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Reneechan
Reneechan
2015-01-08 15:15:23
问答

主题:一个杯子八种不同的销售方案

1、消费者往往购买产品时,除了产品本身的使用价值外,更多的是购买一种感觉、文化、期望、面子、圈子、尊严、尊重、理解、地位等等象征性的意义。 2、同样一个杯子,杯子里面的世界——它的功能、结构、作用等依然如故,但随着杯子外面的世界变化,它的价值却在不断地发生变化。 一家公司做产品策划,在做定价策略策划时,与企业主发生了激烈争论,原因是我的定价太高了,每款产品都比原来高了将近一倍,企业主感觉高得离谱,肯定没法卖了。这时我对企业主说:“如果你只想卖原来的价格,那就用不着请我们来策划,我们策划人最大的本事就是将好产品卖出好价钱”。最终我以“一个杯子到底能卖多少钱”的例子说服了企业主,充分证明了策划对产品价值创新的意义,在此与大家分享: 第1种卖法:卖产品本身的使用价值,只能卖3元/个 如果你将他仅仅当一只普通的杯子,放在普通的商店,用普通的销售方法,也许它最多只能卖3元钱,还可能遭遇邻家小店老板娘的降价招客暗招,这就是没有价值创新的悲惨结局。 第2种卖法:卖产品的文化价值,可以卖5元/个 如果你将它设计成今年最流行款式的杯子,可以卖5元钱。隔壁小店老板娘降价招客的暗招估计也使不上了,因为你的杯子有文化,冲着这文化,消费者是愿意多掏钱的,这就是产品的文化价值创新。 第3种卖法:卖产品的品牌价值,就能卖7元/个 如果你将它贴上著名品牌的标签,它就能卖6、7元钱。隔壁店3元/个叫得再响也没用,因为你的杯子是有品牌的东西,几乎所有人都愿意为品牌付钱,这就是产品的品牌价值创新。 第4种卖法:卖产品的组合价值,卖15元/个没问题 如果你将三个杯子全部做成卡通造型,组合成一个套装杯用温馨、精美的家庭包装,起名叫“我爱我家”,一只叫父爱杯,一只叫母爱杯,一只叫童心杯,卖50元一组没问题。隔壁店老板娘就是3元/个喊破嗓子也没用,小一家会拉着妈妈去买你的“我爱我家”全家福。这就是产品组合的价值创新。 第5种卖法:卖产品的延伸功能价值,卖80元/个绝对可以 如果你猛然发现这只杯子的材料竟然是磁性材料做的,那我帮你挖掘出它的磁疗、保健功能,卖80元/个绝对可以。这个时候隔壁老板娘估计都不好意思叫3元/个了,因为谁也不信3元/个的杯子会有磁疗和保健功能,这就是产品的延伸价值创新。 第6种卖法:卖产品的细分市场价值,卖188元/对也不是不可以 如果你将你的那个具有磁疗保健功能的杯子印上十二生肖,并且准备好时尚的情侣套装礼盒,取名“成双成对”或“天长地久”,针对过生日的情侣,卖个188元/对,绝对会让为给对方买何种生日礼物的而伤透脑筋的小年轻们付完钱后还不忘回头说声“谢谢”,这就是产品的细分市场价值创新。 第7种卖法:卖产品的包装价值,卖288元/对卖得可能更火 如果把具有保健功能的情侣生肖套装做成三种包装:一种是实惠装,188元/对;第二种是精美装,卖238元/对;第三种是豪华装,卖288元/对。可以肯定的是,最后卖得最火的肯定不是188元/对的实惠装,而是238元/对精美装,这就是产品的包装价值创新。 第8种卖法:卖产品的纪念价值,不卖2000元/个除非脑子进水 如果这个杯子被习大大或奥巴马等名人喝过水,后来又被杨利伟不小心带到了太空去刷牙,这样的杯子,不卖2000元/个除非脑子进水了,这就是产品的纪念价值创新。[收起]
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Reneechan
Reneechan
2015-01-08 15:02:56
问答

主题:外贸开发信:开发信超简洁版(全套)

一:开发信 大家在看时,考虑考虑,捉摸捉摸后可以适当模仿学习着这样写。别傻乎乎全部照抄啊。 Hi Sir, Glad to hear that you're on the market for fiberglass. We specialize in this field for several years, with the strength of chopped strand mat and stitch chopped strand mat, with good quality and pretty competitive price. Should you he any questions, pls do not hesitate to contact me. FREE SAMPLES will be sent for your evaluation! Tks & br, Jack **** company (这里留下公司名、电话、传真、邮件就可以了,正文就可以写的很简单。) Tel: *** Fax: *** Mail: *** Website: ****** (请记住,如果你非要在里面加上网页链接,请放在签名里,不要放正文,让人感觉更像搞推销的,不太好。) 外国人版本 Hey guy, XYZ trading here, exporting LANTERNS with good quality and low price in US. Call me, let's talk details. Rgds, Rick Cell phone: *** 二:开发信后客户没回音,催!!!! Dear ***, Sorry to trouble you again! Please find my mail below. Could you please kindly check by return today? Because we'll be on holiday from May.1st to 3rd. Thank you in advance! Best regards, Cindy 先写得委婉一点,把你上次写给他的邮件放在下面。如果他还是没回复,那就再重新发一遍,上面加上大写的红色的或者粗体的“RE-SEND!!!”如果还是没消息,就打电话吧~ 三:展会上遇到的客户开发信 Hi Alex, How are you doing? Glad to get your name card from HK fair. This is Sandy from ***. We specialized in parking sensor system, and all our products with CE/FCC/FCCID approved! Regarding the FUN MINI DVR your selected on the fair, pls find the details with best offer in attachment. Hope to get good news from you! Thanks. Best regards, Sandy Sales assistant Sandy,我要说一点,你的情况和其他朋友又不一样了。你在展会上拿到过客人的名片,而且客人曾经对某一款产品感兴趣,那简直是一个相当好的机会!只要你把握住了,成交可能性是很大的!这种情况下,你特别要标注出他在展会上选的东西,而且主动提供详细资料和报价,这一点至关重要! 客人很忙的,他可能在香港展上去过很多同行那边,问同一个产品,他会收到很多很多邮件,恐怕根本没空回复或主动联系你,所以你一定要主动出击,提供完整的资料和好的价格,然后跟进,赢得他的信任!如果像你刚才那样,问他是不是有兴趣,有兴趣你会给他详细资料,客人会觉得很烦的,觉得你怎么需要推一下动一下,做业务要学会主动,客人一个眼色,你就要能完成三四个动作。客人问你价格,你连详细参数尺寸包装材料都一并提供了。客人问你说明书,你连设计稿和文字都完整无误地给他参考。客人需要彩盒,你不止给了他图片,还有准确尺寸的刀模图,连别的客人的彩盒也一并给他做设计参考。你说,客人是不是会对你印象很好? 四:寄样品运费让对方出(到付)的委婉邮件 Hi ***, Thank you so much for your kind reply! Sure, samples will be prepared soon. Could you pls give me your courier account? Such as FedEx, DHL, UPS, , etc. Each one is ok. I'll inform you the tracking number after parcel picked! Please contact me if further questions. Thank you! Kind regards, C[收起]
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Reneechan
Reneechan
2015-01-08 15:00:48
问答

主题:外贸开发信:开发信超简洁版(全套2)

五:客户嫌价格高时,你的回复 政策:让他知道你的价格没有报高,不是人家一说便宜点,你嗖的给人家少了一半价格,而是改变产品规格,比如包装由好的改次的,长度改短点,重量要少点,或者功率低点。 Dear Kelvin, Thank you so much for your kind mail! Sure, our models with top quality, and think all of them meet the quality level in your local market! If the price is not suitable in your price range, could you pls accept to do a little change? The price will be reduced 3%. That is, EUR2.13/pc. Pls don't worry about the quality. Price is important, but quality counts for much more! Here is just a little change, the original length of the flashlight is 102mm, and now we just make it short, 89mm instead! And then, the total cost will be reduced 3% because of the material sed! All the luminosity and the body look the same! I think it's workable for both of us. Any comments? Best regards, C 六:发了PI后客户没回信,催!!! Hi ***, Sorry to trouble you again! Regarding the PI dated on ***, could you pls sign and confirm by return asap? Because we need plenty of time for arranging mass production! It's a long time since I he got your reply last time. How is everything going on? If anything changed, pls keep me posted! Thanks and best regards, *** 七:寄了样品,并且感觉客户应该是满意的,但是他没有回音,这里你发这个不错 Dear ***, Sorry to trouble you again! Regarding the project we discussed last time, could you pls confirm by return today? Because we need plenty of time for mass production. P/I will be sent to you asap after your confirmation. If anything changed, pls keep me posted! Thank you! Best regards, *** 或者简单版 Dear ***, What about the final decision about our samples? We need your comments to go ahead! Thank you! Kind regards, Renee *** Co. Ltd. Tel: *** Fax: *** Mail: *** Web: *** 八:客人死命的砍价,这时你不能一下子给人家底价,可以用采购数量来给他打个小折,这样就算价格低了,数量上也补点进来。 Dear sir, Pls find the re-checking the price as follows: 1) Super grade, USD***, give you a special discount of 2% 2) A grade, USD***, similar as super grade, but price much more competitive. Hope we can deal. Thank you! Rgds, *** 九:你的客户是个中间商,他也需要等他的客户回应之后才能再和你联系,没事时发个邮件让中间商客户表把你忘了 Hi Johnny, Thank you for your prompt reply! Please keep me posted for further details. Kind regards, *** 十:客户要来中国看你们厂了!!!激动时别忘记发邮件确认彼此联系方式呀。 Hi ***, I'm so glad to hear that you'll be in China soon, and hope to he a face-to-face meeting with you!!! Could you pls give me your time schedule and cell phone number? We'll arrange to pick you up from the airport! My cell phone is ***. Pls call me if any questions. Thank you! Kind regards, ***[收起]
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Reneechan
Reneechan
2015-01-06 15:12:56
问答

如何成功開發電路板客戶?

對於一個沒有平檯使用的外貿業務員新手,如何通過網絡成功開發電路板客戶呢? 有哪位高人能指點指點??謝謝~[收起]
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已经是最后了
Reneechan
Reneechan
2015-02-07 09:21:36
同感,一齐加油吧[收起]
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Reneechan
Reneechan
2015-01-30 11:59:01
我現在的情況也跟你差不多,讓我回去試試你的方法,看效果如何,哈哈~~~[收起]
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Reneechan
Reneechan
2015-01-14 11:27:58
是的,同感,只能繼續努力,加油~[收起]
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Reneechan
Reneechan
2015-01-08 15:16:47
剛去了抽獎賺積分,誰知道什麽都沒抽到,反而扣掉12個積分。。。。[收起]
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Reneechan
Reneechan
2015-01-08 15:14:20
是的,特別想我們這樣的新手,很快會氣餒。。。不過,只有堅持才能成功,我相信~大家一起加油吧。。。[收起]
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Reneechan
Reneechan
2015-01-08 15:12:51
google 上不了哦....能幫忙提供能上google的連接嗎?謝謝~[收起]
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Reneechan
Reneechan
2015-01-08 12:02:48
同感~~[收起]
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Reneechan
Reneechan
2015-01-06 17:09:20
很不錯的經驗,謝謝分享~[收起]
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Reneechan
Reneechan
2015-01-06 15:01:31
挺有用的經驗之談,謝謝~[收起]
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已经是最后了
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