Six help you find big customers
[China Glass Network] Want to make business bigger? Here are 6 ways to help you and make sure you go ahead.
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1. Based on small and medium-sized customers . This will give you a solid customer relationship network, and you will continue to survive even if you lose big customers. With a stable small and medium-sized customer base, you can enter and attack, retreat and defend, and have more confidence to develop large customers.
2. Find the decision-making layer of potential big customers . Find out the higher-level managers of your big customers, do your best to understand the company's history and goals, figure out how you can help them improve sales, and then talk directly to their CEO or president. This approach will give you a clearer picture of a company and its decision makers and leadership. If a company's CEO says to the vice president: "Susan, please pay attention to Barry's creativity, which will help us expand in the new field of children's products." To achieve this effect, you will succeed. ! What better than the CEO's referral?
3. Constantly expand the customer relationship network . I often deal with elites in certain companies in the industry and find that this is a network of interpersonal relationships, ranging from receptionists to office managers to presidents. They often have business contacts. Many times, this relationship can be further strengthened or extended to other places. For example, they need your service or refer you to someone else in the company. Therefore, do not underestimate the role of the network.
4. Identify problems and meet challenges . As I used to say, the problem means opportunity. After the problem arises, you tend to focus more on providing valuable ideas and solutions, and your competitors may be just satisfied with selling the company's products. Browse the websites of these big companies and talk to their sales team to understand why customers are buying products. If you find a problem, you may be able to provide an effective solution.
5, think of what customers think . Think about the problem from the customer's point of view and figure out how they work. Who is the target consumer of this big customer? What competitors? What are the obstacles to growth and success? Knowing these issues will help strengthen your own competitive advantage.
6. Persistence is victory . More important: If you choose the right path, don't stop. Most people are only a step away from their success, and they don't know that they are so close to big customers. If you can bring benefits to your customers, then stick to it; if you do, give up early.
