In the articles 2 days ago, we mentioned that AAK hydraulic manifold, 3 dimensions of quality and 3 steps of price. Today, let's talk about the customer positioning of AAK Hydraulic Manifolds.
For industrial products, especially industrial products with high price, on the premise of quality assurance, the importance of trust is the first factor, especially for production enterprises such as AAK hydraulic manifolds, which focus on online marketing, should make great efforts to build the online trust of hydraulic manifolds. The trust is better than all brands and marketing. The promotion of AAK hydraulic manifolds is to pay less trust tax, and the promotion of AAK hydraulic integration is to reap trust dividends.
Manufacturing quality is 1. Only when the manufacturing quality is well done can the later work be meaningful. If you don't do business for the poor, you need to do well in quality, especially in manufacturing quality. For example, AAK hydraulic manifolds have stable performance, basically no failure, long service life and low energy consumption. As for the personalized customization of hydraulic manifolds, some hydraulic unit structures are combined, mutated and grafted to create new functions.
With this foundation, we can become the supplier of the world's top 500 companies, listed companies, famous enterprises, and not poor people. Poor people haggle over orders, and the price is hard for you. As long as trust is well done and manufacturing quality is well done, it is such a simple underlying logic. The underlying logic of sales is that the quality must be good. If the quality is not good, the following promotion skills, marketing skills and sales skills will not be useful.
1. The target customers of AAK hydraulic manifolds are the world's top 500 enterprises, first-tier and second-tier brands, including Chinese brands.
We used to think that Make in China was inferior to others. Now, many Chinese enterprises have entered the top 500 and this first-tier and second-tier brand. Follow with the global top 500 enterprises, or the world's first-tier and second-tier brands, follow their process and provide whatever they need. They have standardized and strict procedures for suppliers.
2. Listed enterprises at home and abroad, well-known large enterprises, are second layer customers of AAK hydraulic manifolds.
Most customers at this level are NO 1, or invisible champion in the subdivision.
3. Hydraulic manifold customers with high quality awareness, and the small and medium-sized enterprises affordable for high quality.
In the first communication, it is very important to judge whether he is a customer with tone. Psychologically, it is very important to understand customers, no matter big or small. Big customers do not mean high tone, and small customers do not mean low tone.
Although a customer is small and medium-sized enterprise, in its subdivision of the industry, he has requirement about the quality and is also affordable for the quality, then he is a customer with tone. Many enterprises started from low prices and small customers with no tone, a model has been built in the brain. A model of sales is based on small customers without tone. That has a great impact on the communication with customers with a tone. What kind of pattern and thinking height should we have when negotiating with key customers? Take our customer Honeywell as an example, I told him that I would prepare some benefits in private according to the convention because of 3 business transactions. He said no, really no. He said, "I purchase more than 100 million yuan a year, but only more than 1 million yuan a year from you. Why should I get rebate from you?"
The top 500 companies in the world give you 1 million yuan business. You think it's a big customer. You need to be cheap and give a rebate. How about this and that? It's because you think too much and think wrong. This is also caused by the sales model based on small customers without tone. The more you encounter the world's top 500 enterprises, or the world's top brands, in fact, they are most concerned about your quality and service, and the price is OK as long as it does not exceed his authority.
It is difficult for hydraulic manifold enterprises that are accustomed to small businesses to do big business. The small boss's thinking is deadly. In the process of our enterprise development, we will encounter big customers to talk business with. Don't put an elephant in your brain, because fixed sales concepts have defects and are difficult to eradicate. If the pattern, thinking is limited, when meeting big customers, they are not confident. They are afraid of customers running away, so they blindly compromise. In the end, the quality is not guaranteed, and the customer partnership is dead.
How to serve customers after customer positioning? Its central idea: understand customers better than customers.
Working with the global top 500 enterprises, or the world's first-tier and second-tier brands, follow their process and provide whatever they need. They have standardized and strict procedures for suppliers. During this process, some skills are very important and you need to know more about customers than customers. Before the customer comes to the factory for inspection, you must know something about him or his company before the first conversation. But understanding the company does not mean that you know customers better than customers. Your understanding is nothing more than online information. As a business in this industry, you should know the weakness of customers.
For example, Honeywell contacted AAK to test an order for hydraulic manifolds. When such a big customer came to me, what did I think? Why did he come to AAK Hydraulic manifolds now? The 99% of the reasons is that the original supplier had problems with quality, delivery time, price or service. From this point of view, what are the problems of this customer according to your sales experience? How to apply the right medicine to the case? To understand this, we can understand customers better than customers.
When in the industry long enough, we must do this. Most salesmen never care about it. Some salesmen will grow and have good performance, which is the same reason. Most salesmen, if the customer wants a price, they will quote a price. If the customer said it was too expensive, then he didn't know what to do next. The boss asked him how the customer was going. He would only answer that the customer regard the quote was too expensive. He will only say that it is too expensive. These are unproductive salesmen.
We should think from the customer's point of view, is the price of the original supplier rising? Is the delivery time not guaranteed? Is the quality down? Is the after-sales service not good? No new functions come out? Think about why customers come to you from these 5 aspects. That is to say, we know more about customers than customers from these 5 aspects: price, delivery time, quality, after-sales service and innovation.
AAK hydraulic manifolds, 3 dimensions of quality, 3 steps of price, and 3 positioning of customers.
AAK HYDRAULIC VALVES (467) 2023-01-10