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          家紡網
          首頁 > 生意經 > 導購 > 三招網羅潛在顧客

          三招網羅潛在顧客

           2014-6-30

            不要忽略那些接近潛在顧客的機會,你完全有機會將隨便看看的顧客轉化為實際購買者。
            
            去年秋天,我四處尋找iPad保護套。我在Twitter和Facebook上征詢他人的意見,當時有人建議我到Dodocase的網站上看看,這家公司采用美國最傳統的書籍裝訂技術生產iPad保護套,他們生產的Moleskine筆記本如雷貫耳。
            

          三招網羅潛在顧客


            我非常喜歡它的外觀但卻發現它根本沒有多大的銷量。于是我發出一條消息:“在Dodo上尋找iPad保護套,但是沒有收獲,還有其他建議嗎?”
            
            Dodo公司的競爭對手,BeaconCases公司的聯合創始人麥特·溫斯洛(MattWinslow)給了我一條回復,建議我看看他們公司的產品。
            
            隨后他給我發了電子郵件,詳細分析了Beacon公司幾款產品的優劣,特別提及一款功能獨特的產品,這款產品以一個精巧的木制裝置為iPad提供保護,松緊適宜。
            
            我尋找iPad保護套的經歷并非個案,你也可能體驗到同樣的購買過程。
            
            你需要牢記于心的一點是:你的顧客也正在重復同樣的過程,而且在彈指之間,他們能夠獲得比以往豐富得多的信息。其中的一些信息,可能是由你提供的(在公司的官網、博客或Facebook上面);另外一些信息,則來自外部渠道。在與你的店員接觸之前,顧客都喜歡自己做些準備功課。
            
            如何接近潛在顧客并促成購買?
            
            傾聽社交媒體渠道的聲音
            
            在Twitter、Facebook和LinkedIn等社交媒體平臺上對一定的關鍵詞進行監測,或者在社交問答網站Focus或Quora等平臺監測特定的話題,以尋找到公司產品的潛在買家。
            
            Beacon公司的溫斯洛能夠找到我,是因為他長期關注“iPad保護套”及競爭對手的名字等關鍵詞。他通過Twitter的搜索框(search.twitter.com)進行關鍵詞監測。還有一些免費或收費的工具也可以承擔類似的工作,比如谷歌的GoogleAlerts等等。
            
            提供切實有用的信息
            
            最精明的營銷商,要“借競爭對手為自己做文章以爭取關注,并率先形成品牌印象”。要做到這一點,可以在Facebook、公司博客、網絡討論空間或電子書中,根據消費者關注的問題發表相應的內容,列明你的產品優缺點各是什么。
            
            溫斯洛的策略是,首先是為挑選iPad保護套的顧客提供建議,其次才是推銷Beacon公司的產品。乍一看這似乎有點奇怪:難道他不想多銷售一些自己公司的產品?
            
            但你要知道,幾乎沒有任何一個產品能夠在各個方面都符合消費者的需求,如果他強行推銷自己公司的產品,不但會令消費者不滿,這些未能如愿的消費者的抱怨還會在社會化網絡中被加倍放大地傳播出去。
            
            我非常欣賞溫斯洛去年秋天與我溝通時的誠實:“如果你需要尋找一個手感極好的保護套,Dodo公司的產品無疑是最合適的。但如何你考慮的是耐用性的話,我建議你試試我們Beacon的產品。”
            
            營銷和銷售協同作戰
            
            在大型組織機構內部,需要確保銷售和營銷的均衡配合。行之有效的建議包括:市場營銷人員要包裝出利于銷售的內容,比如與競爭對手相比的價格優勢或一些產品特性介紹手冊等等,還要不定期參與到產品的生產、競價及銷售過程中。在銷售部和營銷部之間促成部門管理者的人員流動,也同樣重要。

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