Now if you want to open a decoration company, you need to have certain customer resources. If you don’t have it, your company will not be able to open. So do you know what channels can be used to find customers? The following This is the channel for finding decoration customers that I have compiled for you. I hope it can help you.
The channel for finding decoration customers is to search within the community
1. Newly delivered housing communities
Newly delivered housing communities are the places with the largest number of customers. We are engaged in home decoration business. Sometimes the most difficult problem is not knowing where the customers are, that is, finding customers is the most difficult. During the handover period of a new housing complex, there will be a large number of customers every day, so the salesperson must seize the opportunity of community handover.
The first thing is to accurately know the time and location of the community's housing delivery, and do not miss the community's housing delivery time.
The second is to make business preparations in advance and establish a good relationship with the property company to prevent other companies from monopolizing the market. Therefore, a good cooperative relationship should be established with the property manager or security captain. The company should cooperate with the business in this work Well done! The next step is to prepare relevant materials, including promotional materials, interpretation of the housing types of this community, and some design plans for the housing types of this community. In order to achieve the best publicity effect, the company should send people to measure the houses in advance, measure out all house types, make detailed interpretations, and make corresponding budget plans for each house type, preferably based on the community. In the form of packages, several basic home decoration packages can be launched; you can also design several house plans in advance, and combine these materials into a "Business Explanation Album", and each salesperson active in the community should have a copy.
After the salesperson has made corresponding preparations and works in the community, he will be more competitive than the salespersons of other companies, because we already have detailed package budgets and plans. Some companies report that community business is difficult to do. I think it’s not that the business is difficult to do, but that the company only seeks results without doing the previous preparation process. If you want to do better than others in community business, you must make various preparations in advance. The more detailed you are, the easier it will be to contact the business later.
In order to cooperate with the salesmen to carry out work in the community, the company should concentrate all manpower and try every means to sign one or two orders before the housing is handed over in the community. It does not matter if the price is lower, because this is a model room For projects, having a model room will make it more convincing to do business in the community.
When the salesperson is handing over the house in the new community, the company should send multiple designers to assist to minimize the time for customers to wait for the house measurement; at the same time, the salesperson should seize the opportunity of the large number of customers during the handover period and strive for Reach more customers. Sometimes there will be a situation that during the delivery period, the customer may not have time to consider decoration because he is busy inspecting the house, so the salesperson must try his best to record the customer's phone number, because once the delivery period is over, the owner will People will no longer come to the community in such a concentrated manner. Some owners will no longer come to the new house after receiving the keys to the new house. Therefore, record some more phone numbers during the handover period, and then slowly keep in touch with the customers. "When there are many customers, you must find ways to store them." Wait until there are few customers before ruminating. This must be the case. After handing over the house, many salesmen reported that there were not many owners in the community, and that was because there was no good "customer storage" in the early stage.
2. Upstairs, downstairs, and neighbors at the company’s construction site
When salesmen are doing community business, they can sometimes use the company’s construction sites to develop customer resources. . The main method is to focus on the company's new construction site, and often go to the upstairs and downstairs of the construction site, the neighbors or nearby unit buildings to find customers. Once the customers are found, they can be taken to visit the construction site. For the sake of safe decoration, most customers will take the initiative to visit and learn from their neighbors. The salesperson will seize this opportunity and have a higher probability of contacting customers. Once the customers have visited the construction site, they can take them to see other buildings. construction site or model room, and take customers to visit the company. Practice has proven that engaging neighbors is a good business channel and has a high success rate.
There are many salesmen who do not make good use of the company's construction sites that have already started construction. Instead of attracting customers who are closest to the construction site, they go to the nearest community for a few days and then go to other communities. , The construction site was not intensively cultivated, thus wasting good business resources.
Customer phone list for finding channels for decoration customers
Telemarketing is a modern marketing method that can contact more customers over the phone in the shortest time. It is the most economical way of doing business. But before conducting telemarketing, the most important issue is to find a way to collect the customer's phone number. There are several ways to collect the phone numbers of home improvement customers:
1. Collect from the salesperson
The salesperson sells houses and will register every time a house is sold. A piece of customer information, so the salesperson's office must have a lot of customer phone numbers. The salesperson needs to establish relationships with more salespeople and provide corresponding benefits to the salespeople, so that they can collect many customer phone numbers. However, you should pay attention to the following characteristics when collecting telephone numbers from salespersons:
1. Try to collect the fixed telephone numbers left by customers, because mobile phone numbers are more likely to change frequently, and fixed telephone numbers generally do not Numbers will be changed frequently.
2. Pay attention to cooperating with the delivery time of the community, and try to contact the customer one or two months before the delivery of the new community. If you contact too early, the customer's enthusiasm will not be very high, and if you contact him too late, it may The customer has already been contacted by someone else.
3. Collect as many existing home customer numbers as possible from the sales office. That is, every time the salesperson sells an existing home, you can get the number immediately from the salesperson, and in the shortest time Contact customers within.
2. Collect from the property company
Collect phone numbers from the property company, mainly some time before handing over the house. Some community property companies only move into the community to start work one week before the house is handed over, so you must seize this feature and establish contact with the property company in advance. Generally speaking, the property management company may sell the phone number of the community to many companies at the same time, so you need to do some research before making a call. Otherwise, if multiple companies call the customer at the same time, it will create a "telephone fear" for the customer. Symptom", some customers will even sue the property management company, thus causing unnecessary trouble to themselves.
3. Collect from workers (property maintenance workers, bricklayers laying floor tiles, laborers carrying materials)
When it is not possible to collect phone numbers in large quantities, you can use a small number to collect phone numbers. There are many ways to establish contact with the maintenance workers of the property management company, the plumbers, bricklayers and workers who move materials in the community, and obtain the customer's phone number through them. If you can get to know many such workers, you can also collect Lots of customer phone numbers.
4. Collect from other peers
The fourth channel for collecting phone numbers is peer sharing. Cooperate with cabinet companies, flooring companies, floor tile companies and other home improvement peers that have no competitive relationship with you. You can share customer phone resources with each other and collect many customer phone numbers. However, this channel has both advantages and risks, that is, your phone resources may be known to the business personnel of other home improvement companies, so you should use it with caution. Especially important numbers cannot be shared with others. At the same time, an unspoken rule should also be established between peers, that is, numbers cannot be leaked to each other's peers, and every salesperson should abide by this agreement.
5. Collect from real estate agency companies
Now there are some real estate agency companies in various cities, and salespeople can also establish contact with them and collect some new or second-hand home buyers from them The home buyer’s phone number.
When customer phone lists are auctioned as information commodities, having a customer phone list and contacting customers by phone can be a shortcut. The advantage of this method is that there is a rich amount of potential information, but the disadvantage is that it is difficult for salesmen without certain basic telephone skills to attract customers. Therefore, salespeople must practice the basic skills of making phone calls. For detailed telemarketing training techniques, see the designer tutorial "Designing Life".
Finding channels for decoration customers: Mastering group purchasing information
1. Search group purchasing unit information in advance
Since group purchasing requires long-term organizational preparations, salespeople must Have a comprehensive understanding of the information on group purchase units or joint venture housing construction in all communities in the city in advance. All home improvement work must be based on information collection.
Let’s go back to the real estate collection mentioned above. Among the information collected, the following items are essential:
1. The total number of group purchase units, What are the several house types and the area of ??each house type?
2. Are there houses owned by the leaders of the unit? Which building are they located in? How many houses are there? What is the house type area?
3. When will the initial completion be completed and when will the initial inspection take place?
4. Does the builder have any relationship with the original unit when raising funds to build a house? Can the builder's relationship be used?
5. Unit The specific location of the project, who is the general person in charge of the project, and who is the person in charge of the site
6. Who is the initiator and who is the specific implementer of the group purchase of houses
2. Group purchase of units Organization method
The specific organizational work of group buying is closely related to the number of group buying. If it is less than 20 households, it is a small-scale group buying. You can adopt a unit to recruit group buying or hold activities within the company; 20 If there are more than one household or even hundreds of households, it is considered a large-scale group purchase. Large-scale group buying requires a relatively complete strategy.
1. First find the person in charge of the unit, at least the person in charge of the project, and make a breakthrough in the relationship through him
2. It is best to turn the group purchase decoration into engineering decoration, so that No customer will be lost
3. Before contacting the senior leaders of the unit, you may wish to get to know some grassroots personnel of the unit. Through them, you can further understand the situation of the unit and the specific information of the leaders, so as to find a better way to communicate with the leaders.
4. For middle-level leaders who are more influential and enthusiastic about group buying, you can promise considerable decoration discounts. It is best to let him do the organizing work of group buying and make him yours. Salesman
5. If after preliminary communication, the unit is more interested in group buying, but the internal opinions are not very unified, it is necessary to organize a unit group buying decoration briefing at an appropriate time and launch various projects. For preferential group buying measures, it is best to let some leaders take the lead in paying deposits to create a fiery atmosphere for group buying
3. Preparations for home decoration group buying
1. Prepare a design plan, at least Two to three more classic plans should be launched for each house type
2. Prepare a budget or package, because if each household makes a separate budget, the group purchase may be aborted due to different personal needs. Or other accidents may occur, affecting the quality of the group purchase
3. Prepare material cooperation units to focus on more advantages
4. Prepare some home decoration "support", it is best to compare by unit Influential people are "trustees"
5. Communicate with the unit leaders or more influential people, and compile the group buying information into the "Unit Group Buying Decoration Manual", one copy for each household, at the group buying site Send it out (it’s best not to send it out in advance to avoid long nights and dreams)
6. Be prepared for both hands. If the large group purchase fails, you can organize a small group purchase
7. Put all the Write down the contact information of the members in case the group purchase is unsuccessful, and then contact the individual households
8. Keep the group purchase confidential to prevent other companies from getting involved.
The issues that customers are most concerned about during decoration
1. What is the company’s service process? (Make a plan - pre-quote - pay deposit - sign the start of construction contract - pay the project payment - completion -Acceptance-Warranty Agreement)
2. Design plan (How many floor plan plans can be made according to the owner’s requirements? What style is recommended based on the characteristics of the house? What colors and styles are popular? What shape should the TV background have? Pay attention to what Feng Shui issues, etc.)
3. Price (What does the pre-quotation include? How much does it cost for full package, packaged work including accessories, and packaged work? How much discount can be given?)
< p> 4. Construction quality (are the construction workers or supervisors employees of the company or temporary workers hired from outside? Have you ever designed the same apartment type in the same building? Is there a construction site under construction that you can visit, etc. Generally, you will be asked to see it) Construction site, let the construction site speak.)
5. Construction materials (Are the materials environmentally friendly? What are the specifications of the materials? Which specifications of materials are suitable according to this house type? Which materials and textures are suitable for which places, etc.)
6. The length of the construction period (if it is delayed, how should the extension costs be compensated)
7. After-sales service (Are there any acceptance standards? What are the specific warranty contents and time?)
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