Get the real needs of customers 6 key factors for success in big customer marketing

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In the process of major customer marketing, first of all to analyze the customer's background and status quo, the customer's existing problems to determine the sales target, and then consider the possible choice of marketing methods, through analysis, determine the marketing approach to be adopted, formulate a plan of action, and resolutely implemented. In big customer marketing, there are 6 key elements that need marketing staff to pay attention to:

1, the marketing staff should be clear who is the impact of the purchase, that is, the client Enterprise for the purchase of decision-makers, these people have what characteristics.

2, to be clear about their strengths in marketing. In sales, always pay attention to possible problems. Once the problem is identified, identify the problem first, then use your strengths to solve the problem and ensure that the marketing is successful.

3, pay attention to the mode of feedback. In the process of communication with customers, always pay attention to customer feedback, from the customer's feedback constantly verify their original judgment of the customer, and ultimately to determine whether the customer can be successful marketing conclusions. If you do not pay attention to customer feedback, marketers often pay a lot of energy and time, but do not get the desired results.

4, to clear the standard of win. Including your own winning standards and customer win standards. Only by clarifying the criteria of customer win, can we successfully communicate and communicate with customers, so as to achieve successful sales.

5, the ideal customer. In the face of many types of customers, marketers should be good at judging which is the ideal customer, only in this way, sales can have the Lord once, there is a greater chance of success.

6. Funnel principle. Marketing personnel in the face of the high sales targets issued by enterprises, often feel to complete more difficult. In this case, the sales staff can neither disregard the objective difficulties, bite the bullet to accept the task, it is not easy to require enterprises to reduce sales targets. The right approach is for marketers to "bargain" with the enterprise, and to make reasonable demands for more resources to ensure that they can complete the task on time.

Correct questions to get the customer's real needs

The fundamental goal of an enterprise is to make a profit and give the shareholder a sufficient return. To achieve this goal, good marketing is very important. The products offered by enterprises to the market include not only tangible products but also intangible products such as service, image and brand. Only through good marketing, in the fierce market competition to win customers in order to achieve the goal of corporate profitability.

Good marketing not only enables enterprises to win in a certain sales, the product successfully sold to customers and customer satisfaction, but also through this customer to bring more customers, to achieve greater sales performance. To achieve this goal, a thorough and meticulous understanding of customers is essential.

Not only to understand the customer's needs, understand the customer's psychology, but also to understand in the upcoming projects, the composition of the customer enterprise decision-makers or even individual decision makers personal details, including the person's most concerned about the problem, make decision criteria and so on. A clear understanding of these situations can be targeted to engage with customer decision makers to contact and communicate with customers.

In the planning of a project, we should do a good job of marketing environment analysis, that is, SWOT analysis. Through the analysis, clear oneself in this project superiority and the disadvantage, understood oneself may face the opportunity and the challenge.

To successfully carry out marketing environment analysis, it is necessary to obtain sufficient information. Sales staff for their own business situation is to know, for the customer's information to fully understand.

Through open channels or direct visits to senior customers to understand the customer's situation, to find out the problems of customers, targeted to propose solutions to the problem, then it is possible to negotiate an agreement.

In the sales of large customers, the sales staff not only to establish a good relationship with customers, fully understand the needs of customers, but also to fully understand their products. Only in this way can the successful marketing of solution sales, but also to the major customers for successful marketing.

There are multiple channels for understanding customer information. Through the telephone, the Internet can understand the customer's information, such as the company's nature, size, organizational structure, culture and so on. But this information is the customer's basic information, to understand the customer more information, especially the key information, you must visit the customer, through the customer targeted questions to obtain.