第7期的线下培训计划在11月12-13日,这一期可能会以浙江周边,或BOSS专场,我更想和领头人交流一下现阶段的开发思路。
以前,我们大家都不去主动开发客户,所以呢,我们只需要有一个平台或者是一个网站,然后去做相应的广告,就能等到客户的询盘。
但是,现在我们很多业务员已经具备了主动开发客户的思路,比如说他可以直接把可能成为客户的公司找到,然后呢,根据每家公司,再去找这个决策者,也就是我们说的kp。
那么,大家可以假想象一下,如果说你的手上已经有了非常多的优质供应商,而且这个供应商的话呢,它既具备了开发思路,可能他这个人他的谈判能力各方面都不差,那么你会去放弃已经非常熟悉的供应商,重新去选择新的吗?这个可能性并不是特别大,对不对?
可能有的小伙伴会问,你怎么确保这个供应商是优质的供应商呢?这么说吧,一个工厂他的业务员都已经具备了独立开发客户的思路,还能找到精准kp,那么这个业务员他肯定也是比较优秀的。那么一个优秀的业务员,他可能会选择非常非常差的工厂上班吗?或者说外贸公司上班吗?我想这个可能性是非常低的,所以我们可以断言那么这一个公司这个供应商是非常优质的。
我们经常说有的时候改变你的,不是你自己想改变,而是这个时代这个模式在推着我们去变,所以呢,我觉得各位领头人,才是真正应该一起来交流,现在的一个市场环境下面怎么去实现突破,或者怎么样去利用这个方式去做大。
今天我去拜访了我的一个老客户,和我认识有10年了,一直是很好的朋友,然后呢,他们公司呢,以前业务员也不知道怎么去开发客户,那今天的话呢,我就跟他们老板面对面的进行了交流,然后老板虽然他不懂英语,但是它的开发思维是非常OK的对不对?然后我跟他面对面的交流之后呢,我们当时定位的国家是加拿大,我们在加拿大居然一下子找到了差不多有50几个非常非常优质的客户,我翻译后给老板看,全部是精准的目标客户。
然后呢,他就问我怎么样找到这个客户的CEO,只想跟CEO谈,然后分分钟就能找到对不对。
所以,他今天就提醒我,他说你这个应该早点跟我讲,我可以指导我们业务员,我可以给他们开发思路,这样子的话呢,我们可能要多出多少单都不知道。
最近我也是自己主动的开发了4个非常非常优质的客户,他们是我的3度,我明明可以直接去加对方,但是呢,我害怕对方是他们的同事,也就是他们的秘书或者助理帮他操作的这个账号,所以我没有直接加,而是我选择了发inmail站内信的方式,因为我相信这个inmail的到达人一定是老板亲自看的,那么结果和我猜的一样,是老板亲自看了,我一共联系了4个我想要去跟进的客户。
那么我预计这一次培训主要是以开发思维为主。建议各老板亲自参加。
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