Big customers, that's so realistic, if you only come because of interests, you will definitely go because of interests, and maybe you will be brought into a trap. Don't blame the customer for being cold, just because you used the wrong benefit. Traditional large customer sales, no profit, no business, difficult to deal, the result is: more profit, more business, less profit, less business.
In the traditional business world, this is the case, the information is not transparent, and the interests are dominant. Nowadays, the information is too transparent, the competition is too fierce, the benefits you can give, competitors can also give, on the contrary, when the product profits are declining, the interest space is getting smaller and smaller, the living space of the weak is weaker, and the simple interest model comes to an end. In view of this, Lao Yang gives you three suggestions:
(1) Interests should be diversified and deeply bound to customers: do not vulgarize interests, but based on the customer decision-making process, set up according to people and things, and adopt a variety of incentive methods, so that customers are willing to entrust customers to you;
(2) Interest-oriented is the entrance, value-oriented is durable: do not pin the size of the customer on the interests, after the interests knock on the customer's door, you must return to the business value and service value, so that the customer feels that you are worthy of trust;
(3) Pure personal interests, towards the interests of the company: do not limit the interests to a certain person, but to rise to the team, rise to their own company, so that it will be more durable.
Finally, Lao Yang would like to further remind you that interest-oriented customer relationship management is the starting point of key customer development, but not the end, what you have to do is to focus on customer needs and scenarios, take key decision-makers and stakeholders as the core, create long-term and lasting customer lifetime interests, learn to make the interests bigger, divide the interests well, this is the right way to operate.
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