Course Background:
In the process of expanding new customers, they will face the psychological loss after customer rejection, the self-worth denial after being regarded as a salesman due to the lack of communication skills, and the ineffective self-doubt ...... after the quick success
In the face of these current situations, how to adjust the psychological state of employees, calm down to do expansion, master the strategies and methods of expansion, and improve the success rate of development are the focus of this course. So as to recognize the strategy of going out and bringing in, improve execution, and achieve skill and ability promotion.
Course Objectives:Master the five major expansion strategies.
Motuo scene to point to face to get customers.
The exhibition scene is scanned by the line to get customers.
Roadshow scene to obtain customers in batches by district.
Salon scene Acquire customers with the old and the new.
Social Scenarios Acquire customers with relationships.
Course Duration:1 2 days, 6 hours a day.
Course Target:Network leader, account manager, product manager, customer group manager, etc.
Course Outline:
Lecture 1: Motuo Scene Gain customers with points and faces
1. The psychological state before the outreach visit
Dilemma 1: The customer is high up and standing in the cloud, and psychologically does not give us the opportunity to communicate on an equal footing
Dilemma 2: The customer has the awareness of being marketed, and opens the guard before he speaks.
Dilemma 3: I am marketed too many times a day, and I am disgusted when I see the marketer, should I go in?
Dilemma 4: I have been rejected by customers too many times, and I start to wonder if the outreach visit is useful
2. Establish an outreach team - the division of responsibilities and key tasks of the outreach team
3. Preparations for external expansion
Tool Forms:Outreach material preparation list, outreach service etiquette precautions, outreach information collection form and potential financial demand analysis.
4. Introduce yourself
Question 1: Who am I?
Question 2: What is the purpose of my visit today?
Q3: What benefits can I bring to you?
Fifth, the opening statement needs to be based on the premise of building customer goodwill
Purpose:Quickly build customer trust and generate interest.
Tips:Language skills, timing, and service etiquette.
Case Study:How can I use open-ended compliments to quickly get closer to my customers?
Sixth, visit the ice-breaking six ones
1.A new renminbi fold-out.
2.A small gift.
3.A financial literacy explanation.
4.A questionnaire
5.A set of personalized product leaflets.
6.A mobile banking demo.
7. Four solutions for the exploration of external expansion needs
1.- Service satisfaction questionnaire method.
2.- Market research method.
3.- Service Upgrade Act.
4.- Event-giving method.
8. Excavate demand research information
Question 1: Which bank do you often go to for business?What do you think of our service?
Question 2: Question: How much turnover do you have in a year?How long have you been running this shop?
Question 3: Are you a local?
9. Product introduction and objection handling
1.Product advantages carding.
2.Product features display.
3.Handling of customer objections.
4.The customer is on the doorstep.
Lecture 2: Exhibit Scene Gain customers by scanning the surface with lines
Exhibition marketing scene trilogy 1: heavy location
1.The amount of the lot is relatively large: the railway station, the community concentration area, and the entrance of the large supermarket.
2.Communicate in advance about the exhibition lot: whether the exhibition is driven away.
3.Publicity of the exhibition lot: with drainage publicity.
Exhibition Marketing Scene Trilogy II: Clever Layout
1.Objects: tables, banners, gift piles, **interaction.
2.People: Bees collect nectar for propaganda.
3.Thing: With the help of hot events, strong publicity and welfare.
The third part of the exhibition marketing scene trilogy: strong conversion
1.The survey questionnaire is a stepping stone.
2.Gift activities do hooks.
3.* For the purpose.
Follow-up strategies for online communities
1.Online community interaction to raise fans.
2.Online community fan activation.
3.Online event design drainage.
4.Monetize online activities.
Lecture 3: Roadshow Scene Batch acquisition by district
1. Roadshow customer attraction strategy
1.Event Roadshow.
2.Game interaction.
3.Special offers.
4.Public welfare activities.
2. Roadshow process design
Entrance - prize Q&A - pay attention to WeChat - fill in the questionnaire - on-site handling - excellent link.
3. Precautions for game interaction
1.Make sure the game is not harmful and prohibit darts and the like.
2.Enhance game interactivity.
3.The game is designed around the audience.
4.The reward can be either an item or a spirit.
Lecture 4: Salon Scene Bringing the old to the new
1. Focus on pain points: targeted design and planning salons
1.The steps of salon activity design: put out the pain points, probe the pain causes, and make plans.
2.Salon activity design to put pain points: sort out the pain points of customer groups according to the target customer group.
3.Salon activity design to explore the cause of pain: focus on the core pain points and explore the reasons behind the pain points.
4.Salon activity design plan: design specific salon activity plan according to the cause of pain.
5.Salon activity design module: template and content of the plan.
Tools:** model of salon event design.
Assignments:Design salon activities in small groups.
2. Circle the target customer group: the salon activities of the precise customer group achieve a win-win situation
1.Salon theme selection: do positioning.
2.Salon customer group: circle customer group.
3.Salon customer group type: according to the age of the customer, etc.
4.Case study of salon activities for elderly customer groups.
5.A case study of salon activities for female customer groups.
Tools:Salon theme event series reference.
Assignments:Select a core customer group for salon event design.
3. Strong follow-up: effective follow-up and maintenance after the customer salon
1.Latitude Classification of Group Operation: Portrait Interpretation of Main Types of Customer Groups.
Customer portrait: age latitude, occupational latitude, family latitude, hobbies latitude.
Portrait Recognition:Key behaviors typical of customers
Portrait Strategy:Develop service plans and strategies
Interactive exercises:Segment your own customers
2.Customer Maintenance Activation.
Customer maintenance system:Key action charts (one day, one week, one quarter, one year).
Tools:Customer Profile Sheet.
Assignments:Develop service plans and programs for customer follow-up.
Lecture 5: Social Scenarios Relational Customer Acquisition
First, the idea of circle management
1.Look for circles.
2.Deliver value.
3.Continued customer acquisition.
2. Lock the circle: the circle to obtain customers and develop the circle
1.Circle 2Find channel 3Catch the leader.
3. Integrate into the circle: self-improvement and value empowerment
1.Build a framework: cognition, understanding, refinement.
2.Learning iteration: Know industry standards, find learning channels, and set learning paths.
3.Deliberate practice: Establish practice standards, formulate action plans, and form groups to upgrade yourself.
Fourth, the business circle: participate in activities, circle cross-management
1.Find a center of influence: take the initiative to add WeChat, maintain relationships, and gain trust;
2.Establish communication: communicate frequently, contact more, push activity information appropriately, and establish customer viscosity.
3.Build your personal brand: Organize activities with your heart to create a pleasant atmosphere, constantly gain recognition from insiders, and attract the attention of outsiders.
End of course:
1.Review the learning path of this course and develop an action plan.
2.Q&A, conclusion.