the outlets. On the other hand A large place (such as the downturn, vegetable farm, square, community, station, etc.). This is convenient for customers to come to the door and conduct secondary marketing and cross -selling. Sensitive positions must apply for reporting with district urban management bureaus, community property, owners, etc. , Avoid the establishment of tents and other conditions. 2.3 Evaluation of the event, encourage advanced, encourage innovation The employees with the largest number of successful extensions and the highest asset amounts in a regular basis. Commendation. 3. The equipment should be excellent, the materials should be prepared This should check whether the appliance is intact before the external extension, whether the poster is neat, whether the information is sufficient, do not hold the Buddha's feet temporarily. In addition, you can engrave a rubber stamp There are information on the name of the outlet, address, contact phone number, etc. above, stamped on the promotional page and convenient service card, which is convenient for customers to find the outlets nearby and handle related business. . The personnel need to be trained. The explanation needs to be in place The bank managers know that there is no trick for marketing. In short, it is "to say the benefits and the disadvantages." The financial performance of the next represents the image of the bank. Therefore, the person in charge of the outlets should require employees to use easy -to -understand language to transmit financial knowledge to reflect relevant professional services to stimulate customers' resonance. It attaches great importance to the first impression. Because of this, before the outlets, the employees who participated in the exterior should conduct appropriate training to participate in the employees, prepare a certain marketing talk, so that the live "live broadcast" was wonderful, thereby improving customers and promoting the development of personal financial business. For example, this event is The category of promoting deposit products is the core, and the person in charge of the outlets must require participants to remember the relevant content. There must be drills in advance, standardized marketing, and civilized etiquette. The organization and execution of external pioneering marketing talked The foreign development activities can be roughly divided into two categories: precision marketing and non -precise marketing. The former can be divided into three types of channels: first, enterprise, enterprise The development of channels (groups, companies, schools, hospitals, etc.); second, the development of customers (centralized markets, industrial parks, etc.) customers; third, the development of community channels (communities, villages) customers. The latter can be summarized as the streets and lanes. 1. Precision marketing captures "different" Cuctile marketing can capture different timing according to different units and configure different products. If you enter the company's foreign extension, you can seize the time before the festival, the bonus and the pre -salary. Mainly; In walking into the mall to extend, you can seize the opportunity of holiday consumption, giving gifts, increase cooperation with local well -known local malls, and carry out promotional activities such as spikes, lottery, group purchase, points for points, and products. The configuration is mainly credit card, consumption installment, electronic banking, investment wealth management, POS machine, etc.;
In entering the real estate extension, you can grasp the peak period of watching and buying a house on holidays, with the help of developers and properties The power of the management company, through the return visits, resident points, etc., the product configuration is mainly based on housing loans, non -housing loans, home improvement installments, parking space loans, parking space installments, credit cards, electronic banks, wealth management products, precious metals, etc. 2. Non -precise marketing to win the "trust" AD outlets for non -precise external publicity, in order to try to improve the trust of customers and lay a good foundation for business development. Under the premise of the weather conditions permit, the person in charge of the outlets shall require participants to wear and wear a number card to present the good professional image of bank employees. It people once said: "Trust is to believe and dare to entrust." Now, there are more scammers in the society, and bank practitioners flow faster. In order to dispel customers' concerns, the outlets can shoot the door of the business institution in advance, the door card, the consultation telephone, the collective photo of the employee, etc., make a video of the synthetic PPT or use the "Enterprise Show" and other software to make a video. Playing on the upper cycle allows customers to trust, and it is easy to find outlets (personnel) to handle related businesses, so that students will become mature customers. 3. Adaptation of local conditions and random strain The purpose of going out is to be explained widely. This requires the outlets to enrich publicity materials and expand its own brand advantages. Therefore, the person in charge of the outlets should organize employees to exert subjective initiative, interspersate publicity of financial knowledge and anti -fraud knowledge, and remind everyone through a series of cases: buy clothes and choose brand names, and to choose a personal financial business to choose a reliable bank. The military method: "The soldiers are not constant, and the water is impermanent." Managers can guide employees to adopt different words according to different occasions. Taking the community stalls as an example, the design of the opening white should meet the needs of the environment. References: "Hello, we are the staff of D Bank D Sub -branch. Today, we will do a customer satisfaction survey in our community. I wonder if you can delay you for one minute?" extend the topic: "I wonder if you have done business in our bank before?" If the answer is "Yes" , then ask customers to talk about the service experience. If the customer feels poor service, it is necessary to apologize and explain that the purpose of the survey today is to improve the quality of customer service; if the customer feels good service, you can ask which business is mainly handled, and take the opportunity to recommend the recent main products or extend other topics. If the answer is "No" , then ask about what banks generally do business, choose the main reasons and types of other banks, and see if there are better alternatives in bank D. The topic can be transferred from the product type to the additional services and activities that the bank can provide to customers, attracting their attention. The external extension results should be implemented The marketing does not track, which is equal to a empty. After external extension, information feedback, invitation return visits, hall linkage, activity review, results display, experience sharing, etc. For example, a generation of salary households asked all the staff to enjoy the SMS reminder service for free. The outlets could not agree for a while, and they would immediately report this request of customers to the superior department and give them a satisfactory answer as soon as possible. At the same time, the person in charge of the outlets should organize employees to review the activities and summarize the loss of defeat.
Outer pioneering marketing talk
拓 拓 外 marketing words. If you want high performance, your mouth is indispensable. When we want to sell their products to others as a sales, what should we do? No matter which industry's sales have certain skills, the following is the reference of external marketing talks
外 外 marketing talks 1 1. Exploration precautions
1. Find target shops and customer bases quality.
2. Think about how to recommend in a certain industry.
3. Say hello or recommendation with customers at the right time.
4. Be sure to keep a smile for the customer's intimacy and not be rejected.
5. Self -confidence, generous, and clearly leave a good impression on customers.
. Basic techniques of external extension
1. Methods close to customers:
Is when entering the door (meeting), "Hello, bother, I'm from XXXX4S Auto Sales Service Co., Ltd., we The new XXX has just been launched, and the price -performance ratio and evaluation are very high. If you want to give you a brief introduction, can you see it? "Customers generally will not say" no ". Next, we will introduce and inquire with our products. What is his intention, recommending our car for his industries and economic strength.
or in other words: "Boss (or sir, lady) I am a sales consultant of XXXX. In order to further let you understand our company's current products, the company specially sent me to serve you as well as a well -known boss. Can you delay you for a few minutes? "Open the topic and visit.
2. The customer's response price is high:
"Your car is too expensive, people’s cars are much cheaper than yours!" Customers think that the price of the car is high, often because the reference is not selected, Because "high price" is relative. Let the client talk first, and see what he thinks of our "high price" is to compare with which brand of cars. If the customer uses our big brand and the car of the small brand, it should be explained to the customer. The price cannot be compared, because the popularity of the brand and market positioning are different.
M detailed comparison of the various advantages and disadvantages of the company's products and competing products, use data (C-NCAP test, etc.), certificates and other intuitive ways, from the aspects of the company's conditions and product positioning, quality and other aspects to Customer description. Tell customers that behind our price products, there is a complete service system that is better than competitors, and it is also an important guarantee for later use and maintenance.
Note: Do not deliberately attack competing products: Do not intend to attack competing products in order to explain that our products are good. This can easily cause customers' resentment. Be sure to persuade customers with data and facts.
. When the customer declare it,
"We have no money, we can't afford your car."
Meely distinguish the real purpose of the customer's words, and then deal with it separately.
(1) For customers who have no money, we can only do publicity.
(2) For customers who have no money, they will be tapped by the side to estimate their capital strength and profits; and then introduce the feelings of other buyers' use (driving) feelings to customers; finally, we must emphasize rare distribution opportunities.
. Customers If you say "Let's take a look before"
, you can say: "Okay, since you can see you first in our exhibition hall, so you know more intuitive, and you know Is it true to you? Do you have time tomorrow? Good opportunities are not waiting for people, you must grasp it. "
. If the customer says" for the time being " r r r r r r N can be said: "It doesn't matter. I didn't plan to buy it when I bought a car in the past. At that time, I just said on the street. Many people drove it, but they did not start the idea after the test drive.计划改不上变化，如果您试驾过后不是不考虑的话，那么以后您也不全后悔。rn 六、如何让客户留电话rn 1、直接索要。在让客户留电话时， We want to pass a message to him: we leave the phone to better pass information to the customer, not to disturb him.
. Interests of interests. Gift gifts, scan a QR code, add a WeChat to WeChat It can also be! Tell customers the benefits of our customers to do activities, help him introduce customers, and establish cooperative relationships.
. Do not force it. If the above aspects are performed, the customer intention is not at all, then then there is no at all, then then there is no at all, then then there is no at all, then then there is no at all, then then there is no at all, then then there is no at all, then then the customer's intention is not at all. Then then Don't ask for it anymore, otherwise it will cause the client's disgust.
In external extension marketing talk 2 Outward preparation
The current outlets are facing heavy assessment indicators. In the middle of the year, "Spring Flowing and Summer Section Winning Autumn Harvest", the end of the year is "the battle to end well". The growth method of its growth mainly depends on the accumulation of time, and we cannot expect the "blowout" drive.
Therefore, the person in charge of the outlets should analyze the surrounding environment, formulate a marketing plan for area development, and carry out work according to local conditions. The terrain, reconnaissance understands the time, number of people, and weapons and equipment that the enemy passes, and then occupy the favorable terrain, attack it, and unintentional.
Lead 3 employees to set up stalls at the entrance of the community to explain the promotion of "large deposit orders". There is only one import and export in the community. Occasionally, some people discuss the X show racks: "It's not the same as our products. "After half a day, the effect is extremely unsatisfactory.
Reason analysis:
1. There is only one import and export in this community, which shows that the area of the community is not large; It is a peer.
Sure enough, it was originally a employee community built by Bank B itself. The community is not large, and it is also a peer. Here is the effect of promoting the "large deposit list". The effect can be imagined.
The urban area branch C began to have only 11 employees. During the opening of the doorkeeper, President C commissioned an intermediary agency to send 20,000 copies of publicity pages and hung 6 banners in the nearby community. Exports to set up a stall for consultation activities. The average daily increase of savings deposits ofc outlets increased by more than 70 million yuan, which has achieved significant results.
1. The area should be investigated, and the market should investigate
Essence "Carrying out zone investigation work is the basic work of the development of the area, which can effectively save resources, improve the development efficiency and sales success rate of the area, and avoid blind development. Do a good job of area investigation and market research. Start on this aspect:
C understanding the overall situation within the area of the outlets, including basic data such as enterprises, merchants, communities, etc., and determine key target customers, potential customers, competitors, partners, etc. Basic information obtained by the obtained area, according to the comprehensive conditions such as different types, asset quality, and financial needs of the customer, and directly realize the precise marketing of the product through telephone agreement and door -to -door visit.
The person in charge of the outlets should reasonably formulate external marketing plans based on the actual situation faced by the outlets, combined with the relevant instructions of the superior department. The tents, banners, folds, posters, folding tables and chairs, small gifts, etc. of the propaganda logo, the overall publicity plan, do not fight without preparation. The sales of financial products require a wide range of connections, and human sea tactics are essential. The outer pioneering location must be carefully selected. If it is a stall -like consulting service, on the one hand, don't be too far away from the outlets. On the other hand A large place (such as the downturn, vegetable farm, square, community, station, etc.). This is convenient for customers to come to the door and conduct secondary marketing and cross -selling. Sensitive positions must apply for reporting with district urban management bureaus, community property, owners, etc. , Avoid the establishment of tents and other conditions.
2.3 Evaluation of the event, encourage advanced, encourage innovation
The employees with the largest number of successful extensions and the highest asset amounts in a regular basis. Commendation.
3. The equipment should be excellent, the materials should be prepared
This should check whether the appliance is intact before the external extension, whether the poster is neat, whether the information is sufficient, do not hold the Buddha's feet temporarily. In addition, you can engrave a rubber stamp There are information on the name of the outlet, address, contact phone number, etc. above, stamped on the promotional page and convenient service card, which is convenient for customers to find the outlets nearby and handle related business.
. The personnel need to be trained. The explanation needs to be in place
The bank managers know that there is no trick for marketing. In short, it is "to say the benefits and the disadvantages." The financial performance of the next represents the image of the bank. Therefore, the person in charge of the outlets should require employees to use easy -to -understand language to transmit financial knowledge to reflect relevant professional services to stimulate customers' resonance. It attaches great importance to the first impression. Because of this, before the outlets, the employees who participated in the exterior should conduct appropriate training to participate in the employees, prepare a certain marketing talk, so that the live "live broadcast" was wonderful, thereby improving customers and promoting the development of personal financial business. For example, this event is The category of promoting deposit products is the core, and the person in charge of the outlets must require participants to remember the relevant content. There must be drills in advance, standardized marketing, and civilized etiquette.
The organization and execution of external pioneering marketing talked
The foreign development activities can be roughly divided into two categories: precision marketing and non -precise marketing. The former can be divided into three types of channels: first, enterprise, enterprise The development of channels (groups, companies, schools, hospitals, etc.); second, the development of customers (centralized markets, industrial parks, etc.) customers; third, the development of community channels (communities, villages) customers. The latter can be summarized as the streets and lanes.
1. Precision marketing captures "different"
Cuctile marketing can capture different timing according to different units and configure different products. If you enter the company's foreign extension, you can seize the time before the festival, the bonus and the pre -salary. Mainly;
In walking into the mall to extend, you can seize the opportunity of holiday consumption, giving gifts, increase cooperation with local well -known local malls, and carry out promotional activities such as spikes, lottery, group purchase, points for points, and products. The configuration is mainly credit card, consumption installment, electronic banking, investment wealth management, POS machine, etc.;
In entering the real estate extension, you can grasp the peak period of watching and buying a house on holidays, with the help of developers and properties The power of the management company, through the return visits, resident points, etc., the product configuration is mainly based on housing loans, non -housing loans, home improvement installments, parking space loans, parking space installments, credit cards, electronic banks, wealth management products, precious metals, etc.
2. Non -precise marketing to win the "trust"
AD outlets for non -precise external publicity, in order to try to improve the trust of customers and lay a good foundation for business development. Under the premise of the weather conditions permit, the person in charge of the outlets shall require participants to wear and wear a number card to present the good professional image of bank employees.
It people once said: "Trust is to believe and dare to entrust." Now, there are more scammers in the society, and bank practitioners flow faster. In order to dispel customers' concerns, the outlets can shoot the door of the business institution in advance, the door card, the consultation telephone, the collective photo of the employee, etc., make a video of the synthetic PPT or use the "Enterprise Show" and other software to make a video. Playing on the upper cycle allows customers to trust, and it is easy to find outlets (personnel) to handle related businesses, so that students will become mature customers.
3. Adaptation of local conditions and random strain
The purpose of going out is to be explained widely. This requires the outlets to enrich publicity materials and expand its own brand advantages. Therefore, the person in charge of the outlets should organize employees to exert subjective initiative, interspersate publicity of financial knowledge and anti -fraud knowledge, and remind everyone through a series of cases: buy clothes and choose brand names, and to choose a personal financial business to choose a reliable bank.
The military method: "The soldiers are not constant, and the water is impermanent." Managers can guide employees to adopt different words according to different occasions. Taking the community stalls as an example, the design of the opening white should meet the needs of the environment.
References:
"Hello, we are the staff of D Bank D Sub -branch. Today, we will do a customer satisfaction survey in our community. I wonder if you can delay you for one minute?"
extend the topic: "I wonder if you have done business in our bank before?"
If the answer is "Yes"
, then ask customers to talk about the service experience. If the customer feels poor service, it is necessary to apologize and explain that the purpose of the survey today is to improve the quality of customer service; if the customer feels good service, you can ask which business is mainly handled, and take the opportunity to recommend the recent main products or extend other topics.
If the answer is "No"
, then ask about what banks generally do business, choose the main reasons and types of other banks, and see if there are better alternatives in bank D. The topic can be transferred from the product type to the additional services and activities that the bank can provide to customers, attracting their attention.
The external extension results should be implemented
The marketing does not track, which is equal to a empty. After external extension, information feedback, invitation return visits, hall linkage, activity review, results display, experience sharing, etc. For example, a generation of salary households asked all the staff to enjoy the SMS reminder service for free. The outlets could not agree for a while, and they would immediately report this request of customers to the superior department and give them a satisfactory answer as soon as possible. At the same time, the person in charge of the outlets should organize employees to review the activities and summarize the loss of defeat.