1, relatives and friends development law

Organize a table, which can be called customer knowledge base: colleagues who have been put in the past; Students in primary schools, secondary schools and universities; Relatives and friends; Neighbors; One's own children, lover's friends, etc. Even the names you think of, people you have met or not met, and even people who have enemies or can't get along with each other are listed. Then follow them one by one and turn them and the resources behind them into customers. Have you seen the shadow of joe girard's 250 Rule? Students who don't know can go to Baidu to find out. )

2. Serial development method

That is, old customers introduce new customers, ask old customers to express their views, and constantly seek and win new customers, gradually expanding like snowballing or chain. Remember: when negotiating harmoniously with customers, you must ask customers "Please introduce me to a trustworthy friend". Then, make these lists into charts, mark the completed ones with a red pen, and follow them one by one as planned.

3. Authoritative recommendation method

Make full use of people from all walks of life's worship of authority, and invite authoritative people to introduce products to corresponding personnel in a targeted manner to attract customers' approval.

Or make use of some relationship resources of the industry authorities, and strive for them to use their own advantages and effective channels to help recommend customers.

4, publicity and advertising law

Sweep the streets, buildings, shops, communities or units, distribute leaflets, advertise widely, find interested potential customers, leave contact information, and then wait for the door to launch sales promotion.

5, cross cooperation method

Salespeople in different industries have wide coverage and smart market information. Salespeople can use this to strengthen the exchange of information and intelligence, and recommend and introduce customers to each other.

6. Exhibition promotion methods

One is to participate in exhibitions organized by the company system, show models and samples of real estate, introduce the situation and contact feelings. Focus on tracking sales and promotions according to customers' intentions.

Second, often attend some related industry parties and list the people who appear at the parties as potential customers.

7. Part-time network law

Salespeople should establish their own marketing brand image and develop part-time sales network for themselves. Realize the expansion space of sales business through profit sharing.

8. Network utilization method

From Internet local portals, real estate professional websites, forums, blogs and related chat rooms (groups), if you look hard, you can find a lot of valuable customer information.

9. Application utilization method

Some valuable customer information can also be found from the yellow pages phone book, alumni association directory, professional group personnel directory, Tianyanchao, enterprise search and other apps.

10, grouping usage method

Choose to join some salons, clubs, religious groups, political groups and social groups to gain some potential customer resources.

How to draw back customers from competitors?

1, avoidance and praise

Avoid-don't take the initiative to mention the highly competitive real estate situation, so as not to rock the boat and let customers know what they don't know.

Praise-the house is a commodity. No matter how superior our products are, first-time home buyers often shop around. At this time, we should adhere to the following principles:

(1) praise customers to shop around, and it is right to choose carefully;

② Never blame customers' preferences casually;

③ Find out the position of competitive real estate in customers' minds;

④ Find out the customer's personal factors and real purchase motives.

2. Sow the seeds of doubt for customers.

★ ? Tell the hearsay to customers in a targeted way, so that the seeds of this doubt will grow into great distrust in the hearts of customers, which is big enough to prevent customers from buying competitors' real estate products.

★ ? Please remember: what we say must be based on certain facts, otherwise customers may never look back!

★ ? For those customers who are already familiar with it, it is more effective to directly attack the fatal weakness of competitive real estate.

Never take the initiative to attack your opponent.

★ ? It is absolutely impossible to avoid competing for real estate, but actively or rashly attacking opponents will have the following consequences for customers:

-The competitors are very strong and difficult to beat;

-What about the building? I should go and see;

-This salesman lacks tolerance and self-restraint.

★ ? Remember: the best way is to analyze objective facts, make a static braking and compare with customers comprehensively and objectively.

★ Use the competitor information we have mastered, compare it with our real estate according to the characteristics of specific customers and the principle of objectivity and fairness. The specific method is to divide the ideal building in the customer's mind and various elements of this building into two rows on the same table, and judge the advantages and disadvantages of both sides with the best part.

Evade primary responsibility and assume secondary responsibility.

★ If some quality of your own project is not as good as that of competitive real estate, you should learn to ignore these advantages of competitors and talk about something that seems irrelevant, but you are talking about the quality that customers don't want the most.

★ Sales cannot be separated from electricity sales, and it is very important to master the skills of electricity sales.

Some students work in real estate agency. As long as they have time to go back to the store, the manager asks to call, but he really doesn't know how to call, because most customers hang up after hearing those words over and over again.

This classmate wants to ask: I heard that telemarketing is difficult to do. Do you have any skills? What preparations should be made?

The words and skills of telephone communication are also very important! Under normal circumstances, if the first three sentences don't attract customers, you have no chance!

How to learn effective telemarketing skills?

It is highly recommended that WeChat official account search for "Hengzhong Business" and search for keywords in the input box to see how to find accurate customers; Four skills for real estate sales experts to clinch a deal with customers: they have learned all kinds of professional knowledge, oral expression ability and professional skills. In the real estate sales and investment operation industries.