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中国营销传播网 > 经营战略 > 发展透视 > 开发客户的侧翼进攻策略

开发客户的侧翼进攻策略


中国营销传播网, 2019-07-20, 作者: 李治江, 访问人数: 988


  完成销售任务的两大关键途径,一是深挖现有客户的增量,二是增加新客户的数量。哪怕是B2C的渠道销售,也不是开发出了合作的渠道伙伴经销商就一劳永逸了,我们也需要不断地对经销商进行管理,激励,培训和考核,有一些跟不上公司脚步或者价值观不同的客户需要坚决取缔,取缔老客户就必然需要新客户的替换,因此,开发新客户的工作对于销售人员来说应该是常态化的。

  最传统客户开发方法就是扫街,我们的销售人员一家店一家店去跑,询问客户的合作意向,这种方法的弊端就是效率太低开发周期太长。还有一种方法是开招商会,正像一位企业营销From EMKT.com.cn高管所说的那样,前几年招商会还能玩一玩,这几年效果越来越差,原因就是客户越来越理性,参加了太多的招商会很熟悉厂家的套路,毕竟做生意不同于买件衣服吃顿饭那样,可以跟着感觉走靠感性决策。

  上个月我在太原培训,课程结束客户派车送我去机场,送我的司机就是公司的销售人员。他告诉我说他刚刚加入公司不久,上一家公司在广东,是一家做淋浴房的企业,当时他的工作就是开发新客户,后来干的不开心才跳槽来到现在的公司。问他原因?回答说压力太大了,根本开发不出新客户。因为品牌的市场知名度不高,他们就希望通过招商会的模式来签约新客户,他的工作就是扫街邀约意向客户来参加招商会,怎样才能判断出客户的意向呢?跟客户收意向金,收意向金100元,只要你来到招商会现场,这100元可以无条件返还给你。本来公司领导认为这么低的意向金应该很好收取很容易邀约到意向客户,结果事与愿违,大多数客户都拒绝了他。我跟这位受伤的销售人员聊了一路,我问他“如果你是一名经销商,你听到公司收100块钱意向金”的时候,你是什么心理呢?第一,公司一定是个新品牌,因为你对自己的信心不够所以门槛太低;第二,你收100块钱明摆着就是套路我,那跟不收有什么区别呢,所以我不愿意交这100块钱。

  不管是扫街还是开招商会,传统的开发客户方法都越来越乏力,那么怎么办呢?今天,李治江老师想通过两个案例来跟大家谈谈,侧翼进攻开发新客户的方法。

  一、通过大代理开发乡镇市场

  小张(女)是浙江台州一家三线电动车品牌的业务员,她跟我分享了自己是如何开发乡镇市场的。因为自己的公司品牌是三线品牌,而且产品价格上也没有太多优势,所以当小张在跑乡镇市场开发客户的时候,大多数客户都拒绝了她。一个女孩子顶着大太阳啃着面包跑乡镇市场,本来白白净净的结果晒得像个非洲人一样不说,屡屡被客户拒绝的那种挫败感让她心理充满了委屈都想放弃了。

  功夫不负有心人,小张在跑乡镇客户的时候,听很多客户讲他们的货都是从县城代理商A老板手上拿货。于是,小张就跑到县城去拜访A老板,几次拜访A老板都拒绝了合作的要求,小张说“哥,您帮我一个忙,咱俩虽然不合作,你能不能给你手上的乡镇客户打个电话,就说我来拜访过您。”因为小张天天往A老板这里跑,一来二去大家成为了朋友,A老板就帮这个忙给他下面的乡镇客户打了个电话。结果,小张再跑到乡镇客户那里去,每家乡镇客户都笑脸相迎特别热情。

  代理商的一个电话就让乡镇客户的态度来了个180度大转弯,为什么?做销售的都听过一句话叫做“卖货之前先卖自己”,人与人之间的沟通交流首先需要建立信任关系,而这种信任关系的建立并非一朝一夕那么容易,代理商与乡镇客户早就有合作,有了代理商的这个电话就相当于代理商给小张做了个背书。小张自己辛辛苦苦扫街半个月,不如代理商一个电话轻松搞定。所谓的侧翼进攻就是要我们在开发新客户的时候多动动脑筋,找到关键的意见领袖,四两拨千斤。

  二、通过摄影师开发设计师

  新零售概念炙手可热,全渠道销售如日中天。对于家居建材行业来说,家装设计师是大家积极争取的合作伙伴,你做你的竞争对手也在做,如何找到大牌设计师并建立合作关系。湖北武汉一家卫浴经销商通过摄影师打通了设计师渠道,大家可以想想,你自己直接去找这些设计师花费的时间太多不说人家对你还爱理不理的,而这家卫浴企业就琢磨成为大牌设计师靠什么?当然是靠作品了,而好的作品是怎么呈现的呢?当然是最好的摄影师拍出来的啊。于是,他们就找到了为这些大牌设计师拍摄作品的摄影师,意外的是原来这些大牌设计师找到的顶级摄影师竟然都是同一个人,接下来的事情就好办了,让摄影师帮忙牵线搭桥,自然就跟设计师们建立了联接,最后再结合自己的产品做一场设计师大赛,一举成功突破。

  找到客户的合作伙伴,顺藤摸瓜很容易就找到了目标客户,在这个案例中是因为经销商发现了设计师的核心要素—作品,而作品呈现的好不好除了作品本身,摄影师的拍照技术至关重要。大家可以想一想,如果你自己想做品牌,你是不是选择的供应商也应该是品牌的?所以这些大牌设计师用的都是同一个摄影师。另辟蹊径,找到大多数人都没有发现的销售渠道,更容易快速开发客户。

  在开发客户这件事情上,我们使用传统的扫街、招商方法就像掉进了泥淖之中,越陷越深。借力客户周边资源采取侧翼进攻的方式反而会事半功倍,因为这些资源客户早就跟我们的目标客户有过合作,有了信任关系,而信任是开启销售的第一步。

  李治江,营销与销售讲师,上海华阅咨询公司总经理,自媒体#老李谈销售#(微信公众号:zhijianglee)发起人,十余年的市场一线销售管理经验,八年多培训咨询经验,服务过的客户包括TATA木门、马可波罗瓷砖、圣象地板、TOTO卫浴、美的空调、方太电器、邓禄普轮胎、欧哲门窗、亚振家具、索菲亚衣柜、圣元奶粉等五百余家品牌企业。    

  微信号(QQ号);39146836,电子邮箱:zhijianglee@163.com,新浪微博:销售讲师李治江,讲师助理:陈亚琦老师18916272025



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      麦肯特提供优秀的营销与管理培训课程、内训与咨询
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