Smart home terminal sales to improve the secret rate

To make a smart home terminal market, the core purpose is to sell products to consumers. The sales process of smart home products needs systematic marketing thinking, and it also requires more resources to achieve this goal. So in the actual smart home terminal sales, how to upgrade to single rate?

First of all, we believe that smart home terminal sales need to deliver three things to customers:

First, reflect professional and sincere

After all, smart homes require experiential services, so professionalism is easier to trust. For example, if you go to buy a water purifier, two waiters, one will only tell you this is a big brand, guaranteed, and the price is favorable; another will tell you why the product is good, 5-stage filter, RO reverse osmosis, can filter Through bacteria and other microorganisms, the most important thing to buy a water purifier is a filter membrane. Most people will definitely buy a second one. The mode of thinking that should be for most people is: Why (cause)... The result is... so professional people are more likely to win the trust of their customers. Do not ask your customers.

Second, to understand the value and continuity of services

80% of smart home sales personnel still stay in the product's functions when they introduce products to customers, such as: can be remote .... but the customer who actually buys the product does not necessarily have the function achieved by the product. May be vanity, there may be affectionate communication, there may be a lot of factors for the home, and so on, so if you take more energy focused on understanding the value of the product and the needs of the customer will make us have more Big harvest. Continuation of services allows customers to feel more at ease while gaining follow-up marketing opportunities.

Third, provide the appropriate program and quotation

Easy-to-understand: A solution that allows your customers to understand it is a good solution.

Timely: Let your customers know that you are very important.

Beautiful: This will make you more than 80% of people. There are devils at the details.

With the above ideas, what to do in the actual operation?

Most people practice:

Meeting with the customer to meet the time and place, with a data leaflet, mobile phone with a case, and then think of a preferential strategy, the ideal of today must win the customer, success or failure in this move.

According to Sun Tzu’s art of warfare, the first victory and then the final battle have been calculated before the battle. The battle is only to complete the process, so the preparation of the early stage is particularly important. The same is true of sales.

First, preparatory:

Thinking: How do I know the customer's community and what help can I bring for him?

Since the customer is interested in consulting, there must be a need to meet him.

1. Understand the characteristics of the community

26-35: Just married, no children, children are still young: What are the demand points?

40-50: Successful people have strong spending power. What is the demand point?

55+ : What are the needs for decorating for children and decorating for parents?

Knowing these demographic characteristics is more conducive to understanding the customer's needs and gaining greater opportunities for on-site presentations in the field.

2. Is it a question of entering a market or entering N markets?

The biggest profit point for closing a customer is sometimes not the product's profit, but whether this customer can open a market for me. If potential customers in a community need us to tap and tap, it is tantamount to entering N markets. It is very passive. If customers can give me positive influence and communicate with other owners, this is the same. Market, so if you communicate with customers in such a way, the rate will inevitably increase.

3, how to create value for customers

After communicating with the client for the first time, if you can understand other needs of the client during the renovation, such as the main material, lighting, audio, or precautions, etc., regardless of size, to help customers will inevitably gain a good impression, even if the final is not a single long-term past Inevitably will accumulate a large number of peer resources, will also win the trust of potential customers.

4, workers must first sharpen their tools: This is a professional problem

Tooling: Image problem, no explanation;

On-site measurement tools: Smart is smart, and the key is really easy to use.

Customer Demand Form: Record customer needs and concerns, follow-up can do data files;

Portfolio: more simple to give customers, let customers think we are professional;

Camera (mobile phone): Record the original pattern and the pattern after construction wiring to facilitate viewing of points and quotes later. The client also feels that you are very professional.

Second, the scene introduced:

1. Put the intelligence function in your mind into this house very well, while meeting the needs of different members.

Factors: outdoor, indoor, family members, lifestyle, main use of room, activity route, etc.

Focus on the main needs of customers and introduce them. Inform the customer of the actual installation process, location, and why the design is so designed to provide customers with what the function is. Inform the customer about the construction process and intelligently start entering the house during the stage of the house renovation.

According to the actual environment of the house, recommend functions for customers. (There are many customers who do not understand his needs and need guidance) Advise customers on the advice.

Remember: Do not talk too much about the technology with the customer, do not exaggerate the function of the product, and do not make commitments that cannot be completed with the customer.

2. Record requirements and field data

Record the customer's demand points and concerns, focus all the experience on the functions of the customer's main needs, and if there are different ways to achieve the program, the customer can choose the best.

Record the data that the site needs to record and create a customer profile:

Such as: door lock orientation, open left or right, door thickness;

The width of the window, the width and depth of the curtain box; double curtain or single curtain, single open or open;

The name of the room (sometimes not marked on the drawings), main functions and appliances;

Monitoring points and quantities;

Whether or not there is a shed, background music, number of horns, shared location, etc.

3. Delivery date and meeting place of the agreed plan

Finally, with the client's appointment date after the scheme is well prepared, it must be remembered that they must personally send for the client, create opportunities, and introduce the contents of the program to the client. In many cases, customers only look at the final offer of the plan, and other contents are not concerned, so we must seize the opportunity to introduce our customers.

There are many factors that affect sales, the key lies in whether it can provide customers with sound advice and win the trust of customers. The premise is that you have a deep understanding and understanding of the product, and can give the most relevant advice based on different circumstances.