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            尋找潛在優質經銷商的八個渠道

            易創培訓網 2019年5月1日 作者:孟森


             渠道一,同級經銷商圈子。發現潛在優質經銷商的第一個渠道是同級經銷商的介紹。經銷商都喜歡成群結隊地和廠家做生意,大家知根知底,介紹的經銷商一定是和自己差不多的體量、關系還不錯的,顯得自己人脈關系廣,在圈子中有地位。

            渠道二,經銷商親朋好友摸排。絕大多數經銷商能夠從小做到大,離不開親戚間的相互幫襯。所以,經銷商只要做大,一定會將同村的、親戚家的人帶出來,在同一個行業里深耕。由于親戚間的“傳、幫、帶”,經銷商成長具有穩定性,比一個人單干的經銷商好得多。如果你有一個成長得比較好的經銷商,完全可以通過這個經銷商問一問有沒有做同一行業的親戚、朋友,只要不與區域劃分發生沖突

            渠道三,行業媒體或者協會介紹。孟森認為他們與行業的經銷商有著千絲萬縷的聯系,應該說非常清楚每個經銷商的銷售特點、過往歷史、市場口碑等。更重要的是,他們和這些經銷商能搭上話。銷售人員和這些媒體、記者搞好關系,在開拓新市場的時候,讓他們幫你穿針引線。

            渠道四,同行異業銷售人員介紹。銷售人員對異業銷售的抵制心理較小,平時也愿意在一起,從異業挖經銷商,有時候能夠收到奇效。

            渠道五,零售門店順藤摸瓜。就是去零售門店看看自己銷售的品類,主要是哪些品牌鋪貨、陳列、銷售得比較好,然后問店家這個品牌是誰供的貨。當A、B、C、D、E……多數門店銷售較好的品牌都指向同一個渠道商的時候,這個經銷商就是潛在優質經銷商人選。

            渠道六,找退路的門店。有些經銷商打著A品牌的店頭,整個店里卻看不到A產品的貨,這個門店經銷商一定和店頭品牌關系非常微妙,也一定在找退路,不是轉行就是轉品牌,這時和經銷商談合作,成功率是平時的好幾倍。

            渠道七,主要競爭對手旁邊的門店。在競爭對手旁邊開發客戶,一是要利用競爭對手的流量,二是要滿是消費者就近比較的習慣。

            渠道八,被競爭對手拋棄的大戶。要引進這樣的大戶,動手前要好好調查一下不合作的原因,只要不是經銷商的誠信問題,就都不是問題。



            【作者:孟森】 【標簽:經銷商 客戶開發

            上一篇:向華為學習LTC流程再造及狼性營銷能力提升
            下一篇:正式改名為司創宇老師,專注于銷講演說,TTT培訓師培訓
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