对于销售来说，如何把产品推荐到位是我们的主要工作。关于推荐产品，每个销售都懂得去做。然而，关于每次的推荐产品，大家是否真正能抓住客户的眼球，引起客户的兴趣呢，这对作为销售来说十分重要。而如何做好，今天与大家分享一下。
As a salesman, it is our main job to make proper recommendation. About recommendation, every sales knows to do that. However, can you really catch customers’ eyes and arouse their interest? It is very important so I’m going to share you with my views about it.
一、无论产品普通与否，切记“你懂非客懂”
Whatever the product is, remember that customers may not know about it.
有时候我们做一款产品久了，很容易就步入一种误区就是觉得客户也应该很了解这款产品的使用功能，觉得只停留在表面基本功能介绍就可以了，这种自以为是的想法可要不得。因为在广泛的客户群里，总有非专业的买家，万一遇到此类客户。这样的做法很明显会让客户困惑，有人也会想，客户不懂他自己可以问啊，但如果我们能提前说出客户想要知道的，客户岂不会更开心，对你的印象更好吗?因此，当客户有意向的时候，我们对于所有客户都应把他当成不了解产品的人去详细介绍，如果你还觉得产品功能只是简单按你的产品简介讲出来，那你就弱爆了。
Sometimes when we sell one kind of product for so long, we are very familiar with it. So we will wrongly think that customers also know it well so we only need to introduce products’ basic function. Such kind of thoughts are wrong, totally wrong because not all customers are professional. When coming across the newcomer, you may confuse them with such behaviour. Some of you may think that if they don’t know, they will ask. But shouldn’t it be better to tell customers what they want to know in advance? Therefore, when customers have the intention, we should introduce in detail like they don’t know about this product at all. If you still think it is better to introduce product functions according to brief introduction, you are pathetic.
二、让客户了解产品之外的价值信息
Have customers know about the extra value of products.
当我们完整向客户介绍了产品的基本功能时还不够哦。因为市场很大，相似的产品款式也很多，怎么能让客户选择我们就是我们下一步的工作。这里必须让客户知道我们产品的独特性，简单来说就是别人有的，我有，别人没有的，我也有。”如何去做呢?我们可以让让客人知道产品的用途同时，让客人看到这个产品背后的价值，乃至设计外形的不同，材质的不同等等，这些都很好能让客户感受到我们产品的与众不同。增加客户的兴趣，及加深印象。
After we perfectly introduce products’ basic function to customers, we should know how to let customers choose us because market is large and there are lots of similar products mode. We should have them know our products’ uniqueness. That is to say, we possess what others have and we possess what others don’t. How to do that? At the same time when we make customers know about products’ use, we can have them behold the value behind the products such as different appearance and texture. It can perfectly make them feel our products are unique. It can arouse their interest and deepen the impression.
三、尝试利用图片或视频资料提升产品“魅力”
Use images or video to beautify the products.
关于上述的问题，相信会有小伙伴马上就会跟上说，这些我都有在推广邮件上介绍到，但是效果并不明显，没有很好吸引到客户的关注，得到的回复也不多。说到这里，不知道你有没有留意到阿连前几天发布过文章有讲到过小视频这个东西，是的，这是一个极好的手段。正所谓说破千遍，不如他看一次。视频或者图片都是很好让客户直观地感受我们的产品，加深客户兴趣的同时，比一段段单调的文字不是更加有吸引力吗?
About this, I think some of you may say that you have seen this from promotional emails but it didn’t work ideally because it didn’t attract customers well. Perhaps you have noticed that I have released an article about videos. Yes, it is a wonderful method. We always say that it’s better to have him look than to explain. Videos or images can make customers better intuitively know about our products. It can not only deepen their interest, but also can better attract attention than words do.
而阿连随便举个粟子说说：例如你的产品是电饭锅，所有人都会说电饭煲很好理解，就是煮饭煲汤对吧，如果你只介绍这些基本功能和功率材料，那么你的销售技巧还是Low了一点，或者高级一点的告知客户可以做煲汤，可以煮卤水蛋，然而只是一段文字，客户是很难考自己想象出来的。但是如果我今天用电锅煲做了个酸奶拍成小视频发出来，明天又做了一个蛋糕拍成小视频发出来，后天又来个卤水…
For example, your product is electric cooker. Everyone says that it is understandable. It can cook rice and soup. If that is your only introduction, you are too low. Well, you may tell customers that it can cook soup and soy egg. However, they are still words so customers can’t imagine. But what if we make yoghurt with it and make a video? Or a video about making a cake tomorrow? Then…
同样是一样的产品，同样的价钱做成了多功能煲一样的产品功能通过视频展现出来，你说吸引不?而且视频，图片都是很直观的一个手法，比起文字更能突出重点。当然前提你必须拥有客户的各种联系方式，我们在邮件上可以用图片辅助，在沟通软件上如QQ,WHATSAPP，WECHAT则可以发产品的小视频。文字，图片，视频多管其下。一定会引起客户兴趣的同时能给他留下深刻的印象。
You can show that your electric cooker is multifunctional through videos. What’s more, it can better emphasize the key point to use videos and images than to use words and the premise is that you have customers’ contacts. We can add images to emails. Launch videos through QQ, WHATSAPP and Wechat. It will be better to use words, images and videos because it may impress customers.
阿连相信，这几点只要你做好了，一定会有效果的。同时也提醒大家就算是合作客户，他们也不一样会了解每款产品的使用功能，但如果客户通过你的产品功能展示的视频等，让客户知道有他所不知道的其他功能，这样也会让客户对我们的产品更有信心，促进长期的合作。所以在当今信息科技发达的时代，我们要好好利用好这些平台。谁能成功抓住客户的眼球，谁就能更容易或者成功!加油吧，小伙伴们!
I believe it will be effective if you can do what I say. Meanwhile, I remind you that even they are your regular customers, they may not know about the function of every product. But if customers can know about other functions they don’t know through your video, they will be more confident in our products to promote long-term cooperation. Now information technology is very advanced so we should make good use of these platforms. The one who catch customers’ eyes will be more likely to succeed. Cheer up!
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