清水器发卖系列谈之怎样开辟工程市场（How does water heater sell series how to open up project market）

清水器发卖系列谈之怎样开辟工程市场（How does water heater sell series how to open up project market） 清水器发卖系列谈之怎样开辟工程市场(How does water heater sell series how to open up project market) Recently, there are a lot of friends and I engaged in water marketing exchange, said: can you discuss the water in industry trends and technology at the same time, the detailed measures of marketing, also talk about the experience, everyone pay more attention to these "live to" save the equipment. The author decided to explore the "Shimizu" "battalion" level at the same time, but also in the "marketing" this area, but also discuss the various types of Shimizu device sales initiatives, to see if it is possible to give their partners a little self creation. There are 2 basic attributes of household water purifiers: 1, building materials characteristics. Water purifiers and family decoration pay close attention to each other, especially new homes, and so on, called "water Jia Zhuang."". 2, household appliances features. The water cleaner is closely connected with the kitchen appliance and is similar to the household electrical appliance, so it is also called "water appliance"". Of course, enterprises also have the responsibility, in order to meet the needs of management, leading to "crying children have milk to eat", crying children are never cheap children. In my case, a year at least more than 100 flights, 50 flight delays, flight cancellations are not uncommon, the longest stay waiting in the cabin to record is 15 hours, but never received any compensation and compensation. There have been many fathers want to use a noun to be referred to in this industry, the author thinks that the temporary not so, as "light" -- with the wave particle two like, "water home" and "water appliances" is its inherent consistency, called "domestic water purifiers" did not. Water purifier marketing, in fact, is not lukewarm (this is also the industry's most favorite headache), but is not aware of consumption, is still water purifier product quality is not chaos? Is the market too small, or marketing efforts inadequate? We are the personage inside course of study is not enough to water purifier price too high? These results, each one according to his lights, I do not want to temporarily do not reply, is the so-called "paralysis than stand", is not to live in to the restraint, we need not discuss these hit the "road level of equipment, first for the achievement of water purifier how to sell animals this" operation "is the most urgent, how to live, no time to talk about the other. How do I sell water purifiers? Water purifier sales initiatives have a good variety, but have combined essential characteristics of products, and their advantages in capital, otherwise it will become the water without a source. Tomorrow, we focus on consultation, how to open up the market for household water purifiers. There are 2 aspects of information, it is worth our practitioners pay attention to (whether manufacturers or dealers): 1, solar energy through 10 years or so to carry out, in China has become a family property, even if he may not carry out the well-being, but it is better than our industry to carry out, so it is worth studying. The author pays close attention to the solar industry for nearly 5 years, the solar industry and water purifier industry has a lot of similarities, here I will not open the, we want to see is that the solar industry is how to break through the bottleneck of the development of. Here, we can not fail to mention a group -- the "yellow", he is just through accurate market manipulation, has been carried out through, led by Emperor Ming, do strong, so that the mobilization of all industries to expand. How did he do that? As we start, Himin is also engaged in the wholesale market, playing advertising, business, channel protection and so on, but when they do few hit the first layer "ceiling", could not go out, why? Do marketing colleagues, the city has a sigh, do retail (wholesale) the variables may not be compared to big (Engineering) things, small variables, especially new products, non necessities. 96 years, along with real estate such as the Pearl River deep blasting for the real estate market, fell into the trough, but 98 years from the start, all the real estate market began to heat (lasted until 07), becoming the mainstream of living in this time of real estate, real estate has become a measure of supporting measures "forced" a lot of building materials, products will follow the weather, catch engineering market, carry out, solar energy is no exception, Huang called personally, led the team, will hold the project implementation (the move has not broken), open the project market. At the beginning of the game, I don't need to say that everyone should know. To engineering belt wholesale, wholesale promotion project. The point is: the distributor said to the consumer, "is my equipment still good?" You see, so and so the whole sale of our brand, what are you worried about? Dealers on developers said, you see, we are in the region when sales are in the previous few, in the "husband" circle of people are very self-identity, the property of your promotion of great benefit. With the rapid growth of economy, Chinese managers also in the crash, we see more and more of the 78 year old director, they manage 200 to 300 people. Most of them join the line, may be a master of programming, may be the sales champion, because of outstanding performance and rapid promotion. This phenomenon can be found everywhere in the Internet or in rapidly developing emerging economies. The leadership challenge posed by this transition has rarely been mentioned and paid attention to. Therefore, the engineering market, whether manufacturers or distributors should do. 2, the number of houses increased, as a result of the housing blank slowly adding leadership leads to a serious bottleneck, management person "overload" operation, unable to take on more responsibilities or for a higher position, the hotel's leadership resources distress, which affects the service staff before leaving education work. Another result is that managers are under increasing pressure to pass on their subordinates, and because more attention is paid to performance goals, there is not enough concern about the professional development and well-being of subordinates, which will lead to brain drain for a long time. Field. We are all thinking of this line of countless, the old house in our sales proportion will not exceed 20%, while the new house in our sales accounted for more than 80%. Household water purifier, in the present, it is not necessary to survive. Most consumers will only sell specially to the products, and will not start for Sligo to come. (sweeping out the area with bad water quality) In this situation, the engineering market, whether manufacturers or dealers can not do. However, today, the local exclusion business is really a bad day, but this is also a reshuffle process, Matthew benefits, there will be good developers, there will be good real estate worth our opening up. Friends will say, this reason who all clear, but the engineering market is difficult to do ah! Above, the author will join me for nearly 4 years of water works market manipulation experience (1 years to do more than 1000 households, 1-2 real estate), talk about water purifier project development, the actual project market is not necessarily difficult! Many friends will say, engineering market depends on the relationship, this sentence is true, but we can chew carefully this sentence, the relationship has 2 aspects, one is that the existing relationship, two is through the process of business, made clear the relationship, we do not know, do not be afraid of, because of through the process of creating manipulation of the relationship, at least another 50% of the time. Sing the engineering market, especially new products, non necessities, it is necessary to learn to transposition thinking, ask me 2 achievements: 1, why does party a buy water purifier? 2, why does party a buy our water purifier? To answer these 2 questions well, the sale is 1/3. Party A on the water purifier target, it is necessary to the sale of real estate has helped, otherwise, the good relationship is wasted, the project market should be able to appreciate. Domestic water purifier why will the property (residential) sales advantages? This achievement, most of the water purifier manufacturers and dealers reply to the city (regardless of the reply is not in place), but everyone has no thought, but we know, party a wizard know, is it valid? Actually tell us, just this, the development force to project market is not helped too big. It is necessary for the manufacturer to instruct the dealer to have a process, and it is also necessary for Party A to get a clear understanding of the process, The water purifier into the real estate marketing is another thing, let Party A's sales department and planning department from know, to know, to know, to apply, more necessary a process. We can't control the sales process well. It is a major factor that can not be opened up in our engineering market. So, the water purifier dealers need a strong planning department, probably want to open up market to find a strong project planning department of the manufacturers, planning, not only to understand this knowledge can, the key is: be familiar with the real estate sales, can really sense that party a dynamic sales department and planning department, actual combat experience is indispensable. Such ability can move the heart of Party A, accomplish "project"". As a result of a lot of water purifier itself, Party A does not "project", but also the project market development of an element of weakness, here, it will not business. Through the process of public relations, party a "project", this has been the first "threshold", connected to the performance, Party A why sell our products? The bidding process in Party A, in accordance with the routine is the lowest bid, I Xin busy for a hard work, never do for others ". So, I must find common selling products (water purifier, reasonable technology, character, function, price protection, etc.), as long as this will in the bidding process of the party lose points, if not in line with the product, even made a project, such cases are not copied to tomorrow. The business big, one of the most complex initiatives are: marketing form can be copied. This is necessary for our manufacturers to differentiate products; our dealers in the choice of products should be polished eyes, a good study of "profit" this view. (profit is not only the purchase price cheap, this is just another profit space, the main goal is to sell, this is the actual profit) Otherwise, most of the water purifier products dealers to craft common sense know little or know the unknown, which requires manufacturers to stand up, strong support to dealers, manufacturers of their products over clear penetrating, competition on the product should be clear in the chest. Want to cut into the engineering market partner, do you have a strong planning platform? Do you have a strong craft platform? Do water purifier project market, we must control the flow of information - Project - bidding - the return of the process. First of all, the information. Property information how to come? The origins of control common friends, Planning Institute, sweep the streets, collecting interrogation and newspaper ads and so on, you can find information. Then we have to analyze, the property can not be on the water purifier? Can I get a water purifier? Does Party A have any strength? If all the answers are certain, we can go to war, Party A, respond to market events, and promote the project of Party A. Participate in the bidding of Party A, till the back payment. These things said to do very complex, laborious, so, want to intervene in the project market partner, you are not there (find) a strong market manipulation platform? As long as we have the planning platform, technology platform, market manipulation platform, these 3 basic, we can succeed in manipulating the engineering market. Without these preconditions, the author advises everyone that the project is dangerous and that the intervention needs to be taken care of! First, for debugging end, guide the user to use, how to protect the user informed just don't give up halfway, initially despised this key, the field of engineering circle is small, the favour does not go out, merit Trinidad, one is not careful, you couldn't mix in the circle. So, the water purifier product placement, not easy to Water Leakage, moral chaos (the original tail probably with the field test report take, once the microbial or other target is unqualified, dear friends, the first payment but net profit you must be careful ah, Yi Yubao, will also support). A project need to do market elements. In summary， To control the water purifier project market, we have to ask ourselves, our planning platform, technology platform, market manipulation platform, service platform created or found? Otherwise, never go to this muddy water.