Face-to-face communication with customers for the first time and effective visit to customers are the first step towards the success of conference marketing. Customer visits can only be successful if they are fully prepared. The key to evaluate the success or failure of marketers is to see how many effective new customers they have developed and how many sales achievements they have improved each month. So, how to make a successful home visit?

Successfully accessed image.

The concept of "you can sell if you are willing to work" is outdated! Instead, it is "careful planning, saving time and effort!" The only participant in the visit is the customer. If you want to make progress, you should first critically examine your efforts and then decide what to do.

Visiting customers at home, especially for the first time, is inevitably a little wary of each other and difficult to relax. Therefore, marketers should pay special attention to the first impression we leave others, and a successful visiting image can help you to succeed.

External image: dress, appearance, manners and even expressions should be as natural as possible, so as to maintain a good image.

Control your emotions: Bad emotions are the enemy of success, so you should learn to control your emotions remotely.

Affinity relationship: eliminating the psychological barriers of customers and establishing affinity relationship will build a bridge to communicate with customers.

Sincere attitude: "What you know is what you know, and what you don't know is what you don't know", which is the basic truth of being a man as the old saying goes.

Self-confidence psychology: Self-confidence comes from psychology. Only by "believing in the company, products and yourself" can we build a strong self-confidence mentality.

Contact is an important step to facilitate the transaction. For conference marketing, home visit contact is the cornerstone of success. Before visiting customers, marketers should lay a solid foundation for success.

Plan preparation

1) Program Purpose: Because our sales model is continuous, the purpose of door-to-door visits is to promote ourselves and corporate culture rather than products.

2) Planning tasks: The primary task of marketers is to transform their "stranger position" into "friend position" in a short time. In your mind, when communicating by telephone, you should be clear about the situation, make a preliminary analysis of the customer's personality, choose the starting point of communication, plan the number of products to be promoted, and do a good job in one-stop service of calling, sending letters and communicating.

3) Planning route: Visit according to the excellent planning route and make a visit plan! Today's customers are the continuation of yesterday's customer visit and the starting point of tomorrow's customer visit. Sales staff should make good route rules, arrange work in a unified way, make rational use of time and improve the efficiency of visiting.

4) prologue: how to enter the door is the biggest problem we encounter. A good beginning is half the battle, and we have a 75% chance.

External preparation

1) Instrument preparation: "Don't judge a book by its cover" is used to warn people, while "90% of the first impression depends on the instrument". If you want a successful home visit, you must choose clothes that suit your personality to reflect your professional image. Show the brand image and corporate image to customers through a good personal image. The best achievement is to wear the uniform clothes of the company, which makes customers feel that the company is very formal and has a good corporate culture.

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Men wear a uniform jacket and tie, dark pants and black flat shoes to avoid hair problems such as long hair and dyeing, and do not need to wear any accessories.

Ladies wear a uniform jacket and tie, dark pants or skirts, black leather shoes, avoid hair distribution and dyeing, and do not wear any accessories.

2) data preparation: "know yourself and know yourself, and you will win every battle!" We should collect customer information as much as possible, understand the customer's situation as much as possible, sort out the obtained information and put it in our minds as data. You can ask others for advice or refer to relevant information. As marketers, we should not only get the basic information of potential customers, such as their personality, education, living standard, hobbies, social scope, habits and hobbies, names of close friends, etc., but also know what they are proud of or worried about at present, such as moving to a new home, getting married, having a happy son and child admitted to college, or being nervous at work, economy, stress, insomnia, poor health, etc. In short, the more you know, the easier it is to determine the best way to talk to customers. We should also strive to master the activity information, company information and industry information.

3) Tool preparation: "If a worker wants to do a good job, he must sharpen his tools first." In addition to the spirit of giving up, a complete set of sales tools is an absolutely indispensable combat weapon for an excellent marketer. There is a saying in the business circles of Taiwan Province Province that "sales tools are like the sword of a knight", and salespeople should bring all the information that can promote sales. The survey shows that when salespeople visit customers, using sales tools can reduce the labor cost by 50%, improve the success rate 10% and improve the sales quality 100%! Sales tools include product manuals, corporate promotional materials, business cards, calculators, notebooks, pens, price lists, promotional materials, etc.

4) Time preparation: If you make an appointment with the customer in advance, you should arrive on time. If you arrive too early, it will add some pressure to your customers. If you arrive too late, you will send a message of "I don't respect you" to customers, and at the same time, it will also make customers feel distrust. It is best to arrive 5-7 minutes in advance and get ready for the entrance.

Internal preparation

1) confidence preparation: it has been proved that the psychological quality of marketers is an important reason for success, highlighting their best personality, making everyone love them and maintaining a positive and optimistic attitude.

2) knowledge preparation: door-to-door visit is a warm-up activity before sales activities. The most important thing at this stage is to create opportunities. The way to create opportunities is to raise topics that the other person cares about.

3) Refuse to prepare: Most customers are friendly. To put it another way, usually in the initial stage of meeting strangers, everyone will instinctively resist and protect themselves and find an excuse to push you away instead of really hating you.

4) Smile preparation: the management pays attention to humanized management. If you want others to be nice to you, be nice to others first.

Many people always envy those who are successful and think that they are always too lucky and they are always unlucky. It turns out that there is good luck, but the problem of good luck is biased towards honest and passionate people!