How to find the right group buying target for the promoters of middle and high-grade liquor in hotels?

First, the expression should be smiling and the enthusiasm should be touching.

Smiling is really lethal. A sincere smile needs training. Practice in front of the mirror every day and think of happy things. Within a month, you can form a habitual smile on your face.

Generally speaking, any industry should have professional ethics and be conscientious, but we find that the performance of many alcohol promotions at the terminal has affected the brand image to some extent. Before facing the guests, put a smile on your face and inject enthusiasm into your actions, so that the guests will leave an unforgettable impression on you.

Second, we should be good at observing words and feelings.

For example, if you see three people coming recently, a woman and a child, you should be good at observing words and deeds. What is their relationship? If it's a family group, don't focus on them for the time being. You can get busy with yours first, and then introduce it to us, but pay attention to the way and wording when introducing it, because his wife is definitely not happy with her husband's drinking. Even if she is willing to let her husband drink, the price of the wine she usually chooses is not very high. You can introduce him to the culture and technology of your wine first, and then instill it in him this time. Next time her husband brings a friend, your chance will come!

There is another situation, that is, a man and a woman. You should be able to observe their relationship, whether it is husband and wife, boyfriend and girlfriend, or secretary and leader. If it is the relationship between the secretary and the leader, you should focus on them. Generally, the price of the wine you choose is not low.

The third is good at communication.

Don't say "no" to the guests easily. It's easier said than done, but if you don't say a word, you may miss many guests. Generally speaking, in the process of communication, guests will make some unreasonable demands. At this time, you need to explain to the guests in a humble way, and let them get rid of unreasonable demands through your actions and conversations, but at the same time, it depends on the individual.

Four steps of hotel promotion program

The first step: the goods enter the store.

It is the placement of your products after they enter the store. To put it mildly, it is the vivid arrangement of products in the hotel terminal. There are some basic elements that need attention, such as the wine should be placed in the middle of the bar, the line of sight should be flush with the customer's eyes, and it should be placed where the waiter can easily get it. However, if our wine is in the middle and high-end price range, there is no need to pay too much attention to these. The customer ordered our wine, so the waiter couldn't get it. In addition, the wine can be put higher.

Step 2: People enter the store.

If you are a wine promoter and your products enter the store, you will greet the bar first every day, and then befriend the waiter and lobby manager. As for the boss and purchasing manager, they are usually special agents sent by the manufacturer, so you don't have to worry about it.

Finally, the key is whether the company's products are placed reasonably and whether there is dust on them. The author personally experienced an example. When eating a large plate of chicken, he asked for a brand-name wine. As a result, when the promotion was brought, it was found that there was dust on it (obviously not cleaned), so it was changed to another brand.

Step 3: Guests enter the store.

This is a step related to the success or failure of your efforts, so all services are ultimately displayed to the guests, so you must be careful at this level.

As soon as the guest pushes the door, you can greet him warmly and take him to the place or private room where the guest is satisfied. Many small links can leave a good impression on the guests. As long as you pay attention to the guests, you will certainly find these links.

In the meantime, competing products may come up later, or follow your previous guests. At the same time, it is inevitable to recommend your own wine to guests. Grasp a principle: don't compete with competing products for recommendation. When she finishes speaking, you can find the loopholes in her speech on the one hand, and on the other hand, you can leave time to observe who is the key person among the guests, and what type he may belong to, whether it is price-sensitive, quality-oriented or cultural. Then make a targeted promotion speech.

Step 4: Check out.

Check-out here refers to two kinds of guests, one is the consumer who just followed the service but didn't order your company wine in the end, and the other is the consumer who ordered your company wine; Generally, promotions will be more enthusiastic about the latter, and they will be enthusiastically sent away when they leave, but few promotions have done this in several A and B catering terminals I have been to;

I haven't encountered the former situation so far, and I don't know whether it is the lack of training of manufacturers or the promotion itself. In fact, this kind of guest is relatively easy to conquer. You send the consumer who drank your wine, he will be comfortable, but he will not be moved, because he thinks he drank your wine, which is what you should do;

And the guest who didn't order your wine in the end will feel embarrassed if you send him warmly when you leave. If you really do it properly, his embarrassment will eventually turn into some wine to repay you. Of course, there is a premise that your wine culture is really good!