Unannounced visit unannounced visit - is a term that refers to the situation where the seller comes without warning and without an invitation to your home or office to the proposed purchaser. For the majority of products and services is a very inefficient means of getting direct contact because: - the buyer is not always available - it may not be interested in buying your product or service - you will not be able to advance, "warm", ie to win the customer, and you may have to start a conversation with a hostile person. Contrary to popular belief, the majority of buyers prepared to meet with a potential new supplier. After all, they, at least, may be offered the best products and services or lower prices. However, many consumers do not perceive the presentation of products made by an unannounced visit, especially if it comes from the presentation of the company, of which the purchaser had never heard. Therefore, using this method is not recommended. It is best to use it when you have some free time between business meetings. Do not apply an unannounced visit.

It is advisable to arrange a phone call and make an appointment with the buyer before you put him a visit. The easiest and cheapest way to do it - just call him. However, even this is best done with a general plan for a future conversation. How to plan a telephone conversation

- Make a list of all the people that you need to call in the day. - Develop a clear idea of ​​what you want to achieve as a result of each call. - Decide how you start a conversation and think about what tone you say (if you have not done this before, you might want to record on tape the way you are going to start a conversation, and listen to yourself.) - Keep your notebook open in front of him. - Call from a quiet office or home. - Sit down and spend at least an hour, calling and making appointments in advance (this means that if the buyer is down, then you have to hang up and try to contact the other room, without wasting time. Busy number can be left at the end of your list - you contact with him later.) - Talk to the secretaries in a firm but polite manner. If they ask why you are calling is not allowed in the explanation. Answer like: "This is an important business matter," or "This is a business issue that requires the attention of Alexander P." is usually sufficient. If the Secretary is very hard, let us say - something like, "I'm sorry, but it is very difficult to explain, I think it would be better if you put me through to Andrei Vladimirovich." - Always ask your buyer's name. Find out it with a little research (call this company in advance).

14 Many consumers are protected by the secretaries. Find out the name of the Secretary during the conversation, refer to him or her by name. Talk to the secretaries as allies, not enemies, try to establish a good relationship with them - Secretary may be the person who appoints the meeting. And do not forget to write down his (her) name for the future. Try to persuade the Secretary as follows: "Can you help me, Ludmila? I want to see Yuri Vyacheslavovich on a very important business matter, it could save your company a lot of money. Can you name me a meeting, or maybe I should talk to him now? ". Any of its choice will be a positive result. When you call to make an appointment, please contact your client with staff as allies.

When you "break through" to their prospective buyer, you need to be very clear about what you want. In most cases, your main task will be the appointment of the meeting, so spend just a phone call, politely and concisely. Some tips on how to conduct a telephone conversation are below. How to conduct a phone conversation - When you are connected with the buyer, make sure you really are talking to the right person. - Introduce yourself, call your name and your company name. - Starting a conversation, ask your prospective buyer, if he can give you a minute - it's polite. - Continue the conversation that is often called the "lever" that is, a phrase that establishes mutual contact or interest between you and your prospective clients. This will give him an accurate idea of ​​what kind of business you are going to discuss with him. For example, "Anatoly Ivanovich, we've never met before, but one of your companions, Antyukhin Eugene Y., advised me to address you on the issue ..." "Olga, have you heard about our new" ... "Paul Petrovich, you read the article in the trade magazine for the issue last week ..." If all this does not succeed, "Vitaly, you've heard about our company?" If the answers are affirmative potential buyer, it means the connection is established. If they are negative, it is the beginning of a call does not bring too much damage because the seller had the opportunity to say a few well-chosen words about the company and its products or services. - Finally, when you explain who you are and why call - set the "lever" - go to work. On the trade jargon, this is called to reach the "completion." Since your goal is to get an audience, it is advisable not to talk on the phone for a long time, and end the conversation as quickly as possible. For example: "We have developed a method of mounting the components, which will save you a lot of money. It will take me about ten minutes to demonstrate our products and establish what savings it could bring you. Can we arrange a time when I can come and meet you? How about next Wednesday? When you prefer - morning or afternoon? "- Sometimes achieve the desired audience is not easy. Your potential customers can inquire about the details that you have to explain as briefly as possible. Or he may have objections. For example:

15 "I'm too busy to meet with you. Just send me the details. " "We do not need your product or service." "We were quite happy with our existing suppliers." If a situation arises when a potential buyer is "too busy", then you should persistently explain to him how important it is to meet you, because the only way he can get the full information. Emphasize the client that your meeting will not take much time and emphasize that the profit potential to make some real slight loss of time. For example: "Igor S., I can send you detailed information about our products, because it requires a little more aware of your activities. But I know that all of our existing customers have saved their money. I promise not to take a lot of your time - about ten minutes - unless you decide to extend our conversation. " If this does not work, try this: "If you are so busy, can I suggest alternatives? For example, we can move our meeting at a time convenient to you. Or maybe if I give you a call in the early morning or late afternoon, you will not be so heavily loaded? "The other objection is more difficult to tackle and deal with them more directly. So ask your prospective customer to explain what he or she has in mind. If your opponents are not really going to buy your product or service, then thank them for what they have given you the time and move on to the next phone call. If you believe that there is actually an opportunity to sell, then you need to find arguments to refute the objection and motivate your buddy to your meeting. For example: "You may think you do not need in our product or service, but they could save you a significant amount. Sure, it's worth the few minutes it takes my visit. " Or, "I'm sure you're happy with your suppliers for a long time, but when you see the quality of our (or hear about our pricing or delivery dates, etc.), you will change your mind. Sure, a few minutes of your time worth it to keep up with the demands of the market. " - Probably should make appointments at unusual times of the day, when the representatives of the other traders do not take time out of your intended customer. However, there are some limitations. For example, if you sell directly to the shops, you will soon find out that the shop owners do not like suppliers, causing their visits at a time when they are busy with their customers. Generally, it is best to visit the shops from 10 to 12 and from 14 to 16 hours.

Immediately be polite, asking people if they have a little time to talk. "Mr. A potential customer, my name is Ed Bend. I work for Silva. Do you have a minute to talk? "Very few people have a similar courtesy. Client will be surprised, and welcomed you. Most of them allow you to continue. If someone is very busy and will tell you about it, just ask when it will be convenient to call back at another time. They will tell you. And when you call back, they willingly listen to you because you value their time. They will feel that you have to kind of like this a couple of minutes of conversation. When talking on the phone, speak slowly. Rapid speech may indicate nervousness, lack of fraud. People love to listen to a slow, steady, confident voice. Record your phone conversation on the tape recorder and then listen to 16. How would you react to your voice, whether you're on the other end? Talk on the phone while standing. Professional radio announcers know that standing up you project more authority, more power. In order not to tire, long pipe in his hand, lean on something shoulder or head. How to capture the full attention of a potential client first thing you should do when talking to a potential customer is to get his attention. You have to distract him from his thoughts and get to listen to only you. Some traders are trying to attract attention by wearing extravagant clothes, telling anecdotes, giving bright baubles, making a show. This tactic, in some cases, with some people working. What other strategies would you use, no matter how good you may be a showman, you must develop the ability to attract attention. You should have a broad inlet, draws attention to the potential buyer. What could be better than to offer him what he wants? "You want to make a million dollars?" Most people would like to have a million dollars, and most people react with suspicion to your words. So you still have to be credible. You should also talk to them about what interests them. Professional way closer to the people here are some ways to invite potential customer to a business meeting. 1. Walk up to the potential client and say, "Mr. potential customers as you like (call the dignity of its product)?". If a potential customer says "yes", arrange a presentation. 2. Come to Mrs. potential customer and say, "Mrs. A potential customer, if I show you a new way to do this and that (call dignity of the goods), you may be interested?" If the answer is - "yes", make an appointment. 3. Walk up and say, 'Mr. A potential customer, if there was a new way to do this and that (call merits of its product), you would probably want to know more about it, do not you? Then make an appointment. Meeting to seek a way to five seconds to present your potential customer, what benefit he or she will get if you take away some of their precious time to listen to you. If you can say something new and interesting, they will listen to you. You may have noticed that each of the presented approach implies the same thing, but in a different way. Which way would be most effective if it is invited to a meeting you? The proven way to achieve more business meetings That professional way to make an appointment, which is verified by more than twenty years of experience. It works. "Mr. A potential customer, my name (my name), I'm working on (call your company). I know you're busy, but I come to you because I want to offer you 17 new idea, which was very helpful to others (potential client calls the profession), and which will help to get you (call the benefits of its product). Can I meet you next Tuesday at 10.00 or better to be in 12.30? "Note the different stages of this approach are: - The first thing you call yourself and your firm. Many people try to avoid talking to strangers, so it seems. - "I know you are busy ..." You know that they value their time. People like it: the psychology of the consumer. - "... Come to you to offer a new idea ..." People love to learn new things. "New" - a very strong word, which is why it is so often used in advertising. Everyone wants to know what is new. Curiosity kills the cat. People are curious by nature, you can use this. - "... That is very helpful to others (called profession potential customers) ..." People think that their situation is different from other people, and always want to know what happens in people of their profession. - "... Will help you get (called benefit of the goods)." People buy benefits. The first three questions asked by every man, when he something to offer, are: (1) What makes me feel? (2) What makes me feel? (3) What.,. Come on you know. - "Can I see you next Tuesday at 10.00 or better to be in 12.30? '. Give them an alternative. "You want to meet me, or you want to meet me?" Selectable better than to respond to uncertain (test) question. A simple way to work out Jeff Slutsky has developed a unique way to attract people's attention, "luring phrases." "When people ask me what business I do, - says Slutsky - I like to give them an answer that makes them say," You're kidding! How do you do it? "For example, - he continued - I and my brother Mark did not say that holding seminars on marketing, commerce, and advertising. We say: "We teach people to advertise and promote their products, so that they can increase sales without spending more money." It hurts people for a living. When they ask, "How do you do it?" They are actually asking for a presentation. " One insurance agent had trouble to lure people to the presentation and tell us about your pension plan. Slutsky found for him this option: "Our specialty - to help our customers to collect their pension million without too many monthly payments." People say, "Are you kidding me - how can this be?" Then the agent says, "Let's set a time and meet, and I'll show you." "To find a good phrase, it takes some time and thought - says Slutsky. - Every single product or service that you are selling, require its own approach. But it does help when you start to introduce your product to people. " Slutsky brothers use a fun way to test the effectiveness of their luring phrases they have them at parties or other secular gatherings. At such meetings for people naturally ask each other what they are doing. If you answer them, and they are surprised ("You're kidding, how do you do it?"), Then you've found a good lures phrase. 18 Everyone can learn to trade. Need determination and perseverance. And you can program yourself for it. Just do not forget to think about your goals on what you want, as it is a variable your life and why it is important to you. Think about what kind of person you would prefer to deal with: - a man in an old and dirty clothes, or with a man, neatly dressed, and as appropriate, or with a man wearing a bright and garish? - A person who speaks only about themselves and their problems, or to someone who remembers your name and asks you and your works? - A person who keeps telling you how bad and how crappy people or a person optimistic and expect only good future? - A person who is tired of life, and complaining how hard to do this business, or to a man, full of enthusiasm for her work and her well performed? We give you the idea. Now let's see how you could change myself to make a good impression on people.