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What should I pay attention to in direct selling?
It is as important for a business person to visit a dealer for the first time as a blind date between men and women. A good beginning is half the battle. Although the course "How to Visit Dealers" has been taught by countless trainers for n times, in reality, there are still many business personnel of manufacturers who are not sure about the content and form when they visit dealers for the first time, and the content of communication can not arouse the interest of dealer bosses, and even lose the opportunity of cooperation. As a distributor, I have really seen too many business people of manufacturers make many seemingly low-level mistakes when visiting at home. Here, I will sort out a few points for your reference.

1. Prepare an outline of the conversation.

Before visiting the dealer, be sure to prepare a talk outline in advance, especially when visiting the dealer for the first time. At the very least, it should be gradual and hierarchical. Don't think about where to talk or be dominated by dealers. When some manufacturers' business personnel visit dealers, because they have not prepared the outline of the conversation in advance, there will often be silence during the conversation, which will make the dealers uninterested.

make an appointment

It is a simple business etiquette to make an appointment in advance before visiting customers, but there are still many manufacturers who go directly to the dealer company to find the boss without making an appointment in advance.

Make an appointment in advance, first, there is no cost, and second, it is polite. Why not follow it? To make an appointment with a dealer, you have to be skillful, that is, make an appointment through the company headquarters, rather than the business personnel themselves. In the dealer's view, there are differences between these two forms of appointment. If the headquarters calls directly to make an appointment, it means that this visit is the enterprise behavior of the manufacturer, and the form is more formal and solemn. At the same time, it can also explain the importance that manufacturers attach to this market to a certain extent, and by the way, it can also enhance the normalized image of manufacturers. If the business personnel make an appointment by telephone, it may indicate that this visit is only the personal behavior of the business personnel of the manufacturer, and the reliability of the communication content remains to be verified.

When you make an appointment with a dealer, you must determine the time for preparation, or calculate the free time of the other party every day in advance. Don't rush to visit people when their business is busiest. Generally speaking, it is relatively light from 3 pm to 4: 30 pm.

3. Take a few people

When visiting a dealer for the first time, it is necessary to control the number of business personnel of the manufacturer, and it is not appropriate to go alone, so it is easy for the dealer boss to think that this manufacturer is weak and there is only one business personnel in the regional market. If more than three people go, it is not appropriate. Too many people will put pressure on dealers. Besides, it's not like this is a door-to-door fight. Generally speaking, the factory door-to-door business personnel are either controlled at two or correspond to the number of appearances of the other party. In addition, the personnel of the manufacturer should also be divided. Some people are in charge of the main talk, while others are in charge of the deputy talk. Don't let everyone talk to the dealer boss, it will be chaotic.

4. Don't joke when you meet.

Some factory operators like to get to know each other. The first time I met the dealer boss, they joked, trying to enliven the atmosphere and eliminate everyone's strangeness. In fact, it is not appropriate to do so. Because, as a first-time factory operator, you can't know what kind of temper and personality the dealer boss is, and you can't know what kind of mood the dealer boss was at that time. It is very inappropriate to joke when we meet for the first time. In case the dealer boss is in a hurry to get angry, you are only joking when you meet him. This is not adding fuel to the fire. Therefore, when you visit the dealer for the first time, you should have a calm tone when you meet him for the first time, avoid joking, quickly judge the boss's mood at that time, and make a choice for what kind of communication form to adopt next.

Smooth entry

Now larger dealer companies have begun to have front desk and reception desk. One job of the front desk staff is to park the car for the boss and treat some people who are suspected of selling. As the saying goes, the boss is easy to see, the kid is difficult, and many manufacturers' business personnel are blocked by these receptionists. The reason why they are kept out of the door is often because the business people in the factory are vague and say that they should visit the dealers and talk to your boss. As a result, the receptionist directly recognized him as a door-to-door salesman and sent him away on the grounds that the boss was not at home.

In fact, this question is also simple. Tell me before you come in. I have an appointment with your boss, X, to come and talk about something. Don't hesitate, let alone talk to the boss.

6. Don't bring samples and enterprise information.

Many marketing experts tell business people that when they visit dealers for the first time, they must bring information about enterprises and products, as well as samples, price lists and contracts. In fact, these marketing experts have never been dealers. If you are a dealer, you will never teach business people to visit the dealer for the first time and bring these things.

In fact, the reason is very simple. If the business personnel of the manufacturer come to visit for the first time, they will bring relevant information and samples. What does that mean? It shows that the business personnel of this manufacturer are prepared before coming, but they really want to do business with the dealers and come with hope. Then as a distributor, you will naturally take care of the business personnel of the manufacturer. Anyway, you came to ask me for business. In terms of relevant conditions, you will naturally pull higher. On the other hand, if the business personnel of the manufacturer come to know and contact with nothing, it means that the business personnel of this manufacturer are investigating the market and are not in a hurry to cooperate with me. Generally speaking, the manufacturers who spend a certain amount of time and energy on the preliminary market research are usually those with strong strength and relatively stable and mature market ideas.

Therefore, it is suggested that the business personnel of the manufacturer should not bring samples and enterprise product information when visiting the dealer for the first time, but only bring a business card at most.

7. After entering the door

After entering the boss's office, there are several points to pay attention to:

First, don't yell at the proprietress. The woman around the boss is not necessarily the proprietress, unless the boss takes the initiative to explain that this is the proprietress.

Second, the guests are in charge of the host, and the boss arranges the seats. And during the whole conversation, the business personnel of the manufacturer should not change their positions by themselves.

The third is business card etiquette. After receiving the business card of the dealer boss, you must read it carefully on the spot and find the relevant information on it, which is often the starting point of your conversation. It is especially important to note that after receiving the other party's business card, it must be properly placed in your shirt pocket, wallet or notebook. Never play with each other's business cards in your hand or throw them directly on the table.

The fourth is to confirm the other party's free time today. When it's done, ask the dealer's boss about the next schedule and estimate how much time we will talk together, 30 minutes or two hours, or the whole afternoon. At this time, the business personnel of the manufacturer can adjust their conversation according to the length of time said by the dealer boss. It should be noted here that when you visit the dealer for the first time, no matter how much time the dealer boss claims to have left for you, from the effect point of view, the first time you visit the dealer is at most 30 minutes.

8. Matters needing attention in language communication

After formal communication with the dealer boss, there are still some aspects that need attention in speech:

First, take the initiative to inform the intention of coming to communicate this time, whether to learn about it or to learn about some market conditions through the boss. The dealer boss is jealous of the factory's business people, but he doesn't say what the real intention of this visit is. The dealer boss has no energy to guess the intention of the factory staff to visit.

Second, don't grab words. When communicating with the dealer boss, be sure to wait for the other party to talk. Some topics must be reconfirmed with the dealer boss, and then relevant answers and explanations are given. I have met many business people from manufacturers, and I can't wait for the dealer boss to finish, so I can't wait to make a conversation and explain. It is easy for dealers to misunderstand that the business personnel of this manufacturer are too impatient and lack the most basic stability and courtesy.

Third, don't shift the topic to your own products too early. After all, the business people of the manufacturer come to visit you to promote their products. However, if you promote your products too early and too fast, it will easily make dealers bored or resistant. After all, dealers don't lack products at all. As business personnel of manufacturers, they should start with topics that are easy to interest dealers, such as product industry status, industry accidents, distribution industry status and local market development characteristics, and then gradually transfer to their own products.

Fourth, don't talk too much about your business goals. Nowadays, many production enterprises have their own grand goals, either to be the first in the industry, to be the first in a certain commodity category, or even to protect a certain national industry. The lofty goals of these enterprises are often used by business people to talk about dealers. In fact, dealers are not interested in these things. What your enterprise wants to develop is your business. Besides, have you done it now?

Fifth, in front of the dealer boss, don't whisper to each other between the business personnel of the manufacturer, even if whispering that those things have nothing to do with the dealer at all, but such behavior can easily make the dealer boss uncomfortable and have some suspicions. I always feel that the business personnel of this factory discuss something shady in private, and even have the suspicion of digging a hole.

6. Don't attack the dealer's existing products. Some manufacturers like to attack other manufacturers and their products in order to highlight their own product advantages and enterprise advantages. Even if the dealers undertake the product distribution of these manufacturers, the business personnel of the manufacturers will speak out correctly, and even show the accounts to the dealer boss from the perspectives of product quality, production capacity, enterprise status and profit rate. In short, their products and enterprises are much better than others. In fact, in the eyes of the dealer boss, attacking the existing products of the dealer is equivalent to attacking the boss himself. After all, these products were introduced by the boss himself. To deny these products is to deny the boss himself.

Seventh, when I finally leave, as a representative of the business personnel of the manufacturer, I will take the initiative to ask the dealer boss what else I need to know. If there is nothing more to know, then today's communication will stop here for the time being, and we will meet again next time.