How Agents Seize The Hearts Of Distributors

Symptoms: a marketing friend in the shoe market asked, "why do we have so many customers in our stalls, but there are few customers who finally want to run our brand?

It was hard to convene an order meeting and put the hope on the order meeting. As a result, the customers came to see a lot, eat, drink and take everything. Everything is fine. There is no clear intention of cooperation. Even if the order is over, there will be no phone call.

On the one hand, it is a burning desire for agents (branches) to spend a lot of money on the market and to set up a subscription fee. However, it can not attract effective distributors, and even few interested customers. On the other hand, they are faced with the kind of uncool and uncertain status of dealers, which really makes agents die of anxiety and helpless.

I have worked in the first-line market for many years, and I have a deep understanding of the terminal market.

This article will not involve how to formulate and implement the investment strategy, how to layout the network, and so on.

There are three kinds of terminal retailers who choose the brand in the market. One is to make the shoe industry retail for many years, starting from the market low-grade shoes, but under the pressure of the market, gradually changing to the brand.

This kind of dealer level is relatively low, free and loose has become a habit, there is no concept of brand operation; the other is to operate other brands, and the effect is not ideal, want to change the brand to do, but I think shoes for many years, a mouth is very cattle kind of; another is to do its own industry before, just involved in the shoe industry, want to choose a brand to operate.

It can not help but ask, "why do not we do better customers of other brands? Do you want to open another shop to choose the brand?"

In the actual market, these customers still have some customers, but they do not belong to the type of customers chosen in the market. Because these customers are relatively well managed, relatively speaking, they are familiar with and familiar with brand operation, and know other brands in the market. If he wants to start a new shop and make another brand, he will not have to choose directly, and he will run directly to the brand in his mind, and there is no need to choose in the market at all.

In view of the characteristics of the above categories of customers, they went to the shoe city to see every lap of the stalls. The first sentence was to ask: "how much is your shoes?

How do containers work? "

Many agents will ask, "where are we going to do it?"

After answering the question and making sure that the place is still a blank market, the agent answered the above questions truthfully. After getting the answer, the dealer would say that I would hurry up and go, and finally, I would never return.

Where is the problem?

Your answer did not satisfy the dealer, and did not answer what he wanted, so it failed to impress him.

If you want to have a good answer, you must have a good way of asking questions.

However, the common characteristics of the above three types of customers (unaware of shoes) decide that they can not put forward better and deeper problems, so they can not ask for high demands on their questions. However, your answer must be thorough and thorough so as to be attractive to customers.

Otherwise, even if our investment conditions are more favorable, even if we are free of hardware and software decoration, free to distribute goods, and take the "sell on behalf" everything is free. If he does not know whether it is true or not, he will eventually go away.

How to answer these questions and how to communicate with customers?

How to answer customers' questions? When customers come to the market, they can take the initiative to inquire about the origin of the other person. When determining whether the area is still a blank market or in the context of investment indicators, they can invite customers to sit down while chatting with customers. In chat, they can consult the following questions in sequence: the specific locations, business sites, business forms, current business brands, business conditions, the history of the customers' operation, the existing brand and operation of the local market.

(it must be a bad business.) what kind of brand do you want to choose now?

(they do not know what brand to choose, which is hard to answer) and so on.

When customers answer the above questions, the agent's mind begins to depict a business picture of the local market.

Or to judge whether the above questions of the customer statement are true (have been familiar with the market), so as to judge the dealer's character and integrity. According to his statement, he should make professional analysis of his market, such as operating cost, profit analysis, prospect analysis, market analysis and so on, and ultimately lead to the analysis of business brand.

Put the above analysis in front of the dealer, and then quote the current market success case similar to the dealer in this brand to be recommended. Some examples can best be supplemented by photo descriptions, which is more convincing.

At this time, customers are interested in this brand. They will ask their concerns about the company's relevant marketing policies. At this time, they can introduce their marketing policies to their customers (agents' stalls), and introduce their marketing models and operation modes to customers. More attention should be paid to their marketing modes and modes of operation, which are different from other brands of the same kind (which is the key to attracting customers nowadays in the homogenization of market products). Then, some pertinent exchanges are made for some questions of customers, answering some queries of customers, finally determining the customer's intention and making a decision to leave time for the local market to make a decision, leaving customers with a relevant information of the brand and leaving the customer's contact telephone number and address.

It's very important to trust your customers for the first time. Your dialogue should be responsible for the interests of the customers. Let him feel steadfast, not a mercenary businessman, or let him look at a good market close to his neighbourhood and let him experience it personally.