The preface is like the title of a book or a newspaper. If used properly, it can immediately arouse people's curiosity and find out. On the contrary, it will make people feel boring and don't want to continue listening.
Let's give a few wrong examples:
Example 1:
Telephone communication with customers for the first time: "Hello, Mr. Chen, I'm Zhang Ming from the marketing department of * * * Company. The company has been established for more than five years and has cooperated with * * * * for many years. I wonder if you have heard of our company? "
Error point:
1. The salesman didn't explain why he called and what benefits it would bring to the customer.
2. Customers don't care how long your company has been established, who you cooperate with or whether you have heard of your company.
Don't focus on issues that customers don't care about in the opening remarks. Maybe we have some similar problems in practice, which may not be so serious. )
Example 2:
Salesperson: "Hello, Mr. Chen, I'm Zhang Ming from the marketing department of * * * *, and we specialize in providing * * * * * *. What company's products are you using now? "
Error point:
1. The salesman didn't explain why he called and what benefits it would bring to the customer.
2. Asking questions before mentioning the benefits to customers will make people feel defensive immediately.
Example 3:
Salesperson: "Hello, Mr. Chen, this is Zhang Ming from the marketing department of * * * Company. I sent you some CDs/materials a few days ago. I don't know if you received it? "
Error point:
1. The same question doesn't explain why you called and what benefits it will bring to customers.
2. Usually everyone is very busy, even if they receive the information, they may not read it. Give them a chance to answer, "I didn't receive it.
(Information and products should be clearly stated)
Example 4:
Salesperson: "Hello, Mr. Chen, this is Zhang Ming from the marketing department of * * *, and our company provides professional * * * services. I wonder if you are free now. I'd like to spend some time discussing/introducing with you?
Error point:
1, directly mentioned the product itself, but did not say what benefits it would have for customers.
Don't ask the customer if he is free, just ask the time.
Here I'll give you a very apt example. When we are with friends today, we often invite people to treat us.
Many times, we will say, you want to treat. At this time, the other party will ask, why is it my treat? Arguments are not necessarily successful;
For a change, you said, "It's your treat today!" Another person may say, why today? _, cheated, now all you have to do is talk to him, and it will be fine tomorrow. Well, it's a small achievement.
For a change, "_, you earned so much today, I envy you. Shall we eat boiling fish or roast duck? Hehe, the other party may say, "Roast duck, cheaper, hehe. )
Just bypass the initial question and most people will respond to you. No interface, no excuse.
Ok, let's sum up the opening remarks: the first time you call a customer, you must do a good job of the company and yourself within 20 seconds.
I introduced it to arouse customers' interest and make them willing to continue chatting. In order to let the customer put down his work and be willing to talk to you, the salesperson should clearly let the customer know the following three things within 20 seconds:
1. Who am I/What company do I represent?
2. What's the purpose of my calling the customer?
3. What benefits does our service have for customers?
Let's give a more correct example:
"Hello, Mr. Chen? This is Chen Ming from * * * * * Marketing Department/* * * * * *. We have very large * * * products, including * * * and * * * (product form). The reason why I called today is that our products have been recognized by many * * * (friends in the same industry) and can be used.
Key skills:
1. Mention the name and expertise of your company/organization.
2. Tell the other person why you called.
3. Inform the other party of the possible benefits.
4. Ask customers related questions and get them involved.
There are many common opening remarks that can attract customers. Here are some examples:
1, the same background method.
"Mr. Wang, this is Zhang Ming from * * * Company. The reason why I called you is that many gentlemen like you have become our members. We have saved them a lot of purchase expenses, and the products and services we provide are the best, which can meet the needs of gentlemen. Are you using some * * * * products/services now?
2. Reason recommendation method.
"Hello, Mr. Wang, this is Zhang from * * * Company. Your good friend Mr. Sun Li is our old member. He suggested that I call you. He thinks our products are more in line with Mr. Wang's work needs, and he also wants you to know about it. Are you currently using other * * * products? "
3. The orphan client law.
Hello, Mr. Wang, this is Zhang Ming from * * * Company. You called us to make an inquiry for half a year, and we also provided you with some trial accounts. I haven't contacted you for a long time, and I haven't asked for your advice. This is our negligence. I want to give you a call and ask if you have any valuable opinions and suggestions for us. ..... Our website has just been revised. Welcome to visit. Thanks to the feedback from customers like you, some problems have been solved in the new version. I hope you can give us your opinions and suggestions again.
4. Opening remarks to old customers.
Mr. Wang, this is Zhang Ming from * * * Company. How have you been recently?
Old customer: I've been too busy recently.
Mr. Wang, well, you should take good care of yourself. Please see if I can help you relieve some work stress today. We just launched the * * * service package. After you become our member, you can entrust us to inquire any information you want in the future. You can complete it as soon as possible, or you can provide us with your * * * * * information every time. Our * * * consultant will sort out the required information and send it.