Among all the decoration customers we follow up, there are always a few customers with multiple houses who are not in a hurry to decorate.
Faced with this kind of customer, can we only wait until he wants to decorate before contacting him?
If you are willing to wait, customers may not necessarily choose you when the time comes, so we must seize the opportunity to guide customers to decorate now and make a decision now.
But being too anxious to urge customers to order decoration immediately seems too purposeful and can easily scare away customers. For this type of customers, we need to have enough patience to "nurture" so that they can gradually trust us and accept us, and finally cooperate with us. We reach cooperation. Specifically how to "raise"
, we share the following three methods, we hope it will be helpful to you.
01
provides pre-service to stimulate customers' desire for decoration.
pre-service is not only suitable for catching customers who need decoration at the moment, but can also stimulate the desire for decoration for customers who are not in a hurry to decorate.
For example, try to go to the customer's home to measure the room. After measuring the room, the designer can first come up with a simple design plan and use the design plan to invite the customer into the store.
tells the customer that it doesn’t matter if you don’t decorate now. You can look at a few more decoration plans. Even if you go to multiple companies to compare and consider in the future, it can also be used as a reference.
When talking about customers, you can also talk more about the situation of the house that the customer currently lives in, because after renovating a house, the customer will have some problems when moving in, and most of these problems will be renovated in the next house. Focus on avoidance.
Starting from this point and talking about customers who are not in a hurry to decorate, the success rate will increase a lot.
02
Use actual experience to amplify customers’ desire for decoration
Customers who have renovated have already gone through the decoration process, so the effect of our words and routines is very limited. To amplify customers’ desire for decoration, the most direct way is to let them Practical experience, and experience new and interesting things. If you ask him to go to the material market to look at materials again, he may wave his hand and refuse.
So what experience can we give our customers?
(1) Experience various styles of model rooms
Of course, the various styles are not limited to the common pastoral style, simple style or new Chinese style. Customers have seen enough of these decoration styles when they first decorate. We can set up some themed space model rooms to arouse customer interest, such as e-sports themes, cute pet themes, etc.
(2) Online VR viewing of the decoration effect of the same house type
According to Tubatu household survey results, 85% of customers will check the case content before decoration, and 72% of customers are interested in the same house type and the real scene before and after decoration. %.
The future trend of Internet+ home decoration will inevitably be VR panoramic home decoration with stronger visualization effect and immersive experience.
VR Viewing decoration cases of the same apartment type online can effectively reduce customers’ decoration insecurities, and at the same time amplify customers’ desire to decorate new homes.
03
To close the relationship with customers, sales means selling yourself
The topic of chatting with customers should not only be about decoration, but also about parenting, weather, hobbies, etc. As long as we find a common topic, the trust gap between customers and us will be reduced a lot.
Teacher Chen Yihong has said many times that the fastest way to make someone trust you is to ask him for a favor.
Of course, it will definitely not work if you ask a customer to help you cut off Pinduoduo or borrow money. Not only will they ignore you, they may even delete you. So what kind of favor to do becomes a new question.
It is best to provide "help" to meet customers offline. For example, you go to the customer's community, use the pretext that you need a tool to measure a house, and send a message asking the customer if you can borrow it.
Only real people, real things, and real help can make customers trust you.
Sales means selling yourself. Only when customers trust you will they be interested in your company, products and even solutions.
Customers who are not in a hurry to decorate need guidance. The methods we shared above are all to guide customers to reach decoration cooperation with us.
There are many ways to guide. Teacher Chen Yihong has more to share in the course "Guidance skills that must be mastered in negotiating orders"
(picture source network, intrusion and deletion)
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