怎么样有效地研发客户
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">学好这8个<span style="color: black;">过程</span>，做<span style="color: black;">营销</span>还怕<span style="color: black;">研发</span>客户难吗？</strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/392867c9b8af45b9863a1620f241cb94~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725353556&x-signature=Kn1kBLfxjd2Tw2pSQXtIOUwfAsw%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">第1</span>步：<span style="color: black;">熟练</span>行业，<span style="color: black;">认识</span><span style="color: black;">制品</span>，寻找客户</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1、<span style="color: black;">咱们</span>进入了一个什么样的行业，他有什么<span style="color: black;">明显</span>特征</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">A、行业<span style="color: black;">制品</span>市场<span style="color: black;">需要</span>比较特殊</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">B、行业<span style="color: black;">制品</span>价格信息不透明</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">C、行业<span style="color: black;">制品</span>有着较高利润率</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">D、行业仍有着<span style="color: black;">很强</span>发展空间</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">E、行业专业知识的信息传播不充分</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">F、营销模式简单</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">G、行业新的进入者越来越少，大的格局正在形成，行业<span style="color: black;">处在</span>成熟变革期</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">H、专业化规模化的企业极少</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2、<span style="color: black;">咱们</span>有什么样的<span style="color: black;">制品</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3、能为行业<span style="color: black;">供给</span>什么样的服务？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">4、在哪能找到<span style="color: black;">咱们</span>的客户？</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">全国性行业杂志</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">地区</span>行业协会期刊</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">行业黄页</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">互联网络</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">户外<span style="color: black;">宣传</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">展示会、会刊</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">行业协会活动</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户介绍</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">第二步：<span style="color: black;">认识</span>客户</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">认识</span>客户的目的是寻找<span style="color: black;">目的</span>客户，<span style="color: black;">认识</span>客户的常规问题<span style="color: black;">包含</span>：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">A、经营<span style="color: black;">状况</span>（规模、历史、文化、信誉、当地影响）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">B、<span style="color: black;">制品</span>结构</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">C、用<span style="color: black;">制品</span>目的和历史、用法与用量、</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">D、决策程序、工作程序、</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">E、<span style="color: black;">营销</span>区域、消费对象、市场<span style="color: black;">情况</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">第三步：<span style="color: black;">认识</span>客户的<span style="color: black;">需要</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1、<span style="color: black;">认识</span>客户<span style="color: black;">需要</span>的目的：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">行业客户 - <span style="color: black;">目的</span>客户 - 有效<span style="color: black;">目的</span>客户</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">准确区分有效<span style="color: black;">目的</span>客户，<span style="color: black;">加强</span><span style="color: black;">守护</span>客户的效率</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">当<span style="color: black;">咱们</span>锁定<span style="color: black;">目的</span>客户群后，<span style="color: black;">咱们</span>必须在<span style="color: black;">目的</span>客户中寻找有效<span style="color: black;">目的</span>客户，<span style="color: black;">目的</span>客户群非常大，但有效<span style="color: black;">目的</span>客户数量却有限。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2、客户<span style="color: black;">需要</span>类型：（名、利、安、情）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">节省成本</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">新<span style="color: black;">制品</span><span style="color: black;">研发</span>，品质的<span style="color: black;">加强</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">对原用<span style="color: black;">制品</span>的不满意</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">期盼</span>和正规专业化的<span style="color: black;">机构</span>合作</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">新市场推广<span style="color: black;">需要</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户的安全<span style="color: black;">需要</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">经销商需要得到可观、<span style="color: black;">连续</span>的利益</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">经过</span>对客户<span style="color: black;">需要</span>的分析从而确定有效<span style="color: black;">目的</span>客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">认识</span>客户，准确把握客户<span style="color: black;">需要</span>，是<span style="color: black;">咱们</span>能够找到自己有效<span style="color: black;">目的</span>客户的关键。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3、<span style="color: black;">认识</span>客户<span style="color: black;">需要</span>途径与<span style="color: black;">办法</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">A、同行的介绍、资料收集和整理、</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">B、拜访（问讯、聆听、交流、指正）</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">第四步：制定客户<span style="color: black;">研发</span>计划与市场拓展计划</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">1、</span>客户<span style="color: black;">研发</span>计划</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1、<span style="color: black;">按照</span>客户的<span style="color: black;">制品</span>结构、客户的真实<span style="color: black;">需要</span>，设计有竞争力的<span style="color: black;">制品</span>策略和价格策略。（<span style="color: black;">针对</span>经销商，<span style="color: black;">按照</span>经销商的客户群、所经销的<span style="color: black;">制品</span>设定相应的<span style="color: black;">制品</span>线）参照<span style="color: black;">第1</span>步第4点</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2、<span style="color: black;">按照</span><span style="color: black;">制品</span><span style="color: black;">状况</span>设计一个相互认可的<span style="color: black;">方法</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3、<span style="color: black;">按照</span>客户的决策程序制定<span style="color: black;">咱们</span>的工作程序</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/8eb2060996db472187153e964d7489d7~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725353556&x-signature=aDIdoh14eD5YnaESgzNb%2BzrebhE%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">2、</span>市场拓展计划及<span style="color: black;">办法</span></strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/6782283524c54cb388b3e5adcf25b29f~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725353556&x-signature=nP5gmSsxQOaAKVyV7PJK7PHIBPQ%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">第五步：制定满足客户<span style="color: black;">需要</span>的宣传<span style="color: black;">方法</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">——经销商</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">宣传<span style="color: black;">方法</span>应该<span style="color: black;">重视</span>的事项：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1、<span style="color: black;">针对</span><span style="color: black;">咱们</span><span style="color: black;">制品</span>的性能、应用<span style="color: black;">行业</span>、市场<span style="color: black;">情况</span>、竞争<span style="color: black;">情况</span>、发展方向等<span style="color: black;">原因</span>必须要让经销商有足够的<span style="color: black;">认识</span>，<span style="color: black;">同期</span>要充分<span style="color: black;">认识</span>经销商的推广<span style="color: black;">需要</span>，<span style="color: black;">根据</span>经销商<span style="color: black;">需要</span>必须能够准确地界定经销商的<span style="color: black;">目的</span>用户群，<span style="color: black;">保准</span>宣传<span style="color: black;">方法</span>能够有的放矢。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2、宣传<span style="color: black;">方法</span>必须<span style="color: black;">保准</span>宣传诉求的<span style="color: black;">目的</span>准确，在充分<span style="color: black;">认识</span>经销商的所经销的<span style="color: black;">制品</span>、用户及市场<span style="color: black;">目的</span>外，要综合<span style="color: black;">思虑</span>经销商的实力、投入产出效率、<span style="color: black;">针对</span><span style="color: black;">目的</span>用户覆盖的能力。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3、宣传<span style="color: black;">方法</span>一定要<span style="color: black;">保准</span>切实可行，<span style="color: black;">同期</span>要<span style="color: black;">保准</span>严格<span style="color: black;">根据</span>对经销商承诺的<span style="color: black;">方法</span>来执行。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4、要充分<span style="color: black;">思虑</span><span style="color: black;">各样</span><span style="color: black;">原因</span><span style="color: black;">引起</span><span style="color: black;">方法</span><span style="color: black;">不可</span>执行的备选<span style="color: black;">方法</span>，<span style="color: black;">以避免</span><span style="color: black;">方法</span>推广中的被动。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5、做好<span style="color: black;">仔细</span>的价值预算、事后<span style="color: black;">评定</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">第六步：形成有效合作</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1、合作与有效合作：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">合作：合作是简单的、肤浅的，是完成与客户的合同<span style="color: black;">签定</span>以及合同的如约执行；<span style="color: black;">然则</span><span style="color: black;">咱们</span>必须认真的执行。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">有效合作：又<span style="color: black;">叫作</span>“价值合作”，除了完成与客户的合同<span style="color: black;">签定</span>及执行外，要<span style="color: black;">保准</span>客户在与<span style="color: black;">咱们</span>的合作中受益，要<span style="color: black;">经过</span><span style="color: black;">咱们</span>的<span style="color: black;">途径</span>为客户<span style="color: black;">供给</span><span style="color: black;">各样</span>增值服务，要尽可能实现客户的个性化<span style="color: black;">需要</span>，<span style="color: black;">同期</span>在<span style="color: black;">咱们</span>的服务中要让客户真切认识到<span style="color: black;">咱们</span>服务的“价值”，并<span style="color: black;">创立</span><span style="color: black;">长时间</span>合作的可能。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2、<span style="color: black;">怎样</span><span style="color: black;">保准</span>有效合作：</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">按照</span><span style="color: black;">咱们</span>的<span style="color: black;">制品</span>特性，<span style="color: black;">咱们</span>必须<span style="color: black;">持续</span>研发服务的内容，拓展服务的<span style="color: black;">途径</span>，<span style="color: black;">提高</span>服务的价值，并<span style="color: black;">保准</span>服务内容的全面、细致的实施。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3、客户档案的<span style="color: black;">创立</span>与整理。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">第七步：贴身的售后服务</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1、<span style="color: black;">制品</span>生命链条：</strong></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/de95a264e9b74446b612f1618d0308ec~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725353556&x-signature=UEuTtzanDTXslPUrmUU%2FzJgwLNM%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">让<span style="color: black;">咱们</span>合作感到<span style="color: black;">愉快</span>、让<span style="color: black;">咱们</span><span style="color: black;">一块</span>成功！</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2、售后服务的内容</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">A、<span style="color: black;">即时</span><span style="color: black;">认识</span><span style="color: black;">制品</span>的<span style="color: black;">运用</span><span style="color: black;">状况</span>（为客户<span style="color: black;">供给</span>实用的<span style="color: black;">制品</span>，降低合作伙伴生产成本）；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">B、准确<span style="color: black;">把握</span>市场<span style="color: black;">需要</span>（<span style="color: black;">即时</span>向客户<span style="color: black;">供给</span>下游<span style="color: black;">需要</span>方信息，<span style="color: black;">增多</span>合作伙伴市场机会）；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">C、直接参与客户的<span style="color: black;">制品</span><span style="color: black;">开发</span>过程（为客户<span style="color: black;">供给</span>一对一的<span style="color: black;">制品</span>服务）；</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">D、密切关注用户<span style="color: black;">需要</span>（要观察客户业务推进中产生的新<span style="color: black;">需要</span>，<span style="color: black;">帮忙</span>企业<span style="color: black;">调节</span>方向）。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">E、为客户<span style="color: black;">供给</span>企业管理、技术等方面的支持</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">第八步：<span style="color: black;">创立</span><span style="color: black;">长时间</span>、忠诚、全面的合作</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">1、多方面、深层次<span style="color: black;">开发</span><span style="color: black;">制品</span> (规律性发展)</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">行业发展的<span style="color: black;">区别</span>时期，<span style="color: black;">针对</span>服务的内容、方式、层次都有着<span style="color: black;">区别</span>的<span style="color: black;">需要</span>，但无非是横向<span style="color: black;">需要</span>与纵向<span style="color: black;">需要</span>的结合，规律是服务的面要宽，<span style="color: black;">需要</span>层次会<span style="color: black;">持续</span>加深。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">2、<span style="color: black;">供给</span>可<span style="color: black;">连续</span>性“价值”服务 （<span style="color: black;">连续</span>性发展）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">行业在发展，企业在发展，市场<span style="color: black;">需要</span>在发展，因而<span style="color: black;">咱们</span><span style="color: black;">供给</span>的服务<span style="color: black;">亦</span>应该可<span style="color: black;">连续</span>性发展。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">3、讲究诚信，遵从市场规则 （战略性发展）</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">市场是检验企业<span style="color: black;">存活</span>能力的利器，凡是能够<span style="color: black;">存活</span>并发展的企业<span style="color: black;">不仅</span>占有市场机遇，<span style="color: black;">更加多</span>时候需要讲究诚信、遵从市场规则，这是企业发展的无形战略。</p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/916c3e854d124879b329f04b298eb70e~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1725353556&x-signature=RD%2F4gZ7rqtyFdBl4H5E7suAkwys%3D" style="width: 50%; margin-bottom: 20px;"></div>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">形成<span style="color: black;">一起</span>的价值观<span style="color: black;">才可</span><span style="color: black;">保准</span>企业与合作伙伴的<span style="color: black;">长时间</span>、忠诚、全面的合作</p>
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