We: Hello, we are the pen company. Is this * *' s manager/Mr./Ms./Ms. (the best name)?
Recipient: Yes, what can I do for you?
We: Sorry to bother you, but our pen company specializes in copywriting and graphic design. Do you need this service in the near future?
If the other party doesn't need it, as far as possible, let the other party agree to send (send) information or suggest browsing on our website.
Of course, the above is only a general idea and should be treated according to the specific situation.
Matters that must be prepared or explained before calling:
1) quotation;
2) Advantages of pen (copywriting is the main part, graphic design is the auxiliary part);
3) Working mode of pen (divided into three creative groups, which can be assigned or set at any time according to business content);
4) the way of signing the pen (generally, the contract is signed first, and then the work is provided. If customers say they are not sure about our strength, they can be advised to browse our success stories on our website);
5) You should have a basic understanding of your own successful cases in various industries (for example, the other party is a government department, that is, you have done picture books and planned copywriting for Shenzhen Central District, Luohu Youth League Committee and Volunteer League. );
6) Prepare a pen and paper and record it at any time;
7) Others.
2. If it involves the business that affects the reputation of our company, such as whether the other party asks for help in writing graduation thesis or homework, you must reply like this:
A: Our company has strict regulations in this respect, which is absolutely not allowed. However, if you really need to be in a hurry, I can help you ask the people in our creative department privately to see who would like to write secretly after work, but you must never make it public, or I will be punished.
In this way, we got the business without affecting the reputation of the pen, and the company and the individual were completely separated.
3. If the customer asks for a quotation, but it is not clearly stipulated in our quotation, how should we answer it?
A: You can tell the customer that we will quote according to your requirements. Our offer is not arbitrary. We need the marketing department and the creative department (if the other party is engaged in design business, the design department) to negotiate a reasonable price according to the workload and then report it to your company. We will feedback your request (get to know each other's request by phone) to the creative department, and then tell you our company's final offer. In this case, the other party will think that we attach great importance to this business and respect him.
In this case, be sure to write down the other party's contact phone number, email address (if any), etc. , and then inform the other party according to the situation and customer requirements (such as whether the other party wants to call to inform the price or send an email).
Every time there is a new business form and a new business quotation is generated, it should be recorded in time to improve our quotation.
4. If the customer thinks the price is a little expensive and says that his requirements are not high, how to answer?
Answer: You can say to the customer, I'm sorry, our pen company treats any business, any copywriting and design equally, and there is no difference between good and bad. As long as we take over the business, we will try our best to do it well. We won't say that some businesses are deliberately poor, which will affect our reputation and is not in line with the operating principles of our pen club. Therefore, we can't meet your requirements.
In that case, the customer still wants to reduce the price. You can pretend to hesitate and say, I can't decide this. Our pricing is determined by the creative department according to the workload. I can consult the creative department and get back to you. Then you hang up, take a break or do something and call back. If there is room for price reduction in this business, tell him that the creative department can give you a price of * * * (not much reduction). If the price of this business is already very low and can't be lowered any more, just say, I'm sorry, my colleagues in the creative department said that the requirements for doing your business are very detailed, and the quotation I gave you is already very low and can't be lowered any more. You can consult other companies, there is absolutely no such low price.
5. If you convince the other person?
A: The key to negotiating with customers is to tell them that they can get a promise from us. In other words, customers can get more benefits by letting other companies make this order. And these benefits are mainly:
1) We have done a good job, better than other general companies. If it is copywriting, we are a professional copywriting company, and we have also done successful copywriting for many customers, and some copywriting has even been bought out by customers. For example, the copy of the Volunteer League clearly stated in the contract that these words can no longer be used in other similar publications. If it is design, we have a special design department. More importantly, the creativity in design is not only composed of designers, but also many colleagues in the creative department. In this way, the customer's design will be integrated into the thinking of designers and literati at the same time. You know, the thinking of literati is better than that of designers to some extent. Moreover, our pen has won many awards in the creative competition, such as the creative award of Macao Satellite TV. If the other party is rich in words and graphics, such as picture books, let's say that our pen club has conducted a survey, and many customers are very dissatisfied with the words in their picture books, which is our advantage. We mainly do copywriting, so we have an absolute advantage over ordinary design companies in writing. There is also design. To be honest, the designs of various companies are similar now, but we will also integrate the thinking of words when designing.
2) Our price is very low. As for how low it is, on the one hand, you can directly tell the customer our quotation, on the other hand, you can tell the customer that you can call other related companies and compare them to see that our quotation is reasonable.
3) Our service is very good. On-call, attention to detail. Small places may be expelled from the company except for problems. One of our designers was fired because he misspelled the customer information twice in a row.
4) We have operational experience. Pen company is a company specializing in copywriting and graphic design. We have been engaged in this field for a long time and accumulated rich operational experience.
5) We have brand advantages. Pencils are well-known among similar companies in China at present, and they are still developing vigorously. Even Yang Lan once praised us. If your company uses our copywriting or design, I believe it will definitely have a positive impact on your business.
6. Do you have a choice when communicating with customers or preparing to convince them?
Answer: try to communicate with the supervisor of the client company, otherwise your efforts may be in vain. Because even if you convince ordinary employees or employees who can't play a decisive role, you may not get the business, because you still have to get the approval from the supervisor in the end. We often meet a customer who finally persuaded us and he agreed to our plan. When we tried to come up with this plan, we found it was a waste of time because another supervisor didn't like it.
7. How to treat unruly customers?
A: One way is to be good at hiding knives from some unruly customers. You can even say: our pen is a fixed drafting unit of Shenzhen Quality Supervision Newspaper. Perhaps we can exert some influence on your company in this respect. Or we have a lot of connections in the press, which may help you. On the surface, you can write a favorable comment for customers, but it is also a warning. Since we can write an article praising you, we can also write an article damaging the image of your company.
—— Quoted from the Marketing Encyclopedia of Yanbian People's Publishing House.