How to do telemarketing?

I have a manuscript written by myself, I hope it will help you. I am engaged in exhibition sales.

Exhibition newcomer speech

I am a newcomer who has just been engaged in the exhibition industry for a week. Because of my past experience in advertising and e-commerce sales, and my superficial understanding of the exhibition industry over the past week, I summarized a speech on the exhibition industry. The content is not very professional, and I hope to get guidance and criticism from my predecessors.

First, the opening article.

Exhibition is also telemarketing, so it requires some skills to make a phone call, but it is different from ordinary telemarketing and has its particularity (this will be explained later). Therefore, salespeople need to be more patient and friendly than sales in other industries.

The steps of the exhibition are divided into pre-planning, marketing, exhibitors, customer service, exhibition, exhibition and post-exhibition. For a salesman, what he has to do is exhibitors and customer service, so he must have a good understanding of customers. For example, the industry, industry characteristics, market, which project this exhibition belongs to, should be investigated in detail.

Second, the exhibition

This is an actual marketing process and the biggest income source of an exhibition. It can also objectively analyze the business level and market competitiveness of an exhibition company.

As salespeople, we have to face all kinds of companies and different types of customers. Therefore, we can't treat them completely mechanically with the same marketing means, but adopt a way that suits them.

1. Break through the front desk

This is a commonplace topic, and it is also the most difficult point for sales companies to sell. I have worked in an internet company before, and I am deeply touched by this. An Internet company's reputation in Tianjin and even the whole country is not very good, and many companies are very resistant. Therefore, a receptionist with a sweet voice may be your biggest obstacle. But as an exhibition seller, I think I should have his confidence in this respect, because almost no company will contradict the advertising industry sales, especially no company will give up the opportunity to enhance its corporate image and create more value by contacting more customers. Therefore, as long as you grasp this point, the front desk will become very good to you.

Scene:

Sales: Hello, is this XXX company?

Front Desk: Hello, yes, where are you?

Sales: Hello, I am Shuang Mu Advertising, the organizing committee of this China Advertising Festival. I want to talk to the person in charge of the exhibition business in our company.

Front desk: I see. Ok, just a moment, please.

This is a corporate image that is more cultured and good at maintaining. Of course, you will also encounter a difficult front desk.

Scene:

Sales: Hello, is this XXX company?

Front Desk: Yes, what can I do for you?

Sales: Hello. I'm Tianjin Shuang Mu Advertising Company, the organizing committee of this China Advertising Festival. I'd like to talk to the person in charge of your company about attending this China Advertising Festival.

Front Desk: Sorry, our company is not interested in this.

Sales: Miss. My surname is Yu. What's your name?

Front Desk: My last name is Liu.

Sales: Look, Sister Liu, there is a special exhibition in the advertising equipment industry, which is very close to your business. If I can negotiate this matter with the relevant person in charge of your company, it will definitely help to improve our company's performance, and you also want to make a greater breakthrough in your company's sales.

Front Desk: Well, just a moment, please. I'll dial the line for you.

There is also a kind of front desk, which is older, the concept and consciousness can't keep up with the trend, and the speech is relatively simple. To deal with this kind of front desk, we must be modest and show the company's cultural heritage.

Scene:

Sales: Hello, is this XXX company?

Front Desk: Yes, what can I do for you? ?

Sales: Hello, this is Tianjin Shuang Mu Advertising Company. we ...

Front Desk: We don't need this.

Sales: Hehe, look, to tell you this, I don't want to sell you anything. Our company is in charge of this China Advertising Festival.

Front Desk: It seems that it has nothing to do with our company.

Sales: Your company deals in photographic equipment. Our exhibition this time is national, and there are exhibitions in the same industry as yours. You may not know much about this, so you don't care much. However, your boss may not care about this, you see.

Front desk: The boss is on a business trip. I don't know when I will come back.

Sales: Are there any other managers in that company in charge of this business?

Front Desk: There isn't one here either.

Sales: Look at this. I will leave you my contact information. Do you like it?

Front desk: OK, you go ahead.

Sales: Our company is Tianjin Advertising Company, my surname is Yu, and my telephone number is135 * * * * * *.

Front desk: I wrote it down.

Shop assistant: What's your name, please?

Front Desk: My name is Wang.

Sales: Sister Wang, first of all, when will our boss come back?

Front Desk: One week. Maybe.

Sales: Sister Wang, that's very kind of you. I'll call back in a week. Goodbye.

Front desk: OK.

No matter what happens, when communicating with any customer, you must wait for the customer to put down the phone first, and then you should put it down gently. When dealing with a receptionist, you should not only convey to her your strong intention to do business with her company, but also convey to her the unique moral cultivation of our employees, so as to lay a harmonious seed for signing bills in the future.

For the situation of the last scene, a salesman has to prepare for a long time, but there is no need to concentrate on the company, because from the attitude of the front desk, it shows that the boss of the company may have asked him to refuse such a call. So this customer is not his intended customer. As a salesman, you must have such a spirit. If the customer refuses, it's not your fault. You dialed the wrong number and went to the next one. For such customers, you can follow up after one week. If you can meet the boss, there is hope that the negotiation will succeed. If you are still rejected by the front desk, you can talk to the front desk in a homely way, which will increase her affection for you and promote her meeting with the boss.

Scene:

Sales: Hello, is this XXX company?

Front Desk: Yes, what can I do for you? !

Sales: Are you Sister Wang? Hehe, I'm better than. I called you a week ago and advertised in Shuang Mu.

Front Desk: Oh, I remember one thing.

Sales: Sister Wang, is our boss back?

Front desk: The boss is back and in a meeting.

Sales: Did you convey what I told you to him?

At this time, there will be two answers at the front desk. If she answered and didn't convey it, it means there is still hope. If she conveys it, be sure to ask the boss what he thinks. If she doesn't, the client must put it on hold. If the boss says she wants to think about it, call back in a few days.

Front Desk: Not yet.

Sales: Sorry, Sister Wang. You have been busy enough today. Do you often answer the phone of that kind of internet company?

Front desk: Yes, it's annoying to call every day. Sometimes a dozen a day.

Sales: Hehe, the first time I called you, you must have thought I was from an Internet company.

Front desk: Hehe, it feels a bit like that.

Sales: You know, after all, only a few companies can make money through the Internet. Most companies still rely on advertisements and exhibitions to establish their own channels, and so does our company.

Front Desk: Our boss has advertised before, but the effect is not obvious.

Sales: What about the exhibition?

Front desk: I haven't done much, but I have participated in Hebei Province.

Sales: This time our company held the China Advertising Festival in Qingdao. If our company participates in it, it is equivalent to having contact with the same industry in the country, and we can just see the whole market. Do you think it's convenient for you to talk to the boss?

Front desk: Then I'll come back and talk to my boss.

Sales: Sister Wang, please take much trouble in this matter. Let's do this first. I won't keep you.

Front desk: OK.

Sales: Goodbye, Sister Wang.

It is not difficult for exhibition companies to break through the front desk, because people still agree with this tangible way of corporate image promotion. However, due to the daily carpet bombing of 10 by Internet companies, the front desk of many companies also hates other sales companies. Therefore, an exhibition seller should be good at grasping the actual benefits of the exhibition, briefly explaining the situation and purpose, and even appropriately "vilifying" the Internet companies that the front desk hates, and boldly comparing with them, sometimes achieving good results.

2. Communicate with the relevant person in charge

If you pass the front desk, your chances of success will be greatly improved. The next step is to communicate with the relevant person in charge of the company.

Generally speaking, the person in charge will be the boss, or he may be in charge of corporate publicity, so when you talk to them, you should grasp a degree. Talking with the boss can clearly express the intention to cooperate with him, because everything in the company is in his charge. If you talk to the person in charge of the project, you should rely on your own impressions and assess the situation to see if the other party has the ability to reach an agreement with you alone.

Scene:

Sales: Hello, Mr. Zhang, right?

Boss: Hello, who is this?

Sales: I'm from Tianjin Shuang Mu Advertising Company. Sister Wang at the front desk has already told you, and I have also given you the fax. Our company is in charge of the exhibition of China Advertising Festival.

Boss: Oh, yes.

Sales: Mr. Zhang, your time is precious. Listen, can I talk to you for a few minutes?

Boss: OK,/kloc-I have a meeting in 0/0 minutes.

Sales: China Advertising Festival is sponsored by China Advertising Association, and he appointed our company as the organizing committee of the advertising festival. This year's advertising festival is 14 and will be held on September 2 1-23 at Qingdao International Convention and Exhibition Center. Three exhibitions will be held simultaneously in three days. Our company produces photographic equipment, which just happens to be able to participate in the exhibition of digital photographic technology and equipment. As you know, the competition in our photographic equipment industry is fierce, and many enterprises participated in this exhibition, including Shi Heng.

Boss: They also participated in the exhibition?

Sales: Oh, you know, they are a famous photographic equipment company in China. However, our company has also done a good job, and I feel that AEC-90 made by our company is relatively easy to use. Since they are all exhibiting, why doesn't our company go? 、

Boss: Have you ever used AEC-90?

Sales: My mother has used this model for some time.

Boss: It seems that you are familiar with our products.

Sales: Hehe, because your products are good, I hope you can participate in the exhibition.

Boss: Well, how much is a booth?

Sales: a 9-square-meter standard booth 6600.

Boss: It's a little expensive. Can you make it cheaper?

Sales: Mr. Zhang, you know our services are overvalued. This 6600 includes the booth design and exhibition services we provide for your company. You think, if our services were not in place, our company would not have been able to hold all the 1 1, 12 and 13.

Boss: I've done it three times.

Sales: Mr. Zhang, our company is sincerely cooperating with you. If we cooperate well, there is still room for your help in the future! 6600 yuan, that is, the money to buy an advanced camera, what do you say?

Boss: Young man, you are really good at talking.

Sales: Mr. Zhang, you can ask me not to arrive. Judging from your voice, you may be about my father's age.

Boss: I am 5 1 this year.

Sales: Hehe, I will call you Uncle Zhang in the future. It's strange to call you manager Zhang.

Boss: That's good.

Sales: So, Uncle Zhang, when do you think we can start this business? There are not many booths now. I can't guarantee that you will keep a good position. As you know, we sell more than 10 booths every day. It sold out quickly.

Boss: Well, I'll think about it for a while.

Sales: ok, I still have six vacancies in my hand, and there are two in front. I'll save one for you. Please have a look.

Boss: Well, all right. Can I give you an answer next Monday?

Sales: OK. Uncle Zhang. Then I won't bother you.

Boss: OK.

Sales: Goodbye, Uncle Zhang. Please pay more attention to rest.

You must show 100% enthusiasm and 100% sincerity when dealing with boss customers. However, sincerity is not equal to honesty. A completely honest sale cannot last long. In fact, you don't have six booths, and you don't have a booth with a good location. But these pleasantries must be said. However, you must be honest with the customer: the actual price of the booth and the corresponding service, because if these things are exposed by the customer, you will lose this customer forever.

When dealing with the boss's customers, you must remember that even if you can't reach this deal, you must keep a good relationship with him, because Joe Gerard said that there are always about 250 customers standing behind a customer! I lost a contract, but gained a good relationship, which can be used to develop other customers in the future. Remember one sentence. Most of the boss's friends are also bosses!

Communicating with the person in charge is also a skill. They are not bosses, but they know more about exhibitions. If you talk to them, they will easily understand what you want to express, which is your hope of successful signing, but there will also be a considerable obstacle: their authority! One possibility is that they are in charge because they have the authorization of the boss. But there is another possibility, that is, they can't be bosses, because they are not bosses, so they can't talk about the final result of this matter. For the former, we can easily reach a contract, but for the latter, we need not only sales skills, but also luck. In this case, I will not give an example.

Third, customer service.

Sometimes, we will go to the exhibition with the manager, and then we will meet our own customers. It is very important to communicate with them. Your attitude must be very enthusiastic and try to meet all the reasonable requirements of the customer, which is also an important link for him to sign the bill with you next time. Of course, the customer service in my eyes is not only these, but also it is very necessary to pay a return visit to customers after the exhibition. Most customers' satisfaction and opinions on this exhibition will be left in your notebook, which will also bring greater convenience to your future work. Pay more attention to the daily communication with customers, because he is not only a person, but also has a huge network behind him. If you are lucky enough to enter, it will be fruitful.

This article is my summary of the terms of exhibition sales. I hope you can give me some valuable opinions after reading it.