Collection And Early Contact Of Distributor Information

After determining the scope and area of the investment, the dealer information collection and early contact work will be carried out immediately. Distribution The collection of business information is becoming more and more simple. For example, distributors who have been contacted in the early stage, private customers brought by business personnel themselves, the horizontal introduction provided by existing dealers can even pay directly, and purchase them directly according to designated areas and designated industries. Or, spend a little money to get the Sales Department of a colleague factory to get the job. Just like a blind date. plan The list of blind dates, collecting some basic information about where to live and where to live is very difficult.
In the list of distributors that we collected, combined with the investment plan of the enterprise itself, we should select the list of target distributors according to the basic information provided in the information, and believe that this step is too difficult. The key is in the next step, that is, how to deallocate with these targets. Boss Develop contacts.

The vast majority of manufacturers have taken a simple look at this issue. Since we already have the target dealer information, we will send someone to talk about it directly, and tell them how our businesses are, how our products are, what our policies are, and what our advantages are. Or send an invitation letter to the target dealer, invite people to come to our grand investment conference, the tourist attraction, delicious, good drink, luxurious reception. If it is not too late, let's act quickly. Business personnel carried out pre war mobilization training, pre paid travel expenses, and a batch of out. What is the actual effect? I think the sales director of your factory knows best.

From the perspective of a dealer, I suggest that the sales director of your factory should consider these questions.

1., is it only simple information and information about distributors? Is it too simple to understand the situation of dealers?

2., can we ensure that the business people who are sent out can make a dealer boss quickly communicate with them in a short time in terms of external image, manners, professional abilities and so on?

3. before the formal meeting, is there any paving work before some meeting?

4., in the market background of many products, many brands, many manufacturers, and highly homogeneity in marketing From EMKT.com.cn technology, what causes dealers to quickly generate interest in cooperation?

To sum up, sending business people to meet directly with dealers is not only a way to ensure the effectiveness of the meeting, but it may be a bad thing. I believe that many manufacturers' sales directors have encountered such a thing. In the merchants' Association, there were dealers who had simple contacts and had some interest. But when the business personnel took part in the follow-up, they had no interest in cooperation. They simply refused or dragged on. This is the core reason, which is the quality and professional ability of the business personnel, and even the communication ability, which makes the dealer boss disappointed. Don't forget, when choosing products, dealers are interested in experience and products themselves. But when considering whether formal cooperation is needed, they focus on the quality and ability of the manufacturers. That is to say, distributors are the first ones to choose, rather than simply choosing products. This is like online love. When you don't meet, you can chat online very well. Once you meet, you can see the appearance and behavior of a real person.

The problem is, manufacturers may have those appearance, manners, business ability are good business personnel, but such business personnel and how many? Or, I believe that the business people of a factory are all elitist, their manners and manners are first-rate, people laugh, flowers bloom, but when they meet, can they ensure that the boss of the dealer is in a good mood that day? Do you have time and energy to receive new manufacturers? The big aunt of the landlady didn't come that day? The purchasing manager of the dealer company felt so bright that day? This uncertainty is too many, perhaps, this does not meet, the dealer may also have the interest of cooperation, later does not rule out the possibility of cooperation, once meet, interest no, see light dead!

From a safety standpoint, the first contact between an enterprise and a distributor can not be directly met by the salesperson and the dealer's boss, and some indirect contact forms can be considered. For example, network communication (pay attention to the current dealer QQ group), telephone call communication, or simple item communication. Here is the key recommendation of this item communication, that is, people do not meet, things first in the past, then, on the premise of not meeting, to the dealer what things, to ensure that dealers can like it? And will interest in the later stage of cooperation, or even expect manufacturers to come home? In the next issue, we will analyze and prepare for the first contact with distributors.