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房产销售这样营销客户,1个客户带动15张成交单

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发表于 2020-2-12 16:51:32 | 显示全部楼层 |阅读模式
房地产销售的大部分的获客渠道,不管你是从网络获客,还是说线下扫楼扫车、打街霸、发传单,最终殊途同归,绝大部分客户线索都会转化成电话进线,最终还是转变为从电话营销开始,一步步积累客户,成交客户。
这些电话客户分几类:

一、否定型
二、意向型
三、慎重型
四、决定型

由于第一类和第四类的客户很快就可以知道结果,只有第二、第三类客户还有营销的空间,我们可以统称为“意向型客户”,消耗完了“决定型”客户之后,那么如何对这一类客户二次营销,保证客户量和成交量呢?

01关注

跟进的最基础步骤就是关注对方,这个时候也是你与客户建立关系的最佳时机,不管对方有没有贷款需求,只要想就会联系到你,那么我们尽可能多种渠道关注客户,目前可以通过微信、QQ、微博等平台了解到对方的相关动态。

02联系

跟进某个客户时,一定要养成联系习惯。联系频率太短,会使客户产生讨厌的感觉;联系频率太长,会使客户忘记信贷经理。信贷经理可以根据客户的行业特性,分别采用1、3、7、21法则进行联系对方,即初次面谈后,第二天就要联系一次,然后过3天左右再联系一次,然后再过7天左右再联系一次;如果感觉有可能会购买,但目前意向度不强,则可以再过21天左右再联系对方一次。而且期间联系的方式要多变,不要同种方式联系。

03来往

当与意向客户联系了多次后,基本上彼此双方已经有点信任;那么,为了增强房产销售与客户之间的良好关系,最好再私下拜访一次,做下家访,到客户的家里坐坐,既加强了互动联系,更加了解客户购房需求,也客观上增加了客户对你的信赖。

04送礼

俗话说:有礼走遍天下,无礼寸步难行!千里送鹅毛,礼轻人意重。对于日常的人情交往,一方给另一方送点礼品那是增加感情的坚强基础。当在重大节日或者是客户的特别纪念日时,正好趁2018年的最后一个月,也是送礼旺季,如何在礼物上加强客户印象,要他在2019年里的每一天都看着你的联系方式?


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