黏住客户

By 简一 | 17 August 2016 | 5 Comments

故事一:龙虾

大热天,小区门口多了几个烧烤店,为了招揽顾客,各出奇招,有的店写着“啤酒买一赠一”、有的写着“消费满100赠啤酒5瓶“,一个写着”一百元一百瓶啤酒“。总之各种优惠措施,其中一百元一百瓶的力度稍大最大。于是我们就进入了一百元一百瓶的店,哪里会喝完100瓶呢,一问不能带走,只能存,那就存吧,这一存就是一夏天,只要想起喝啤酒、吃串就会去在这家店,100瓶啤酒四个人喝起来,怎么也要四五次吧,这样整个夏天我就要去这个点四五次了,为了喝完那一百瓶还要张罗着去。
故事二:会员卡
还是一家饭店, 菜谱上两种价格一种是市场价,一种是会员价,会员价大概是市场价的八折左右,就是你一看价格就会觉的会员价明显的便宜,然后服务员会积极的劝你办会员卡,当餐办当餐用,还会送你菜,这菜的价格就比办会员卡的价格还要贵,总之这顿饭吃下来,办个卡是怎么看怎么合适,而且以后来也合适。能不办吗?办吧!然后下次还回来,下下次也回来。
故事三:不搞活动
旁边有个商场,从不搞活动,从不打折,店庆也就打个条幅、装点装点、也不打折!他们说"我们该加多少利润,我就加多少利润,就是这样卖",就这样的坚持,他们生意很红火!

这三个故事都在讲一个问题就是“如何吸引顾客,留住顾客”,也就是增加顾客的粘性,可以说这是商家的成功之道。
那么如何黏住客户呢?

1、靠产品
生意归根到底是商品的交换,所以靠商品黏住顾客是最可靠的,人无我有,人有我优,那么肯定会黏住顾客。故事三中的商场就是这样,你们在哪里利用活动搞价格游戏,我不搞,反正我要有利润,我加到合适利润,常年这样!当然这只是其中之一,他们在服务上、产品定位上也非常的清晰明确!无论采用什么方式,产品都是基础,没有质量过硬的产品,什么招式最终都是白给。故事一二中的商家如果饭菜质量不好、服务不好,无论怎么折腾也干不长久。
2、靠性价比
也就是靠折扣,这是最通行的办法,同样的东西我卖的便宜,其实很多时候是给顾客造成“这里东西性价比高”的印象,真正的做下来,因为销售量的原因,品种的原因,总的下来利润不低。当然“性价比高”不是“质次价低”。
3、靠欠款
欠款这东西有些怪,商家欠顾客的顾客会来,比如故事一,从商家来说这样是最高明的,所以买100送50的券,下次再来消费,这招往往很奏效,在顾客看来,我的东西别商家拿着呢,我要拿回来。而商家说你拿回去可以,但是你还要再消费一点!如此循环!
如果顾客欠商家的钱,往往顾客也成为回头客,比如有人买货了,款没付,在这期间如果他还要货,往往会直接向欠款的商家要,最后一起算!这个招数,最重要的还是要控制好账期。
4、靠信息
在生意往来中我,我们最关心的商业信息,所以如果你能提供一些有价格信息也会黏住客户,比如产品价格信息、产品的走势信息、产品的趋势等等,这些东西是很重要的,对顾客有相当的粘性。
5、靠感情
业务往来中,业务员和采购员的个人感情处理的越好粘性会越大,这点不用解释。但是感情的发展,最终还要考产品、靠价格,毕竟生存最重要!

看到这里你可能很失望了,本来以为这篇文章会告诉你个什么具体招数,结束了也没发现!很失望吧?我也一直在考虑这个问题,考虑来考虑去,觉的没有更多的了,但是又没有具体招数,具体怎么办确实各显神通,想想办法,你怎么粘住客户!实在自己没高招就看看周围商家的方法,多分析分析,你就会有些收获,多交流交流,你就会有创意!!



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