This market is very special, and those who win the reputation will win the world!
In the market analysis seminar of the northern sales area of Xinruncheng Tile, everyone made a unified general evaluation of the Qianxi market: This market is very special, and those who win the reputation win the world! Taking these words as a starting point, a review of cases for word-of-mouth building in the county-level market slowly unfolded; at the same time, Xin Runcheng Ceramics' "Strictly Selected Star Internal Reference" column was officially launched, opening a new chapter in brand internal research and exchange!
Additional explanation: "Strictly Selected Star Internal Reference" aims to excavate classic market cases in the Xin Runcheng dealer system, and obtain first-hand information by interviewing relevant parties, and organize its core value information into documents, so as to establish an experience exchange An internal reference platform for communication, sharing business information, and learning benchmarking operations!
In this issue, we will conduct an in-depth study of the real case of Qianxi Xinruncheng team #Creating Top Market Reputation#, analyze its underlying logic, restore the operation details, and provide everyone with a hard-core reference. Without further ado, the case review begins!
1. Why choose Qianxi Market?
Qianxi County, affiliated to Tangshan City, Hebei Province, is located at the southern foot of Yanshan Mountain, at the foot of the Great Wall, in the hinterland of Beijing, Tianjin, Tang Dynasty and Qin Dynasty. The county covers an area of 1,439 square kilometers, showing a natural pattern of "seven mountains, one water, half fields, and half roads and manors" . Because of this special geographical environment, the Qianxi market is relatively closed, which makes the "word-of-mouth" recommendation method still everlasting in the local area, hence the market evaluation of "those who win the reputation win the world". !
——Xinruncheng Qianxi Distributor: Sun Yongkai——
Since 2010, the Qianxi Xinruncheng team has been cultivating the Qianxi market under the leadership of local operator Mr. Sun. Now, 10 years later, Xinruncheng Ceramics has become a well-known brand of ceramic tiles in the local area. The editor was fortunate enough to personally prove this statement during a business trip to the west. At that time, the editor chatted with a passenger on the bus and learned that she was from Qianxi and worked in Beijing. This time she was returning home to renovate the house in her hometown. Speaking of the topic of decoration, the editor tentatively asked: Do you know about Xinruncheng ceramic tiles? Unexpectedly, the passenger in the same car replied instantly: I know.Yeah, right there...
This little episode brought a great surprise to the editor, like a solid and powerful red-headed certificate, which highly affirmed the results of the Qianxi Xinruncheng team's hard work in building reputation. In this market where "those who win by word of mouth win the world", don't you want to learn more about the story behind the Qianxi Xinruncheng team's success through word of mouth?
——Xinruncheng Qianxi Team——
2. What is the key to building market reputation?
During the interview, regarding the content of good service and reputation building, the editor suggested that Mr. Sun could share one by one from the three dimensions of pre-sales, sales and after-sales. After the interview, the editor found that: from the perspective of the Qianxi Xinruncheng team, professional familiarity with the brand & products, as well as considerate and meticulous service to customers entering the store, are only the basis for building reputation; and punctual and efficient , heart-warming, even if they would rather increase the transportation cost, they should deliver every tile (including replenishment tiles) to the customer's home on time, and the JD-style delivery service arranged in categories is an important icing on the cake in building reputation. ring!
However, in the editor's opinion, these are not the unique tricks that make the Qianxi Xinruncheng team unique. The key to making their market reputation much higher than that of their peers should be the after-sales link at the end of the year!
——Xinruncheng Qianxi team returns to visit customers——
Since 2014, Mr. Sun has set aside 10-15 days at the end of each year to lead his team, bring practical and thoughtful gifts, and visit old customers one by one to thank them for their trust and support. At the same time, listen to feedback, write down suggestions, and keep them in mind. In addition, they are sure to bring tile cleaning gadgets with them when they return. If the customer's tiles are stained with stains that are difficult to clean (such as iron filings, etc.), the Qianxi Xinruncheng team will immediately provide customers with tile maintenance services. How could we not prepare such thoughtful details?Impress your customers. Taking 2019 as an example, the Qianxi Xinruncheng team provided comprehensive and thoughtful return visit services to more than 400 customers. How to create top-notch market reputation? Perhaps, it was just like this, step by step, visiting each household. If you don't accumulate steps, you won't be able to reach a thousand miles.
There is a saying in the sales world: top-notch salespeople spend 80% of their time building trust, and only need 20% of their time to close the deal. Think about it, the Qianxi team is doing the same thing, spending a lot of time and energy to create an excellent market reputation. In a market environment that advocates "word of mouth", it is priority to establish trust with the endorsement of relatives and friends. With such advantages, the balance of customer choice naturally tilts towards us!
During the interview process, Mr. Sun was also quite confident in the market reputation he had built. He said that customers very much recognized the services provided by his team, and there were many customers who continuously referred 3-4 friends and relatives to buy bricks. There was one client who particularly impressed him. In 2010, a customer purchased ceramic tiles at Xin Runcheng Store in Qianxi. In the next 10 years, he successively brought 6 friends to Mr. Sun to buy tiles, and every time they were very satisfied. He firmly said to his friends: If you can’t go anywhere, just choose Xin Runcheng! look! Isn’t this confident recommendation the highest recognition and trust that customers have for the Xinruncheng brand and Mr. Sun’s team?
3. Go back to the source and explore the underlying logic of Qianxi Xinruncheng’s success!
If "comprehensive return visit" is the tactical secret of the Qianxi team, "winning by word of mouth" is their long-term strategic play. So if we go back to the source, can we still unlock the core password for their successful summit? Let’s start with the leader of the team.
In 2020, under the leadership of Mr. Sun, Qianxi Xinruncheng completed a series of major actions such as the upgrade and renovation of the exhibition hall, the holding of a thanksgiving dinner, and the holding of renovated opening activities. The pace of progress is steady and rapid! As the co-planner of the Thanksgiving Dinner for Qianxi Master Craftsmen & Designers, the editor not only clearly felt Mr. Sun’s personal charm and leadership courage, but also discovered Mr. Sun’s other hard-core characteristic – willingness!
——Mr. Sun, leader of the Xinruncheng Qianxi team—
First of all, this is the first high-style large-scale Thanksgiving dinner at the Qianxi County Market. Mr. Sun was the one who was "the first to eat crabs". He upgraded the past thank you party to a grand scale, and the venue, gifts, dishes, programs... must be the TOP arrangements; more importantly, guests were invited to bring their Family members were in attendance and it truly brought everyone together! From the big picture to the small details, the word "giving up" was demonstrated by Mr. Sun like a textbook. Of course, Mr. Sun also brought the market reputation of the Xinruncheng brand to a higher level because of his willingness.
——Xinruncheng Qianxi Designer & Craftsman Appreciation Dinner——
The willingness not only allowed Mr. Sun to advance rapidly in the market, but also helped Mr. Sun build a super team that "twists into one rope and works hard in one place". When every member of the team celebrates his or her birthday, Mr. Sun will definitely organize a party in person. At the end of every year, he will definitely take the team to travel across the province... This is how team cohesion is built up bit by bit!
Reluctance is a kind of wisdom in life and the art of dealing with others. Obviously, Mr. Sun is a practitioner of this art!
Haruki Murakami once said that everyone has his own forest. Indeed, although we live in the same world, even if we paint a rainbow together, whether it is thick or light, we all look different. Therefore, when we have the opportunity to observe another world from God’s perspective, perhaps the touch and enlightenment will be there.
Just like Mr. Sun’s answer to the editor’s last question: Which sentence do you think will benefit you throughout your life? Attitude determines everything! This sentence inspired the editor to connect all the information points in the interview: Always maintain a good attitude and positive energy, only then can you think of ways to get better, and only then can you understand and give up., only then can you put it into action and be filled with praise!
