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Sales Linked Strategy Motivates Your Customers.

2008/11/11 10:36:00 41867

为什么要激励客户？

Customers always choose a product or service for a certain reason. Maybe because he is a technology buyer, and your product or service is very close to his actual needs; or because he is an economic buyer, and you can provide the best price performance or product benefits to the product, and you may also choose your product or service because of your very successful relationship marketing for the final decision maker.

But when all kinds of factors do not reach the extreme, when your own advantages are evenly divided, that is, if you have no absolute persuasion to convince the final decision makers, what should you do with the purchasing staff of the customer enterprises?

At this point, you need to know how to motivate big clients and find a reason for moving people so that your customers can choose you.

三招教你学会激励你的客户：

首先：应该找出是什么促使他们选择企业。也就使他们选择的最终落足点。顾客犹豫不绝，总会有他的原因，可能考虑到技术问题、价格问题，或者顾虑领导的想法，或者是其他一些特殊的需求。这些问题得不到满意的解决，可是始终无法放心。因此想要说服客户做出选择，就要先了解到他还摇摆不定的原因。

其次：对这些原因进一步增强。解决客户心中的疑虑或者不满，塑造自身企业一个完美的形象。找出是什么原因使他们犹豫之后，就可以对症下药。

拿什么来促使它行动？

第三：让大客户的决策者确信做出了正确决定。让客户有成就感，会提升销售达成的可能性。因此，对客户加以适当的关于成就方面的激励，也是能达到客户选择你产品和服务的作用的.切忌：不能让客户有上当受骗的感觉，与大客户的合作是长期的关系。因而，帮助客户达成他们的需求才是长久发展的根本，切不可为了短期利益，对客户进行欺骗或者对竞争对手进行诋毁。在销售过程中，树立自己的专业形象和诚信，是必不可少的。

Case: Gates sent an open letter to encourage customers and shareholders (1999 News)

Bill Gates, founder and chairman of Microsoft group, sent an open letter to customers and shareholders on Sundays.

The letter said that Microsoft was accused by the US government of violating the anti trust law, and he was convinced that Microsoft would finally win.

However, the industry is still worried about the future of Microsoft.

Federal judge Jackson made the initial ruling. "Fact finding" Microsoft used its power to monopolize the market and crack down on its competitors.

Bill Gates published an open letter to shareholders and clients in the Washington Post on Sunday, saying that the "fact finding" made by the officials was only a preliminary ruling, not a final ruling.

He said: "this is only one step in the ongoing legal process. There will be many steps in the future. Microsoft will even have the right to appeal to a higher court."

He pointed out: "Microsoft is willing to handle the incident in a fair and responsible manner and ensure that consumers' interests and creativity are guaranteed."

Bill Gates said: "we believe that the judicial system of the United States will ultimately determine Microsoft's action and innovation business, which is fair and legal, and brings great benefits to consumers, our industry and the US economy."

According to the insiders, Microsoft is facing the darkest hour since its establishment.

The morale of Microsoft's team has slumped, and many core employees have resigned. Microsoft has always bought heavily its competitors to absorb each other's technical skills.

案例解析：

In the operation of enterprises, there are inevitably some difficulties or crises. How to dissolve the influence of these factors on the development of enterprises requires that enterprises use appropriate means to motivate their customers, shareholders and employees so as to solve problems and maintain the development of enterprises.

In addition, in the sales process, because the customer does not fully grasp or misinterpret the information of the enterprise, it will surely have some misgivings about your purchase of your products. How to promote the sales process requires you to motivate your big customers.

At the same time, from the above cases, you can see that the impact of your customers not only comes from your subjective wishes, but sometimes the objective situation is compelled to do so.

Therefore, while encouraging customers, we need to pay attention to what external factors have an impact on your customers, and take effective measures in time to resolve all aspects of the crisis.