幾個不同而相關的行銷策略

儘管它們聽起來都一樣，但信不信由你，互動、數位和網路行銷都是獨一無二的。但是什麼使它們不同呢？我們經常同時使用它們，這會引起混亂。每一個行銷領域都需要不同產品和不同策略的知識庫。讓我試著一勞永逸地消除混亂。

互動行銷

互動行銷指的是一種鼓勵消費者和行銷活動積極參與的行銷策略。

這個術語通常指的是從單邊客戶互動到雙向對話的快速增長。互動行銷正成為一種趨勢，因為客戶需要更好的線上體驗和改進的互聯網科技。

客戶希望公司知道他們是誰，而不是作為一個人口或只是一個數位。例如，每當客戶登入公司網站時，人們可能希望看到他的名字與產品興趣和通信偏好一起顯示。

互動行銷給客戶提供接收和提供特定業務或產品的最新回饋資訊。當你想到互動行銷時，亞馬遜就是一個很好的例子。亞馬遜被認為是這個市場上最大的開拓者。

該公司收集和保存有關客戶蒐索和購買行為的資訊。

它還記得客戶的名字，提供建議閱讀部分圖書蒐索，基於该客户過去的購物行為提出建議產品，並始終要求客戶對他們購買的物品做出回馈。

數位行銷

數位行銷是一種利用數位平台進行的行銷活動。

數位定義了用於傳遞活動的媒介。數位行銷可以很容易地被認為和解釋為“推”/“拉”行銷科技。如果你不熟悉市場行銷活動，那就是你的廣告宣傳推銷你的服務或產品。傳統的行銷活動包括電視和平面廣告。

“推力”部分可以讓你與消費者接觸，並激發購買你的服務或產品。有很多方法來實現這種推送科技，如即時消息，簡訊，內容行銷，播客，移動行銷和電子郵件。此外，有很多行銷工具，你可以使用如點擊付費，搜尋引擎優化，甚至線上橫幅廣告。

“拉力”科技是在消費者主動通過數位行銷通過線上蒐索找到你的企業時發生的。例如，他們可以使用你的名字在互聯網上進行蒐索。然後客戶通過你的網站建立一個連結，在那裡他們可以很容易地聯系你的公司或者跟蹤你的業務。例如，他們可以在網站上注册簡訊、瀏覽視頻、電子郵件或播客。所以，你在吸引顧客。

網路行銷

網路行銷是一項需要互聯網連接的行銷活動。這種行銷科技可以讓你接觸客戶，進行研究，並通過互聯網銷售你的產品或服務。例如，你可以文宣公司的資訊。商人可以在互聯網上銷售。

然而，如果你有一個網站，你也可以把它做成博客、寫文章或在其他網站上放置橫幅廣告來驅動你的網站流量。

Several different and related marketing strategies

Although they all sound the same, believe it or not, interaction, digital and online marketing are unique. But what makes them different? We often use them at the same time, which can cause confusion. Every marketing area needs a knowledge base of different products and strategies. Let me try to eliminate confusion once and for all.

Interactive Marketing

Interactive marketing refers to a marketing strategy that encourages the active participation of consumers and marketing activities.

The term usually refers to the rapid growth from unilateral customer interaction to two-way dialogue. Interactive marketing is becoming a trend because customers need better online experience and improved Internet technology.

Customers want companies to know who they are, not as a population or just as a number. For example, when a customer logs into a company website, people may want to see his name displayed with product interests and communication preferences.

Interactive marketing provides customers with up-to-date feedback on specific businesses or products. When you think of interactive marketing, Amazon is a good example. Amazon is considered the biggest pioneer in the market.

The company collects and keeps information about customer search and purchase behavior.

It also remembers the customer's name, provides suggestions for reading part of the book search, makes suggestions based on the customer's past shopping behavior, and always asks customers to make feedback on their purchases.

Digital Marketing

Digital marketing is a kind of marketing activity using digital platform.

Digital defines the medium used to deliver activities. Digital marketing can easily be considered and interpreted as "push" / "pull" marketing technology. If you are not familiar with marketing activities, it is your advertising campaign that promotes your services or products. Traditional marketing activities include television and print advertising.

The "push" part allows you to engage with consumers and motivate you to buy your services or products. There are many ways to implement this push technology, such as instant messaging, text messaging, content marketing, podcasting, mobile marketing and e-mail. In addition, there are many marketing tools that you can use, such as pay-per-click, search engine optimization, and even online banner advertising.

Rally technology occurs when consumers take the initiative to find your business online through digital marketing. For example, they can use your name to search on the Internet. Then customers can establish a connection through your website where they can easily contact your company or track your business. For example, they can sign up for Jane on the website. News, browse videos, email or podcasts. So, you're attracting customers.

Network Marketing

Internet marketing is a marketing activity that requires Internet connection. This marketing technology allows you to contact customers, research, and sell your products or services through the Internet. For example, you can publicize company information. Businessmen can sell on the Internet.

However, if you have a website, you can also make it into a blog, write articles or place banner ads on other sites to drive your website traffic.

有力的篩選過濾客戶的問題

你越快通過剔除所有非潛在客戶來縮小你的銷售線索名單，就越好。一旦你整理了你的銷售線索，確定了真正的潛在客戶，你就可以開始對他們展開銷售銷售動作，並希望能夠銷售結案，拿下訂單。

過濾銷售線索

如果你沒能提前做好篩選過濾的話，你會浪費很多時間和那些永遠不會從你那裡買東西的人在一起。但另一方面，如果你馬上問太多敏感的問題，他們會不願意回答。

所以篩選過濾永遠是一個平衡的行為，在不浪費太多時間的情况下，不要浪費太多的時間去浪費每個人的時間。許多銷售員通過在初始接觸期間詢問一些非常基本的過濾問題來解决這個現象——剔除那些顯然不合格的人——然後在第二次拜訪或銷售演示開始時完成認證過程。

無論你選擇什麼樣的時機策略，都有一些關鍵的資訊可以幫助你儘早識別出潜在客戶並讓他們走上正途。這些特定的細節分為兩個基本類別：人是否需要你的產品或服務，以及他是否有辦法從你那裡購買。

篩選過濾問題

一個有潛在購買需求的客戶戶，他自己不一定有意識到。妳可以用一些排他性的問題，幫助他了解到自己的需要，也為銷售員自己挖掘出必要的資訊。所以，這類的問題特別有力。

以下，是這些有力的篩選過濾的問題例子：

• 你以前買過這種型號的嗎？你是怎麼做到的？
• 你考慮過購買[產品類型]嗎？為什麼沒有呢？
• 你如何看待自己使用這種產品？它對你有什麼幫助？
• 你現在面臨哪些問題，這個產品可以幫助到你嗎？
• 如果有一件事你可以改變你的[生活/事業]，那會是什麼？
• 解决這個問題你會得到什麼？
• 在解决這個問題上會有哪些風險？不確定的風險是什麼？
• 這個問題持續了多久？是什麼阻礙了你到目前為止沒有採取修復行動？

如果這些問題中的一個觸發了你的潛在客戶的强烈反應，那麼就去深挖它。一個簡短的問題的讓他做了長回答，表明這對他來說是一個重要的問題。但是如果他拒絕回答一個問題，就不要繼續追問。一旦你對你的潛在客戶建立了更多的信任，你就可以重新回到這個問題。

第二類有過濾價值的問題有助於你判斷一個人是否能够從你那裡購買。無力購買可能與缺錢有關，或者可能是因為你所說的人不是最終的決策者，或者完全是其他人。這些問題中的一些會進入相當微妙的領域，所以請謹慎地詢問他們，除非你確信你與潛在客戶已經建立了密切的關係。

以下問題可以幫助你發現購買能力的問題：

• 如果你決定購買，購買過程會是什麼樣子？
• 誰會參與審查我們的建議？
• 獲得最終購買核准需要多長時間？
• 你的部門會有這個購買的預算嗎？
• 誰將負責採購訂單/進行簽約？
• 是否會有貸款人參與？

在客戶面前你必須掌握好的七件事(2)

這是繼前一篇談到業務員在客戶面前，必須掌握的七件事，衍生的另外一個版本。

作為業務員，在客戶面前，有另外七件事你一定要搞清楚：

1. 客戶名字。沒有什麼比直接稱呼客戶名字更能夠建立親密關係了，一聲【建國】，要比稱呼他【王總】，更能夠顯示你們之間的親密與相互承諾了。不過，要掌握時機，不可弄巧成拙。
2. 客戶之前買過什麼？如果你知道客戶之前買過什麼，那麼你會比較有概念他還會再買什麼。（不要浪費時間在推銷他根本不會有興趣的產品）
3. 客戶的採購頻率如何？很少向你採購的客戶，可能需要一些銷售刺激，或是一些推廣；但是，固定採購的客戶，不太需要你頻繁的推銷，只要按時給他公司動態或是商品資訊，或是提供折扣推廣活動即可。
4. 客戶過去採購的平均金額多少？為什麼你要花費大量的時間去推銷超過客戶預算可以承受的產品？這樣做，可能會讓客戶感覺難為情，顯示出你對客戶的缺乏瞭解，並讓他對你的產品失去興趣。
5. 客戶上次採購是什麼時候？你是否曾經遇到過客戶採購而你根本就不知道？你還保有哪些忠誠的客戶？有哪些在猶豫的客戶你必須抓回來？
6. 你平常用什麼方式與客戶互動？提供文件給客戶絕對是重要的。但是，如果你能夠在聯絡客戶時，先陳述上次你們溝通所達到的共識，可以讓客戶覺得你很重視他，並對你感激。
7. 客戶對你的公司是如何評論？從客戶得到的回饋是改進你的產品與服務的最佳方式。滿足你的客戶需求，並用以吸引其他客戶。

附注：要記住所有客戶的這些細節，幾乎是不可能的。因此，平常就要做好你的業務客戶日誌，整理成為客戶資料庫，好好保存。

There are seven things you must master in front of a client (2)

This is another version of the previous article that speaks about seven things must be mastered to the salesman in front of the customer.

As a salesman, there are seven other things you must know in front of your customers:

1. Customer name. There is nothing more intimate than a direct name of a customer, and the phrase "Jim" is more likely to show your closeness and commitment than to call him "Mr. Wang". However, to grasp the opportunity, not to be self defeating.
2. What did the customer buy before? If you know what the customer has bought before, then you will be more conceptual. What else will he buy? Don't waste your time selling products he won't be interested in
3. What is the customer purchasing frequency? You are less likely to purchase customers, sales may need some stimulation, or some promotion; however, fixed purchase customers, you need not too frequent to sell, as long as the time for his company is dynamic or commodity information, or discount promotion activities can be.
4. What is the average amount of customer purchases in the past? Why do you have to spend a lot of time selling products that exceed the customer's budget? Doing so may be embarrassing for customers, showing a lack of understanding of your customers and letting them lose interest in your product.
5. When was the customer's last purchase? Have you ever met customer purchases and you don't even know? What loyal customers do you maintain? What are the hesitant customers that you have to grab back?
6. How do you interact with your customers in normal ways? It's absolutely important to provide documents to customers. But if you are able to contact clients, state the consensus you have reached last time. You can make your client feel that you value him and appreciate it.
7. How do customers comment on your company? Getting feedback from customers is the best way to improve your product and service. Meet your customer needs and attract other customers.

Note: It is almost impossible to remember all the details of all the clients. Therefore, you should usually do your business customer journal, organize it as a customer database, and keep it well.

在客戶面前你必須掌握好的七件事（1））

多年的業務經驗，讓我知道多瞭解客戶的個人背景資料，對於業務發展是很重要的。因此，每次拜訪客戶，我總會設法安排與客戶決策相關人一起用個餐，增加對他個人的瞭解。

作為業務員，在客戶面前，有七件事你一定要作對：

1. 年齡。任何你說的和寫的，包含俚語、典故、詞語難度、和話題內容，最好和對方的年齡階段能夠相稱。
2. 性別。儘管在職業場上，女性也愈來愈中性化，男性主管也會表現得很體貼，但是，你最好還是依據他（她）性別上的差異與興趣來進行業務發展。
3.  地域。每個地方的人，都有獨特的價值觀和文化特性，多瞭解當地的歷史與人文，能夠引導你和客戶之間增加認同與親密性。
4. 教育程度。如同年齡，每個客戶的教育程度不同，會讓你決定如何與客戶溝通，並讓他知道如何發覺你的產品或是服務的好處。
5. 收入水準。收入很大的決定了一個人的社交程度與個人需求程度，也讓你知道你該如何滿足他的個人需求。
6. 婚姻狀態。已婚人士與單身人士的價值觀、文化與需求內容是很不相同的。對一個單身人士大談家庭生活的好處，很可能會讓你失去一個重要的訂單。
7. 什麼事情會讓他夜裡輾轉反側？這是最重要的資訊。你必須知道你的客戶害怕什麼、擔心什麼、對什麼事情感到興奮、他期待什麼、會做什麼樣的夢。當你知道你的客戶的腦袋裡的裝著什麼，你就可以打入，和他交談，並與客戶建立起了親密的關係。

Seven things you must master in front of a client（1）

Many years of business experience, let me know more about the customer's personal background information, for business development is very important. Therefore, every time I visit a customer, I always try to arrange a meal with the client's decision maker to increase my understanding of him personally.

As a salesman, there are seven things you must be against in front of customers.

1. Age. Anything you say and write, including slang, allusion, word difficulty, and topic content, is best suited to the other's age.
2. Gender. Even though women are becoming more and more androgynous in the professional world, male supervisors are also very considerate, but you'd better do business on the basis of his or her gender differences and interests.
3. Regions. Each place has its unique values and cultural identity, and a better understanding of local history and humanity can lead to increased recognition and intimacy between you and your customers.
4. Education level. As with age, the education level of each customer is different, which will allow you to decide how to communicate with your customers and let him know how to discover the benefits of your product or service.
5. Income levels. A large amount of income determines one's level of social interaction and personal needs, and also shows you how you can meet his personal needs.
6. Marital status. Married people and single people value, culture and demand content is very different. The benefits of talking about family life to a single person are likely to cause you to lose an important order.
7. What would make him toss and turn in the night? This is the most important information. You have to know what your customers are afraid of, what they worry about, what emotions are excited, what they expect and what dreams they will have. When you know what's in your customer's head, you can break in, talk to him, and build a close relationship with your client.

銷售員應該增加客戶方便找到你的機會

銷售員負責公司的主營業務收入，同時在多數公司，銷售員自身的收入很大程度來自于業績的提成。

因此，增加可以與客戶互動的機會，確實是增加業績的簡單道理。

雖然優秀的銷售員具有良好的銷售策略與技巧來提高成功銷售的效率，但是增加與客戶互動的機會，是任何成功銷售的不二法門。

然而，在白天工作的8小時中，並非客戶隨時都方便接聽你的電話，或接受你的拜訪，這約制了你與客戶的互動機會。相反的，某些客戶在結束一天日常工作後，會希望用晚上時間、或是假日時間，和你交談幾句。

你應該好好把握這種客戶主動接觸你的機會。你可以將你的手機號碼告訴客戶，並且告訴他任何時間你都樂於為他服務。或是，再晚上臨睡前(最好是晚上10點前)，流覽一下你的QQ、Facebook或郵件，查看一下你的客戶是否有留言給你。

也許，你會認為休息時間不方便和客戶做嚴肅的談話，或是進行長時間對話，但是，你可以先簡單回復，或是和客戶先約個適當的時間。你的及時回應，一定會增加客戶對你的服務滿意度。你也可以先記下來，先思考一下你的預案，在隔天上班的時候，再有系統的回復客戶。

你的銷售業績，很大程度與你願意投入的工作時間成正比。創造讓客戶方便找到你的機會，不必然會增加你的工作負荷，但是肯定會提高客戶滿意度，以及帶給你更多成功銷售的機會。

Salesmen should increase customers' chances of finding you easily

Salesmen are responsible for the company's main business income, while in most companies, the sales staff's own income comes largely from the performance.

Therefore, increasing opportunities to interact with customers is a simple reason to increase performance.

Excellent salesmen have good sales strategies and skills to improve the efficiency of successful sales, but increasing opportunities for interaction with customers is the only way for any successful sales.

However, during the eight hours of working day, it is not always convenient for customers to receive your phone calls or visits, which restricts your interaction with customers. On the contrary, some customers will want to talk to you in the evening or on holidays after they finish their day's work.

You should make good use of this kind of customer's initiative to contact you. You can tell the customer your mobile phone number and tell him that you are happy to serve him at any time. Or, before going to bed at night (preferably before 10 p.m.), browse your QQ, Facebook or email to see if your customers have messages for you.

Maybe you will find it inconvenient to have a serious conversation with the client or to have a long conversation, but you can either respond simply or make an appointment with the client. Your timely response will certainly increase customer satisfaction with your service. You can also write it down, think about your plan first, and then respond to customers systematically the next day when you go to work.

Your sales performance is largely proportional to the amount of time you are willing to devote to your work. Creating opportunities for customers to find you easily will not necessarily increase your workload, but will certainly improve customer satisfaction and give you more opportunities for successful sales.

Benefits vs. Features

為什麼現在銷售方式流行“試用”、“體驗”? 為什麼銷售員會說客戶試用體驗過後，客戶購買的機會就提高多了？

這就是銷售員銷售利益（Benefits）和銷售特徵（Features）的差異。

這有什麼差別？

特徵：你的商品或服務的架構、功能、性能的描述。

利益：客戶經由與你的商品或是服務而產生的情感連接。

例如，讓客戶試駕汽車，讓客戶坐在駕駛座上，握著方向盤，感受汽車的平穩舒適，看著窗外的景色，感受擁有汽車的自豪。這時，這名客戶感受到的不再是這輛車的“特徵”，而是擁有與駕駛汽車的經驗。又如，讓來店的情侶試戴鑽對戒，他們感受到的是即將互許終身，幸福的感覺，而比較少關注到鑽石的重量、戒指的黃金材質。

一名好的銷售員，要和你的客戶交談的是他的“心”，而不是他的“腦袋”！

所以，當你銷售商品或服務時，認真的問自己幾個重要的問題：

• 你的客戶是否會經由你的商品或是服務，獲得更好的生活、更好的方便、更多的樂趣？
• 他會樂於告訴他的朋友你的公司嗎？
• 沒有你的商品或是服務，他會錯過什麼？
• 什麼理由讓這名客戶感覺這個採購會讓他自己或是他的配偶感覺“值”？

當你回答完以上問題，你會發現吸引客戶採用你的商品或是服務的利益點。儘管你還是不自禁的會銷售你的商品或是服務的不可思議的特徵，但是，請永遠將你的客戶關切的利益放在心上。

當你持續的將你的客戶的情感感受放在第一順位，久而久之，你就有能力建立起一套推廣資訊，它會帶給你從未見過的銷售績效。

訂單成交的關鍵：見面就給客戶好印象

如果你能夠在初見面時，就給客戶留下很好的第一印象，你可以很有可能贏得訂單。如果你的第一印象不好，你就再也找不到那個潛在客戶了。給人留下深刻的第一印象，客戶很可能會認真對待你的小生意。

不管你初次見面是面對面、通過電話還是通過互聯網，你都沒有時間浪費。

瞭解人們如何進行第一次判斷，以及你能做什麼來控制結果，這對你來說是值得的。

學習非語言銷售技巧

當你面對面地面對某人時，你被判斷的90%是基於非語言信息——你的外表和你的肢體語言。只有10%是你所說的話。一個好的銷售技巧是記住人們根據封面來判斷一本書。當你初次接觸電話時，對方所感知的70%是基於你的語調，而30%才是你所說的話。

說好你的第一句話

儘管在一對一的邂逅中，你所說的話只占對方對你第一印象的要素的10%，但你還是要把握好。當你和客戶見面，先表達某種形式的感謝，例如：“謝謝你今天抽出時間來看我”或“謝謝你和我共進午餐”，當你欣賞他們的時候，客戶也會欣賞你的。

立即喊出客戶的名字

沒有什麼比被人喊出自己的名字聽起來更愉悅的了。當你的第一句話，或是第二句話，就帶有客戶的名字，表示你重視他，注意到他的存在。他會因此也注意聽你接下來要做什麼安排，或要說什麼。

整理好你的頭髮與妝容

你的客戶會注意到你的頭髮和臉。疏忽了整理你的髮型與臉部妝容可能會讓你付出代價。不要讓你接下來有失落的一天。

注意你的衣著腰身與下擺

人們的眼神不僅看你的頭髮與臉部，他會很快地瞄到你的腰部與下半身。若是你讓他感覺你穿著邋遢，不束緊褲帶或是裙子，他會懷疑你做事是否能夠注意細節。出門見客戶前，照一下鏡子。這往往是你向客戶走近時，他所注意到的第一印象。

行動快捷

一個快步的人會被看作是精力旺盛的人——正是你的客戶想和他做生意的那種人。如果你想留給人深刻印象，行動快捷些。

商務握手是一種重要的銷售技巧，可以給人留下持久的印象…

良好的商務握手

商務握手是一種讓人印象深刻的銷售技巧。當你見到你的潛在客戶時，你首先要做的就是伸出你的手。要進行良好的商務握手，請將你的手與對方的手完全接觸。一旦你連接起來，把拇指放在另一個人的手上，輕輕擠壓一下。客戶一旦感受到你的堅定握手，你就有機會發展良好的商務關係。

專業的介紹

正確的介紹是所有銷售大師所使用的銷售技巧。當你偕同公司高級主管或有其他同事一起拜會客戶時，先說客戶的名字，他永遠是最重要的人，然後將其他人依據職務層級，逐一介紹給客戶，專業的用詞是，我想介紹……”或“我想介紹給您……”，後面是另一個人的名字。

隨時帶名片

你的名片和你如何處理它們有助於你的總體形象。因為你永遠不知道何時何地會遇到一個潛在客戶，所以隨時都要和他們保持良好的關係。

如果有人向你索取名片，而你回答說：“很抱歉，我的最後一張名片，剛給別人了。”他會懷疑你剛才見了誰。因此，隨時帶著充足的名片。

使用適當的肢體語言

最好的作法就是保持微笑。你的微笑表示你樂意見到客戶。對客戶保持目光接觸，讓他知道你正在關注并對所說的話感興趣。身體微微前傾，使你顯得認真參與談話。

在商業環境中，你會計畫好你要拜訪的每一個客戶，並且預備好你所有的行動。你安排了約會，準備了會議，排練了演示。但是儘管你盡了最大的努力，潜在的客戶卻出現在最意想不到的地方。不留任何機會。每次你走出辦公室，準備好給人留下深刻的第一印象……這是最重要的銷售手段。

The key to order transaction is to impress customers when you meet

If you can make a good first impression on your customers when you first meet them, you are likely to win the order. If your first impression is not good, you will never find that potential customer again. Make a deep first impression that customers are likely to take your small business seriously.

Whether you first meet face-to-face, over the phone or over the Internet, you don't have time to waste.

It's worth knowing how people make their first judgment and what you can do to control the outcome.

Learning Non-verbal Sales Skills

When you face someone face to face, 90% of your judgement is based on nonverbal information - your appearance and your body language. Only 10% of what you said. A good selling technique is to remember that people judge a book by its cover. When you first contact the phone, 70% of what the other person perceives is based on your intonation, and 30% is what you say.

Say your first words

Although in one-to-one encounters, what you say only accounts for 10% of the first impression of the other person, you still need to grasp it well. When you meet with customers, express some kind of thanks first, such as "Thank you for taking time to see me today" or "Thank you for having lunch with me." When you appreciate them, customers will appreciate you.

Call out the customer's name immediately

Nothing sounds more pleasant than being called your own name. When your first or second sentence comes with the customer's name, it means that you value him and notice his presence. He'll listen to what you're going to do next, or what you're going to say.

Tidy up your hair and make-up

Your client will notice your hair and face. Ignorance of your hairstyle and facial makeup may cost you. Don't let you have a lost day.

Pay attention to your waist and hem

People's eyes don't just look at your hair and face, they'll quickly look at your waist and lower body. If you make him feel like you're sloppy and don't wear tight pants or skirts, he wonders if you can pay attention to details. Look in the mirror before you go out to meet your clients. This is often the first impression you notice when approaching a customer.

Quick action

A fast-paced person can be seen as an energetic person - the kind of person your client wants to do business with. If you want to impress, act quickly.

Business handshake is an important sales skill that can leave a lasting impression on people.

Good business handshake

Business handshake is an impressive sales skill. When you meet your potential customers, the first thing you need to do is reach out. To make a good business handshake, please put your hands in full contact with each other's hands. Once you are connected, place your thumb on another person's hand and squeeze it gently. Once customers feel your firm handshake, you have the opportunity to develop good business relationships.

Professional Introduction

The correct introduction is the sales skills used by all sales masters. When you meet with senior executives or other colleagues, first say the customer's name, he will always be the most important person, and then introduce others to customers one by one according to their job level. The professional term is, "I want to introduce..." Or "I want to introduce you..." And then there's another person's name.

Keep your business card with you at any time

Your business cards and how you deal with them will help your overall image. Because you never know when and where you will meet a potential customer, keep good relationships with them at all times.

If someone asks you for a business card and you reply, "I'm sorry, my last business card has just been given to someone else." He'll wonder who you just met. Therefore, always bring enough business cards.

Use appropriate body language

The best way is to keep smiling. Your smile indicates that you are happy to see your customers. Keep eye contact with the customer and let him know that you are paying attention and interested in what you are saying. Your body leans forward slightly, making you appear to be seriously involved in the conversation.

In a business environment, you plan every customer you visit and prepare all your actions. You've arranged appointments, prepared meetings, rehearsed presentations. But despite your best efforts, potential customers appear in the most unexpected places. No chance left. Every time you walk out of the office, be prepared to make a deep first impression... This is the most important means of sales.

「客服中心你好！」｜三個致命的客服地雷

原文網址：http://www.knowledger.info/2016/10/04/3-customer-service-problems-to-avoid-at-all-costs/?utm_source=feedburner&utm_medium=email&utm_campaign=Feed%3A+knowledger%2Fexst+%28%E7%9F%A5%E8%AD%98%E5%AE%B6%29

目前擔任 Lawley 銷售通訊部門部長的 Charlie Riley 在 Linkedin 上分享了三個客服部門絕不能踩到的致命地雷，以期客服部門能夠有所改善，替公司的銷售劃下完美的句點。

地雷一：與語音系統對話

「中文服務請按1，英文請按 2」這是撥通客服電話常聽到的第一句話，但通常當客戶打電話需要客服幫忙處理問題，而電話打通卻是機械化的語音服務時，客戶實在很難不抓狂。

的確，使用電子語音服務可以降低人力成本，但是不代表公司不能安排真人客服在線服務。公司可以寫入測試程式，當電腦偵測到對方情緒已經佈滿到某個程度時，將直接轉接真人客服。

地雷二：真人客服大脾氣

是人都會有情緒與脾氣，這就是使用真人客服的問題。在今天社群網站如此發達的時代，只要一個客服不小心惹毛了顧客，而這位顧客上了臉書大吐苦水，這件事就會破壞公司的整體形象。但是，真人客服還是有存在的必要性，畢竟人們還是喜歡跟真人講話，而非機器人。不過最重要的事就是，公司必須要讓這些客服人員接受完善而良好的公司訓練。

地雷三：不設即時聊天室

即時聊天室是新興的溝通方式，公司不妨可以試一試，在客服網站上架設即時聊天室，不僅可以降低人事成本，也可以提高客服效率。畢竟有許多問題只要動一動手指就可以處理好，或是將正確的網址傳給客戶就能夠解決問題。

有效的銷售計劃

銷售計畫是所有銷售人員的重要工具。你的公司可能有一個銷售計畫，如果是這樣的話，你應該明確地學習和遵循它。但是如果你沒有一個單獨的銷售計畫，你就錯過了一個機會來提高你的銷售額到下一個層次。

一個好的銷售計畫有兩個主要部分：銷售策略和銷售戰術

戰畧和戰術是用來描述戰爭計畫的軍事術語。戰畧是關於戰爭本身：領導者想要完成什麼，他們選擇戰鬥。戰術决定了個人戰鬥是如何進行的。因此，從商業角度來說，一種策略可能是讓你所在社區的人瞭解你的公司，而相關的策略可能包括參加商會會議、在網站上上登廣告、在你的營業城市做商業促銷活動等。

銷售計畫進一步分解為新的業務增長的策略和戰術和現有的業務增長策略和戰術（例如向已經是客戶的人銷售附加產品）。這四個組件為你的銷售計畫提供了重要的框架。然而，你必須考慮其中的優先次序選擇。

如果你最近已經打動了你現有的客戶，你可能會想集中精力讓他購買新的產品。如果你剛剛推出了一種與現有產品相匹配的新產品，那麼你的銷售計畫應該考慮到這一點，並將重點放在銷售給現有客戶。

熟悉銷售配額、地域和產品和服務

在你製定銷售計畫之前，你必須非常熟悉三個重要的細節：你的銷售配額，你的銷售區域，以及你的產品和服務。

瞭解你的銷售配額有助於你製定一個計畫，讓你的老闆高興，也將使你能够設計一個計畫，最大限度地可以提高你的銷售傭金-這將使你快樂。瞭解你的地獄不會讓你踩到別的銷售人員的脚趾。瞭解你的產品和服務有助於你定義你的潛在客戶需求，這反過來又給你一個現實的看法，你能賣出多少？

修改你的銷售計畫

即使是最好的銷售計畫也需要定期修訂。當你的配額，你的產品線，你現有的客戶基礎，你的行業——甚至經濟起伏，發生改變了，都需要調整你的銷售計畫。至少，你應該每季回顧一下你的計畫，並决定是否需要做出任何改變。把銷售計畫看作是活的文件，而不是一成不變的東西。

如果你在銷售策略和戰術上有困難，你的銷售經理是一個很棒的資源。他通常會更好地掌握公司範圍內的銷售目標，並能够幫助你量身定制你的銷售計畫，以滿足這些目標，同時也充分利用你獨特的機會。你的銷售團隊的其他成員也可以幫忙。

問問你的團隊中的明星銷售員在銷售計畫中所包含的內容，並將這些策略作為發展自己的起點。

Effective sales plan

Sales plan is an important tool for all salesmen. Your company may have a sales plan, and if so, you should definitely learn and follow it. But if you don't have a separate sales plan, you miss an opportunity to improve your sales to the next level.

A good sales plan has two main parts: sales strategy and sales tactics.

Warfare and tactics are military terms used to describe war plans. The war zone is about war itself: what leaders want to accomplish, they choose to fight. Tactics determine how individual battles are conducted. Therefore, from a business perspective, one strategy may be to let people in your community know your company, and related strategies may include attending chamber meetings, advertising on the website, doing business promotions in your business city, etc.

Sales plans are further decomposed into new business growth strategies and tactics and existing business growth strategies and tactics (e.g. selling additional products to people who are already customers). These four components provide an important framework for your sales plan. However, you have to consider the priorities.

If you have recently impressed your existing customers, you may want to concentrate on getting them to buy new products. If you have just introduced a new product that matches the existing product, your sales plan should take this into account and focus on selling to existing customers.

Familiar with sales quotas, regions, products and services

Before you make a sales plan, you must be very familiar with three important details: your sales quota, your sales area, and your products and services.

Knowing your sales quota will help you make a plan that will please your boss and will also enable you to design a plan that will maximize your sales commission - which will make you happy. Knowing your hell won't let you step on the toes of other salespeople. Understanding your products and services helps you define your potential customer needs, which in turn gives you a realistic view of how much you can sell?

Modify your sales plan

Even the best sales plans need to be revised regularly. When your quota, your product line, your existing customer base, your industry -- and even the economic ups and downs -- change, you need to adjust your sales plan. At least, you should review your plan quarterly and decide whether you need to make any changes. Think of the sales plan as a living document, not a static thing.

If you have difficulty in sales strategy and tactics, your sales manager is a great resource. He will usually have a better grasp of Company-wide sales goals and be able to help you tailor your sales plans to meet these goals, while taking full advantage of your unique opportunities. Other members of your sales team can also help.

Ask your team's star salespeople what they have in their sales plans and use these strategies as a starting point for developing themselves.

創業主要避免發生的行銷錯誤

行銷活動是企業所有權中最令人興奮的部分之一。令人興奮的是，推廣業務的方法並不只有一條。事實上，當你考慮行銷活動的所有可能的組合時，有成千上萬種方法來表現你的事業。最好的部分是你可以把你的行銷活動做得最適合你的事業。  

一般來說，雖然錯誤可以成為積極的經驗（他們幫助你以持久的作法促進增長），如果你在犯錯之前避免一些錯誤，你可以節省很多時間、精力和金錢。

這裡有七個常見的行銷錯誤，你應該儘量避免在你的業務。  

1. 沒有營銷計畫。努力促進您的業務沒有一個行銷計畫，是有如蒙上眼睛來購物。你可能會很幸運，最終會得到你想要的結果，但在過程中你會浪費很多時間和金錢。你需要一個行銷計畫，每個企業都需要。所以一定要先準備你的營銷計劃。
2. 不清楚是什麼讓你的企業與眾不同。你的生意和其他的生意不一樣。如果沒有不同，你可能不知道如何開始做生。為了有效地推銷你的生意，你需要確定是什麼使你與眾不同。首先創建一個獨特的銷售主張，你可以用來開始行銷。
3. 想賣給每個人。 新的小企業主最常犯的一個錯誤是認為每個人都是潜在的顧客。雖然你賣的產品或服務吸引了廣泛的受眾，但當你需要行銷時，你需要把目標縮小到一個可識別的群體，這樣你就可以使用直接到達他們的資訊和行銷方法。
4. 低估口碑行銷的力量。口碑行銷的好處在於它是免費的，它自然發生。如果你提供一個優秀的產品或服務，那麼你的客戶會很興奮，他們會告訴他們的家人、朋友和同事。如果你鼓勵你的客戶傳播這個詞，你可以從口碑行銷中得到更多。它不僅帶來了新的客戶，而且還導致了正在進行的重複業務。  
5. 害怕社交媒體。近年來，社交媒體迅速興起，迅速成為最能負擔得起和有效的行銷技巧，為那些能够集中精力，最大限度地利用社交媒體來取得巨大成果的小企業主們。使用社交媒體來促進你的小生意的訣竅有兩個：第一，你需要選擇正確的網絡，第二，你需要清楚你的目標是什麼。  
6. 拒絕嘗試新的行銷活動。大多數小企業主都超額完成計畫，常常同時兼顧多項優先事項。這就是為什麼日常工作對我們有好處，日常工作幫助我們管理時間，盡可能地提高效率。但常規也會讓我們自滿，尤其是在行銷方面。行銷是不斷變化的，唯一能持續有效提升你的業務的方法是與變化保持一致，並繼續嘗試新的行銷活動。
7. 忽視競爭。當你想確保你區分自己從競爭，有很多你可以通過尋找你最大的競爭對手學習。首先，你可以通過進行Google蒐索，瞭解你的競爭對手在社交媒體上做些什麼，可以學到很多東西。一旦你手頭有一些研究，為每個主要競爭對手進行SWOT分析，然後你自己的業務，以發現一些新的行銷機會。  

Marketing errors avoided in Entrepreneurship

Marketing is one of the most exciting parts of corporate ownership. It is exciting that there is not only one way to promote business. In fact, when you consider all possible combinations of marketing activities, there are thousands of ways to represent your business. The best part is that you can do your marketing activities to the best of your business.

Generally speaking, although mistakes can be positive experiences (they help you grow in a lasting way), if you avoid mistakes before making them, you can save a lot of time, energy and money.

Here are seven common marketing mistakes that you should try to avoid in your business.

1. No marketing plan. Efforts to promote your business without a marketing plan are like blindfolded shopping. You may be lucky to get what you want in the end, but you will waste a lot of time and money in the process. You need a marketing plan. Every business needs it. So be sure to prepare your marketing plan first.
2. It's not clear what makes your business different. Your business is different from other businesses. If it's not different, you probably don't know how to start living. In order to effectively promote your business, you need to determine what makes you different. First, create a unique marketing idea that you can use to start marketing.
3. Want to sell to everyone. One of the most common mistakes new small business owners make is to think that everyone is a potential customer. Although the products or services you sell attract a wide audience, when you need to market, you need to narrow down the target to an identifiable group so that you can use information and marketing methods that reach them directly.
4. Underestimate the power of word-of-mouth marketing. The advantage of word-of-mouth marketing is that it is free and it happens naturally. If you provide an excellent product or service, your customers will be very excited and they will tell their family, friends and colleagues. If you encourage your customers to spread the word, you can get more from word-of-mouth marketing. It not only brings new customers, but also leads to ongoing duplication of business.
5. Fear of social media. In recent years, social media has sprung up rapidly, becoming the most affordable and effective marketing skills for small business owners who can concentrate on maximizing the use of social media to achieve great results. There are two tips for using social media to promote your small business: first, you need to choose the right network, and second, you need to know what your goals are.
6. Refuse to try new marketing activities. Most small business owners overfulfill their plans, often taking into account multiple priorities. That's why daily work is good for us. Daily work helps us manage our time and improve efficiency as much as possible. But conventions can also make us complacent, especially in marketing. Marketing is constantly changing. The only way to continuously and effectively improve your business is to keep pace with changes and keep trying new marketing activities.
7. Ignore competition. When you want to make sure you differentiate yourself from competition, there are many ways you can learn by looking for your biggest competitor. First, you can learn a lot about what your competitors do on social media by doing Google search. Once you have some research at hand, do SWOT analysis for each major competitor, and then your own business to discover some new marketing opportunities.