How Do Smes Make Distributors "Pursue" You?

For the fast moving products industry, the traditional investment promotion associations, such as the "sugar and Wine Fair", can not adapt to the development of the market now.

Now, many powerful big companies are promoting new products. First, they carry out advertising campaigns vigorously in the strong media. With their high brand awareness, strong advertising and cost support and preferential investment policies, many dealers looking for new products will become vultures, just like many girls like to find "big money".

Good dealers are like the "beauty" that everyone pursues, while our small and medium-sized enterprises are like a "poor fellow" without money. It seems that even if they are long, they will not get the beauty.

So every day, the people who languish for "Iraq" are haggard. Every day they think of how to get "beauty".

As a developing medium and small sized enterprise, it is necessary to adapt to the development of the market, the intensification of competition and the fine operation of the channel. In the aspect of investment invitation, we must be rational and not blindly invite investment. We should develop the regional market in a planned and step by step way.

The development of regional markets has matured, and their own model market has been created. At the same time, there will be a steady accumulation of funds to develop new markets.

The preparatory stage of investment invitation: first, lock the target market: formulate corresponding market promotion policies two, market survey: 1, understand the market size, channel distribution, the number of existing competing brands, the sales volume, price system, market share, brand influence and so on 2, analyze the SWOT 3 of their products and main competing products, and make corresponding market planning according to the local market development status and the characteristics of their own products.

Three, look for potential customers 1, the existing dealer 2, online search 3, existing intention customers 4, to the local wholesale market and other distributors gathering site 5, terminal enquiries: for example, if you are a fast selling product industry looking for traditional distributors of distribution channels, then you find a good business small supermarket, buy something at random, talk to the boss again, and then consult with the boss, and then ask for advice, most of the boss will take out the supplier list to show you, which includes almost all kinds of fast dealer dealership.

If you meet enthusiastic people, you will recommend several dealers who have good reputation and stronger strength.

The author often uses this method when he inventers new market, it is very effective.

Four, locking target customers: sorting and screening existing customer information, selecting the most suitable distributors five, and investigating the target customers: through the understanding of peers, market visits and other channels to understand the management strength, management level, channel advantage, market service, operation direction, business philosophy, terminal performance of the products, the product mix of the current business, and the character of the target manager.

Of course, the more careful you know, the more initiative you will have in the later negotiation.

Investment implementation stage: 1. Telephone reservation two, preparation before contact: 1, sample, enterprise's simple price, relevant certificate, quotation, sales policy, market development plan, etc.

2, familiar with customer information, careful preparation of conversation topics 3, pay attention to their appearance, appearance, and dress three, negotiation: 1, warm and generous, not humble, to give customers a better first impression. 2, drum customers talk about their own entrepreneurial history, the company's development status, the views of the local market. Most dealers talk about their "Yong Yong" will not clean up, in this process can not only pull into the relationship with customers, but also more comprehensive grasp of the customer's first-hand information and find out what the customer's demand for new products is, so as to introduce product selling points.

(different customers have different demands for new products: some want to find a high profit product to improve the profit of the mature channel; some want to make up for the vacancy of the product portfolio; others want to borrow new products to develop new channels, etc.) 3. According to the needs of customers, introduce the selling points and competitive advantages of the products.

Generally speaking, there are at least one of the following four points to attract distributors: profit, sales volume, brand and market support.

4, dispel the concerns of customers: Generally speaking, dealers' ability to resist risks is very poor. Many dealers are developed from self-employed individuals. They earn hard-earned money. Most new products are very prudent. They first consider business risks before they consider making money, and they like to cooperate with large enterprises. They always want to take risks from their own businesses.

Generally speaking, dealers' concerns mainly include the following points: (1) what is the quality of products and whether the products produced by regular enterprises are produced.

(2) fast food products usually have the expiration date. How can they be sold?

What should I do if I expire?

(3) if the supply is stable and whether the market service can be followed, what if the product is sold and the supply is not keeping up?

(4) what is the credibility of the factory? Will the delivery be delivered on time? Will the promised cost be fulfilled?

At this point, we need to see whether the salesmen are fully prepared.

(1) produce "three certificates", "sales agreement" and other related sales information, indicating that we are regular production enterprises.

(2) taste method - let customers taste in person, and impress customers with product quality.

(3) explain in advance whether it is responsible for exchanging and returning goods.

(4) introduce the history, development status, successful sample market, reputation and sustainable development strength of the business with customers.

5, dealing with customers' Bargaining: when the general dealers are interested in the new products, they begin to think of ways to win more support and resources from the factory. Common topics are as follows: (1) the advertising efforts of the manufacturers (2) can postpone the settlement of the products (3), the treatment of the products that are out of date and the products that are out of date (4), the problem of the cost of the shopping expenses (5), the exclusive operation (6, the promotion cost support (7), the support or the support of the staff, so long as the cost or benefits can be expected, the dealers will not forget to get entangled with you.

Ha ha, if the customer bargained with you, it shows that he has already been interested in the product. Do not think that the client is making trouble out of trouble. He must calm down. There is an old saying to Chinese FromEMKT.com.cn: the buyer is the bargain, and then it depends on your negotiation skill.

In response to some excessive requests made by customers, only one sentence can block everything.

6, be good at fighting: for some crafty dealers, he is obviously very interested in this product, but he has always been picking up defects in order to strive for the initiative of negotiations. When he is a salesperson, do not save face for him, give some examples to stimulate him.

Example: X total, Y county and you only have a river, the population of Y county is only your 1/3 here, and the economy is not developed here. The total strength of the dealer Z is still different from yours. He doesn't have long time to make our products, but now it can make XX million a month. At least, the net income of X will be at the end of the month. According to your strength and the local market scale, I want to do it more casually than the Y county. What else do you have to be fussy about the products of "money road"?

7, anti guest is the main: first negotiation should fully satisfy the customers' appetite, and at the same time, it should be enough to stop. It can not show the very urgent intention to cooperate with them. On the contrary, we should give him a little pressure to make him feel that although our brand is not very strong, but it has great vitality / business profit, it can also make up for the insufficiency of its product mix / help it develop a new channel and so on.

Finally, give him a signal - our product is very popular.

"X, it's been a pleasure to visit you today. Now, it's getting late. The XXX business Q always has an appointment with me (its main competitor) at 10:30. I'll send him the product sales policy. Last time, I would like to introduce our products to Q. He is very optimistic about our products. If you want to make our products, then you can give me a reply as soon as possible. From my point of view, I am very optimistic about your strength and credibility. And I believe that it will be very pleasant to cooperate with you. Here is my card.

If the preparatory stage is well prepared, when negotiating, we can grasp the needs of customers and explain the corresponding selling points of products, eliminate the concerns of customers, have scientific market development plans, and enable customers to be very interested in or interested in new products. When you go out, your customers will immediately pull you up and say, "I have done this product, you needn't go there!"

A little deeper customer will call you to dinner soon.

At this time, the initiative of negotiation is completely in your hands.

As long as you have "money road" and "beauty", you can chase men down!