Micro-business marketing tutorial: 15 ways to drive customer transactions (Part 1)

It is easy to find customers in sales, and it is also easy to find customers who are interested in your products. However, many people do not make money by doing micro-business. They all have problems in the final transaction part of communicating with customers. Let me introduce the sales staff to you. 15 techniques to promote transaction, flexibly used for different customers.

1. Directly request

After the sales staff gets the customer’s buying signal, they can directly propose a transaction. When using the direct request method, try to avoid being too hasty. The key is to get clear buying signals from customers. For example: "Mr. Wang, since you have no other opinions, let's sign the order now." When you make a request to close the deal, you must remain silent and wait for the customer's reaction. Don't say anything else, because your words It is likely to immediately attract the customer's attention and make the transaction fail.

2. Two-choice method

The sales staff provides customers with two solutions to the problem. No matter which one the customer chooses, it is the result we want to achieve. Using this method, customers should be able to avoid the question of "want it or not" and instead ask the customer to answer the question "do they want A or B?" For example: "Do you like white or red?" "Are you signing today or tomorrow?...'Do you pay by card or by cash?" Note that when guiding customers to complete a transaction, do not propose more than two choices, because Too many choices can confuse customers.

3. Summarize the benefit transaction method

Display all the actual benefits brought by the transaction between the customer and yourself in front of the customer, sort the matters that the customer cares about, and then list the characteristics of the product Closely integrate with the customer's concerns, summarize all the interests of the customer, and promote the customer to reach an agreement.

4. Preferential transaction method

Also known as the concession transaction method, it refers to a method in which sales staff encourage customers to buy immediately by providing preferential conditions. When using these preferential policies, sales staff should pay attention to three points:

a. Make the customer feel that he is special. Your discount is only for him, making the customer feel that he is noble and unusual.

b. Never give discounts casually, otherwise customers will make further demands until the bottom line is unacceptable to you.

c. Show that your power is limited and you need to ask for instructions from above: "I'm sorry, within my processing authority, I can only give you this price." Then the conversation changed, "However, because you You are an old customer of mine. I can ask the manager to give you some additional discounts, but it is difficult to get discounts like ours, so I can only do my best." This way, the customer's expectations will not be too high, even if they don't get it. When you get a discount, he will also feel that you have done your best and will not blame you.

5. The motivating method

The motivating method is to use customers' competitiveness and self-esteem to urge them to buy products. A well-known Hong Kong couple went to a large shopping mall to buy jewelry. They were very interested in a $90,000 jadeite ring, but they were hesitant because of the high price. At this time, the salesperson who was watching her words came over. She introduced to the two customers that the wife of the president of a Southeast Asian country had also seen this ring when she came to the store, and she liked it very much and couldn't put it down. But I didn't buy it because the price was too high. After being provoked by the salesperson in public, the Hong Kong couple immediately bought the jade ring because they wanted to show that they were more powerful than the president's wife.

When a salesperson is irritating the other person, he should appear calm and natural, so as to prevent the other person from seeing that you are "irritating" him.

6. Follow the crowd method

Customers are not willing to take risks when purchasing products. Customers are generally skeptical of new products that have not been tried by others and do not dare to choose them easily. They tend to trust and like products that are recognized by everyone.

A customer took a fancy to a microwave oven, but didn't decide whether to buy it or not. The salesperson said: "You are really discerning. This is the most popular microwave oven at present. On average, more than 50 units are sold every day. In peak season, you have to make a reservation to buy it in stock."

7. Don't miss the deal

Use the mentality of "fear of not being able to buy". The more people cannot get or buy something, the more they want to get it or buy it. This is the weakness of human nature. Once customers realize there is a rare opportunity to purchase this product, they will take action immediately.

The Cherishing of Loss transaction method is to capture the customer's psychology of "gaining joy and suffering loss", and exerting a certain amount of pressure on customers to urge them to make a purchase decision in a timely manner. Generally, you can do it from the following aspects:

a. Limited quantity, which is mainly similar to "the purchase quantity is limited, so hurry up if you want to buy".
b. Limited time, mainly to enjoy discounts within a specified time.
c. Limited service, mainly because you will enjoy better service within the specified quantity.
d. Price limit is mainly for products that are subject to price increase.

In short, we must carefully consider the consumer objects and consumer psychology, and then set up the most effective transaction method to avoid losing money. Of course, this method cannot be abused casually or made out of nothing, otherwise you will eventually lose customers.

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