Introduction: Xiao Wang knows a boss worth hundreds of millions (a Cantonese, who believes in Feng Shui). He has visited him several times, and every time he visits, he talks about projects. Customers are always led by his nose to discuss business. After the discussion, of course he gets up to see the customer off. Later text messages and phone calls were also very close to the customer, but the theme every time was inseparable from the project. I guess I was too eager for quick success and quick gains and offended the customer. The customer responded directly: "The project is not so fast. Why are you looking for me every day? I am very busy and cannot spend all my time on your project."
We were originally a very valuable customer, but because our sales intentions were too strong, the customer resented us, and it seemed that there was basically no chance of cooperation with us. Do we often encounter situations like this at work, and then are helpless? In fact, there is still a way to save this situation, as long as the method is appropriate and it takes a little time. Now let me talk about the common practices I encountered from similar customers when I was a salesperson.
Step one: express two boxes of Yantai apples through Taobao. The words are as follows: Mr. Zhang, my friend has a supply of goods in Yantai. Recently, a Taobao store opened. I would like to express my support for him and express two boxes to share with my colleagues in your company.
Step 2: Two weeks or three weeks later, after you estimate that the customer has finished eating the fruit, you will send two boxes of seasonal fruits. For example, snowflake pear. The saying goes: In the golden autumn season, dryness is in season. The lungs belong to gold among the five elements, so the lung qi corresponds to the qi of golden autumn. At this time, the qi of dryness and evil can easily invade the yin essence of the human body and damage the lungs. If not taken care of properly, symptoms such as dry throat and dry skin may occur. At this time, my friend’s Sydney is on the market, and it’s just the right time to express two boxes of it to share with your colleagues in the company. Slightly show your heart.
The third step: After two to three weeks, when the customer has finished eating the pears, send Xinjiang red dates and so on.
The fourth step: After two to three weeks, send some Xinjiang walnuts.
I have given gifts four times in two months, and the frequency of sales is neither urgent nor slow, just right. Our customers are also very impressed with us. The previous sense of exploration has also been reduced a lot.
Step 5: Family-style gift giving. Send lotus seeds and white fungus stewed with snow pear soup. But at this time, we must remember not to show up ourselves, so as not to waste the customer's precious time. We can entrust female colleagues in the company to help give it to the boss’s wife. It is said that the boss lady of the company personally cooked it for the big customers. Stewed Sydney pear with lotus seeds and white fungus can nourish the spleen and lungs, and nourish the blood with peace of mind. I wish the lady boss and the boss good health.
Step 6: With the foundation of sales actions during the previous period, the boss’s impression of us will become better. We would invite clients to visit them and present them with our handwritten Diamond Sutra. The rhetoric is: From September to now, I copy 300 words religiously every night. In order to be able to arrive in time for 2016, I wish you a prosperous business, boss.
For this reason, with the foundation of human relationships established in the previous three months, it is difficult not to place an order. Therefore, haste makes waste. Before we become friends with customers, it is difficult to place an order. When customers become our friends, it is also difficult not to place an order.