Methods of developing decoration customers
Search in the community
I. Newly-delivered residential areas
The new delivery community is the place with the largest number of customers. When we do home improvement business, sometimes the most difficult problem is that we don't know where there are customers, that is, it is the hardest to find customers. During the delivery period of the new delivery community, there will be a large number of customers every day, so the salesman must seize the opportunity of delivery in the community.
The first thing is to know the delivery time and place of the community accurately, and don't miss the delivery time of the community.
Secondly, we should make business preparations in advance and establish good relations with property companies to prevent other companies from monopolizing the market. Therefore, it is necessary to establish a good cooperative relationship with the property manager or security guard, and this work company should cooperate with the salesman! The next step is to prepare relevant materials, including publicity materials, the interpretation of the apartment type in this community, and the design scheme of some apartments in this community. In order to achieve the best publicity effect, the company should send someone to measure the house in advance, measure all the units and make a detailed interpretation. Each unit should make a corresponding budget plan, preferably in the form of community packages, and launch several basic home improvement packages; You can also design several house plans in advance and combine these materials into a "business explanation atlas", one for each salesman active in the community.
Salespeople will be more competitive than salesmen of other companies when they work in the community after making corresponding preparations, because we already have a detailed package budget and plan. Some companies report that community business is not easy to do. I think it's not that the business is not good, but that the company only wants the results but doesn't do the preparatory process in front. If you want to do community business better than others, you must make all the preparations in advance. The more detailed you are, the easier it will be to contact business in the future.
In order to cooperate with the salesman to carry out the work in the community, the company should concentrate all its manpower and try to sign one or two orders before handing over the house in the community. It doesn't matter if the price is lower, because this is a model house project, and it is more convincing to do business in the community with a model house.
During the delivery period of the salesman in the new community, the company should send several designers to assist, so as to minimize the time for customers to wait for the room; At the same time, the salesman should seize the opportunity of a large number of customers during delivery and strive to reach more customers. Sometimes there will be such a situation, that is, during the delivery period, the customer may be busy checking and accepting the house, so the salesman will try to record the customer's phone number, because once the delivery period is over, the owners will not come to the community so intensively, and some owners will not come to the new house after getting the key to the new house, so they will record more phone calls during the delivery period and then keep in touch with the customers slowly. "If there are many customers, try to store them", and then ruminate when there are few customers. It must be like this. Many salespeople reported that there were not many owners in the community after the delivery of the house, because the "customer storage" was not done well in the early stage.
Second, the company started the construction site upstairs and downstairs, neighbors.
When doing residential business, salesmen can sometimes use the site where the company has begun to develop customer resources. The main method is to focus on the company's new construction site and often go upstairs and downstairs to find customers in neighbors or nearby unit buildings. Once you find customers, you can show them around the construction site. Most customers will take the initiative to visit their neighbors' homes for the sake of decoration safety. Salespeople seize this opportunity and have a higher probability of contacting customers. Once customers arrive at the construction site, they can be shown to other construction sites or model rooms, or they can be shown around the company. Practice has proved that catching neighbors is a good business channel with a high success rate.
There are many salesmen who don't make good use of the site that the company has started, and don't catch the customers closest to the site. Instead, they go far away, run for a few days during the delivery of the house in the community, and then go to other communities. There is no intensive cultivation site, which wastes good business resources.
Query the customer's phone list
Telemarketing is a marketing method developed in modern times. It is the most economical way to contact more customers by telephone in the shortest time. But before telemarketing, the most important thing is to find a way to collect the customer's phone number. There are several ways to collect the phone numbers of home improvement customers:
First, collect from the sales staff.
Salespeople sell houses, and every time they sell a house, they will register a customer's information, so there must be many customer calls in the salesperson's office. Salespeople should establish relationships with more salespeople and give them corresponding benefits, so that they can collect the phone numbers of many customers. However, the telephone collected from the sales staff should pay attention to the following characteristics:
1. Try to collect the fixed telephone numbers left by customers, because it is more likely that mobile phone numbers will change frequently, while fixed telephones generally don't.
2. Pay attention to the coordination with the delivery time of the community, and try to contact customers one or two months before the delivery of the new community. If the contact is too early, the customer's enthusiasm is not very high. If the contact is too late, it is possible that the customer has contacted someone else.
3. Collect the number of existing home customers from the sales office as much as possible, that is, every time a salesperson sells an existing home, you can get the number from the salesperson immediately and contact the customer in the shortest time.
Second, charge the property management company.
Collecting telephone numbers from property companies is mainly a period of time before handing over the house. Some residential property companies only go to work in the residential area one week before handing over the house. You should seize this feature and establish contact with the property company in advance. Generally speaking, the property management company may sell the telephone number of the residential area to many companies at the same time, so it is necessary to do a study in advance when making a phone call, otherwise many companies will call customers at the same time, forming a "phone phobia" for customers, and some customers will even sue the property management company, causing unnecessary trouble to themselves.
Third, collect from workers (property maintenance workers, bricklayers laying floor tiles, mechanics carrying materials)
When you can't collect a large number of telephone numbers, you can use the method of collecting a large number from a few to establish contact with the maintenance workers, plumbers, bricklayers and workers carrying materials in the community, and get the telephone numbers of customers through them. If you can know many such workers, you can also collect many customer phone numbers.
Fourth, collect from other peers.
The fourth channel to collect phone numbers is to share them with your peers. Cooperate with your home improvement peers who are not competitive with you, such as cabinet companies, flooring companies and floor tile companies, and enjoy customer telephone resources with each other. You can also collect many customer telephone numbers. However, this channel has both advantages and disadvantages, that is, your telephone resources may be known by the business personnel of other home improvement companies, so you should use it carefully, especially the important numbers cannot be shared with others. At the same time, peers should also establish a hidden rule, that is, they should not disclose the number to their peers, and every salesman should abide by this agreement.
Five, from the real estate agency.
Now there are some real estate agents in various cities, and salesmen can also establish contact with them and collect the phone numbers of some new house buyers or second-hand house buyers from them.
In the case that the customer telephone list is used as an information commodity auction, it is a shortcut to have the customer telephone list and contact customers by telephone. The advantage of this method is rich potential information, but the disadvantage is that it is difficult to attract customers without a salesman with certain telephone basic skills. Therefore, salesmen should practice the basic skills of making phone calls. Detailed telemarketing training skills can be found in the designer tutorial "Designing Life".
Master group purchase information
First, collect the information of group buying units in advance.
Because group buying requires long-term organizational preparation, salesmen must fully understand the information of group buying units or joint ventures in all communities in the city in advance, and all the work of home improvement must be based on information collection.
Still have to go back to the real estate collection mentioned above. Among the collected information, the following items are essential:
1. What is the total number of households, how many types of houses are there, and what is the area of each house?
2. Is there a house led by the unit, which building are they in, how many houses are there, and how big is the apartment?
3. When was the first completion and the first inspection?
4. Is there a relationship between the constructor and the original unit in the fund-raising housing construction, and can we take advantage of the relationship between the constructor?
5, the specific location of the unit, who is the project leader, who is the site leader?
6. Who is the initiator of group buying and who is the specific implementer?
Second, the organization mode of unit group purchase
The specific organization of group buying has a great relationship with the number of group buying. If it is less than 20 households, it is a small-scale group purchase, which can be organized by the unit or held within the company. More than 20 households or even 100 households belong to large group purchase. Large-scale group buying should adopt corresponding and perfect strategies.
1, first find the person in charge of the unit, at least the person in charge of the project, and make a breakthrough in the relationship through him.
2. It is best to turn group purchase decoration into engineering decoration, so as not to lose any customers.
3. Before contacting the senior leaders of the unit, you might as well know more about the grass-roots personnel of some units, and learn more about the situation of some units and the specific information of the leaders through them, so as to find a better communication strategy with the leaders.
4. For middle-level leaders who are more influential and enthusiastic about group buying, they can promise considerable decoration discounts. It is best to let him be a group buying organization and turn him into your salesman.
5. If the unit intends to buy a group after early communication, but the internal opinions are not very unified, it is necessary to organize a group purchase decoration briefing at an appropriate time and introduce various preferential group purchase measures. It is best for some leaders to take the lead in paying the deposit and form a hot atmosphere for group buying.
Third, the preparations for home improvement group purchase
1. Prepare the design scheme. Each apartment must launch at least two or three classic schemes.
2. Prepare a budget or package, because if each household makes a separate budget, it is likely that the group purchase will be aborted or other accidents will occur due to different personal needs, which will affect the quality of group purchase.
3. Prepare materials cooperation units and concentrate more advantages.
4. Prepare some home improvement "trusts", preferably the more influential figures in the "trust" unit.
5. Communicate with unit leaders or influential people, and make the group purchase information into a "unit group purchase decoration manual", one for each household, and distribute it at the group purchase site (it is best not to distribute it in advance to avoid falling asleep).
6. prepare with both hands. Once the big group purchase is unsuccessful, you can organize a small group purchase.
7. Write down the contact information of all members in case the group purchase is unsuccessful, and then contact the single household.
8. Keep the group purchase confidential and prevent other companies from participating.
Customer q&a in decoration industry
1, Q: Why do you charge a design fee? Other companies do not charge design fees.
A: Design is the soul of architecture. When the design is completed, the construction will not be reworked, and the effect of the design will directly affect your living environment and life. Good design can enlarge the space of the house, which is an investment and adds value to your house. Nowadays, good designers all charge design fees, for example, professional design companies charge more than 0/00 per square meter/kloc. We only accept 50 yuan to 70 yuan per square meter, so it is reasonable to halve our construction.
2. Q: Do you charge management fees? Other companies do not accept it. Why did you accept it? A: Many companies in the market have launched management fee-free activities to fight price wars, and we have always insisted on charging management service fees. The premise of good quality is management. We adopt the system of double supervision and sub-item acceptance, regularly ensure the progress and quality of the project according to the design documents at the site, and reduce rework and future maintenance. You don't have to worry about the quality of decoration. You should understand that the management fee we charge is used to manage your website.
3. Q: Can you buy your own main materials? Can I buy auxiliary materials by myself?
A: The main materials can be purchased by yourself, or you can be entrusted with purchasing or group buying services. A large quantity of group purchases is favorable and guaranteed. We set the brand of accessories at the time of design, and our materials department will purchase and distribute them in a unified way to avoid quality disputes in the future, so you can rest assured.
4. Q: Is your construction team from your own company or was it called temporarily? Are there so many people in your company?
A: We cooperate with the only training company in the decoration industry, Zhonghui Enterprise Management Co., Ltd., regularly train employees, sign long-term contracts, strengthen service awareness, quality awareness and customer value, and truly take customers as the center. Our company has always had more than 50 classes, limited to about 80 classes per month, to ensure quality.
5. Q: Do you think there is much business now? How to manage so many construction sites?
Answer: We adopt ISO900 1 system management mode for the project quality, and the sub-item acceptance system has N+ 1 acceptance links, which ensures the process quality. If the quality is good, it will be profitable without rework, and then it will be introduced. Word of mouth. (Some data standards can be provided for customers to see) The company and the Municipal Consumers Association jointly launched a quality deposit payment system to protect the interests of customers.
6. Q: Where does your company make money? Is it about management fees and design fees? What is the profit of your company? How much more expensive are you than the guerrillas in Ma Lu? Can you give me a discount?
A: Every company has to make a little money, so do we. The key is whether it is reasonable. Our company adopts menu-based detailed software for unified quotation. The price is related to the material change, the material is environmentally friendly, and the higher the brand level, the higher the price will be. Companies with labor costs below 150 yuan have quality problems, and now our good master has to pay to 200 yuan/day. We are a little higher than guerrillas, and so are big companies. Gross profit is generally around 25%, and net profit is around 10%. The key is to find a decoration company to provide good service and guarantee.
7. Q: I paid 8000 yuan. Why can't I take the drawings and budget with me? Is there a problem?
A: The drawing budget can be taken out after you pay the design fee. 8000 yuan is the design sincerity fund. Drawing budget is the secret of the company. You can do it yourself. If you have any questions, you can communicate with us face to face or invite professionals to communicate with you. Don't embarrass me. I want to give it to you, too
8. Q: Where did your company's designers graduate? How does your company improve the level of designers?
A: The designer of home improvement is related to his learning ability. Our designers graduated from the Academy of Fine Arts and Tsinghua Advanced Training Course. Our company adopts the design team work system, trains talents in a brand-new way, and regularly participates in various professional trainings and service awareness trainings, so that designers can make continuous progress, which is the key to our company's success.
9. Q: How many years does your company guarantee? How much is left after the renovation? How can your company guarantee the quality in the future? A: At present, the national laws and regulations uniformly stipulate that the warranty period is two years and the warranty period for water and electricity is five years. We adopt the sub-item acceptance system to ensure the quality of high-quality products in the process, with two-year warranty and lifelong maintenance. We have an annual return visit system and a biennial on-site inspection system to protect your long-term interests, provide you with services and establish credibility. Only when you are satisfied will you introduce customers to us.
10, Q: What are the advantages of your company?
A: The advantages of our company are professional management, full-time training, supervision and inspection by Zhong Hui Consulting Company, an expert consulting company in decoration industry, sub-item acceptance, dual supervision system, single design and long-term service. It is a brand company.
Guess you are interested in:
1. How to communicate with customers in decoration
2. How does the decoration business communicate with customers?
3. What questions and answers do customers in the decoration industry have?
4. What matters needing attention should be discussed when customers decorate?
5. Communication skills between decoration salesmen and customers