Who are the marketing lecturers of Sanyuan Marketing Association? Please give me some information.

Conference marketing is detail marketing. The operation process of the fraternity generally has 26 links, including before, during and after the meeting. If all the links are in place and well connected, the final effect of conference marketing will be guaranteed.

Generally speaking, conference marketing is divided into three stages: pre-conference marketing, in-conference marketing and post-conference marketing. The operation process includes the invitation of participants, meeting organization, meeting agenda arrangement, post-meeting return visit and service.

Pre-meeting marketing mainly refers to collecting the list of prospective customers, and then notifying the target prospective customers to the venue.

Marketing in the meeting mainly refers to the use of various promotional techniques at the meeting site to promote sales, try to stimulate the desire of prospective customers to buy and promote sales in the meeting;

Post-meeting marketing refers to re-screening prospective customers after the meeting, determining the validity of the customer list, and doing a good job of customer return visit, after-sales service and repeated sales after the meeting.

General conference marketing operation process has the following three stages and 26 links:

Pre-meeting marketing: the pre-meeting part is a series of processes to attract customers, get close to customers, make customers pay attention to you and generate enough interest in you, your products and your enterprise before product sales. 80% of the factors whether customers buy in the fraternity depend on whether the communication work before the meeting is in place. So the pre-meeting part is a key part of the sorority sales.

1. Pre-meeting planning: Make systematic pre-meeting planning by knowing the identified potential customers.

2. Data collection: Collect prospective customer information through various channels, establish prospective customer files, and analyze and sort out these files. According to the needs of potential customers, classify the files of potential customers, analyze which potential customers I need and are useful to me, determine the target consumer groups, and conduct telephone communication and door-to-door visits with appropriate methods before the meeting.

3. Invitation before the meeting: after the meeting is confirmed, the target customers are screened first, and then telephone invitation, door-to-door delivery and telephone confirmation are carried out. Before inviting customers, we must clearly understand the customer's situation, consider the customer's needs, provide reasons for customers, and let customers attend the meeting. At the same time, send letters in time to ensure the arrival of customers.

4. Preheating and investigation: After customers arrive at the meeting, employees don't know which customers will buy products on the spot, so it is very important to investigate and preheat customers before the meeting. If they can fully warm up before the meeting, employees can directly ask prospective customers for purchase information when the meeting goes to the sales link.

5. Pre-meeting simulation: In order to ensure the smooth progress of each link of the fraternity, the pre-meeting group should conduct simulation drills and adjust in time when loopholes are found.

6. Pre-meeting mobilization: Pre-meeting mobilization is also a preparatory meeting before the fraternity. The main mobilization contents are: (1) employee motivation, so that employees can take the initiative in the fraternity. (2) Determine clear meeting objectives and let everyone work hard for them. (3) the division of labor, will be responsible for every link in the fraternity to people. ?

7. Site layout: By means of exhibition boards, flags, Yi Labao, banners, projections, etc., fully reflect the factors that are conducive to the promotion of enterprises and products, such as corporate culture, product culture and product value, and set off the atmosphere of the site.

8. Check in and greet guests: register the details of potential customers. When employees and customers don't know each other or are not familiar with each other, it's best to register the phone twice for approval. At the same time, we should also use tone, attitude and body language to deepen communication with prospective customers and get familiar with them as soon as possible.

9. Guiding admission: that is, guiding prospective customers to designated places. Because the invitation letter before the meeting mentioned that a seat would be reserved for potential customers, after the potential customers arrive at the meeting, they must be guided to the seat in charge of the representative by a special person according to the name of the sales representative in the invitation letter of the potential customers.

Marketing in the conference

1. Pre-meeting reminder: Pay attention to remind customers to go to the toilet before the official opening, and reconfirm whether the microphone, stereo and vcd are easy to use. Generally speaking, the opening time cannot exceed the specified time 15 minutes.

2. Recommended experts: appropriate packaging experts, generally recommend professional doctors or psychological counselors.

3. Emotional mobilization: It includes two aspects: (1) employee emotional mobilization. Mainly through pre-meeting incentives to mobilize employees' emotions. A high employee's mood will drive the customer's mood. (2) customer emotional mobilization. The host drives customers' emotions through scene layout, game design and language stimulation.

4. Game activities: The host usually designs multiple games in the meeting, including standing still, standing and moving partially. The main purpose is to ease the drowsiness caused by customers' lectures through games, narrow the distance with customers and promote sales.

5. Expert lecture: This session can solve the questions in customers' minds through experts' professional knowledge, and highlight the professionalism and technological content of products. Employees should pay attention to listening, observe customers' reactions, and cooperate with experts to explain sales work.

6. Product description: With the help of the professional knowledge mentioned in the expert lecture, combined with the actual effect, the host put forward the differences and advantages between this brand and other brands.

7. Award-winning Q&A: Put forward some simple and clear questions for the questions that customers care about and want them to remember, so as to deepen customers' impression of the products.

8. Customer statement: This is an important part of the Brotherhood. The purpose is to let customers state their opinions more convincingly than sales representatives. Generally, the sales representative needs to communicate with the speaking customers in advance, confirm that the speaking customers can attend the meeting, and introduce the speaking customers to the host for understanding and understanding. The customer's speech should be simple and plain, without too much embellishment, and the time should be controlled at about three minutes. It is suggested that three or four speakers be prepared at the venue.

9. Announce good news: The specific good news is mainly on-site inspection and preferential policies. The host's language should focus on the importance of testing and the rarity of preferential policies.

10. Instrument testing: It is also one of the effective means to retain customers by using professional instruments to do health testing for customers, to understand their needs more deeply through testing, and to give sales representatives a chance to come to the door for a second communication.

1 1. Expert consultation: For rational customers, it is not enough to let them listen to experts' lectures, and they must rely on one-on-one communication with experts to solve their specific problems. Experts are required not only to have professional knowledge, but also to have marketing awareness.

12. Differentiate customers: After the expert lecture, employees can directly promote Class A customers, and send Class B and Class C customers to the inspection area and consultation area to wait in line, thus prolonging communication time and not wasting customer resources.

13. selling products: pay attention to creating momentum in the process of selling products. For example, customers who have already purchased products will be retained, and the purchased products will be held high in a prominent position on the table to create a field effect.

14. Invoicing and verification: This is the most important link in the sales of strange customers. It is best to use documents in triplicate, which must be signed by customers and employees. For customers who order, the receipt should indicate the receipt time, home address, telephone number and other related information. If the customer has paid the deposit, let the customer take the gift away.

15. End of seeing the guests off: this is a link that reflects service and cannot be underestimated. In this link, customers who have purchased products and customers who have not purchased products should be treated equally. If you are in a hotel, you should ask the staff to take the customers to the elevator.

16. summary after the meeting: the summary includes: informing the sales volume, the number of attendees, the sales champion and the sales representative with the highest attendance rate, summing up the good experience of promotion and giving some encouragement. The meeting should be as brief as possible. It is best to praise first, then suggest and then criticize.

17. Delivery payment: deliver the goods to the door at the time specified by the customer and recover the payment in time.

After-meeting marketing: We must provide after-sales follow-up service for customers who have purchased products, guide their use, compare the effects before and after use, and form a good word-of-mouth publicity. We should also continue to track customers who have not bought products, find out the reasons why they don't buy through one-on-one communication, eliminate their concerns and promote their next purchase. The importance of after-sales service also lies in developing new customers through the good recommendation of old customers, and at the same time maintaining old customers, making them members and buying for a long time.