The problem is that the big channels are limited after all. If there are fewer goals and more competitors, it will inevitably increase the cost of competition and reduce the hope of success. Therefore, seeking channels should be realistic. We should be big and small, not obsessed with the big. Although the value of small channels is small, there are many, which are still quite valuable together. Small and medium-sized enterprises should pay more attention to small channels. ▲ Pay attention to the products, technologies and channels of future channel construction enterprises. The formation of the channel needs a process, and it is a bit hasty to get on the sedan chair now. To develop channels in advance, you can do some public opinion work first, make some friends first, or say hello to existing customers. In short, don't wait for the water to clear the way. ▲ Development channels should be carefully managed. Customers are people, and people are rational animals and emotional animals. Don't talk about important product or service transactions with customers easily, let alone important product or service transactions with important customers. It is meaningless to talk about any important transaction before he knows you and your products or services, before he doesn't trust you and your products or services, and before he has no feelings for you. Not only useless, but also harmful, because you left a very shallow impression on him, and you can't say anything in the future. ▲ Development channels should also be positioned. Customers are busy, and the more important customers are, the busier they are. Sometimes, they are too busy to stand and talk to you and ask what you want. I can't stand your nagging. So, you must learn to talk to them less, but better. It is best to tell the characteristics of your product or service in one sentence, and it is best to arouse his greatest desire in one sentence. As long as he is interested in the first sentence, the rest will be nice. This is the so-called "positioning". Advertising should be positioned and development channels should also be positioned. ▲ Big customers are not necessarily big channels. Big customers often deal in the products or services of many companies. You respect him, but he may not respect you. If he looks down on you, he won't run your products or services, or run them carelessly. On the contrary, small customers are not necessarily small channels. He is worried about the lack of business, and he is often happy to see you go. If he takes a fancy to your product or service, he may try to do it. Therefore, we should treat big customers and small customers dialectically, and never equate big customers with big channels. ▲ Development channels should be good at knowing people. Whether the channel can be expanded or not is closely related to the person who runs that channel, and to his morality, spirit, courage, wisdom, perseverance and professional knowledge. If he lacks a word, it will be difficult to enlarge your channel. Therefore, development channels should be good at knowing people. Don't just listen to what he says, let alone see how much business he has, which is unreliable. It is important to consider what kind of person he is, especially his personality. If he has a bad personality, your ideal big channel is probably a big trap. ▲ Channels are important and water is more important. Channel is a sales channel, and water is a product or service. Channels are opened by people as well as products or services. There is a folk saying that "it comes naturally". One of the meanings of his words is that water itself can open channels. "Good wine is not afraid of the deep alley" also means this. Many enterprises attach importance to channels, but not products or services, which is very problematic. How many enterprises ended up here, and the original channel became someone else's, isn't it a pity? ▲ People who want to respect the development channels of channel intermediaries often don't know a few customers, so they need intermediaries. Often the intermediary could have helped him develop many channels, but after developing one, it was over. The reason is that the person who developed the channel only said "thank you" to the intermediary, and even didn't say "thank you". Although he knew the value of the channel very well, he didn't give the intermediary the reward it deserved. He thought he had a big advantage, but he actually suffered a big loss-he couldn't see any channels behind him. ▲ Make good use of Internet development channels. Internet is a treasure. More and more companies have developed more and more channels with the help of the Internet. Isn't developing channels just about meeting and talking to people? With the help of the internet, you can say anything except that you can't meet. If you can't get along, you can meet and don't need to travel in advance. How much time and money can you save? Of course, talking about business through the internet requires people's recognition ability. ▲ You don't have to visit at home to actively explore channels. Whether you go first or he comes first, as long as the business is concluded, a channel is developed. There is a saying that "catch three and don't sell." In fact, it is often "not buying". "Catch up" means catch up. Sometimes, door-to-door visit is to catch up with the progress, but it is not easy to passively open up channels. Try to actively develop channels and let customers visit at home. There are many ways to take the initiative, not necessarily advertising. For example, you can carefully plan a press conference, so many customers will come to you. ▲ It is very important to reward the first batch of channels. They not only sold your goods, publicized your goods, but also promoted the later channels. Therefore, the value of the first batch of channels is different from that of the following channels. They have created special value for you, so you should give them special returns. So reward them, give them a generous reward. It is worthwhile to spend more money on them. They will realize your respect for them, so they will promote your products more actively. ▲ Don't rush to develop channels. Before developing channels, you have to plan many important issues, such as how to determine the target market, how to determine the price strategy, how to choose marketing methods, how to expand the market layout, how to ensure product transportation, how to train business personnel and so on. If we don't plan these important issues well and develop channels, then the result is either that the channels are difficult to develop or that the channels will be abandoned inevitably. ▲ Channel development and brand development. Channel development and brand development should pay equal attention, complement each other and make common progress. If you don't develop channels, you can't become a brand, and if you don't develop brands, you can't keep channels. Many enterprises ignore brand development, and as a result, many original channels become narrower and narrower. The width of the channel is variable, changing with the change of the brand.