1. Commitment of interests
2. Digitization
3. There is temperature
The first is to bring clear benefits to customers.
Verbal interest commitment means that we should clearly give what benefits we can bring to customers, which is called interest commitment to customers in advertising planning.
Generally speaking, the interest commitment includes six parts:
1, my products or services can save customers' costs;
2. My products or services can help customers find more customers;
3. My products or services can help customers bill more easily and earn a lot of money;
4. My product or service can solve one or several major difficulties encountered by customers;
5. Our products or services can improve customers' work efficiency;
6, our cooperation, can bring work performance for customers, let the person in charge get promotion and promotion.
For example:
What should I do if the telephone guest hangs up in seconds? Customers often turn us down without telling us the benefits they can get.
Add the benefits of customers to the telephone invitation, and your performance may be greatly improved by cooperating with us.
Tell a small case:
Oda's words before joining the team were: "Hello, Mr. Wang, our company is doing network engine promotion, and the model is novel. I want to visit you tomorrow or the day after tomorrow and spend 5 minutes explaining our promotion model. Will it be convenient for you tomorrow or the day after tomorrow? "
Oda called the client after learning the art of speaking. "Hello, Mr. Wang, your colleague Shanghai Clover Company is cooperating with us. Through the promotion of a brand-new network engine, their performance has increased by 40% in half a year. I'd like to take five minutes to report how their performance has improved and see if you have any new ideas. It may be a good thing if your customers can increase by 30 in half a year. Hehe, me. "
The oral method of interest commitment has been completed. In fact, this method is applicable to all industries. Remember, if you want strangers to be interested in you, you must bring benefits and benefits to each other.
When experts add data to the speech, the trust of customers doubles and the success rate of billing rises linearly.
The second way to make words is to have data.
Digitalization in speech means that customers are often interested in some data instead of ordinary recommendations, because data can quantify customers' interests and improve the authenticity of information.
For example, customers' expected return or income can also be witnessed by customers in the same industry.
If there is no data in the speech, the meaning will become ambiguous, which will lead to uncertainty for customers, so data should be added to the speech.
For example, you say to customers, "I can help you reduce costs." Or say to the customer, "I can help you reduce the cost of 10%!" Which speech is more attractive?
Without data-poor persuasion, it always hangs up every second.
Zhu Xiao, a classmate of our team, is engaged in telephone insurance sales, mainly children's insurance. Before he joined the 7 16 team, his words were: Hello, Mr. Wang, I am Zhu Xiao, the customer service manager of China Renshou. Recently, our company launched a Huimin children's insurance to protect 1 15 diseases and fully protect children's health. At the same time, the premium will be 20% off the original basis.
But as expected, most customers hang up every second. How can I improve my speaking skills now?
Customers are interested in some data only because data can quantify the interests of customers, improve the authenticity of information, such as customers' expected returns or benefits, and can also be witnessed by customers in the same industry.
Therefore, it is necessary to add key data to the speech to enhance the appeal to customers and attract customers' attention and interest in one sentence. This kind of speech is a wonderful speech.
For example:
After Zhu Xiao joined the team, he now addresses his customers as follows: "Hello, Mr. Wang, I'm Zhu Xiao, the customer service manager of China Renshou. The company has launched the top-level Huimin children's insurance in history, covering 1 15 diseases, fully protecting children's health, and at the same time, the premium is 20% off. In five months, 2 million parents actively insured. I want to finish it in 1 minute.
Ok, please look at the four sets of data in our speech:
1, covering 1 15 diseases, is a statement of commitment to the interests of customers;
2.8% discount, which is also a statement of interest commitment;
In 3 or 5 months, 2 million parents were insured, which is the witness of customers. There was no such thing before, giving people the feeling that this insurance is dispensable. Now when customers hear this data, they will think that everyone is pursuing it. Why not find out for yourself?
4, 1 minute to make a report, this is to make customers feel more relaxed, as long as the customer is on the phone, gently hum, the introduction will definitely last more than 1 minute, right?
The third secret of creating words is that words have temperature.
In the past, we called our customers, just like explaining the product specifications to them. After listening to the narrative of boiled water, the customer must have no feeling.
Now, when we call customers, send text messages or visit customers face to face, our words are warm, which makes customers feel that we are sincere and care about them, which will quickly cause a sensation, greatly enhance customers' goodwill towards us and help speed up the billing process.
Raising the temperature of speaking is very simple. Speak humorously or with genuine feelings.
Master often sends temperature information to customers.
Xiaowei, a classmate of our team, sells industrial products. He gave the customer a gift of car-mounted activated carbon, and then sent a short message to the customer:
"Gong Li is good. Now the smog in Beijing is heavy, which makes the air inside the car worse. In addition, leather, plastics, rubber, adhesives and synthetic disinfectants used in automobile production will produce formaldehyde, toluene, xylene and methanol. Among them, formaldehyde is the most harmful to human body. Car pendants carved from activated carbon can effectively absorb toxic gases such as formaldehyde and toluene, and provide a healthy environment for your car. I wish you and your family a safe journey! Serena "
Through this short message, we can feel that Serena is very diligent in sales and knows how to give gifts to customers. But for this sales action, only 70 points can be scored, because this short message sent by Serena to the customer is too straightforward, and the customer seems to be reading a product manual. After reading it, I feel bored and bad!
We gave a small gift of car-mounted charcoal carving, which is faint and affectionate, OK, but the text should be edited with temperature, so that customers can smile after reading it, so as to deepen the meaning of this gift.
Therefore, my speech is: "Gong Li is good. In Beijing, the phrase' I talk too much and my eyes are full of tears' can now be changed to' I talk too much and my mouth is full of dust'. Coupled with leather, plastics and adhesives used in automobiles, a large amount of formaldehyde will come out. They are like invisible killers, rushing at us, while car pendants carved with activated carbon are a kind of star-sucking method, which is empty when they encounter toxic gases. That's right.
Words have temperature, that is, when we call customers and send short messages, words have temperature, which makes customers feel our sincerity and quickly causes a curse, which will greatly increase customers' goodwill towards us and help speed up the process of issuing orders.