1 minute to grab the customer's marketing coup

Chapter 31 The Finale: Become the King of Marketing in 60 Seconds (2)
A name often has extraordinary magic power.In the era of great geographical discovery in the 15th and 16th centuries, some royal families and millionaires in Europe were often the sponsors of those fearless explorers.They often come with the proviso that the newly discovered land, island, river, lake or iceberg be named after them.

Names are very important to each of us. To win the favor of others, there is nothing better than remembering the other person's name when they meet for the first time.Some people are born with a good memory, like the wife of Yaoshi Dongxie Huang, who has a vivid memory for reading and reading.It's hard for us average people to reach that level, and as we grow older, our memory will gradually decline.But if you use poor memory as the reason for not being able to remember the client's name, then the explanation is a complete cover-up - people will think that if they can't even remember my name, they are obviously looking down on me!

Especially in the fast-paced modern society, interpersonal communication is frequent and short-lived. Whether it is for work or entertainment, we often have to meet many strangers.Among them, we may encounter such embarrassing events that we can't remember other people's names: two people meet, one of them knows the other, but the other has already forgotten his name and name.When such a situation happens, it’s a trivial matter to be impolite and embarrassing. If you catch up with important occasions such as negotiations, bidding, and business receptions, you will lose more than just face—your performance and commission will also be lost. go!

Therefore, in order not to be wronged, and in order not to offend some serious "Mr. Key", the names of those customers that must be remembered are indispensable.In fact, there are certain tricks to remembering other people's names. We can try the following methods:

① After meeting with customers and exchanging business cards, you should read the business cards clearly at that time, instead of putting them away without even looking at them.After returning home or to the office, you can take it out and "review it again".After three to five days or a week, take out these business cards again, and then recall the customer's face according to the name, if you can remember it, you can almost remember it.

② You can record the customer's information according to the business card and impression, and write down the personal information about him obtained from the conversation with him, such as his specialty, interest, honor, etc.If you act like you "know him inside out" the next time you meet him, he'll be sure to smile at your silent compliment.

③ It is not very safe to identify people with business cards. It is better to remember the physiological characteristics of customers, such as tall, short, fat and thin, rough or elegant appearance, and other "characteristics" of facial features and body.It is best to find the most characteristic place as the focus of memory, such a "characteristic memory method" is often very effective.

In short, we should try our best to remember the customer's name, which is a respect for others.When you accurately call out the name of a customer who has only met once, I believe that the other party will not only feel respected, but also deepen their impression of you, thinking that you are a really good person.This is the beginning of friendship and the beginning of a network!
Third, use business cards to let customers remember you
When meeting a client for the first time, we usually hand over our business card.Let us not underestimate this thin piece of paper. It is a very expressive and low-cost sales medium, which can be called the "light cavalry" of sales.

Joe?Girard said: "Business cards are a very good tool to sell yourself, and salespeople should make good use of it. Of course, if you can distribute business cards like me like I do, that's the best. If you can't, then you should With this awareness, after all, the more seeds are sown, the more opportunities to germinate.”

Therefore, if we can make good use of the business card and let it give full play to its own value, perhaps, a successful sale will start from here.

A pharmaceutical company where Peter works is planning to purchase 5 computers according to office needs.Through understanding, a certain computer city has a complete range of products and is relatively close to the company, so they decided to purchase there.When they arrived at Computer City, after comparison, they finally decided to use brand A or brand B computers in terms of cost performance, popularity, demand, etc., but Peter could not make his own opinion on which one to choose.

So the next day, Peter and some colleagues came to the computer city.There were a lot of people in the computer city, and all the manufacturers were doing sales promotions. They didn't care about so many people, so they went straight to the exhibition hall of brand A computers on the second floor.

According to the price bottom line of the A brand, they have a detailed understanding of a certain machine. The salesman of brand A was also very enthusiastic and gave a detailed introduction to the product.Since Peter and the others are laymen and do not understand many functional terms, they asked them one by one.However, on the whole, their impression of the A card is quite good.

But the so-called "shop around", they decided to go to the B booth on the 5th floor.Before leaving, Peter said to the salesman, "Please give us your business card."

In the end, the salesman said something that made them laugh and cry: "If you don't buy our computer, it's useless to give you a business card!"

Silently, they reached the fifth floor, and of course they were greeted by a computer salesman.The pre-sales communication is basically the same, but according to their needs, the salesman enthusiastically told them: "The higher the configuration, the higher the price. If you don't need the highest configuration, don't choose the higher configuration. You don't need it. It’s a waste. And the electronics industry updates quickly. Now it’s the latest technology. It won’t be new in half a year, and it may be eliminated in a year. Therefore, there is no need to follow the trend at all. You should start from your actual needs—suitable is the best."

At this point, Peter and the others haven't decided which one to buy.Because the configuration of A card is higher than that of B card, and the price is also a little cheaper.Although the level of configuration is not the decisive factor, they always feel that it would be nice if the B card could be a little cheaper, so that they won't feel that they are at a disadvantage!
But the salesman can't change the price without authorization. At this time, Peter remembered that a sales specialist had given him a business card when he came to this store last time. Maybe talking to him would solve the problem.

Holding the attitude of giving it a try, Peter called the sales specialist.A few minutes later, the person arrived.Since we had met before, Peter said bluntly: "If you can make it cheaper, we won't transfer it and buy yours directly!"

"It's not that we don't want to lower the price, but that the computer is the latest one on the market, so we can't afford a discount!" said the sales specialist.

"If that's the case, then we have no choice but to leave."

"Well... no way, let's match you with a pair of Sony speakers, what do you think?"

"Well... let's discuss it."

So, they discussed:

"Although the price here is not discounted, it is equipped with a pair of Sony speakers, which is almost the same. It is acceptable."

"Yes. And the computer is a durable consumer product, which will involve the after-sales service in the future. The attitude of the A-brand salesman just now..."

"Yes, yes!"

"Although the price of brand B is a little higher, I feel that the salesmen here are quite solid. I believe their after-sales service must be no problem."

After everyone's discussion, they finally chose the B card.

This case is actually "a discussion triggered by a business card".

Usually, we can always find the kind of people who are too stingy in distributing business cards.I really don't understand, between a business card worth a few cents and an order worth tens of thousands of yuan, why do people always choose the former?Perhaps, these people are so short-sighted that they only see the few cents in front of them, and they don't notice the huge wealth that may be hidden behind the few cents.

Another example, such as: a courier salesman, he came to me for the first time because he delivered a courier to me, if he gave me a business card at the same time, and gave me a brief introduction to their company's courier business And the scope of services, then, maybe next time I want to send an express, I will think of this person, and I will take out his business card to check.The performance of such couriers must be better.

Therefore, do not send business cards.Anthony, the master of success?Before Robin's speech, the staff will send his business card to everyone present. During the speech, he will continue to distribute his business card to the participants. What is his purpose?
The purpose is to let more people know him, understand him, and finally remember him.

Business cards are one of the indispensable and necessary tools in modern business communication, but many salesmen do not pay attention to its huge role in sales, and their understanding of business cards is too narrow, so they do not wear business cards in business social occasions. I can’t remember to send the business card, the information on the business card is unclear, even altered, and the phone number no longer exists.These details often affect the achievement of business and cause unnecessary losses.

For salesmen, don't hesitate to spend money on business cards, which represent the image of your company.Take a look at your business card, do your customers think of you because of it?If someone gave you such a business card, how would you evaluate it?Do you throw it into the trash can after reading it, or carefully collect it and put it in the already full business card case?
A business card is not a costly thing, but your image; a business card is not a symbol, but your marketing work.Try to make your business card more distinctive, so that customers will remember you and show it to others.

Finally, let's take a look at some issues that should be paid attention to when making business cards:
①The design should be ingenious
Are you impressing your customers?
Do potential clients still talk about you after you've left?Or will they talk about your competitor and buy from him?

If you want potential customers to remember you, you have to create a vivid image that is different from others.A well-designed business card can often attract the attention of potential customers.

If your business card is similar to the one used by ordinary salesmen, it will be difficult for potential customers to notice.On the contrary, if your business card has a unique design and conveys some special messages, potential customers will pay special attention to you and pay special attention to your words and deeds.

Of course, ingenuity and personalization are not flashy, but have their own characteristics.The basic principle of designing business cards is that the color should not be too flowery, but should be beautiful and generous.

In addition, due to the advancement of technology, you can quickly produce different styles of business cards with pictures and texts at a very low cost.Therefore, you can try to use different business cards for different visitors.In this way, I believe that the chances of customers remembering you will greatly increase.

②The displayed information should be clear and clear

The company name should be clear at a glance, and the trademark should be prominent; the name and position should be clear; the main products or industries should also be clearly introduced.

③Do not write too much on the phone

It is best to write down your most frequently used phone number, which will make it easier for customers to contact you.If there are several phone calls on your business card, there may be a situation where a customer calls but you are not there, and a good opportunity may be lost.

④Don't write too many irrelevant positions, and don't write too many companies

Some salesmen are afraid that others will not pay enough attention to it, so they write the names of all the group companies on the business cards, making people dazzled. This is actually not conducive to business development.

⑤ Keep up with the pace of the times

Want your business card to keep up with the trend of the times in the business world?Then you'd better take it out of your wallet and business card holder, and double check whether it contains some basic information:
Name

Position

company name;

company address;

email address;

company website;

telephone number;

fax number;

mobile phone number;

company logo.

Business card is an important tool to expand your social circle and make more friends. I hope you can make good use of it.Slowly, you may find that a business card you send out unintentionally will bring unexpected joy.

Now, check your business card, if it doesn't have these characteristics, you'd better start designing a business card with a strong personality right away, then print it out and send it to your clients.

Fourth, honesty is the best weapon
"We must have a good relationship!" This sentence has become the "hidden rule" of the sales industry, and it is also the basic rule of many salesmen.Excellent salesmen can always maintain close and friendly contact with customers, and invite customers to have a meal and chat with each other from time to time.These methods of getting close to and building relationships with customers seem to be very simple, and anyone can use them, but why some salesmen can always win the favor of customers, while others can't even enter the door of others?
Are successful salespeople successful because they are charismatic, or because they are good at sycophants?Or, comparison will touch people's hearts at critical moments?
Research by the European Business School in Reutlingen, Germany, shows that these points are not critical.The main difference between successful salesmen and their mediocre counterparts is that they are exceptionally honest.

(End of this chapter)