陌生电话拜访话术

陌生电话拜访话术 , 电话陌拜前要做的准备工作: 1. 简单了解客户信息 进行电话拜访前，首先要了解将要拜访的商户的基本情况(规模、地理位置、环境、特色、口碑等) 2. 心理准备 刚开始打陌生拜访的电话必然都会很紧张，所以在拨打每一通电话之前，要鼓励自己。对待所拨打的每一通电话要保持一个认真负责和坚持的态度。 3. 内容准备 在拨打电话之前，要先把你所要表达的内容准备好，最好是简要的列出几条梗概在手边的纸张上，以免电话接通后，自己由于紧张或兴奋忘记自己需要了解的内容。必要的话，可以提前演练在和对方进行电话沟通时，要表达意思的每一句话该如何说。提前演练能减缓初期电话陌拜的紧张感。 , 电话陌拜时的注意事项: 1. 注意自己的语气和语言，初次电话拜访不可太口语化，态度真诚礼貌，保持微笑和愉悦的声音。要注意控制说话节奏，紧张会导致语速加快。 2. 要组织自己的语言，保持条理性，不可语无伦次前后反复，让对方产生反感。 3. 电话接通后简单表明身份，确定对方是你要找的直接负责人，再和他具体沟通。不要在无谓的人身上浪费过多的口舌。 4. 有效电话拜访时间:各行业的有效拜访时间段是不同的，这个需要自己去不断，以便分配每个时间段适合拜访的商户。 5. 每个电话结束时，及时记录通话结果，并记录已获取的信息。对于已经发传真或邮件的客户，最好在当天或者次日跟进一下。 6. 记录下陌拜中遇到的问题，尤其是自己无法解答的问题。一天的电话陌拜结束后，答疑、总结、改进、提高。 E.g. , 【被访方】你好～这里是XXXX，很高兴为您服务～ 【BD】你好，我这里是满座网，是一家媒体，现在想和贵店合作一期推广活动，请帮我 转接一下市场部相关负责人/找一下你们经理(店长)。 【被访方】?对不起，我们不需要，挂断。(换个时间再打) ?负责人不在，请您留下联系方式，我会转告他。(这种情况尽量问对方要到负责人的联系方式，姓名，职位;否则换时间再打) document management as a breakthrough, and constantly improve the content, active in the application. Government information between the provincial and municipal governments all passed through a network of offices, and six counties (districts) have complete decision-making service system and through dial-up internetworking is realized with the city, the City Planning Commission and other 10 departments has been one of the first to achieve a single network with the city. On the Government's website, focus on strengthening the management and operation of the site, update the website in a timely manner, strengthening the network resource sharing. At present, nearly 700 municipal government website page, updated news more than more than 6,000. Not long ago, China International e-government technology and application Conference was carried out in the country, "survey of best public services Government website" activities in Pingliang city people's Government website in five Northwestern provinces (districts) ranked second, ranked first in the Gansu province. V, infrastructure has made new breakthroughs In 2002 smooth completed organ office building of construction, and decoration and relocation of based Shang, we according to organ construction general planning, demolition hospital within old room 37 between, transformation garden 3600 square meters, new plant lawn 2700 square meters, planting ?请稍等，帮您转接/他现在不在，你XX时间再打来吧(这种情况一般都会找到负责人) [注]面对拒绝,不要丧失信心,要用尽量简单的方式跨越前台,不进行不必要的寒暄。 , 【负责人】最近团购找来的挺多的，满座好像没太听过啊。 【BD】团购最近是挺火的，满座在团购领域是做的比较早和领先的。和满座合作的商户品质在所有的团购中也是最高的，向我们之前和XXX(关注满座的历史活动，陌拜的是哪个行业的就以做过的该行业的典型商户举例)都合作过，效果是非常令人满意的。这次联系您，也是因为您的品质/环境/服务/口碑„非常好，与满座追求的商户品质特别契合，所以非常期待我们能合作一期对您店的推广活动。 , 【负责人】很多团购联系过我了，我们不想做，目标用户群完全不符，做了很影响我们在行业的形象。 【BD】很多商户刚开始都会有这个担心，这就像同行业的商户品质有高下之别一样，团购网站的品质也有层次的区分。满座网针对的主要是25-40岁这些主力消费人群，并且我们的目标群体主要是白领、小资这类的中高端人群(如果商户还是迟疑的态度，可以继续提满座与广发银行进行的战略合作)。像我们之前合作过的XXX商户，活动反响非常好，转化率/返台率也很高。最重要的是活动丝毫没有影响商户在消费者心中的地位和水平，相反让更多的消费者了解了商家。 [注]满座之前合作过的一些品质很好的商户,在陌拜的时候是非常有效和宝贵的资源,要充分利用到这些历史活动的一些数据说话。 , 【负责人】你们的推广收费吗,是怎样的合作形式, 【BD】我们的推广不收取任何现金费用，更无须您预先支付推广费。我们只是会在您给我的最低价格的基础上加一个比例的推广费用(或者是您制定的价格中我们提取一定比例的抽成)。但实际上这部分的推广费是由消费者承担了，您只是用折扣的形式置换了广告。合作形式主要是产品/服务/套餐以折扣形式呈现在满座的平台上，由满友购买，通过验证机制到店消费。团购的活动为预付费制，满友通过支付平台把钱支付给我们，由我们这边的财务和您统一结算。活动会有一个有效期，在有效期内，购买者通过预约的形式到店消费，这样既能保证团购活动的顺利进行同时也不会影响您正常的经营秩序。 , 【负责人】结算是怎样的方式进行的, 结算方式很明确的呈现在推广中，进行陌拜的BD要熟知满座推广协议中的主要条款。(主要是结款方式、推广周期) [注]关于推广费用的收取,如果不是直接负责人,可以强调是免费的,如果面对的是负责人,要有技巧的说出我们的盈利模式,及与传统推广方式付费的区别。 document management as a breakthrough, and constantly improve the content, active in the application. Government information between the provincial and municipal governments all passed through a network of offices, and six counties (districts) have complete decision-making service system and through dial-up internetworking is realized with the city, the City Planning Commission and other 10 departments has been one of the first to achieve a single network with the city. On the Government's website, focus on strengthening the management and operation of the site, update the website in a timely manner, strengthening the network resource sharing. At present, nearly 700 municipal government website page, updated news more than more than 6,000. Not long ago, China International e-government technology and application Conference was carried out in the country, "survey of best public services Government website" activities in Pingliang city people's Government website in five Northwestern provinces (districts) ranked second, ranked first in the Gansu province. V, infrastructure has made new breakthroughs In 2002 smooth completed organ office building of construction, and decoration and relocation of based Shang, we according to organ construction general planning, demolition hospital within old room 37 between, transformation garden 3600 square meters, new plant lawn 2700 square meters, planting 随着越来越多团购的出现，大部分的商户都已经被扫荡了很多遍，好处就是商户大体对团购推广模式有了一个简单的认识，但同时他也会形成自己对团购的一个固有化认识。我觉得陌拜的时候话术固然是重要的，但更重要的还是BD自己首先要对团购有一个清楚的认识，对满座的优势能如数家珍。随着陌拜数量的增加，每个人都会形成一套有自己风格的话术。 陌拜的时候回答要灵活，沟通过程中要占领引导对话的角色，尽量避免让自己成为被动的一方。但我个人的经验是不能一味自顾自的给用户灌输,而是要引导对方去提问。遇到自己无法回答的问题，不要僵住当然也不要胡诌。可以试着转移话题，如果对方仍旧追问，可坦诚自己不清楚(此时一定做好问题的记录，陌拜结束后寻求答案)。 经验源于他人经验的转化和自身不断的积累，每过一段时间都应该发现自己打电话越来越得心应手，并且越来越自信，与商户能对答如流;被拒绝的时候也不沮丧。这时说明自己进阶了。话术也是随着经验累积不断提升的。 最开始的时候，拿起电话会很怯，我就在我的记录本后面用笔清楚的写下自己的开场白和关键词，提醒自己不要因紧张忘词;会记录几条问题的摘要，以便很好的回答商户。然后随着陌拜数量的增加，记录本后面的话不断删节和改进，遇到不会的及时请教。到现在我发现我已经不需要纸上的文字提示也能够回答商户的各种问题，虽然仍然有不知如何解答的问题，但是基本可以以一个商户更关心的问题去转移话题了。 另外，很重要的是要明确对商户的选择。这样陌拜的时候针对性会更强，效率也会有提升。 document management as a breakthrough, and constantly improve the content, active in the application. Government information between the provincial and municipal governments all passed through a network of offices, and six counties (districts) have complete decision-making service system and through dial-up internetworking is realized with the city, the City Planning Commission and other 10 departments has been one of the first to achieve a single network with the city. On the Government's website, focus on strengthening the management and operation of the site, update the website in a timely manner, strengthening the network resource sharing. At present, nearly 700 municipal government website page, updated news more than more than 6,000. Not long ago, China International e-government technology and application Conference was carried out in the country, "survey of best public services Government website" activities in Pingliang city people's Government website in five Northwestern provinces (districts) ranked second, ranked first in the Gansu province. V, infrastructure has made new breakthroughs In 2002 smooth completed organ office building of construction, and decoration and relocation of based Shang, we according to organ construction general planning, demolition hospital within old room 37 between, transformation garden 3600 square meters, new plant lawn 2700 square meters, planting 第 3 页 共 3 页 商户选择标准 总则 一、 好活动的基础标准 1) 符合大众取向 2) 适合分享 3) 物超所值 二、 差活动的共同属性 1) 受众小众化 2) 限制多 3) 不划算 各行业细则 A. 餐饮(占上线活动的40%左右) 原价人均在40元以上，最好是在80-200之间 绝不做单菜品 双人餐是最好选择(团购价在80-120之间比较合适) 川菜、日料、火锅、烧烤、私房菜、西餐是较好选择 品牌认知度高、服务水平好、价格优势、菜品有特色是优先考虑的 消费者都想去的店是较好的选择 连锁直营餐饮品质是比较有保障的 南方人开的餐厅服务意识普遍较好;西北、东北人服务意识较差;台湾人的餐厅服务意识非常好 容易产生低价比较的要尽量避免(例如汉堡，有麦当劳、肯德基对比) 上限的设置:最后的办法是上限人数是营业面积*2(一般是根据商家的服务和接纳能力及推广力度确定) B. 休闲娱乐 服务水平是最重要的选择标准 郊游和竞技项目是参与人数较多的(适合分享) 电影利润较薄(有较好的资源或者非常好的合作形式才做) 游戏厅可以做高端的，新开的 夜店不做;KTV普通的不做，除非是大品牌的KTV document management as a breakthrough, and constantly improve the content, active in the application. Government information between the provincial and municipal governments all passed through a network of offices, and six counties (districts) have complete decision-making service system and through dial-up internetworking is realized with the city, the City Planning Commission and other 10 departments has been one of the first to achieve a single network with the city. On the Government's website, focus on strengthening the management and operation of the site, update the website in a timely manner, strengthening the network resource sharing. At present, nearly 700 municipal government website page, updated news more than more than 6,000. Not long ago, China International e-government technology and application Conference was carried out in the country, "survey of best public services Government website" activities in Pingliang city people's Government website in five Northwestern provinces (districts) ranked second, ranked first in the Gansu province. V, infrastructure has made new breakthroughs In 2002 smooth completed organ office building of construction, and decoration and relocation of based Shang, we according to organ construction general planning, demolition hospital within old room 37 between, transformation garden 3600 square meters, new plant lawn 2700 square meters, planting 涉及到旅游的项目需要非常谨慎 上限的设置:最大为日均客流*5*活动有效期 C. 丽人 美容院:除非大品牌，其他不做 温泉:比较好的项目 美发:品牌知名度高或者商户特点鲜明(环境、理念、文化等);一般做烫、染两个套餐可选，价格控 制在售价150-200左右 足疗:大众认可的品牌 SPA:高端的SPA品牌是比较好的选择 美甲:商户高端并且提供的产品超值 上限的设置:日均接待量*10(也与时长有关) D. 摄影 提高利润空间 谈产品的时候要尽量让商户输出多的东西(送的东西越多越好);最好是底片全送、精修的越多越好、 明星助阵 外拍好于棚拍 最终售价350-499比较合适 E. 蛋糕 尽量5折以下(4-5折较合适)，可以配送的优先，严禁集中短时间配送(蛋糕券的形式较好、一定是 预约制);尽量加长使用期 50-100价位销量会较大 F. 亲子类 受众很固定，传播力强，价格敏感性强 安全是最重要的衡量标准 尽量避免短时间内和其他团购网站类似活动的档期冲突 G. 文化票务 越“俗”的卖的会越好，曲高则和寡 话剧销量较稳定，但不会特别多(主要判断演员整容、剧组、导演、编剧等的名气) document management as a breakthrough, and constantly improve the content, active in the application. Government information between the provincial and municipal governments all passed through a network of offices, and six counties (districts) have complete decision-making service system and through dial-up internetworking is realized with the city, the City Planning Commission and other 10 departments has been one of the first to achieve a single network with the city. On the Government's website, focus on strengthening the management and operation of the site, update the website in a timely manner, strengthening the network resource sharing. At present, nearly 700 municipal government website page, updated news more than more than 6,000. Not long ago, China International e-government technology and application Conference was carried out in the country, "survey of best public services Government website" activities in Pingliang city people's Government website in five Northwestern provinces (districts) ranked second, ranked first in the Gansu province. V, infrastructure has made new breakthroughs In 2002 smooth completed organ office building of construction, and decoration and relocation of based Shang, we according to organ construction general planning, demolition hospital within old room 37 between, transformation garden 3600 square meters, new plant lawn 2700 square meters, planting 第 5 页 共 5 页 明星效应 舞台剧、昆曲、音乐会类的较小众，但要降低参与门槛 H. 运动健身 减肥相关的女性项目会比较好卖 要注重商家的环境、品质、品牌和细节部分 游泳、健身类尽量选择高端商户 I. 产品、B2C Alexa排名要在10W以内 百度上有相关的信息(正面信息) 淘宝网店坚决不做 直接厂家供货的要谨慎 要充分考虑物流瓶颈(每天最大发货量、配送费用、易配送) 备货周期合适、易于验货 J. 化妆品 个性化的产品要尽量避免(如个人定制类的) 优惠券不如人气单品效果好 document management as a breakthrough, and constantly improve the content, active in the application. Government information between the provincial and municipal governments all passed through a network of offices, and six counties (districts) have complete decision-making service system and through dial-up internetworking is realized with the city, the City Planning Commission and other 10 departments has been one of the first to achieve a single network with the city. On the Government's website, focus on strengthening the management and operation of the site, update the website in a timely manner, strengthening the network resource sharing. At present, nearly 700 municipal government website page, updated news more than more than 6,000. Not long ago, China International e-government technology and application Conference was carried out in the country, "survey of best public services Government website" activities in Pingliang city people's Government website in five Northwestern provinces (districts) ranked second, ranked first in the Gansu province. V, infrastructure has made new breakthroughs In 2002 smooth completed organ office building of construction, and decoration and relocation of based Shang, we according to organ construction general planning, demolition hospital within old room 37 between, transformation garden 3600 square meters, new plant lawn 2700 square meters, planting