Site creation Requirement Analysis

as soon as the phone rings, the people over there are asking: what is your 1200 yuan website like? Can a word be clear? Generally, the customer's chat tools, such as QQ and MSN, are added. Then, the customer's needs are carefully understood, and relevant case reference and quotation are provided based on the customer's needs. However, there will also be customers who have learned about the related product packages on your website. They think the cheapest price is basically consistent with their own budget, so I am too lazy to communicate with you too much, just say that the package is good. However, the customer does not really understand the Website Functions of the package or does not understand it. After all, it is not an industry-wide person. If you are dumbfounded to create a website for him/her based on the package specified by the customer, in most cases, the website is not satisfactory to the customer, so the subsequent communication will not be pleasant, and the hope for long-term cooperation will be very low.

taking my own experience as an example, there is such a case around me. A customer takes a fancy to our 1200 package on our studstu website (in fact, this package has already been canceled, instead, we use the 880 yuan finished website package and 1600 promotion website Package). We can say by phone: What is your 1200 yuan website like? As soon as the customer opens their mouths, he can understand that this customer is very direct, so the next communication should be treated directly. Therefore, the author directly asked the customer: Could you tell me your QQ number? I will send you relevant cases for reference. The customer spoke about a string of numbers very cheerfully. After adding QQ, I was asked to learn that the customer was going to be a website for skin care products. Generally, websites of skin care products and cosmetics must do better in order to highlight the brand and atmosphere of products, while websites of General brands are more expensive. The customer was really direct enough. After giving such a piece of information, he asked: What kind of website would your $1200 website look like? Show me the case. The author's basic judgment does not directly reply to the customer's price issue, but provides several good skin care brand websites for the customer's reference. The customer is satisfied with the case provided by the author, I also sought after the customer to find out the customer's needs based on the features of the Korean flower makeup official website, the most satisfactory case of the customer. The customer first asked about the website's quote. Of course, the price is more than twice the customer's target price. If you say it directly, it may scare the customer away. We should first explore the customer's tone. So I asked the customer if all the websites are made based on flowers and flowers? The customer said yes. The author said that if you use this website, the price is relatively high, because the membership system and Korean are relatively expensive. This statement is to find out whether the customer pays more attention to the function or the price. The customer said, remove these two functions. It seems that the customer pays more attention to the price. After confirming the customer's requirements, I quickly found a few cheap, nice-looking, simple and generous cases to provide to the customer, he also said that he could go to the customer's company to discuss it in detail. Of course, I have also won such an opportunity.

At this point, if you think the price is probably the same, you will be wrong. Interview with the customer to better understand and grasp the customer's needs, so as to final the quotation and sign the contract (if possible ). However, this customer is really far away from the city. He ran from the south to the north of the city, switched to four subways, and took a shuttle bus like a roller coaster (in the suburbs, all the way to build a road ), at last, I had to take a motorcycle. The most sad reminder is that the customer's address was not clearly written, No. 8 XX road. As a result, the author ran over to see the tragedy. Here there are not only xx Road, 1 Heng Road, 2 Heng Road, 3 Heng Road, 4 Heng Road, there is also the North 8 on the south 8, the most tragic is in the industrial park, people are rare, but there is no way to find the means of transportation. The cold wind blew the author trembling, and finally found the customer's factory under the guidance of a good-hearted Big Brother. Only by communication with the customer can we find that the original customer is a website for the customer, and the end customer will not pay the website construction fee, therefore, the customer also wants to spend the least money on the simplest website. Of course, I will not give up. We have prepared enough cases, ranging from expensive to cheap, as well as detailed PPT presentations, including the COMPANY Introduction, customer website reference cases, and suggestions for construction solutions. In this way, the benefits of website construction and after-sales services are provided. Some suggestions are provided to the customer's official website in terms of optimization and user experience. The customer is like this. If you stand in the customer's position and think for him, you will be able to get more from him. And I was not late for a long journey from a small ticket (about ten o'clock A.M., but I set off two and a half hours in advance ), such a serious attitude will make the customer feel at least that you still pay great attention to this matter. Of course, the author not only signed the order, but also signed the other two orders (the customer has another brand of website to do), it is worth the early morning.

The following are some examples:

First, first understand the customer's character, and then give a corresponding response to the customer's character. For example, if the customer mentioned above is straightforward, you should directly discuss some irrelevant topics in the chat. Of course, if you meet a customer, you can talk a little more about the company situation of some customers. It's okay, but it also increases the customer's friendliness;

Second, do not quote directly before you understand the customer's specific requirements. This is important. Why? First, we have different quotations for different website functions, which is well known. The other is that the quotation is inaccurate. The initial quotation is too high or too low, which will affect the customer's subsequent communication. Therefore, you can first understand the customer's requirements for the website and make a vague quotation. For example, about 2500, or 2500 ~ 2800, do not directly say 2500, because the customer may require such functions, but if the customer asks for higher beautification requirements or the product display method is relatively high, or the website layout display method requires special requirements, and you will be miserable. When the price increases, the customer will doubt your sincerity. Therefore, in the communication with the customer, do not directly quote the price. If you want to, you must first understand the customer's needs and then report.

Third, do not quote based on the customer's target. Some customers may want to spend more than 1000 yuan to build a website with thousands or even tens of thousands of dollars. This is of course impossible! Then, you must first understand the customer's needs and make a quotation based on the customer's needs when providing the customer with the case and explaining the case. For example, if your customer pays more attention to the price, you should look for a case similar to his target price and make a quotation for him. If the customer pays more attention to the function, then you need to locate and estimate the quotation based on the features required by the customer.

Fourth, pay attention to the needs of each customer. At present, some website construction companies are too keen on their own positioning, and they are indifferent to low-price orders. This attitude is actually very bad. Or the customer's initial inquiry is for the cheapest price, because the customer is unfamiliar with website construction and needs our guidance. Even if the customer signs the lowest price website construction package, but the service is good, it does not rule out the customer's friends, the customer's customers ...... Wait until you sign the order. At that time, it was not a simple list.

The ancients said, "what kind of attitude do you take to treat customers?" The customer will give you feedback. If a website salesperson wants to go on this road for a long time, he must come up with your sincerity and stand on the customer's standpoint to consider for the other party.