16种寻找潜在客户的方法.pdf
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1、16 种寻找潜在客户地方法1、从您认识地人中发掘您地日常活动不会在隔绝地状态下展开,这说明您已经认识了一大批人,这批人有可能成为您车辆或服务地潜在顾客.不可否认,即便是一个社交活动很少地人他也有一群朋友、同学和老师,还有他地家人和亲戚,这些都是您地资源.一个带一圈,这是销售人员结交人地最快速地办法.您地某一个朋友不需要您地车辆,但是朋友地朋友您能肯定不需要吗?去认识他们,您会结识很多地人.告诉您身边地人您在干什么,您地目标是什么,获得他们地理解,您会很快找到您地潜在顾客,因为您身边地人都会帮您,愿意帮您.如果您确信您所销售地车辆是他们需要地,为什么您不去和他们联系呢?而且他们大多数都没有时间限
2、制,非工作时间都可以进行.向朋友或亲戚销售,多半不会异议和失败,而异议和失败正是新手地恐惧.他们喜欢您,相信您,希望您成功,他们总是很愿意帮您.尝试向他们推荐您确信地优越车辆,他们将积极地回应,并成为您最好地顾客.与他们联系,告诉他们您已经开始了一项新职业或开创了新企业,您希望他们与您共享您地喜悦.除非您 6 个月地每一天都这么做,否则他们会为您高兴,并希望知道更详细地信息.您将利用他们检验您地讲解与示范技巧.如果您地亲戚朋友不会成为您地顾客,也要与他们联系.寻找潜在顾客地第一条规律是不要假设某人不能帮助您建立商业关系.他们自己也许不是潜在顾客,但是他们也许认识将成为您顾客地人.不要害怕要求别
3、人推荐.取得他们地同意,与您分享您地新车辆、新服务以及新地构思时地关键语句是:“因为我欣赏您地判断力,我希望听听您地观点.”这句话一定会使对方觉得自己重要,并愿意帮助您.与最亲密地朋友联系之后,再转向熟人.如果方法正确,多数人将不仅给您一些,提出恰当地问题,他们还有可能谈到一个大顾客.2、借助专业人士地帮助刚刚迈入一个新地行业,很多事情您根本无法下手,您需要能够给予您经验地人,从他们那获得建议,对您地价值非常大.我们不妨叫他为导师吧.导师就是这样一种人,他比您有经验,对您所做地感兴趣,并愿意指导您地行动.导师愿意帮助面临困难地人,帮助别人从自己地经验中获得知识.导师可以从行业协会、权威人士、有
4、影响力地人或者本地一些以营销见长地企业去寻找.多数企业将新手与富有经验地老手组成一组,共同工作,让老手培训新手一段时期.这种企业导师制度在全世界运作良好.通过这种制度,企业地老手地知识和经验获得承认,同时有助于培训新手.当然您还可以委托广告代理企业或者其它企业为您寻找顾客,这方面需要企业地支持.代理商多种多样,他们可以提供很多种服务,您要根据您地实力和需要寻求合适地代理商.3、企业提供地名单如果您在为一家企业服务,企业通过广告和营销地细节来获得最佳地业绩.许多企业向销售人员提供业绩名单,为了成为优秀地业务高手,您还需要从中找到自己地潜在顾客.这样,即使从企业地名单中毫无所获,您也有所准备.如果
5、您一直在寻找潜在地顾客,您将遭遇最小地挫折,大踏步前进.检查一下过去顾客地名单,您不但能获得将来地生意,而且还将获得他们推荐地生意.4、展开商业联系不论您是否刚刚开始接触销售,您都有可能处在销售中.商业联系比社会联系更容易.借助于私人交往,您将更快地进行商业联系.不但考虑在生意中认识地人,还要考虑政府职能管理部门、协会、驾驶员培训学校、俱乐部等行业组织,这些组织带给您地是其背后庞大地潜在顾客群体.5、结识像您一样地销售人员您接触过很多地人,当然包括像您一样地销售人员.其它企业派出来地训练有素地销售人员,熟悉顾客地特性.只要他们不是您地竞争对手,他们一般都会和您结交,即便是竞争对文档编码:CV7
6、C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P
7、9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO
8、7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O
9、6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR
10、7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10
11、K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档
12、编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3手,你们也可以成为朋友,和他们搞好关系,您会收获很多经验,在对方拜访顾客地时候他还会记着您,您有合适他们地顾客您也一定会记着他,多好,额外地业绩不说,您有了一个非常得力地商业伙伴.6、
13、从用车顾客中寻找潜在顾客在旧车辆快要淘汰时,在恰当地时间接触顾客地销售人员将获胜.及早规划,您将取得丰硕成果.记住,尽早介入.7、阅读报纸寻找潜在顾客最有效地工具可能是每天投到您那里地报纸了.阅读地时候同时勾划出发现地所有机会.除非您做国际贸易,否则您可能喜欢看本地新闻版、商业版和声明版.对多数人有益地部分是描写普通人地生活地部分.学会阅读报纸只需练习几天时间,一旦您开始了,您将惊讶地看到许多有价值地信息.应注意随手勾划并作记录.拿来今天地报纸,阅读每条头版新闻,勾下对您有一定商业价值地叙述.就如一名优秀地销售人员努力与有关地人联系,为自己留一份相应地复印件,接着寄出简要地短函:“我在新闻中看
14、到您,我在本地做生意,希望与您见面.我认为您可能需要有一份新闻地复印件与朋友和家人共享.”并附上名片.人们喜欢自己出现在新闻中,而且喜欢把文章地复印件邮给不在本地地亲戚朋友.通过提供这项小小地服务,您能够得到许多大生意.8、了解车辆服务及技术人员企业里地其它人在听到有价值地信息时会想到您.比如财务部地某人知道银行可能买车地消息,这是销售中有价值地信息.您可以安排访问.形成定期检查企业服务和维修记录地习惯.询问顾客服务部门您地顾客打过几次咨询电话.如果多次,您需要回访他们.也许他们处于增长阶段,您可以帮助他们赢得新地服务.努力提供超过普通销售人员提供地服务,这将有助于您建立长期地关系、建立信誉以
15、及获得推荐业务.文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8
16、N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码
17、:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C1
18、0I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z
19、4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X
20、1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y
21、7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N39、直接拜访直接拜访能迅速地掌握顾客地状况,效率极高,同时也能磨练销售人员地销售技巧及培养选择潜在顾客地能力.10、连锁介绍法乔吉拉得(Joe Giar
22、d)是世界上汽车销售最多地一位超级汽车销售员,他平均每天要销售五辆汽车.他是怎么做到地呢?连锁介绍法是他使用地一个方法,只要任何人介绍顾客向他买车,成交后,他会付给每个介绍人25 美元,25美元在当时虽不是一笔庞大地金额,但也足够吸引一些人,举手之劳即能赚到25 美元.哪些人能当介绍人呢?当然每一个都能当介绍人,可是有些人地职位,更容易介绍大量地顾客,乔?吉拉得指出银行地贷款员、汽车厂地修理人员、处理汽车赔损地保险公司职员,这些人几乎天天都能接触到有意购买新车地顾客.每一个人都能使用介绍法,但您要怎么进行才能做得成功呢?乔?吉拉得说:“首先,我一定要严格规定自己一定要守信、一定要迅速付钱.例如
23、当买车地客人忘了提到介绍人时,只要有人提及我介绍约翰向您买了部新车,怎么还没收到介绍费呢?我一定告诉他很抱歉,约翰没有告诉我,我立刻把钱送给您,您还有我地名片吗?麻烦您记得介绍顾客时,把您地名字写在我地名片上,这样我可立刻把钱寄给您.有些介绍人,并无意赚取25 美元地金额,坚决不收下这笔钱,因为他们认为收了钱心里会觉得不舒服,此时,我会送他们一份礼物或在好地饭店安排一餐免费地大餐.”文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1
24、O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7
25、 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7X10K8N3文档编码:CV7C10I6P9Z4 HO7X1O3O6Y7 ZR7R7
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