客户开发方法.ppt

客户开发方法 充分了解公司 了解我们的产品 知道我们的目标市场在哪里，谁是我们的目标客户 掌握一定的开发方法 掌握一定的销售技巧 合理的时间分配/分摊风险 激情+坚持 客户开发流程 1.充分了解公司 2.明确开发对象 3.建立详细的潜在客户的信息库。 4.系统地进行潜在客户的开发及沟通。 5.客户价值评估。 6.关系建立(与关键决策人建立良好关系;影响力渗透) 7.促成合作 8.让客户把我们推荐给其它客户 客户开发方法： 1.关键词搜索法 以服务和产品来订关键词。 如：injection tooling / injection mold builder/injection mold manufacturer/injection mold maker/injection molding/injection molded product manufacture 具体的产品名称或某一类产品的统称+manufacturer或supplier。 如：/auto headlight manufacturer/plastic automotive interior product manufacturer/automotive safety system supplier/consumer product manufacturers 如果拿不准要用什么样的关键词，大家可以参考一下客户网站的”About us”,是怎样描述他们的服务的,再活学活用，丰富和精练我们的关键词运用技巧。 以公司性质来订关键词（OEM/ODM/brand manufacturer/tier 1/tier 2 supplier/buyer/importer/exporter) 使用方法：具体产品名称或该类产品统称+公司性质+list or directories. 如 Household appliances OEM manufacturers directory Injection mold importers/exporters 3.展会（fair/exhibition/show/Expo) 各个行业都有其展会，只要找到这些展会的网址就能找到丰富的客户资源。 例：2011年塑胶方面的展会： Plast-ExVenue: Toronto Congress Centre, Toronto, Ontario, Canada PlasticosVenue: Costa Salguero Exhibition Center, Buenos Aires, Argentina Plastec MidwestVenue: Donald E. Stephens Convention Center, Rosemont, Illinois, United States Of America Interplas UKVenue: National Exhibition Centre(NEC), Birmingham, England, United Kingdom EUROFINISHVenue: Flanders Expo Ghent, Gent, East Flander, Belgium Plast Imagen MexicoVenue: Centro Banamex Exhibition Centre, Mexico Macfrut International Conventions ExhibitionsVenue: Cesena Trade Fair Distric, Cesena, Emilia-Romagna, Italy FakumaVenue: Friedrichshafen Messegelande, Friedrichshafen, Germany Pro-Plas Expo South AfricaVenue: Cape Town International Convention Centre (CTICC), Cape Town, Western Cape, South Africa Plast Eurasia Istanbul EquiplastVenue: Fira De Barcelona Montjuic, Barcelona, Spain Interplastica Venue: Expocenter Krasnaya Presnya Moscow, Moscow, Moskva, Russia SuedtecVenue: Duplicate with Landesmesse Stuttgart GmbH, Stuttgart, Baden-Wurttemberg, Germany PLASTVenue: F