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中国营销传播网 > 营销策略 > 营销策略 > 如何换个思路卖货

如何换个思路卖货


中国营销传播网, 2019-07-20, 作者: 黄静, 访问人数: 1140


  话说一个便宜三个爱,卖场里铺天盖地的特价标签,特价堆头前人潮汹涌的客流,还有海报、广播、喇叭的各色宣传,仿佛我们都置身于特价的包围。从厂家的角度来说,采购天天找自己要特价,特价,特价,再特价;从采购的角度来说,不做特价,怎么冲销量?别人家做了我就必须要做,还要做得更特才行!现在,无论是卖场还是厂家都发现了一个怪相:特价才能卖,不特就不动!于是,厂家业务员和采购都被没完没了此起彼伏的特价逼疯了,客人却越来越不买账。

  那么,我们不得不思考一个问题:做销量只能靠特价吗?

  消费者除了特价就不认其他促销方式了吗?

  采购除了特价就不喜欢其他促销方式吗?

  其实,非也!

  案例:为什么返还5%消费税,比降价10%更受欢迎?

  1989年,铃木向董事会提议,在伊藤洋华堂开展返还5%消费税的促销活动。

  当时所有人都觉得这个提议非常可笑,因为当时日本经济低迷,市场上降价10%的商品根本无人问津。

  铃木分析认为,当时顾客主要对消费税上涨有怨言,如果以返消费税入手,返还消费税带来的效果一定比直接降价更给力。

  活动推出后,顾客反响热烈,营业额同比增长75%!

  抓住用户痛点,找准用户诉求,才是最好的营销From EMKT.com.cn

  为什么说不能盲目的追求低价?首先,价格只是一个单纯的数字,我们在做销售的时候要引导顾客对价值的认知,而不是单纯的价格,价值是由价格和附加值组合的,价格跟成本有关系,在如今,尤其是快消领域,没有那么多暴利产品,成本、价格通常没有太大的弹性,我们应该注重对附加值的宣导,在商品销售的时候让顾客感受到基于产品而感受到的更多的增值服务,比如说10块钱买一瓶水,贵不贵?如果单纯从价格来说,很多水都只卖一块多,两块多,这样从价格比较,就显得贵,就算做特价8.5元还是贵。但如果我们告诉顾客这瓶水的水源珍贵,有礼品赠送,可以参加游戏,还可以抽奖,还可以报名参加“这,就是街舞!”,现场有不同水的水质、营养、安全性试验等等,把优惠活动、互动游戏、教育分享、各种形式的增值服务给到顾客,顾客花10块钱能卖到那么多的东西,那还贵不贵?

  所以,我们不是卖价格,我们是要通过商品卖概念、卖感受、卖快乐、卖梦想给顾客,商品和价格都变成了一个平台和载体,我们要思考的是如何让这个平台更加丰富,更加吸引人。

  其实说到底,怎么做销售,应该是厂家的事情,卖场只是提供一个销售的平台,商品、价格、营销资源这些都是厂家的,定什么价用何种方式去卖投入多少资源这都是厂家决定的,不应该让采购整天在那里提要求要做什么做什么,而应该厂家早早做好了,告诉采购就这样做,一定有销量!你的生意当然你做主!很多人不善于掌握生意的主导权,而是被动等待客户提要求,然后再来抱怨对方要求多,这真的是很奇怪的思维。

  厂家在做促销设计的时候一定要发散性的思维,着力于呈现多元化的价值,把附加值做大,这样不光能跳脱特价泥潭,还能提高消费者的满意度,更好的冲业绩,当然,设计出好的促销方案不是一件容易的事情,需要基于对产品、对市场、对消费者、对卖场的深入研究和了解,所以,需要厂家花心思用功夫。

  人群在,市场在,需求在,机会在,你打算怎么去抓住?  




关于作者:
尚无作者照片 黄静:黄静,卖场后台系统设计专家,零供关系课题研究者。十余年的专业采购工作经历,从国有大型零售企业到外资大卖场,先后担任采购课长、采购经理、采购总监、培训总监等职务,在现代零售行业拥有较为完整的从业经历。在零供关系方面有深入的研究,尤其对供应商关心的采购问题、谈判问题、费用问题、合同问题、各类冲突解决问题有较系统的研究。
查看黄静详细介绍  浏览黄静所有文章  进入黄静的博客


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