7 ways to find high quality potential customers in Business-to-business websites

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Many people through the telephone or QQ asked me: "Xuejiang, where do I find customers to call?" Why can't my salesman do the customer? ", in order to systematically answer everyone's question, I wrote this article, said the wrong or imperfect, welcome everyone to pat Bricks." The target customer's search is the most time-consuming work in the actual work of the telephone sales staff in the Business-to-business industry website, can find more target customers, whether there is a high-quality target customers, is a sales person the key to success, saying: Bricks, the target customer is the sales staff of rice. As a sales manager, sales Director or all of the company's management, from a variety of channels, through a variety of ways for the sales staff to find high-quality Target customers, the Business-to-business website itself is also engaged in the search for manufacturing enterprises to target customer service.

The target customer's search is a system engineering, can find the high quality customer, be affected by various factors. Looking for the target customer quality is also uneven, and some seem to be our target customers, but when we contact each other, the other party either does not recognize us, or directly hang our phone, even let us introduce our own opportunities are not. As a telemarketing, to find high-quality Target customers, through telemarketing, once again to filter out the quality of the target customers, continuous tracking, to talk about more customers.

1 registered members of their own website

The registered members of their own website, basically do not need to look for, all registered their own website members, including corporate members, individual members, are our important target customers, because he has to register, most of them are more approved of our website, otherwise he may browse, think that there is no use, is not registered. These customers, sales leaders to do a good job distribution, according to the order of registration, evenly distributed to all the sales staff, is more reasonable, can be used to help you achieve the sales management system. Registered users, a large part of the hope that the free promotion, so that they are more exclusive payment, sales work is: through further communication to determine whether we need to further track the customer, to find the focus of tracking the target customers, to maintain communication. General industry website success rate can reach between 1%-5%, this ratio of 500 customers to calculate more accurately, just set up soon, the popularity of the site, the success rate may be 1%, high visibility, there are indeed promotional value of the site, can reach 5%, of course, and the level of sales personnel related.

2 customers by telephone, online message or QQ Consulting

General Business-to-business websites have online consulting, some customers in a moment want to become a fee member or advertiser, he would like us to contact him, directly submitted online message, or through the telephone, or through QQ consulting and other contact with us, this type of customer is generally equally distributed to all sales staff, Some websites are also tracked by sales executives, but the authors believe that the average distribution is more reasonable. This type of target customers are the most need to focus on tracking, the success rate is very high, generally can reach 10%-50%, for the establishment of a long time, the establishment of brand awareness of the site, the probability of success will be higher.

3 Find the target customers through the exhibition

The services provided by the exhibition and the services provided by the Business-to-business website are basically similar, in the absence of business-to-business websites, production enterprises are generally relying on exhibitions to promote their own enterprises, until now, the exhibition is still a business-to-business enterprise promotion of an indispensable platform, especially the machinery, raw materials industry, Some enterprises spend at least 100,000 yuan a year on the exhibition, and more than millions of yuan. Most of the customers who attend the exhibition are more powerful.

As a business-to-business website, we can exchange ads with the exhibition, the exhibition company to provide us with a 9 square meters of free booth, or even a smaller booth, we free on the site for the exhibition company to do an ad. At the exhibition, we distribute the company's album, its own published periodicals or books through the booth, each send a copy, need to receive a business card, through this way to obtain business contact, to those without business cards, to let them hit our unified mobile phone, see the correct caller number, and records, before sending information to them, In particular, the issue of books or periodicals, because many people will fill out, the goal is to obtain the correct contact of the audience.

Whether there is a booth, or no booth, can be free to visit the exhibition, visit those exhibitors, each show can see hundreds of enterprises, with information, each booth to send a copy, Exchange exhibitors information, back to contact them slowly, the goal is to obtain the contact of exhibitors, I in the " Business-to-business industry website to promote the actual combat cheats 6th Chapter 3rd "How to establish cooperative relations with the trade show" did the introduction.

For a part of the exhibitors, to establish contact in advance, if the exhibition has cooperation, to be 10 days in advance of the exhibition exhibitors directory, and the exhibitors to establish links, and some may have been contacted, and some may be registered members of the website, to contact the person in charge of the exhibition, or participate in the exhibition of the company sales Director, And make an appointment to meet at the exhibition, roughly talk, after the show to communicate with them in detail, they are sometimes too busy to wait for them to be free. They are very busy, do not make an appointment, generally will not receive you.

Through the exhibition to find customers, many also from the understanding of our site began, because most of the big customers, tracking time is relatively long, the success rate probably and the registered members of the site almost.

4 new users who have just registered with the same industry website

Generally those who just registered a website, the understanding of the site is not profound, so that they understand our site at this time, is also a good opportunity. This type of target customers, to let them first understand the site, because if you start to persuade them to advertise on the site or members, the chance of rejection is very large, they do not understand our site, especially often received this type of phone, are tired, without thinking, they refuse to call you. This type of customer we're going to start by getting to know them, the preliminary judgment is our target customer, if is, must first introduce our website to them, for example, you visit our website, registers a user, can receive the order free, looks at the purchase information, free release information also can obtain the customer, First through the free to attract them to visit, register our website members, the next step is to recommend fees, success rate can be higher, the website designer in the user registration, we should pay attention to the registered members to promote our service, I in the "Business-to-business Industry portal design and development of actual combat research report" The 5th Chapter 2nd section has made the detailed explanation. Generally through mobile phone text messages, QQ, mail send our website and site introduction, some of the major customers through the way of courier information, let them know our website, let them to register or visit for free.

This customer's success rate is relatively low, estimated only to reach about 0.5%, look at the level of each salesperson, as well as the site in this industry brand awareness. For example, Alibaba's sales staff, they as long as the boss contact, the boss basically know them, whether or not to register their members, the success rate is higher than the industry site sales staff, so to improve the Business-to-business industry website sales, in the long run, brand strategy is the only way, Let peer enterprises in various occasions can see you, understand you.

5 billing customers of the same type of website

The needs of such customers are very clear, they are willing to spend money on the internet to do promotion, but often this type of customers will not generally choose, very few will do a lot of web sites, such as some enterprises do Alibaba good faith, they do not want to do the industry website, some enterprises do Baidu promotion, will not be willing to select any business-to-business website, Our goal is to find companies that are willing to advertise or affiliate in a multi-channel way, the key is to tell them that we and other sites of different points, to be differentiated from these sites, taboo to say that they do promote the site is very bad, unless you through inquiries, they think now do promotion of the site is not good, You can only say that your site is better than theirs and is more effective than theirs.

This type of customer search for channels, including Baidu, Google and other searches, input related keywords, do bidding enterprises out. The same industry of all the site's advertising and membership fees customers, comprehensive business-to-business website, such as: HC, Alibaba 1688, China Manufacturing Network (domestic), global resources (domestic) and other comprehensive web sites. This kind of customer tracking method, and the previous section of the same tracking method, but also from the site to visit, no longer repeat.

6 Find customers through industry periodicals and books

Such customers are generally less, pay attention to collect all the journals and magazines in the industry, as long as in the Journal of Advertising Enterprises, to contact them. There are many channels to collect, the general journal Publishing Enterprises will participate in the exhibition, the exhibition can use some business card, to exchange some magazines, or in the name of the enterprise, call to advertise, let them free express the latest periodicals to you. To this kind of enterprise, may tell them, the website and the periodical do together, the multi-channel promotion, the effect is better. The tracking method is the same as the one in the previous section, and it is also starting with the visit to our website.

7 How to find the relevant decision makers in big enterprises such as equipment and brand

Such enterprises generally in one industry, such as large equipment enterprises, a general segment of the industry may be up to hundreds of, the well-known may be dozens of, but these customers, the amount of cooperation may be tens of thousands of dollars, and some even a year in a website spend hundreds of thousands of, as far as I understand, This type of enterprise has more than 100,000 yuan invested in the network every year, it is normal, basically is the form of advertising.

When there are very few big clients in the website, to start from the industry's most well-known, to help a number of enterprises free advertising, and to get in touch with these enterprises, so that they provide real business information, to do looks like real, such as their dynamic, to report, they attend the exhibition to be free interview, and can do special promotion for them. And then look for their competitors, like the industry's top-ranked business, the industry's top 3 companies as the largest rivals, if they are sure that the industry's second and your cooperation, then they will be your site as a promotional consideration, may take the initiative to find you, otherwise they will not ignore you, large enterprises staff are very cattle. Chinese people like to follow the bandwagon, like with competitors to do market promotion, to be good at analyzing the customer's psychology.

Found these businesses, also need to find specific responsible person, SME marketing, advertising procurement is the boss is responsible for, and large companies, have a more clear division of labor, the general network to promote the sales General manager is responsible for the specific department is the sales department below the marketing department, the specific person responsible for the marketing department manager, Process is: The Chairman or the general manager of the budget, the payment signed, according to the previous year's sales, a certain proportion, as the marketing costs, within this range, sales general manager has the right to sign a contract. Screening promotion platform, with who cooperation, generally by the marketing department or sales general manager to do. As long as the marketing manager or sales person can, the rebate to give, anyway, the money is not their flowers, the advantage is that they take, we have to persuade sales manager, with our cooperation will bring him sales performance can be.

We can find sales and marketing leaders, including bosses, through the Internet and exhibitions. But sometimes we have to find these decision-makers, you can also contact with the general sales staff, let them recommend, or tell you the person in charge of the mobile phone number, we just promise to cooperate after the success of free to introduce them to customers, they are generally happy to help you pull strings, for some of the more right to speak of ordinary employees, You can also promise to give them a little he, of course they don't necessarily.

The above 7 methods apply only to the telemarketing model of some of the more subdivided business-to-business websites, which may not be appropriate for business-to-business sites in large industries or for integrated business-to-business sites. For example, a comprehensive business-to-business website has agents to help them run customers, the model is not the same, large industry business-to-business site in various locations to establish a number of offices, some sites to the industry focused on the region to adopt door-to-door marketing methods, the pattern is different. Hope that you summarize more methods, welcome to discuss with me QQ.

This article original author: Xuejiang, welcome the Exchange guidance consultation, the Exchange qq:1580658565.