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    家居建材培訓講師盛斌子:賣場新零售模式創新、精準營銷

    家居建材培訓講師盛斌子:賣場新零售模式創新、精準營銷
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    家居建材培訓講師盛斌子:賣場新零售模式創新、精準營銷

    主講人/盛斌子老師

     

    上篇:趨勢篇

    一、   移動互聯時代的新零售技術革命

    1.        技術改變未來:這個時代到底發生了什么?

    案例:魚是怎么死的?

    渠道碎片化、時間碎片化、信息碎片化

    2.        LBS、陀螺儀、二維碼、音頻視頻識別、大數據、云計算、VR技術

    3.        實體店的分化模式SOLOMOPO

    1)        深度體驗

    2)        場景應用

    3)        個性化服務

    4)        私人定制

    4.        三類實體店

    l  A類新零售情景體驗

    l  B類社區

    l  C類個人APP或者微商

    二、   家居市場宏觀形式判斷

    1、新零售新模式創新漸入佳境

    案例:馬云的“新零售”是個什么概念?

    終于有人講清楚什么是新零售了

    2、大家居概念成風

    案例:X家具品牌是如何延伸入整體家居市場

    3、互聯網+家居成新趨勢

    案例:家居如何體現新零售+移動互聯化?

    4、家居智能化成亮點

    5、DIY家居成為主流

    案例:上海一線聯盟是如何打造“DIY體驗館”的?

    6、設計師品牌將漸主導家裝

    案例:一個設計師品牌的成長之旅

    7、產業鏈橫向整合成必然

    案例:家居一線品牌是何橫向整合,與聯盟互聯網、資本與渠道的?

    8、 家居越玩越“虛”:風水、命理是怎樣玩轉家裝的?

    案例:家居企業與風水大師是如何越玩越虛的?

     

    中篇:模式創新篇

    四、家居營銷模式                           

    1.   精準營銷

    案例:廈門孫總的社區新零售家居模式

    2.   廠商一體模式

    案例:家居店面的品牌化、連鎖化、資本化、從籌化、新零售+移動互聯化

    3.   合伙人模式

    原創觀點:合伙+眾籌:廠家-代理-分銷縱向一體化

    原創觀點:通脹理論,品牌往上走&往下走理論,大終端大促銷理論,品牌

    分水嶺理論…

    案例一:廣東四會何姐的合伙人模式

    案例二:廣東佛山美的去分銷化的啟示

    案例三:邯鄲盧生的內部合伙人機制

    4.     家居賣場的社區店、超極店式

    5.     家居賣場的整裝體驗館模式

    6.     家居賣場的跨界聯盟模式

    7.     家居賣場的設計師眾籌模式

    8.     家居賣場的“高頻”轉化模式

    9.   眾籌模式、股權激勵模式

    10. 顧客裂變與三層分銷模式

    11. 虛擬創業模式

    案例:九江段總的員工虛擬創業模式

    五、家居新零售動作

    1.   社群營銷模式引發大流量思考? (案例:網紅憑什么火)
    思考:如何突破人流量和時間限制,讓建材市場不再冰冷。

    2.   新零售的終端爆破模式探索
    案例:雙11新零售的“除夕夜”(蘇寧QQ群破、微信群破)

    3.   多元化發展豐富產品一站式服務(建材/軟裝/餐飲/娛樂/圖書/DIY體驗區)
    案例:方太的終端體驗教學模式高端引流。

    4.   大的橫向跨界經營(設計師高端品牌服務,線上線下相融合精準需求定制。)
    案例:馬可波羅瓷磚店與M美學藝術館的品牌營銷結合

    5.   新用戶:新一代知識結構與生活方式變革的如何滿足。

    案例:高品質家居的心理分析與數據痕跡

    6.   新媒體:自媒體時代如何進行有效的傳播。

    7.   新場景:智能應用場景與未來。(設置VR體驗中心,AR,人臉識別付款通道,收集數據,定制化個性需求與未來。) 

     

     

    下篇:精準營銷、深度營銷

    一、      找到客戶

    1.        非競爭對手導購、店長、老板,在專業市場加粉

    2.        專業市場人海戰術套路

    3.        老顧客,老小區的深度挖掘

    4.        小區共享禮品

    5.        聯盟寶典,家裝手冊

    6.        小區門禁卡,上面有二維碼。

    7.        任何樓盤都有老業主群,以及新業主群

    8.        搞定群主,聯合促銷。

    9.        混進當地各類高端社交群

    10.    物業、保安、清潔阿姨合伙人

    11.    老客戶樣板房,全城征集,一年之內,免費參觀,體驗

    12.    泛家居品牌的安裝工、鋪貼工、泥工,工長,建立微信群

    13.    房管局、中央空調、水電、煤氣公司,都有大數據

    14.    銀行平安袋

    15.    生態系統

    16.    微信眼,精準投送廣告

    17.    本地生活服務號

    18.    本地的徽商大號

    19.    搞同城購物

    20.    打開QQ群,開始精準搜索

    21.    微信加粉機器

    22.    免費WIEI系統

    23.    本地網站推廣:論壇、百度等

    24.    。。。。。。

    二、      吸引客戶

    (一) 信息方向

    1.        新品信息:圖片+文字

    2.        產品工藝信息

    3.        生產流程信息

    4.        量房信息、安裝服務、信息售后服務信息

    5.        店面形象信息

    6.        樣板房信息

    7.        房間驗收合格信息加上客戶點贊信息

    8.        明星代言信息

    9.        品牌投入信息

    10.    品牌獲獎、專利

    11.    促銷現場信息

    12.    成交曬單信息

    13.    客戶代言信息

    14.    老顧客送錦旗信息

    15.    沙龍活動或者推廣活動信息

    16.    免費吃喝玩樂游戲互動小禮品信息

    17.    團隊建設信息轉發客戶的成長、勵志、正能量的故事

    18.    公益慈善信息家裝、風水、命理、八字

    19.    生活絕招

    20.    話題營銷

    (二) 信息分類

    1.        純商業類

    2.        公益類

    3.        知識普及類

    4.        正能量類

    5.        話題類、公關類

    6.        密、親子

    7.    

    8.        文字設計

    9.        圖片設計

    10.    朋友圈個人照

    11.    個性化簽名

    (三)每天微營銷時間安排及關鍵節點

    (四) 客戶分類管理

    三、      粘住客戶

    1.        粘住他的關鍵字:圈子、話題、互動、二次轉發,關鍵中的關鍵是互動

    2.        首次加好友策略與招術

    3.        如何互動

    4.        如何點贊、評論、觀點陳述

    5.        聊天背景圖

    6.        聊天的文字語言技巧

    7.        后續互動一對一管理

    8.        給朋友感想、觀點、贊美、建議

    1)        建業主群的實操技巧:話題、水軍、紅包、邀約、事件營銷

    9.     原創干貨:微信內購會+線下內購會模式

    10.    拉客進店,進入成交環節

    1)        促銷(團購、聯盟、簽售)的即時性

    2)        服務的即時

    現在成交難否?把顧客邀約進店難不?免費的信息難不?故事講的好,一點都不難,我們的朋友圈里。

    l   案例:利用服務做局面的技巧

    3)        產品即時

    4)        政策即時

    5)        貨期安裝即時

    四、      成交客戶

    (一)   場景問答-購買場景的迷局與破解

    1.        客戶說自己隨便看看,不用跟著,到時再叫你,咋辦?

    2.        客戶東看看,西看看,購買意向不強

    3.        如何解決“看了就走”或者“只看不說”的客戶?

    4.        哪些方面可以提高客戶的滯留時間?

    5.        拆解“退單”的糾結迷局

    6.        。。。。。。

    (二)   催單絕活-成交的臨門一腳

    1.        客戶采購預算的分析

    2.        客戶覺得價格貴了

    3.        為什么顧客會感慨“好貴啊”

    4.         “你能便宜點嗎?”

    5.        客戶覺得貴了,您是說價值,還是換商品呢?

    6.        。。。。。。

    五、      充分利用客戶

    1.        用服務

    2.        用量房

    3.        用品牌服務

    4.        用溫暖

    ——結束——

     


    TAG: 銷售技能培訓大客戶服務

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