Note: your product is clearly worth 300 yuan, but the customer only thinks you are worth 100, and the result is to buy 70 competing products, which makes Dan painful.
“I am wrong!”
Every time the class is offline, a small partner comes up with complaints.
It is like, say, the small partner of the cosmetics industry, spend a lot of money to find authority experts, with very expensive raw materials, develop a “mild and unstimulating” cosmetics, who know that the peers use poor quality materials, also hit this point, the price is 30% cheaper than their own, customers are cheap, go to buy peers, you say people are not angry?
Then say, the friends of dessert, durian, mango, cream, put full, “real material”, think that it will be a great success, who knows the face of the opponent, put 2/ 3 of the material, used the 2 file of cream, also yelled “real material”, the price is 25%, better than self selling, you say that blood does not vomit blood?
Have you shed two lines of tears and beat your breast? Indeed, now, the product competition is fierce, people still face homogenization, generally speaking, you can only do local innovation, micro innovation, the fate of these innovations, it looks not so obvious, you shout out the selling point, the customers can not feel.
Your product is clearly worth 300 yuan, but the customer only thinks you are worth 100, and the result is to buy 70 competing products, which makes people Dan pain.
In order to alleviate the local pain of marketing people, the old customs now give you 3 bags, smeared in the affected area, the basic medicine can be removed, do you want to understand the next? (third points are especially advanced, you can’t miss it!)
Customer self inspection
Have you ever slept with a latex pillow? If you haven’t slept, you must have heard of it. No matter who buys latex pillow, the most dizzy thing is not knowing that the real latex is placed in the pillow.
Take a look at a treasure, the price of 200-1000 yuan, customers immediately dazzled: I really do not know which to buy ah! Buy cheap, afraid it is fake, it is not latex! Buy expensive, how expensive is it? 700, or 1000? Expensive, will it be too expensive to kill me?
What do you have to prove: I sell real latex? Most people write “Thailand 15000 square meters of rubber base.” I took the woods to show you!
Or “more than 85% latex content…” Look! I have not enough material, conscience is not good?!
The 2 tricks commonly used in the industry are most useless to me. Customers have no feeling at all. You say you have a tree base. How can I know if it is true? Can I go to Thailand for inspection by plane? You say you 85% latex, how do I believe you, I bought to send to the Quality Supervision Bureau, from their own pockets for testing?
A few days ago, a post-90s hot mother, also the founder of a mother’s public number, sold latex pillow, 17 thousand reading, sold more than 3000 latex pillows, made an amazing conversion rate, how did she prove that the latex was “true”? She ran to Thailand and went to the woods to cut latex.
This is not enough. She volunteered the customer’s doubts. “How to judge the authenticity of latex?” She gave 4 tweets in the sale of tweets, allowing customers to test themselves.
“First, touch, the real latex pillow is like the baby’s skin, like Q shells, like feeling the feeling of protein.
Second, smell, if you smell milk, essence, coconut flavor, are false. True latex pillow is the smell of balloons and rubber bands, with a touch of latex fragrance.
Third: see, in strong light, if latex is reflective, it proves that a lot of additives or synthetic latex have been added. The real latex pillow is not reflective.
Finally, to observe the surface, it must be imperfect and ugly. 100% natural latex is not so beautiful in technology, and it is true that it is defective.
These 4 strokes, all customers can do it by themselves, the so-called “seeing is believing”, he witnessed that natural psychology will feel steadfast. Coupled with the promise of “10 years warranty”, many customers finish the order after reading it.
How does this inspire us? That is to give the initiative to the customer, so that “customer self check”! Don’t shout at yourself, but let the customer check, let him sniff his nose, use his eyes to see, judge the conclusion by himself — it’s true! The reason is very simple, the customer is an amateur, he does not understand your factory, does not understand your specialized term, he only believes he can understand the thing!
When it comes to “customer self checking”, I used it several years ago.
When I am in the dental hospital, I do the marketing of dental implant, the mainstream advertising is playing, “minimally invasive implant”, said that his operation is small, no pain, easy, the question is, brother, how do you prove it?
At that time, the custom was to blow up “German technology” and “world-class equipment”, but did not know the customer’s heart murmur: do you know that you really fake it? You all say that, who do I believe?
At this time, I took out a trick, that is, “customer self-test”. I proposed “8 minutes of dental implantation”, that is, 8 minutes to grow one tooth. Do you believe that I am minimally invasive? You can pinch it yourself! 1 minutes 8 minutes, you grow 5, that is 40 minutes, you finish the operation to pinch the watch, can this still be false?
This way, customers obviously trust us more. “I feel that you are more real.” As for later, some people imitated, hit the same selling points, and wanted to “rub the heat”. We also wanted to make a good plan — put the timer in the operation room doorway! Really can’t be false, this is not true! As for the operation of the network, 8 minutes of video and video is open, it is the following words (now can do 3-5 minutes one, the famous doctor is the cow…)
OK, you can also think about how good your product is and how to teach customers to do self inspection. The so-called differentiation is that customers can see, smell and touch.