How to correctly interpret the construction station demand of the construction station company

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Often receive such calls:

When the phone rang, the people over there were asking, "What's Your 1200-dollar site like?" How could a word road? Usually add the customer's chat tools, such as QQ,MSN, and then carefully understand the needs of customers, and then according to customer needs to provide relevant case reference and quotes. But there will also be such a customer: he/she has been on your website to understand the relevant product packages, think the cheapest price with their own budget basically coincide, so also too lazy to communicate with you too much, directly said that the package to do good. But the customer does not really understand the menu's website function or see also not quite understand, after all, not in the industry, if you are silly in accordance with the customer's designated package for him/her to do a website, then do out of the site in the vast majority of circumstances can not make customer satisfaction, then the communication will not be happy behind, The prospect of longer-term cooperation is also low.

With the author's personal experience, there is such a case around. A client has taken a fancy to our 1200 package on our Studstu website (actually this package has been canceled, instead of using the 880-yuan finished product site package and 1600 promotional Web site package, the telephone to say: "You 1200 yuan site is how, show me?" Customers can understand that the customer is very direct, then the next communication should be treated directly. So the author directly asked the customer: Can you tell me your QQ number, I will send you a reference to the relevant cases. The client was quick to say a bunch of numbers. Added QQ, after the inquiry that the customer is to do a skin care products site. In general, skincare and cosmetics sites have to do a better job to highlight the product's brand and atmosphere, and the general brand sites are more expensive. Customers are really direct, only to give such a message and asked: "What is your 1200-yuan website?" Let me see the case. The basic author's basic judgment, and did not directly reply the customer the price question, but to provide a number of better skincare brand site to customers for reference, the author provided the case is still more satisfied, the author is also spirits pursuit, the customer is most satisfied with a case of Korean flower brewing Drug Makeup official website function to explore customer needs. The customer inquired first about the price of the website, which, of course, is twice times that of the customer's target. If you say it directly, you might scare the client away. Or to first explore the customer's tone. So the author asked the customer, whether all according to Flower Brew this site to do it? The customer said yes. The author says, if according to this website to do, the price should compare high, because the member system and the Korean this piece of cost is relatively higher. This sentence, is to explore the customer in the end to the function of more value or the price more value. As a result, the customer said, then remove these two features. It seems that customers pay more attention to the price. After the confirmation of the customer demand situation, the author quickly find a few cheap and good-looking and relatively simple generous case to provide to customers, and said that you can go to the customer company to introduce him in detail. Of course, the author also won this opportunity.

At this point, if you think the price is about to set, then you are wrong. Interview with the customer in order to better understand and grasp the needs of customers, so that the final bid and signed the contract (if possible). But this customer's distance is really not the general far, from the south of the city to the north, turned 4 subway, a trip like a roller coaster bus (suburban, all the way in the road), and finally have to take a trip to the motorcycle. The saddest thing is that the client's address is not written clearly, No. 8th XX Road, the results of the author ran past a look, tragedy, here is not only the XX road, two Heng Street, there are eighth North and eighth South, the most tragic or in the industrial park, people are rare, transportation is no way to find. The wind will be the author blowing shivering, finally in the rampage for a long time, only in a kindly delivery eldest brother under the guidance of the factory found customers. With the customer a communication only found that the original customer is to help his customers do the site, the end customer will not pay to build station fees, so customers of course also want to spend the least money to do a simple website. Of course, I will not give up the ha. Prepared enough cases, ranging from expensive to cheap, there are detailed PPT, including company introduction, customer site reference cases, proposed construction program, such as the establishment of the benefits and after-sales service. Also from the optimization and user experience to the customer's original website provides a few suggestions. Customer is like this, you stand in the customer's position to think for him, you can go more to get his heart inside. And for a small single came all the way to come here is not late (about 10 o'clock in the morning, the author is 2.5 hours ahead of time), so serious an attitude does not allow customers to move at least will let the other party feel you to him this matter still attaches great importance to the heart. Of course, the author finally not only signed a single, but also incidentally signed the other two orders (customers have another brand of the site to do), but also worthy of the early morning toss it.

This case can illustrate the following points:

First, understand the customer's character, and then respond to the customer's character. As the above customer is very straightforward, then you are more direct, do not talk about any more irrelevant topics. Of course, if you meet the customer can be more kan, you nonsense more than a little more to ask a number of customer company situation AH what is no problem, but also to increase the customer's sense of friendship;

Second, do not make a direct offer until you know the customer's specific requirements. This is very important. Why not? First of all, there are different quotes for different functions of the website, which is well known. Another is that will lead to the price is not allowed, the initial price too high or too low will affect the customer's next communication. So you can first understand the customer demand for the site, make a relatively vague quote. For example, say 2500 or so, or 2500~2800, do not directly say 2500, because the customer may request the function is such, but if the back of the customer again put forward to beautify the request is relatively high, or the product display mode requirements are relatively high, or the Web site layout to show the way requirements are more special, you When the price is higher, the customer will doubt your sincerity. Therefore, in the communication with customers, generally do not direct quotes, if you want to, but also to understand the needs of customers before the report.

Third, do not according to the customer's target positioning to quote. Some customers may want to spend more than 1000 to do a thousands of or even tens of thousands of dollars of the site, this is certainly impossible! Then you have to provide customers with cases and explain the case, first to understand the needs of customers, according to the needs of customers to quote. For example, your customer is more important to the price, then you find his target price and the same case to him and quote, if the customer for the function is more important, then you have to according to the customer requirements of the function of the quotation for a positioning estimate.

Four, pay attention to each customer's needs. Now some of the establishment of the company's own positioning is too high for the low price of the list holding a kind of indifferent attitude. This attitude is actually very bad. Or the customer's initial inquiry is to hope the cheapest price, that is because the customer is not familiar with the site construction is not aware of, need our guidance. Even if this customer sign is the lowest price set up the station package, but the service is good, also does not exclude customer's friend, customer's customer ... Wait, come and sign, it's not a simple list.

The ancients said, glimpse in the mirror, you take what attitude to treat customers, customers will feedback what kind of return to you. A website salesman to go on this road for a long time, you have to come up with your sincerity, standing in the customer's position to consider for each other.

Note: This article from Guangzhou website construction http://www.studstu.com, reprint please indicate the source. Thank you!