Three steps to develop prospective customers

Many marketers have a headache and difficulty in developing prospective customers. Otherwise, as long as we collect customer information, it is not difficult to find that many prospective customers are hidden in the existing customer base, there is a large customer market, waiting for us to explore. Referral is the most effective way to develop prospective customers. It is also an important resource for marketers to continuously obtain prospective customers. Through referral, we can also reduce the strangeness of the first visit. At the same time, we have the customer's approval, which is more convincing, winning the approval of prospective customers and facilitating the signing of tickets.

Customer Recognition

First, the referral personnel (customer) should be recognized for the nature of the referral. Only with the customer's approval can the customer tell you the current situation of friends and family information, so as to obtain detailed information of prospective customers. To gain customer recognition, we must first have a sense of responsibility, credibility, and responsibility. The second is to provide high-quality and satisfactory services to customers. Only by impressing the customer's heart with sincere service can the customer get the customer's approval, and the customer can safely introduce this service to friends, recommend you to your friends and voluntarily give feedback to friends. Therefore, when operating a customer, it is necessary to emphasize the credibility of the customer, credit, and win the customer's trust with actual actions, so that the customer is willing to make a referral. Of course, customers who refuse to provide referral will also be involved. At this time, the salesperson should find out the reason for the customer's rejection as soon as possible, eliminate the customer's concerns, relieve the customer's concerns, and regain their approval.

Obtain prospective customer information

After receiving the customer's approval, the customer will talk about the customer's friends. The customer will tell you his or her understanding and feelings about his or her friends, so as to obtain detailed information of prospective customers. When collecting the information, we mainly master the prospective customer's name, age, home and unit address and phone number, education background and future plan, current income and possible highest income in the future. At the same time, we can also learn the interests of prospective customers, master their emotions and personalities, and lay the foundation for unfamiliar visits. With the information provided by the customer, the customer has a general understanding and understanding of the customer, easy to grasp the details of the customer's life, and the planning of the customer to prepare for the problem, sort out the insurance plan, it will be more convincing.

Accurately target customers

carefully screen customers based on the information they have, and select the most likely and most powerful prospective customers to visit. After the customer is locked, select the appropriate visit time, visit method, and visit topic, and carefully design the insurance plan for the customer. Although it is a strange visit, but familiar with the customer information, such as taking a reassurance, the introduction is more handy, the sentence said accurate customer heart. This is introduced by friends. Prospective customers will not reject you thousands of miles away, nor embarrass you, or even generate a sense of intimacy and trust. You can use your own services to prove your credibility and capabilities. When winning the approval of prospective customers, we will introduce the insurance and instill the awareness of insurance. This two-pronged approach is more effective and I believe it will get twice the result with half the effort. Prospective customers will accept your point of view, become your customers, and finally sign the order.