How to introduce yourself when meeting a client for the first time

How to introduce yourself when meeting a client for the first time. It is inevitable that you will be nervous when meeting a client for the first time, no matter how good your mental quality is. This phenomenon happens to strong people, so try to relax and don’t feel any pressure. Here’s how to introduce yourself to a client for the first time. Self-introduction when meeting a client for the first time 1

1. Preparation

A. Self-introduction

Let the client know who you are? Where are you from? Company name? What is your position? Proportion of decision-making power?

Establish an image: For business, just come to me! I think that’s it, that’s about it. Customers won’t be able to remember it if I say it too much.

B. Product introduction

It is definitely necessary to introduce the product, its style and shipping status: to what extent is the finished product shipped or customized? Several major advantages (features) of the product.

It’s not about too much, but about essence.

C. Customer intelligence

Collect: its company size, main products, partners, industry information (big events or the latest), cultural background, etc. (Information sources: official website, Industry websites, public accounts, self-media platforms or ask friends)

D. Bring a helper

When meeting some important customers, consider bringing an engineer.

E. Dare to speak

There is no way around it. Talk to yourself in front of the wall, in front of the mirror, or while walking. You must train yourself to speak fluently and don’t stutter. Because you are representing the company and winning the trust of customers, you must also have two brushes.

2. Communication

Goal:

We need to let customers remember: Who are we? What is it for? What services can be provided to him?

We ourselves need to determine: Has the customer project plan been finalized? What is the purchasing process like? Who is responsible for purchasing? When will it be purchased? What is the client company's payment method?

Process:

1. The first impression when meeting a customer is very important: smiling, energetic, clean and refreshing (if the customer is on the sixth floor, you can get out of the elevator on the fifth floor and go to the bathroom, Wash your hands, tidy up your appearance, etc.)

2. Introduce yourself. We are prepared to make flexible deletions based on the customer's expression, the atmosphere, and the situation at the time.

For example, say with a smile: XX President, XX Manager, XX Director, hello, I am XXX from XX company, I am responsible for a certain business of your company, and then explain your purpose! Just be neither humble nor arrogant.

At the beginning, it is best not to talk about business directly, but to find some topics that the other party is interested in talking about, such as tea art, calligraphy and painting, cars, football, etc.

When your conversation is more harmonious, get to the point. Maybe if you don’t discuss business by then, the other party will be the first to discuss business with you. You can also ask about the client you want to meet in advance to see what he or she is interested in. It's better to be prepared.

You must also be polite and show stability in your actions.

3. Transition to product. Sample display and introduction, and descriptions can be flexibly deleted according to the actual situation

When talking about the topic, do not use too many professional terms.

4. Answers to questions. Customers must have questions. If you are not familiar with the product yourself, it would be best to bring an engineer with you!

During the conversation, listen to the customer’s opinions and suggestions with an open mind. Because when he gives his opinion, it shows interest in your product. You must accept it with an open mind and improve where possible. We must improve the areas that cannot be improved and provide first-class services. Try to meet the requirements made by customers. And when a customer makes a comment, don’t interrupt him.

5. Ask questions proactively. That is the information we need to determine (customer needs, project stage, who is responsible for procurement, approximately when, etc.)

6. Sample preparation. I usually don't give samples at the time. If the customer is important or I'm not sure whether it's accurate, I'll send them in person the next day to increase the chance of meeting and communicating.

Finally, consider the customer and look at the problem from his perspective. For example, what role can your product play and what benefits can it bring to their company? Understand the needs of customers and think about them from the customer's perspective. In other words, if you are a customer, how should you choose these products? What kind of problems should we pay attention to? If you think about this problem well, you are not far from success.

The products you sell are also very important. If the product is not competitive, no matter how bad you say it, it will be difficult for you to place an order. You might as well consider withdrawing it immediately! Self-introduction skills when meeting customers for the first time 2

1. Opening words when visiting customers for the first time: money

Almost everyone is interested in money, saving money and The method of making money is easy to attract the interest of customers.

“Manager Zhang, I’m here to tell you how your company can save half of its electricity bill.

"Director Wang, our machine is faster, consumes less power, and is more accurate than your current machine. It can reduce your production costs." "Director Chen, are you willing to save 50,000 yuan on towel production every year?"

2. Opening words when visiting a customer for the first time: sincere praise

Everyone Everyone likes to hear nice words, and customers are no exception. Therefore, praising prospective customers in your opening remarks is a good way to get close to them. Sincerely. If the words of praise are not sincere, it will become flattering, and the effect will certainly not be good. Praising is more difficult than flattering. It must be thought about first, and it must not only be sincere, but also have a set goal and sincerity.

< p> "Mr. Wang, your house is so beautiful. "This sentence sounds like flattery." Mr. Wang, the hall of your house is really uniquely designed. "This sentence is a compliment. Here are two examples of opening remarks to praise customers. "Manager Lin, I heard Mr. Zhang from Huamei Garment Factory say that doing business with you is the most enjoyable experience. He praised you as a warm-hearted and cheerful person. "Congratulations, Mr. Li. I just saw your news in the newspaper. Congratulations on your election as one of the top ten outstanding entrepreneurs."

3. Opening words when visiting a customer for the first time: Use curiosity

Modern psychology shows that curiosity is one of the basic motivations for human behavior. Professor Liu Anyan of Jackson State University in the United States said, "Exploration and curiosity seem to be the nature of ordinary people. People are often interested in mysterious and mysterious things. Familiar and concerned objects of attention. "Things that customers are unfamiliar with, don't understand, don't know, or are different from others often attract people's attention. Salesmen can use the curiosity that everyone has to attract customers' attention.

一 A salesman said to the customer: "Lao Li, do you know what the laziest thing in the world is?" The customer was confused, but also very curious. The salesman continued, "It's the money you hide and don't use. They could have purchased our air conditioners to give you a cooler summer. "A carpet salesman said to the customer: "It only costs 16 cents a day to have your bedroom covered with carpet. "The customer was surprised by this.

The salesman continued: "Your bedroom is 12 square meters. The price of carpets in our factory is 24.8 yuan per square meter, so it costs 297.6 yuan. The carpets in our factory can be laid for 5 years, 365 days a year, so the average daily cost is only 16 cents. " In the opening remarks when visiting customers, the salesman creates a mysterious atmosphere and arouses the curiosity of the other party. Then, when answering questions, he skillfully introduces the product to the customer.

4. How to open your first visit to a customer: Mention an influential third party

Tell the customer that it was the third party (the customer's relative or friend) who asked you to come to him. This is a roundabout tactic. Because everyone has the mentality of "seeing the face of the Buddha without looking at the monk's face", most people are very polite to the salesmen introduced by relatives and friends.

Case, "Mr. He, your friend Zhang. Mr. Anping asked me to come to you. He thinks you may be interested in our printing machinery, because these products bring a lot of benefits and convenience to his company. " Although it is very effective to promote your own methods under the banner of others, you must pay attention to the real person's experience and never make it up yourself. Otherwise, once the customer checks it, it will be exposed. In order to win the trust of customers, it will be more effective if you can show the business card or letter of introduction of the referrer

5. The opening remarks of visiting customers for the first time: give examples of famous companies or people.

People’s purchasing behavior is often influenced by other people. If salesmen can grasp the psychology of customers and make good use of it, they will definitely get good results.

"Director Li, ××. After Mr. Zhang of the company adopted our suggestions, the company's business situation improved greatly. "Cite famous companies or people as examples to strengthen your momentum. Especially if the example you give happens to be a company that customers admire or has the same nature, the effect will be even more significant.

6 . Opening words when visiting customers for the first time: Asking questions

The salesman asks questions directly to the customer and uses the questions raised to attract the customer's attention and interest. For example: "Director Zhang, what do you think is the impact? What are the main factors for the quality of your factory's products?" Product quality is naturally one of the issues that the factory director is most concerned about. If the salesman asks this question, he will undoubtedly guide the other party to gradually enter the interview. When using this technique, you should pay attention to what the salesman is talking about. The question you ask should be the one that the other party is most concerned about. The question must be clear and specific, and cannot be unclear or ambiguous. Otherwise, it will be difficult to attract the customer's attention.

7. Opening remarks when visiting a customer for the first time: Provide information to customers

Salesmen provide customers with some information that is helpful to customers, such as market conditions, new technologies, new product knowledge, etc., which will attract customers' attention. This requires salesmen to be able to stand up. Put yourself in the customer's shoes, think about the customer, read newspapers and periodicals as much as possible, keep abreast of market trends, enrich your knowledge, and train yourself to become an expert in your own industry. Customers may be indifferent to salesmen, but they respect experts very much.

For example, you say to a customer: "I saw a new technological invention in a certain publication and thought it would be very useful to your factory.

"The salesman provided information to the customer, cared about the customer's interests, and gained the customer's respect and favor.

8. Opening remarks for the first visit to the customer: performance display

Salesmen use various dramatic movements to demonstrate the features of products, which is the best way to attract customers' attention.

After seeing a customer, a salesman of fire protection supplies is not eager to speak, but starts talking. He took out a piece of fire-proof clothing from his bag, put it into a large paper bag, and immediately lit the paper bag with fire. After the paper bag was burned, the clothes inside were still intact.

This dramatic performance made the fire-resistant clothing remain intact. Customers were very interested. The salesperson selling high-end ties just said: "This is a high-end Jinzhong brand tie." The technique of saying "This is a high-end Jinzhong brand tie" can leave a deep impression on people.

9. The opening remarks of visiting customers for the first time: Use the product to promote sales. Employees use the products they promote to attract customers' attention and interest. The biggest feature of this method is to let the products introduce themselves. The director of a township enterprise in Henan Province uses the novel design of the product to attract customers. When the exquisitely crafted leather shoes were placed on the desk of the manager of Zhengzhou Hualian Commercial Building,

10. The opening words for visiting a customer for the first time: Ask the customer for advice

The manager’s eyes lit up. Asked: "Where is it made? How much does a pair cost?" The salesmen from Guangzhou Watch Case Factory went to Shanghai Watch Factory No. 3 to sell them. They prepared a product box with a variety of beautifully made and dazzling new products. They didn't say much after entering the door. If there are many, open the box and attract customers immediately.

Salesmen use the method of asking customers to ask questions to attract customers' attention. Some people are good at teaching and always like to guide, educate others, or show off. . The salesperson deliberately asks questions that he doesn’t understand, or asks the customer for advice in a pretentious manner.

For example: “Mr. Wang, in terms of computers. You are the expert. This is a new type of computer developed by our company. Please give me your guidance. Are there any problems in the design?" After receiving this compliment, the other party will take over the computer information and look through it. Once attracted by the advanced technical performance of the computer, the sales will begin. Done.

11. The opening words for visiting customers for the first time: Use gifts

Everyone has the mentality of being greedy for small gains, and gifts are a great way to use this human psychology for promotion. Few people will refuse free things. Using gifts as a stepping stone is both fresh and practical.

Dr. Goldman, the most authoritative sales expert in the contemporary world, emphasizes that in face-to-face sales, good words come first. The first sentence is very important. After listening to the first sentence, many customers will consciously or unconsciously decide whether to send the salesman away as soon as possible or continue the conversation. The salesperson must grab the customer's attention as soon as possible to ensure the smooth progress of the sales visit.

Opening remarks for visiting customers

1. The opening remarks. Preparation work.

We must make sufficient preparations before visiting customers, and do not fight with uncertainty.

① Personal clothing: clothing. Appropriate, such as wearing a formal suit, so that it looks more formal and professional; in addition, the dress should be neat and tidy, so that it looks sunny and energetic;

②Personalized business card: Every salesperson has his own personality Business cards are a reveal of our identity, a conveyance of our personal information, and a tool for us to establish relationships with customers;

③Product promotional materials: The ultimate purpose of our visit to customers is to Convey our intentions to the other party, introduce our products and finally make the other party accept them, so the promotional materials can be clearer and more intuitive for the other party to learn about the product in a short time;

④Basic situation of the person being visited: Find ways in advance to understand the job title, commuting time, hobbies, personality, etc. of the person you are visiting. You can combine these basic conditions to decide the content of your opening statement. This will help you know what to say in advance and prevent you from saying the wrong thing in your opening statement;

⑤Preparation of small gifts: Carry some practical small gifts with you, such as mobile phone holders, winter hand cream, signature pens, etc. Practical small gifts can often play unexpected roles and make you appear to be a caring person. .

2. The timing of the opening statement.

The start of the opening statement should be determined according to the on-site situation, environment, etc. For example, if you are visiting a customer and you don’t have free time, , then don’t go up to say hello at this time, you can only wait for the other person to finish their work and have free time before visiting; for example, if you observe that the other person is not in a good mood today, you can give some small gifts prepared in advance It is given to the customer as the beginning of the opening speech; therefore, we must grasp the opportunity accordingly so that the opening speech can start smoothly and happily.

3. Opening etiquette.

As the saying goes, "Don't hit someone with a smiling face." When you see the person you are visiting, the first thing that catches his or her eyes is your facial expression, so you must face him. Smile. Smiling can infect the other person and put the other person in a good mood. This will help you get more conversation time.

If your face is expressionless or sad, it will bring negative energy to the other party, so your opening statement may be over before it begins; in addition, use honorifics to address the other party when communicating, and do Be polite and leave a good impression on the other person.

4. The content of the opening remarks.

The content of the opening statement is what you want to say. It can be a greeting or a word of concern, a word of thanks, a straightforward self-introduction, or something to start a topic with, etc. The content of the opening statement is to open the subsequent topic more conveniently and smoothly, to arouse the other party's interest, and to get the other party to quickly pay attention to you.

All in all, in sales work, a good opening statement can make the two parties communicate more smoothly, a good opening statement can make the other party remember you in a short time, and a good opening statement can improve the success of cooperation. Rate. Self-introduction techniques for meeting customers for the first time 3

The steps of classic techniques for visiting customers at home are as follows:

1. Self-introduction: Submit your business card.

2. Understand needs: practical needs and psychological needs.

3. Introduce the product: picture album, meet practical and psychological needs 4. Describe the vision.

4. Answer questions: Solve problems before closing the transaction 6. Promote the transaction: The transaction needs to be urged.

Notes:

1. Before visiting, you should first bring some small gifts that customers like. As the saying goes, it is not strange to give gifts to many people. Visit customers as friends. Don't be too deliberate in your actions and words, it's best to be natural.

2. Say some auspicious words when you enter the customer's door. The beautiful language makes people feel happy and the atmosphere is good, and the next conversation will have a good start.

3. Of course, when visiting customers, you must show the company's professional attitude.

4. What you say varies from person to person, because no matter what job you do, you are marketing and being marketed every day. When you interview, you market yourself; when you go on a blind date, you market yourself; when you make friends, you market yourself. Including any expression, it is marketing. What you want to sell is your point of view and your position, and what you want to gain is others' recognition of you, your company's brand, and even their trust in you. Expression is a two-way street. If you want to sell your products to customers, you must stand from the customer's perspective and understand what their demands are.