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有效跟进的秘诀

有效跟进的秘诀

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有效跟进的秘诀

T他的《 5分钟营销技巧》第5周全都跟进了:很多人都为之苦恼。

我敢肯定,您遇到过与潜在客户就合作机会进行会谈的情况。或者您已提交提案。或者您已经与他们讨论了一些内容,并且正在等待他们进行下一步。

But, of course, the deadline for their action comes and goes and you don't hear back 从 them.

您现在处于困境中。您是否追赶他们询问发生了什么事,冒着使他们烦恼并被视为na的风险?

还是您让他们一个人呆着,冒着由于没有人提醒他们而将其降为低优先级的风险?

观看本周的视频,了解如何摆脱困境…
 

 
有关我的后续跟进指南,请单击此处:

>> (几乎)最终跟进指南 <<

对这部影片有帮助吗?订阅YouTube上的“更多客户”电视频道,以获取更多信息:

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录像笔录

是伊恩在这里。欢迎来到另一个五分钟的营销技巧。本周的提示,我将分享有效跟进的秘密,这是很多人真正难以解决的事情。休息后见。

欢迎回来,我确定您自己一直处于这个位置。我知道我有,您在哪里与潜在客户会面,您谈论了一个合作的机会,或者您已经提交了一份提案,或者您与他们所在的客户做了其他事情说他们会尽快回复您。不可避免,时间过去了,而他们却没有,一切都变得平静了。那你怎么办呢?您遇到了一个真正的难题,因为如果您追逐他们并na他们以查看提案发生了什么,或者他们是否打算抓住这个机会,您就有可能使他们烦恼并破坏与他们的关系。另一方面,如果您不追赶他们并na他们,您将冒这样的风险,即对他们来说,它仍然是低优先级,他们永远不会回到您身边,而只会拖延下去。你是做什么?

The secret is you have to go back to basics. The real problem here is that if the only time you're communicating with clients and potential clients is whenever you need something 从 them. You're nagging them, you're chasing them, you want to ask a favor, then you've got a real problem, because then all the time, they'll come to see every communication 从 you as a issue for them, something they've got to do work with. They'll come to dread, or at least cringe, whenever they see your name appearing on an email, or your phone number appearing when you've called them. They'll end up avoiding you.

What you want to do instead is be in a position where they are looking forward to emails and phone calls and other communications 从 you. You do that 通过 regularly communicating with them in a value added way all the time, not just when you want something. What do I mean 通过 that? I mean, firstly prioritizing your potential clients, and your clients of course as well, and business partners, but let's talk about potential clients here. Let's say you categorize them. You figure out all of all the people you've met, there are ten really high potential clients of who you'd really like to communicate with at least once a month. Then there are maybe another twenty or thirty not so important, not so high potential clients, but you never know. Maybe you're going to communicate with them on an ongoing basis every ninety days.

您每隔30天甚至可能更频繁地为高潜力的工作做什么,请坐下来。您浏览您对它们的了解。您会仔细阅读笔记。当然,在这里,您的介绍和对它们的质疑以及如何了解它们,为您提供了有关他们的希望,他们的恐惧,他们的目标,他们的志向,他们的问题和挑战的线索。这些便成为您可以与他们交流的事物。他们会很感激的。您可以向他们发送有关您知道他们感兴趣的主题的文章。您可以向他们介绍您认为有用的人。您可以邀请他们参加活动。您可以打电话给他们只是为了分享一些行业新闻或八卦。只要您知道,对他们来说都是有价值的。您尝试每月为最优先的潜在客户执行一次此操作,然后尝试每季度至少一次为其余客户(其他二十或三十个)执行一次。这意味着您将获得三件非常棒的事情。

首先,这意味着您来找他们的时候到了,如果您有机会消失了,首先,他们实际上会打开您的电子邮件,他们会接听您的电话,因为在潜意识里他们将您与电话和您的电子邮件中包含有用且有价值的内容。每当他们在屏幕上看到您的名字时,他们都会微笑。“from” or they'll smile whenever they get a call 从 you. Secondly, because you've given all this great value to them over time, they'll feel they owe you a favor. They're much more likely to take that call, open the email, and do something, actually respond to you. Finally, if you continue to add value, and you actually add value in the email or the communication where you are chasing them, so instead of asking about the progressive opportunity, you actually send them something useful. Let's say you had an opportunity. You were talking to them about manufacturing cost reduction. What you do instead of chasing them to say you're still interested in that opportunity, you actually send them an 文章 you've written about manufacturing cost reduction or a link to a benchmark study or some other useful information. Then at the bottom, you say “顺便说一句,您是否仍然有兴趣增加这个机会?”意思是,您将继续增加价值,继续建立良好的意愿,并建立信誉,这将帮助您进一步把握机会。

All those three things together mean it is much more likely that you are going to end up being responded to, and of course you're going to win the business at the end of the day. In many ways, it's a lot like the Branson meetings I talked about in last week's five minute marketing tip. With Branson meetings, what you're trying to do is position yourself as a really valuable person to have a meeting with. Here, what you're trying to do, is regularly communicate in value added ways to your highest potential clients and prospects, so that they see communications 从 you as being value added. They'll look forward to receiving them. They'll respond to them and they'll interact with you and they'll view you very favorably. Make sure you're doing that. Make sure you're adding value in your communications in a regular basis to your highest potential prospects and clients.

If you're looking for some ideas on how to do that, look at the the twenty one word email which many of you may have. If you haven't, there are opt in forms all over the website for you to sign up and get. That will give you some great ideas on how to resurrect some old relationships and get back in touch, in a value added way. The follow on 从 that, the reignite program, which is a paid program I have, will give you a whole bunch more ideas for different situations and give you detailed training on that. Do take a look at those.

下周见。干杯。

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伊恩·布罗迪

伊恩·布罗迪

//www.ianbrodie.com

伊恩·布罗迪(Ian Brodie)教顾问,教练和其他专业人员,以吸引并赢得他们需要使用的客户"基于价值的营销"-一种基于创造价值,展示您的能力并通过营销赢得信任的营销方法。

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