其实老客户经营也是顾客经营的一部分，这里要单例出来讲，主要是因为老客户

其实老客户经营也是顾客经营的一部分，这里要单例出来讲，主要是因为老客户对我们来说实在是太重要了，何谓老客户？
1、 在我们手上成交过
2、 和我们的关系非常好
3、 有转介绍客户给我们
一个公司要想持续发展必须要有老客户，一个业务员要想持续保持保持高业绩，必须要有老客户。一个优秀的业务员做到最后就是做老客户，将来销售业的竞争必然是老客户的竞争。既然老客户如此重要，那要如何才能经营好老客户呢？
我们可以通过以下的一些法则来对老客户进行专项经营：
v 1、从良好的售后服务开始。
v 2、建立好顾客成交档案。
v 3、把每一个成交的顾客当作宝藏来挖掘。
v 4、对于老客户仍然要敢于要求。
v 5、对老客户转介绍的资源一定要成交并表示感谢。
接下来我们对以上的这些法则进行详细的讲解：
1. 良好的售后服务
1、 不要以为签完合同就完成了交易：由于某些公司不注重售后服务那块，造成了很多的人一和客户签完单下完定金，就不管事了！曾经一个客户说了一句很值得我们深思的话：“我一刷完卡，以后人就不见了”；这都是意识问题，其实签完合同才是服务的开始，现阶段的快速成交导致我们和顾客并不熟悉，所以和顾客并没有什么感情，要想让成交过的顾客成为你的老客户，就必须参与售后服务，这是与顾客多接触的机会，我们要把握；
2、 积极主动协助顾客解决问题：在售后过程中会遇到各种问题，我们要很主动的帮助顾客，而不是选择逃避；有很多经纪人一接到顾客的电话就怕，或者有的干脆不接。要想想这是对顾客最大的伤害。顾客有问题来找你，是完全信任你，找不到你，你想想他们有多急，他们对我们将是多反的失望。所以我们应该喜欢顾客找我们，因为这些都是机会，特别是处理纠纷，每次处理纠纷都可以创造老客户！协助后期经办做好售后服务；
3、保持不断联络，让他记住你，并成为朋友（兴趣、节假日、顾客的生日、上门拜访、邀请参加公司的各种活动、送公司的各种刊物），这些都是非常好的方式，当然也有很多特别的方式，这个你们自己去想，反正我们只有一个目的：让客户永远记住我们，在他们需要房产方面的帮助时，第一个想到的就是我们！最高境界就是：让顾客习惯我们的服务！

1. 建立好顾客成交档案
建立顾客档案，对我们进行老顾客的跟进非常有用！我们每天都在接触不同的顾客，难免会忘掉一些顾客；只有做好了档案，才有案可寻，才不会失去很多机会
1、 顾客档案内容：顾客的姓名、性别、爱好、性格、年龄、生日、家庭情况、职业、收入情况、联系电话。
2、成交档案内容：购买的东西、大小、结构、颜色、年限、使用情况、购买价格等等，把这些资料建立好后，定期跟踪，一定很好用，而且一定非常有效。

1. 每一位老顾客都是一座宝藏
我们前面讲过老顾客非常重要，可让我们持续发展！接下来我们来分析一下为什么？
1、专家统计成交一个老客户的难度是新客户的1/7，这是一个可怕的数字，想想我们在搞定一个新客户的时候，可以搞定7个老顾客。老顾客可以减少获取信赖的时间，他们可以当我们的销售人员！
2、 每个客户后面都有250个客户，多么大的量啊！我们不要求他都介绍给我们，只要1%即可，如果你有10个老顾客，那么你就有20个潜在顾客，这样你做业务就会轻松很多，而且可以创造比较高的业绩。
3、每个顾客一生需要买很多东西，我们自己也是！即使这个顾客不转介绍给我们，他一直在我们手上买东西的数量也是很惊人的。
4、所有成功的业务员五年后成交的客户80%是老客户。10年之后100%成交的是老客户。这个数据告诉给大家，希望大家能重视起来，如果大家只是在这个行业混，那没有关系，你可以不要去做，但如果我们把这份职业当做事业来做的话，那各位！从现在就开始做吧！拥有老客户，一生是财富！
1. 对于老顾客仍然要敢于要求
我们很多人以为，老顾客就会很自觉，会很专业，其实不然！老顾客只是和我们有成交过的经验，但毕竟对这个行业还是不专业，且就算是我们自己这么专业，买东西也需要别人给我们信心！
1、主动要求老客户转介绍，我们创造老顾客的目的就是为了转介绍，所以我们要主动一些！每次和顾客接触时，都要主动询问并提醒顾客给我们转介绍，甚至可以多给一些名片给顾客，让他们成为我们的销售人员。而且帮助别人是人的天性，我们要满足顾客这个天性。
2、 要求老客户重复业务，其实很多顾客买了以后还要再卖，卖了以后还要再买，买了以后还要再买，卖了以后还要再卖；有货的人永远在和货打交道，所以我们要主动要求老顾客四人做重复业务；
3、仍然要帮助老客户做果断的决定，前面我们也说过顾客永远需要我们给信心，所以无论他是多老的顾客，我们都要帮助他们做果断的决定。
1. 对老顾客要经常表示感谢
珍惜才会拥有，感恩才能长久！是这样子的，我们对老顾客的要经常表示感谢，他们才会乐意持续的给我们转介绍！但有几点我们还是要注
意一下：
1、老客户转介绍的资源一定要成交，这一点至关重要！首先我们要非常重视这些资源，把这些资源做为我们的A级资源并尽快把他们成交掉；这样对于老顾客的维系是很关键，增加了老顾客的信心，也让顾客助人为乐的天性得到满足！这样老顾客才会继续转介绍，转介绍的顾客又会变成老顾客，无穷尽也！
2、对于老客户的转介绍一定要及时表示感谢，无论成交与否，都要向顾客表示万分的感谢。当然最好的感谢就是把他介绍的顾客成交
3、 要不断的提醒他当初的决定是正确的。利用每一次的机会提醒顾客，当初他所做的决定是非常正确，非常英明的。这样可以让顾客永远记住你，并会主动的帮助你，主动的成为你的销售人员。
1. 最后一招是绝招
行动！立即行动！坚持不懈、直到成功！只有行动才能创造业绩，只有行动才能把我们的计划变成现实，只有行动才能让我们成功！

結果 (中文) 2:

A part of it is old customer management is customer management, here to single out cases, mainly because the old customers for us is so important, what is the old customer?
1, in our hands were over
2, and we have a very good relationship with
3, a referral to our
a company to sustainable development must have the old customer, a clerk to continue to keep high performance, must have the old customer. A good salesman do is do old customers, future sales industry competition is the old customer competition. Since the old customer is so important, that how to manage and old customers?
We can carry out special operations to customers by some rules as follows:
v 1, from the good customer service service.
v 2, to establish good customer transaction records.
v 3, every customers as a treasure to mining.
v 4, for the old customers still dare to ask.
v 5, to the old customer referral resources must deal and thank you.
we of these rules in detail:
1. good after sale service
1, don't think that signed the contract on the completion of the deal: because some companies do not pay attention to after sale service that block, which caused a lot of people and customers signed the list after the deposit,On the matter! Once a customer said a very worthy of our consideration of the words: "I brush card, after the man disappeared"; this awareness of the problem, in fact, signed the contract is the start of service, rapid turnover at this stage of the cause we and customers are not familiar with, so the customer does not what feelings, to make the deal the customer to become your old customer, must participate in the after sale service, which is much contact with the customer the opportunity, we must grasp;
2, and actively take the initiative to help customers solve the problem: in the customer service process will encounter various problems, we should be active to help customers, rather than the choice of escape;There are many brokers received phone calls from customers, fear, or simply not answer. Think this is the greatest harm to the customer. The customer has a problem to find you, trust you completely, can't find you, you think about how much they hurry, they will be back down on us. So we should love customers looking for us, because these are opportunities, especially in handling disputes, whenever a dispute can create and old customers! Assist in handling customer service service to late;
3, maintain constant contact, let him remember you, and become friends (interest, holidays, birthdays, customer visits, invited to participate in various activities of the company,Various publications for company), which is a very good way, of course, there are also many special way, this you to think, anyway, we have only one purpose: to let customers remember us forever, they need help in real estate, the first thought is that we! The highest level is: let the customer habits of our service!

1. to establish good customer transaction file
the establishment of customer files, to our old customer follow-up is very useful! Every day we are in contact with different customers, will inevitably forget some customers; only to the file, only to have the case can be found, will not lose a lot of opportunities for
1, customer files:The customer's name, gender, age, hobbies, personality, family, occupation, birthday, income situation, contact telephone number.
2, clinch a deal the file content: to purchase things, size, structure, color, age, use, purchase price and so on, tracking regularly to these data established,, must be very useful, but very effective.

1. every old customer is a precious treasure
we have seen the old customers is very important, can let us sustainable development! Next we analyze why?
1, experts statistics were an old customer's difficulty is the new customer 1/7, this is a terrible figure,Think about when we get a new customers, old customers can get 7. Patrons can reduce access to trusted time, they can when our sales staff! Behind the
2, each customer has 250 customers, how much ah! We don't ask him to introduce to us, as long as 1% can be, if you have 10 old customers, so you have 20 potential customers, so you do business will be a lot easier, but also can create high performance.
3, each customer life need to buy a lot of things, but also our own! Even if the customer does not introduce to us,He has been in our hands to buy things is also very alarming.
4, all successful salesman for five years after the turnover of customers is 80% old customers. 10 years after the 100% turnover of customers. The data tell everybody, hope everybody can pay attention to it, if you just in the industry mix, that it doesn't matter, you can not to do, but if we put this occupation as a career to do, that you! Start now! Have an old customer, is a life of wealth!
1. for old customers still dare to ask
we a lot of people think, the old customers will be very consciously, very professional, in fact!The old customer is and we have dealt with experience, but the industry still is not professional, and even our own so professional, buy things also need others to give us confidence!
1, asked the old customer referrals, we create the old customer's purpose is to introduce, so we should take the initiative to some! Every time and customer contact, must take the initiative to ask and to remind customers give us introduce, can even give some cards to customers, so that they become our sales staff. It is man's nature and help others, we must satisfy the customer of this nature.
2, asked the old customer repeat business,In fact, many customers bought will sell, sell and buy, buy will buy, sell and resell the goods; people always dealing with the goods, so we want to ask the old customer four do repeat business;
3, still want to help customers make decisive decisions, in front of us also said that the customer will need us to give the confidence, so whether he is old customers, we will help them make a firm decision.
1. often thanks
cherish will have on the old customer, Thanksgiving can be a long time! It is like this, we to the old customer always say thank you,They are happy to continue to we introduce! But there are several points we should note
meaning:
1, old customer referral resources must deal, this is a crucial point! First, we must attach great importance to these resources, these resources as our class a resource and they traded off as soon as possible; so to maintain old customers is critical, adds to the old customer confidence, also let customers find in helping others nature satisfied! So that the old customers will continue to introduce, introduce the customer will become the old customer, indefinitely!
2, for the old customers turn introduced to thank, whether or not clinch a deal,Say thanks to the customer. Of course, thank the best is to introduce him customer transaction
3, to constantly remind he had made the right decision. Use every opportunity to remind customers, when he made the decision is very correct, very wise. This can let customers remember you forever, and will take the initiative to help you, active become your sales staff.
1. a last resort is a unique
action! Immediate action! Unremittingly, until success! Only action can create performance, only action can put our plan into reality, only action can make us succeed!

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