14 New Media Sales behavior

In addition to a few utopian people, no business operator is not expecting a better salesperson to achieve sales revenue for the enterprise. New media operators are no exception, every day we are looking forward to this new area can be rapid development, which is an important part of enterprises continue to obtain sales revenue to support the development needs of enterprises. More than 90% of them have finally become "industry martyrs", seeing countless traditional media, traditional industries turning to airborne troops and new media companies recruiting recruits. However, the founders of these companies are generally more than 80% successful in mastering new media sales skills! Why? Most of the experience comes from failure, and the answer often comes from the problem itself. So we'll get to know from the front line of sales. It must be explained that: The following questions from the practice, this article analysis must be more than should be known, should be insufficient, because the sale of words is the business technology. So this article can be used for learning communication, not as a tool. We specifically look at the new media sales of 14 typical problems: 1, do not know what their products and services are more than 90% of the new media enterprises do not have standardized product manuals, can not say what their products are sold, not to mention the core competitiveness of their products. These enterprises more than 90% of the sales of products, are pure advertising, leaving less than 10% of the sales face every time need to be customized. As a result, similar companies cannot solve 3 key issues: How to boost capacity? How to explain the marketing effect? How to improve the conversion rate of their own sales (portal and professional vertical Web site in the flow rate of conversion is generally not less than 100 times times)? 2, do not know who their customers for the traditional fast-selling products industry, The time period for which the salesman accurately reported who the customer was is no more than 3 months; for fine-grained vertical media, salespeople accurately report who their clients are for no more than 6 months; Portal media, the time period for a salesperson to quote his or her client is 3 years. Are you still saying you're new and you're fast? 3, do not know what the customer's demand is almost 95% of the salesman said: "Customers let the site to him with people (customers)!" If I were a client, I would certainly say that if I were a salesman who talked to me about how well the site was and there were no other professional topics. Do you remember the lines of "Infernal Affairs": You said you were a policeman, to give a try! What the customer needs is someone to help him solve the problem, not how good a new product is being instilled. 4, regardless of the customer's current needs of human nature are selfish, human nature is short-sighted. He only cares about the most urgent things in his immediate situation, so the new attempt can be postponed indefinitely. So, does your product or service Help the customer's immediate needs? 5, no matter what the customer knows what poor traditional business management personnel, the new media salesman constantly entangled, desperately instill new ideas, do not care about the boss assigned urgent tasks, and, they do not speak English! What is called PV, what is called UV, What is called social marketing? Please remember, speak in words, say what the customer understands。 6, do not know what the customer believes that people only believe that they have experienced things, so communication must have the details of the scene. When you talk about the complete lack of detail, especially the lack of customer experience in the scene of similar details, then communication will not have results. 7, do not understand the customer's industry is also spicy, Sichuan people love spicy, Hunan people love spicy, north people like dry spicy. Do you think the needs of customers in an industry are the same? No, please be sure to study the industry patterns. 8, the lack of professional training 99% of the new media sales are not professional training on the induction, so the sacrifice rate of more than 99%, so the new media companies recruitment of the delivery resume to choose less than 5% sales positions. 9, one-sided understanding of the so-called effect of marketing implementation details of the impact of marketing, insufficient brand impact on marketing results of One-tenth. Then I saw many of the first sites in the local New media field sales of the so-called effect of the dejected. 10, do not know the correct customer relationship there is a famous saying: "No professional, you and customers drink dead, but make a little wine." "Some people say that it takes a seven-cent relationship to make a single product, but the three products are 1, and the seven-cent relationship is 0." 11, the customer requirements as a demand for primary sales will say: "Customer demand is a recent activity." "Well, think about it: why do customers engage in activities?" What is the purpose? What is the best way to help customers achieve this result?—— this is the demand. 12. Lack of service norms this is not just a new media field, the entire service sector is lack of norms. But you have to be big, you have to regulate. What is the specification? You pay at the McDonald's checkout desk, and you'll know what the spec is when you don't get any food in five minutes. 13, do things not for customers know Lei said: "I am lei, not Lei Feng." "To do sales is not to learn Lei Feng, do things customers do not see equals zero!" If you reflect on the new media company, which has no sales service specification, 90% of the things you learned from Lei Feng. 14, excessive belief in creative + not reliable implementation of cattle, I believe that we have good ideas, but can not say after the implementation of the written manuscripts are embarrassed to see the customer even if successful? Summary of these 14, and finally summed up: √ Sales problem is definitely not a sales problem, but a service problem. √ Sales is a meticulous job, like doing a math test. √ We often complicate things, but forget the nature of the business. √ You are the media, can't get rid of the media DNA. You are the new media, you are not the Savior.