In the past ten years,
The marketing method of smell,
There is a growing trend in the commercial field.
I take insurance sales as an example.
Here are three tips for everyone.
Introduce how bank sellers use this "stepping stone".
Help you win customers quickly.
Customer classification should be "dynamic and static"
In fact, banks classify customers in many ways, but no matter which one, it is a self-contained classification system. Let's talk about static classification and dynamic classification.
Static classification
It refers to dividing customers into two core dimensions: occupation and age, so as to summarize some key information of customers, such as marital status, spouse occupation, parents' age, children's gender, children's age, birthday, wedding anniversary, address, personal and family income, risk preference, focus demand, hobbies and so on.
We can classify the information one by one in the form of Excel tables, but don't underestimate the information. They can help us determine which insurance products are suitable for this group of people, prepare different targeted words for different groups of people, and build emotional bridges with customers.
Dynamic classification
Refers to the customer's acceptance of insurance products and the acceptance of sellers, which can be divided into three categories: interested, vague and exclusive.
Among them, the first type of customers must have demand for insurance products and be willing to buy them. In this respect, it is necessary to coordinate and follow up in time, such as online interaction; The second kind of customers are unfamiliar with insurance products, or don't know much about insurance products, which requires us to introduce the products in detail, and it is best to quantify the benefits that insurance products can bring to customers;
For the third kind of customers, we should try our best to help them remove the "barriers" that exclude insurance products, cultivate customers' confidence in us, and don't offend them by words. For example, we should respond "Well, yes, I understand you, I can understand!"
Although "everything is difficult at the beginning", as long as we classify customers well and choose appropriate topics according to their different characteristics, there will be further possibilities.
It is said that a person's "heart",
Dominate a person's thoughts, decisions, buying behavior, etc.
Yes, if salespeople want to win customers,
We might as well be "aggressive" in the initial stage of developing customers.
This requires us to make a clever diagnosis of customer psychology.
0 1
Because these customers are winners in life, they always feel different and like to grasp the situation. Whether in words or in gas field, they usually shock us from the first side. In this regard, we must first praise and affirm their achievements. While being modest, we might as well say, "A successful person like you, choosing the best insurance products is more in line with your identity."
02
Such customers are usually opinionated, love to vent their dissatisfaction, pour out their unhappiness, and even criticize at length. For them, the seller should let all their dissatisfaction and depression vent, don't try to protect themselves, don't rescue them immediately, and don't try to convince or refute each other. While silently enduring, we let each other know new beliefs and ideas through our inner understanding. When the other person thinks that new beliefs and new ideas will be more beneficial to him, we will "speak in silence".
03
This kind of customers are generally conservative and always closed. Just like people who live in condoms, they like to let themselves shrink back and it will be more difficult to accept new things. In this regard, we want the other party to feel that it is not dangerous to buy this insurance product at present, but it is absolutely safe and will not produce bad results.
04
This kind of customers are generally highly educated, calm, objective and calm, never make a decision immediately, and like to think twice before acting. For them, first of all, we must not panic. We must fully reflect our self-cultivation and professional skills, introduce the characteristics and varieties of insurance products to each other in an orderly manner, and secretly urge each other to make a decision.
Of course, the types of customers are not limited to this. In short, in the face of different psychological types of customers, we should prescribe the right medicine. There is hope only if you don't give up.
Walk into customers and let each other's feelings warm up.
0 1 constantly upgrading gifts, flattering instead of "on the donkey's hoof"?
To give gifts to customers, I think it would be more appropriate to use the phrase "moisten things quietly", such as sending a pot of good tea to people who love tea during the Spring Festival; On the occasion of the Mid-Autumn Festival, give the merchant a luxurious Feng Shui ornament; Give customers with children expensive Lego toys on their birthdays. ...
Gift-giving is, of course, a weapon to bring customers closer and warm up their feelings. However, flattery must not pat the donkey's hoof by mistake, otherwise it will be embarrassing. For example, knowing that customers have diabetes, but also send high-end desserts; Knowing that the customer is a millionaire, I have to send a fruit basket worth only a few hundred yuan; Knowing that the other person is a Muslim, I want to send a few pounds of pork. ...
It should not be underestimated that with the continuous upgrading of gifts, you will get closer and closer to customers.
Borrow three introductions to bring you closer to your customers.
What we call "introduction" includes product introduction, customer introduction and self-introduction. Among them, product introduction, as the name implies, is that the seller directly introduces insurance products to customers; Entrustment means asking relatives and friends to bring customers closer, and customers will have no choice but to agree because of obstacles; Self-introduction is to introduce ourselves orally to our customers, and of course, to take out our work permit and business card to help them understand us.
Asking two questions makes it difficult for customers to say "no"
When facing the customer, we might as well ask him directly: "If I recommend a suitable insurance product to you, which makes you feel very interesting, will you like it?" Also, "if you buy this insurance product, there will be great benefits. Will you buy it? " In fact, the purpose of asking this question will not make customers accept the product at once, but at least it will make it difficult for customers to say "no" and may attract customers' attention and interest. In any case, we have at least achieved the goal of getting close to customers.
Finally, I want to say,
Only by knowing the customer,
Read customers,
Get close to customers,
Before we go to the next round of negotiations,
"It's a long way to go, Xiu Yuan is dying",
As long as the target is locked,
Perseverance,
I believe the result will not be too bad.