Seeing the problem of big customers from the perspective of wolf marketing

From the perspective of wolf marketing, I think about the marketing thinking of big customers. This time, China Mobile is looking for me to draft, and now the number of words cannot exceed 3,000 words. Let me express my views on the marketing of big customers. I think a lot, how to write, Later, I still use the form of the story to explain what I want to explain...

Just like a person's conditioned reflex, people always choose to lie down or hold their heads in order to wait for the sudden change. This is a wise move. In this sense, it is undoubtedly correct for Chinese companies to take the lead or lie down in the economic storm that was just touched in 2008. In fact, most Chinese companies have achieved good results under the guidance of this strategy. effect.

Well, I think that 2009 is bound to be a year of full-scale attack by Chinese companies, and it is only a dead end to sit still.

In 2009, in the face of the global market, if you look closely, you can easily find the following two phenomena:

1. The global economy will continue to decline, and foreign business will be harder to do.

2. China's economy may also decline, but it is destined to be the more active economic artery in the world.

Therefore, at your feet, there are three major phenomena that must occur:

1. More foreign-funded enterprises will turn the sales market to China to get a share of it.

2. Almost all local Chinese companies that have previously sold abroad will also transfer the market to the Chinese market.

3. China's local companies are bound to expand their product lines in order to spread risks, which will make the already severe market even worse.

Therefore: more porridge is a more realistic portrayal of the Chinese commercial market in 2009.

I think that in the context of such fierce competition, coupled with the seductive qualities of big customers, many Chinese small and medium-sized brands are more coveted than ever before. I believe that the competition for big customers will be unprecedentedly hot. As the so-called opportunity is hidden in the opportunity, 2009 is only a good day. In the eyes of many people, "wolf sales" is undoubtedly the better strategy to achieve sales of large customers.

I want to talk about how to make big customer sales from the "patience" and "timeliness" of the wolf wisdom.

In fact, as an older animal, the wolf has provided many wisdom for survival, especially the patience of the wolf, the mastery and control of the timing, and the team spirit of the wolf, which are all talked about. In fact, from the perspective of individuals, wolves are not considered to be powerful characters in the natural world, even weak ones, but it is because of the wisdom of the wolves that many opponents who are stronger than them are afraid of them.

Since the hot sale of "Wolf Totem" books, there has been a big discussion about wolf in the land of China, and then such discussions have slowly disappeared, so in the face of today's market, facing unprecedented incentives for competition, people More willing to explore the ancient wolf wisdom.

When you think of the wolf, you may think that the crazy running on the snow, the very awkward guy who is carrying a lamb, in fact, the wolf is a very good animal to think about, I am following a big customer with a wolf -- - The process of the big moose and everyone share as a wolf salesman how to follow up with a big customer.

Three years ago, a wolf named Qiao Lin accidentally found a group of behemoths that were ten times more than themselves - the moose group. Qiao Lin was very happy, but very lost, because he almost could not do anything about the moose group. Don't say your own personal strength, that is, you can't shake any one of them with your own team members, because these giants are too big and too strong, and Jolin tells the news to other partners in the wolves, head The wolf decided to let Qiao Lin follow up the moose group. Since then, this wolf named Qiao Lin has started tracking for three years.

Faced with so many delicious meats in the world, Qiao Lin’s mouth waters, sometimes I can’t wait to pounce on myself, even if I was killed by moose, but Qiao Lin made my own impulse, he knows to do The follow-up of such a large prey must be patient.

His first thought was to find an object that was easier to start among the many moose. For many years of hunting experience, he locked a moose named Moiri in the moose group because he found that the purple sundial was a moose. Beautiful one, beautiful to even some unsocial, in fact, beauty does not mean anything to Jolin, he is concerned that the purple day is not gregarious, which has actually given Qiao Lin and his wolf brothers We have the opportunity to take advantage of it.

However, unfortunately, even in the face of this outlying purple sun, Qiao Lin and his wolf brothers are still not sure, because the moose is too large, and Qiao Lin and his team are not willing to stun, because once they fail It will alarm the entire moose group, so that Jolin and his team brothers will take a bucket of water.

Qiao Lin is a wolf. Once he identifies the target, he will bite Qingshan and not relax. Qiao Lin decided to take the strategy of positional warfare---long-term tracking of the purple sun.

Qiao Lin knows that in the face of a strong enemy, you need a Tibetan device, wait for an opportunity, and find a chance to start again. Once you start, you must quickly attack your opponent with a faster speed, a larger force, and a more deadly fierceness. .

In order to find such an opportunity, Qiao Lin as a scout, a track is three years, suddenly one day, Qiao Lin found that the situation of the purple sun is different from usual, so Qiao Lin decided to increase the density of tracking and improve The accuracy of the tracking.

Qiao Lin and other purple sundial went far, and carefully examined her footprints. Qiao Lin found that the purple feet were not the same in the footprints of the two hind feet on the ground. At the beginning, Qiao Lin thought it was due to the ground. For the sake of observing a mile, Qiao Lin found that the back footprints of the left side were always shallower. Qiao Lin carefully observed and used the nose to close the footprints, and carefully examined the road that Zi Ri had passed, and found out that There are pus on some of the footprints. Qiao Lin is very happy - this shows that the moose is injured and inconvenient to move, it is an ideal time to hunt, but it is still unsure to attack her only by the timing of her injury. Qiao Lin decided to do deeper detectives again. He ran to the "residence" of Zi Risheng at the speed of madness. He was afraid of being slowed down by the purple sun, and quickly and carefully scouted in the "bed" of the purple sun. Qiao Lin was overjoyed. He found that there were a lot of purple hair on the bed. This obviously did not match the hair of this season. Qiao Lin immediately realized that there was only one explanation - purple spleen spleen, health status The problem. With excitement, Qiao Lin came to the place where Zi Zi had eaten the leaves. He carefully examined the leaves she had just eaten and found that the leaves bitten by Zi Ri were not as neat as before. Obviously This shows that the teeth of the purple sun are out of order. Qiao Lin knows that large herbivores like Zi Riqi, if the teeth are not good, it is tantamount to the disaster, Qiao Lin is very excited now, in order to be on the safe side, Qiao Lin also checked the urination of the purple sun I found that the digestive system of Purple Sundial also had some problems.

Later, Qiao Lin came to the conclusion that the health of this behemoth had serious problems. According to years of hunting experience, Qiao Lin decided to use the form of ambush warfare to launch Zi Lizhen for more than three years. An attack. Under the attack of the brave, wise, speed, and fierce wolves of the group, Zi Ziling appeared to be vulnerable and fell.

I think that the success of Jolin and his wolf brothers comes from two aspects - patience and timing.

Ok, my friends, I use a fictional wolf---Qiao Lin as an example to explain the true wisdom of wolves in nature. You may, like me, be impressed by the wisdom of Jolin’s wolf. At the same time, have you noticed that the process of Qiao Lin's follow-up to Zi Ziling is like the process of following up and getting a big customer, and having enough patience and grasping the timing will be the magic weapon for our success.

Of course, if your company has strong brand and support, then you are likely to be unwilling to be a wolf. You will be more willing to be a tiger, a lion or a cheetah. These guys are often pretentious and heroic. These guys are not Will be able to see the wolf stealing chickens and dogs, gloating, and falling down the stone. But if you are selling in a second- or third-line brand or simply without a brand, I believe that some of the wisdom and strategies of the wolf will definitely make us grow a lot.

Because, in many cases, these big customers simply don't give us any chances for these second- or third-line brands. What you have to do is to have enough patience like Jolin, create and wait for opponents to make mistakes, create and wait for customers to have problems. . Therefore, for the second-line and third-line brand sales staff, we must have sufficient patience when doing big customer sales. Waiting for the opportunity in patience, once the time is ripe, it must be as successful as the above, because, for the sales staff of our second- and third-line brands, the big customers will only give you a chance to show, they do not Like the tolerant first-line brand, the second-line and third-line brands, you and me should not be convinced, this is the social reality, just like the fallen star in the NBA, Tracy McGrady, although it is bad, but he belongs to the first-line brand. Therefore, he can make a lot of mistakes on the court without being accused by big customers--teams and coaches, but no matter what Weaver, but in the eyes of people, he is only a second- or third-line brand player, so He can only find a little bit of a pitiful opportunity in the gap of Tracy McGrady, and he still can't make a small mistake on the court. Otherwise, he only has to take a cold bench.

This is the fate of our second-tier and third-line company salesmen. Destiny is like a deck of cards. We may not be able to choose in a short time, but we can choose how to play this card. I think the key to playing cards is the timing of playing cards, just like Tian Ji. Like horse racing, it is precisely because of the good timing of the card, in order to be able to win in the case of resources and strength is obviously not as good as the opponent.

Returning to our sales staff who are selling in the second-line and third-line brands, from the wolf point of view, how to make sales for large customers, may I ask:

1. Are you ready to stay in this industry for a long time, whether you are ready for long-distance running, if not, I advise you to play the little hare, don't get involved in big customer sales, otherwise your investment and your harvest must be out of proportion. . Because the second-line and third-line brands tackle the big customers, from the congenital point of view, it is destined to be a long-term process, a process of patience, a process of waiting...

2, the timing is made by patience, has given no patience to people will not seize the opportunity, our second-line and third-line brand sales staff in the eyes of big customers is a more dispensable role, big customers The subconscious mind thinks that we are not good, so once we make mistakes, the big customers think in their hearts, "Sure enough, I am serious, the level of these companies is really like this..." From then on, you will be amazed, and then you will have to If you want to get an opportunity, it can be said that it is difficult to get to the sky. Therefore, you must be more critical. If you don’t see the rabbit, don’t scatter the “wolf.” Once you cast the “wolf”, you must hit it!

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