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中国营销传播网 > 营销策略 > 三维透视 > 新零售时代下的顾客体验营销

新零售时代下的顾客体验营销


中国营销传播网, 2019-06-27, 作者: 李治江, 访问人数: 3476


  首先,我是一个不太喜欢谈概念的人,比如新零售到底是什么?对于当下炙手可热的新零售,见仁见智,唯有潮水退去,才能看出谁在裸泳,新零售还在探索的路上,所以我更愿意谈谈在这个时代消费者的变化,以及传统零售店应该如何应对这些变化。

  第二,这篇文章是我在四五月份给花冠贝智康奶粉做全国店长轮训时,思考和总结的一些想法,因此文中以奶粉行业做例子,当然,聪明的零售店老板会举一反三,推导出你这个行业的门店变革措施。

  一、让老客户给五分好评

  当下消费者变化的第一个趋势就是消费群体的年轻化,95后成为购买主力,她们更习惯去网购,她们不相信所谓的广告和权威,她们更愿意相信朋友或者圈子的推荐。我们传统门店的销售是从顾客走进门店的那一刻开始的,但是新零售时代下的销售是从老客户的口碑传播开始的。对于95后的消费者来说,她们打算买一些产品的时候,首先要做的第一个动作叫做信息搜索,她会从网络上或者朋友圈子那里获取信息,因此,新零售时代我们更加注意老客户的维护管理,只要老客户给你一个差评,那么你的生意可能就要凉凉了。我们说一个不满意的消费者会影响25个潜在消费者,那是在传统时代,在今天互联网技术这么发达的时代,一个不满意的消费者可能会影响成千上万名潜在消费者。

  怎样创造老客户的口碑呢?首先你得让客户满意给你打五分,我举个外卖小哥的例子,有很多外卖小哥都会找我们要五分好评,你要或者不要这个好评就决定了你的评分,什么意思?我们应该要求客户给我们打分做出评价,否则大多数人是不会给你评分的。其次,这个分数怎么要?你按时把外卖送到客户手上,人家会给你五分好评吗?不会,因为没有惊喜嘛。外卖小哥说了一句话,他说“先生,你们家里有没有垃圾需要我顺手帮您带下去。”我们得想想自己能够给客户带来的增值服务都有哪些?

  二、门店专属VIP停车位

  想要客户满意就要给客户创造惊喜的购物之旅,当所有的品牌都在销售现场作势的时候,我们有没有想过对消费者购买的流程进行过全面管理。在完成了品牌信息搜索之后,客户要来我们的门店了,那么她们会怎么来呢?交通工具无外乎打车、开车、公交车这么几种,你有没有想过解决顾客到店的这个问题,比如说我们给那些打车、坐公交车来的顾客报销一下交通费,这种模式在很多门店做促销活动的时候都已经尝试过了。

  门店有几个专属VIP停车位,就彻底解决了停车难的问题,对于一些愿意开车的客户来说,有停车位是她来这家门店购物的主要因素。我记得曾经看到过一个案例,说有一家餐饮店为了招揽生意,竟然把酒店一楼全部做成了停车场,想吃饭停好车上二楼,就这么一个改变把周围的餐饮店全部秒杀。有人说停车位紧俏太贵了,我们也租不到,那我们为客户提供代客泊车服务总可以吧,只要你真正站在客户的角度去想问题,帮助她解决后顾之忧,那么机会自然就会来到你的身边。  

  三、场景化门店陈列方法

  什么叫做场景化陈列方式,我想分两个层面来谈,第一个是你整个店带给消费者的感受和体验是什么,第二个是关于产品的陈列方式。

  如果我走进一家母婴店,发现产品规规矩矩地摆在货架上,各种堆头、促销海报、宣传单页、价格标签铺天盖地而来,你是什么样的一种感受?这就是大多数母婴店的样子,在我们的印象中母婴店就应该是这个样子。但是如果有一天你走进一家母婴店,发现你象走进了热带森林的感觉,各种大树绿草还有潮湿的空气和淡淡的花香,还能听到鸟鸣或者蛙叫,你又是一种什么样的感觉?惊喜!在购物的同时感受一下不一样的生活场景。你不喜欢热带森林风格可以换成非洲沙漠、校园操场等各种主题。曾经我们以为连锁门店的标准化是快速扩张的优势,同时也能降低成本,但是在新零售时代客户越来越注重购买体验,千店千面,每个店都给消费者不一样的体验越发重要。如果你对李老师的观点还有质疑的话,你可以去看看肯德基和永和大王这两年新装的店面形象,你就会觉得真的是消费升级了,消费者需要更加高逼格的店面。在你心目中的红色肯德基正在慢慢消失,黑色开始在他的店铺中得到运用,简欧风格的小景致正在悄悄地设计进肯德基门店,就餐的桌子上多了充电的插座接口,迎合大众消费者的需求才是门店转型的关键。

  传统店面的产品陈列方式是基于产品品类陈列,奶粉货架放的全部是奶粉,玩具货架放的全部是玩具。我们站在客户的角度来思考一下,比如说我家有一个1-6个月的孩子,那么他需要的是一段奶粉,奶瓶奶嘴,尿不湿,1-6月的拨浪鼓、风铃小玩具,连体衣服等等,可是我到母婴店来买这些东西的时候,就需要把各个货架全部跑一遍还要不断地询问店员。如果你把1-6月的孩子需要的东西放在一起陈列,把6-12个月的孩子需要的东西放在一起陈列,是不是更加方便消费者的购买。所谓的场景式陈列是基于客户的消费需求进行的陈列,而不是基于我们的产品管理,增加坪效等门店效率来做陈列。在新零售时代,你做不到以客户为中心,就必然会被客户所淘汰。

  

  我们以前谈顾客体验的时候,更多的是指顾客来到门店以后的购买体验,而新零售时代下的顾客体验,是顾客购买全流程的体验,每一个决策环节我们都可以参与管理,并且能够给顾客创造惊喜,你参与的越多提供的服务越好消费者的体验感越强,成交的机会越大。

  李治江,营销From EMKT.com.cn与销售讲师,上海华阅咨询公司总经理,自媒体#老李谈销售#(微信公众号:zhijianglee)发起人,十余年的市场一线销售管理经验,八年多培训咨询经验,服务过的客户包括TATA木门、马可波罗瓷砖、圣象地板、TOTO卫浴、美的空调、方太电器、邓禄普轮胎、欧哲门窗、亚振家具、索菲亚衣柜、圣元奶粉等五百余家品牌企业。    

  微信号(QQ号);39146836,电子邮箱:zhijianglee@163.com,新浪微博:销售讲师李治江,讲师助理:陈亚琦老师18916272025



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