The corporate philosophy is honesty and trustworthiness, high quality and low price. As long as your goods are good, the price is reasonable and you are sincere, it should be easy to negotiate. To quickly get big customers, you can use the following ten tips: 1. Sufficient preparation for customer visits. Nowadays, once many salesmen find a target customer, they immediately pick up the phone to contact them or turn around and bring the information to visit them. In this way, it is likely that due to preparation Inadequate and rejected by customers, valuable customer resources are wasted. The correct approach is: before making the first call to the customer or visiting the customer, learn as much as possible about various information about the big customer, especially their demand information, and also think about the questions that the other party may ask and what may happen. The more prepared you are about the focus of controversy, the bottom line for concessions, etc., the higher the chance of success. In addition, it is recommended to conduct initial communication and preliminary communication through telephone and other channels before approaching unfamiliar customers, which can greatly improve work efficiency. 2. Become an expert in the products you sell. Big customers are different from ordinary customers and have very high professional requirements. Therefore, whether the sales staff understand the products they are selling, whether they are professional enough, and whether they can give customers confidence is a critical issue. key factors in closing the deal. We are all easy to accept the advice of experts in a certain field, and it is easier to trust what professionals say. Therefore, being an expert on the products you sell is very helpful to promote business. On the contrary, you do not even understand your own products. , how can customers buy with confidence? 3. Create value for customers Assuming that only your company can provide the goods that customers need, do you still need business personnel? Do we still need to develop customers? Of course not. Then customers will naturally come to you for cooperation, because the value you provide to customers is unique. Just like Microsoft, we have almost no choice. Therefore, it is rare to see Microsoft promoting their operating system. But there are not many companies like Microsoft, and we don’t have to demand unique value. As long as we can provide customers with more value using commodities as a carrier, it will be easier to negotiate with big customers. Moreover, only valuable cooperation can be lasting. Don’t think that you can have this big customer for a long time by reaching an initial cooperation or seizing a key person in charge. The only way to achieve long-term cooperation is to continuously create value for the big customer’s organization. You are valuable, important, and even irreplaceable to the big customer organization, so even if you don't maintain key people in charge, you can still own the big customer for a long time. Of course, unless the person in charge is the business owner himself, the maintenance of his personal relationship cannot be relaxed. The key account development method of capturing key decision-making figures in the key account organization is a conventional method that everyone is familiar with and used to, so I won’t go into details here. Providing great value to customers is difficult for business personnel to achieve. This depends on the enterprise organization, a kind of thinking and decision-making at the organizational strategic level, and this is the key to the long-term survival and development of an enterprise. What business personnel can do is to share some valuable industry dynamic information, sales data, marketing suggestions, etc. with large customers on a daily basis. 4. Pay attention to competitors. Why don’t big customers cooperate with you? It’s not that they don’t have needs, but that your competitors meet their needs better, so it’s important to pay attention to your competitors. When we develop large customers, we often regard them as our opponents and put all our efforts here. In fact, what really affects whether we can reach a deal with a large customer is our competitors in the same industry. When we defeat our competitors, we basically have a large customer. Therefore, while we understand the situation of major customers, we must also fully understand the situation of competitors, including their strength, what value they can provide to major customers, what their bottom line is, what their weaknesses are, what their strengths are, etc. What we understand The clearer you are, the greater your certainty of defeating them. This is the so-called knowing yourself and the enemy and you will never be in danger. When we put the relevant data of competitors, the relevant data of big customers and our own data together for comparative analysis, the tactics to capture big customers will naturally emerge. However, it is difficult for a single business person to understand the information of all parties. It is best to use the strength of the organization. 5. Organizational system support. The various strategies and tactics mentioned in this article all involve the organization, because the big customers we have to face are organizational customers. It is obviously weak to deal with it with individual strength. Only the organization's planned intervention and support can Only business personnel can use their strength to complete tasks.

When we develop large customers, we basically have a dedicated person to look after each large customer. However, when one person faces the comprehensive and professional needs of organizational large customers, he often appears to be insufficient. At this time, we can set up a large customer development support center to The company's decision-making leaders and sales managers take the lead, and are composed of full-time key account developers and employees from the sales department and planning department (part-time). If business personnel encounter any problems in the process of developing key accounts, they can seek help from the think tank at any time to resolve difficulties in a timely manner. Improve efficiency and success rates. The center should have a database, including successful cases, successful skills, summaries of experiences and lessons learned, customer data information, support provided by the company, etc. Depending on the industry, the projects in this database will also be different, so that it can provide a lot of information for business personnel. The decision-making basis for thinking and action also accumulates valuable experience and data wealth for the organization. 6. Process decomposition Organizations can break down the various links from finding major customers, intentional contact, further communication, follow-up, transactions, maintenance, etc. For example, a dedicated person is responsible for collecting customer information from the Internet, newspapers, TV and other channels. Because such work is repeated all the time, experience will gradually be accumulated, and the speed and efficiency are very high; while the work of preliminary intentional contact is handled by telemarketers. These people Naturally, we are better at telemarketing skills and can quickly find out the reality of customers. Next, interested customers will be handled by outside salesmen who are good at communicating with customers face-to-face. After reaching the basic cooperation intention, or when customers have professional questions, , professionals who are proficient in the field negotiate with customers about the details of cooperation and further persuasion work. Because this link reflects the value they can bring to customers and dispels their concerns, the more professional they are, the more effective they are; once the order is negotiated, it is handed over to someone who is good at handling it. Dedicated personnel to maintain customer relations. In this way, people with their own strengths can give full play to their strengths, practice makes perfect through repeated work, and efficiency will naturally be greatly improved. Of course, depending on the actual situation, one person can be responsible for 12 links, but not more than 2 links. From a management perspective, doing a job repeatedly will help improve speed and quality, just like the assembly line of industrial production, which can greatly improve productivity. When the order signing rate increases, the income of business personnel will naturally increase. From the perspective of a business owner, process-based operations can avoid the situation of cultivating an excellent salesperson and becoming a salesperson. This is very common in enterprises. The reason is that one salesperson completely masters the operation of each link of the entire process. and skills, and finally hold customer resources in hand. There is an old saying that goes like this: When your skills grow, your temper will grow. At this time, business people who have capital will begin to be dissatisfied with their original treatment. If they are not satisfied, they will inevitably choose to leave the company. If process-based operations are adopted, it will enrich employees' pockets and prevent them from leaving hastily because they are dependent on the company. However, when using process operations, the issues of work distribution and benefit distribution must be handled according to the company's own conditions. Otherwise, the enthusiasm of some people in some links may be discouraged and the entire process will be slowed down. It is also necessary to use a smooth information model and scientific system to make all links It can be seamlessly connected to avoid internal consumption of resources and reduce efficiency. 7. Interactive key account development Then let’s change our thinking: If we become a key customer of a key customer at this time, what will be the result? When the relationship is equal, it will naturally be much easier for customers to negotiate. For example, some companies now attract large customers in the fields of insurance, banking, telecommunications and other fields. You buy our products and we buy your insurance or credit cards, phone cards, etc. as a group. Although such an interactive and mutually beneficial model is effective, it has certain limitations and the scope of the industry is also limited. Let us expand our thinking and achieve mutually beneficial cooperation with target large customers through roundabout ways. The first model is for two customers with different supply and demand commodities: for example, a special steel production company negotiates with its customer, a real estate developer. If you buy XX water control valve from XX company, I will give you a XX% discount. Prices are provided to you for construction special steel. Go back to another big customer, a metal valve factory, and negotiate with them. If you buy our XX tons of special steel, we will guarantee that a real estate developer will buy your XX valves.

In this way, the three parties benefited. Although part of the profit was given to the real estate developer, two transactions were concluded, which was still a good deal. Another model is to target upstream and downstream customers respectively: for example, a timber company negotiates with a wood processing machine manufacturer. If you buy office desks and chairs from my big customer company, I will buy you XX wood processing machines, and in turn negotiate with the big customers who sell office desks and chairs. If you buy our XX meters of wood raw materials, I will guarantee my following customers. Buy you XX pieces of office desks and chairs. This is like a biological chain. If we connect it cleverly, we can gain profits and even create huge profits. 8. Customer recommendation In many industries, the relationship between peers is very close. If you can let existing big customers recommend your products or services to other customers for you, the effect will be far better than our business personnel chasing after you. beat. So, how can we use the customer’s wisdom to help us do this? There are two methods: 1. Let interests serve as leverage. For example, introducing a next customer will bring certain benefits to the customer. The content of this benefit varies depending on the industry. For example, recommending a customer can enjoy the benefits. Recommend some resources to customers, get greater discounts when purchasing products or services, etc.; 2. The most direct and effective way is to establish a good customer relationship with the person in charge, so that it will be much easier to ask them to talk. If the above two conditions are met at the same time, it should not be difficult to let customers become your salesmen. However, customer recommendations only help us open the door to the next customer. After entering, we still have to work hard ourselves. 9. Pay attention to the people around the decision-maker. Although some people close to the decision-maker, such as assistants and secretaries in major client companies, do not have decision-making power, they have strong decision-making influence. Even the key to business success or failure is determined by these people. . These people are close confidants of the decision-maker. The decision-maker will refer to the opinions of these people, offend, belittle, or ignore these people because they feel that they have established a connection with the decision-maker. The result may be that these people become the main reason for the failure of your business. If you make good use of these people, they will become the door openers and guides for your business. We can learn all kinds of information from them and get all kinds of small help. Otherwise, it may cause a lot of small troubles. Although these positive or negative impacts are small, they are related to success or failure. These people are like gears in a clock. A gear cannot push the clock to move, but a gear can stop the clock. 10. Innovation in public relations methods Nowadays, the public relations and maintenance methods of large customers are basically inviting them to dinner, bathing, and playing cards. We spend a lot of money and travel a lot of time, but the customers don’t appreciate it, because everyone does it. As the saying goes, eating dumplings every day doesn’t make them delicious, and even customers are picky among the many offers. , Comparing who is better and who is more generous will not only waste your efforts, but also the customer may think that you don't value him, and if you don't treat him to a meal or drink, you won't even want to do business. I believe that we, the key account developers, feel this dilemma of whether to ask or not to ask. At this time, it is necessary to innovate the key account development model. Marketing is innovating every day, but the development of large customers has always stayed in a relatively low-level and old way. At this time, if we change our thinking and innovate the methods of developing large customers, we can squeeze out the big customers. When opening the door, find the side door that no one uses to achieve your goal. We can broaden our minds and avoid the red ocean competition of developing large customers by not taking the path that others have taken. Due to different industries and businesses, the forms and methods of developing and innovating large customers are also different, but there is one principle that can be followed. Others take the Yangguan Road, but I walk the single-plank bridge. Based on the author's actual experience, here are some innovative methods and ideas for your reference: First of all, necessary communication media, such as eating and entertainment, are still needed, but this is not an important development link. The point is that we use eating and entertainment to A rapport atmosphere to understand customer preferences and needs. First of all, the most urgent need of the customer or his or her organization at the moment is the best way to make a breakthrough. This need may be from various aspects. Sometimes the customer himself does not feel that you can help him, so he will not talk about it. In this case, We need to be good at chatting with customers and letting them open up the conversation. Of course, we also need to guide us, and the important information is there.