A recruit: associated sales is important: for frequent activities on drainage businessmen are especially important, because the promotion goods tend to be billed at cost or at a loss of USES, and earned out and flow, if you don't make money to be associated with other goods will be wasted, so the first factors that affect the guest unit price is associated with sales.
1: complementary relation: this class recommend suitable for embedded associated, with own quiet way on baby describe various places, shopping intention of buyers first. On the top of page recommends the jeans, for example, bought a swimsuit can see swim cap. For household, home decorations, cosmetic products that occupy the home, decoration, decoration and other purposes, baby can recommend related to the baby. For example the shopkeeper in a lattice of bin details page recommendation glove box, bra receive a case at the same time, the shoes receive a case related to receive equipment, customers when buying household class baby is likely to buy the baby at the same time.
Type 2, substitute associated: currently, there are two kinds of common plug-in, one is in front of the baby details, the other is behind the baby description. Customers into the shop, the first screen to see the price, the main figure, sales volume, quantity evaluation of these, if you feel well, go to view details. Clients such as judgment, to recommend at this moment, can get twice the result with half the effort. For women's, men's clothing, children's wear, sportswear, women's shoes, men's shoes and other clothing categories, affiliate sales can recommend similar to promote baby baby. For example shows a cotton dress, the shopkeeper can recommend the same material differs character style of other dress.
Type 3, promotion association: collocation of promotion methods which the shop at the same time, guest unit price will increase greatly. For buyers to recommend a baby at the same time, undertake collocation to buy discount, can bring more power for buyers to purchase. Add also is a kind of promotion gift, such as women's shoe store may have socks, towel, insoles, half yards mat and other supporting, may become a package as a gift. Recommend analysis data, bought a baby, or focus on the baby will like the same baby, are interlinked to choose suitable for baby, try to be different, baby different recommendations. List the cumulative number of sales stores at the same time, to show buyers shop's strength, to a certain extent can improve the trust of the buyers, buy more confidence.
The second recruit: back to the customer to hold
I don't know do business entity shop? And if so, then 28 principle must understand this truth, 80% of the shop is by 20% and old customers to create profits. Many old customers every time there is a new demand on goods bought, this is for food/health products/products/auto supplies/purpose of everyday items such as businesses are particularly important. Many consumer report is divided into three categories of his customers, sales for the three kinds of customer psychology, get twice the result with half the effort. Type A customer: selective type. Type A customer to catch the scalp for critical properties, but they are A part of consumers, account for A substantial proportion number of taobao. They are more like cheap things, but the quality of product and have higher requirements. Which often appear in the daily specials, seconds kill the low-cost promotional activities such as bus, who after need careful handling, bad review or customer complaint are generally derived from them. Type B customer: busy. Type B is due to the nature of customer will go wherever there are delicious, such as customer accounts for 50% of the whole taobao crowd, they demand product is popular, price/value of goods, the most often meet this kind of place is getting customers, daily specials, tao COINS, etc. These promotional activities. Type C: customer loyalty. C customers that part can be regarded as the high purchasing power, high quality, is extremely loyal customers to the store. Such customer's tastes and consumption ability are high, and they will as long as there is needed to store, also may lead to people around you. If a shop can have 20% of the customers, so this store the overall guest unit price has been very stable. Above all, A shop to steady development must grasp on the 20% C/B customer hold to maintain 50% of the customers, and then carefully dealing with nearly 30% of the type A customer, the store's guest unit price can not fly up?
Three recruit: baby will incite for details
Customer clinch a deal the way generally can be divided into three kinds, one is a rational consumption, is to know that what they buy, this customer belongs to "national table tennis player" - often play. See want goods immediately taken not bothersome, it requires us to know the precise marketing; The second is impulsive spending, it is to see good things can't help but impulse just bought, this requires the store decoration is better, the sight of the baby will have the urge to buy; There is a kind of apparent rational consumption have emotional side, the customers like the supermarket, he could make a list, the result found around a circle also bought a lot of that was not on the list. This requests us not only to decorate, and want to dig up a glib customer service customer's impulsive purchase. 1, picture the sense: most of the time some two three champions league crown shop, the shooting team is not a big institutions, model is not professional, but have very good volume and purchasing power, and even some fans specialized collection and focus on the shop image, this is because the owner on the pictures were taken to seize the two main factors: functional and provocative. Functional needless to say, clear the picture pats well is the most basic requirement, the customer is often because the content of the picture is explained clearly, and show detail can trigger a purchase. Will reflect on the ideas and thoughts and provocative, a lot of pictures using the shooting scene, themed, there are many choice for potential customers character, size, style of the master. There are two such benefits, themed show can let a person produce lenovo to the use of baby, according to customer characteristics of shooting and give consumers more use of the sense of products, see figure can be thought of using scenarios and feeling, it is just flat make clear baby, come more easily. 2, copy accurate malicious; Many shopkeepers for baby details introduction text grasps is not clear, think that the more text is the more serious attitude. In fact, people buy rarely to put all the text read from cover to cover, more rapid reading, only focus on him to find the key words. Someone smile said a book for 3 minutes can't attract people should put down, so in the baby details page, maybe only 3 seconds. Cling to the 3 seconds of copy, in addition to accurate potential consumer habits, mainly to complete two tasks: product function point customer benefits. In short words, words concise, simple speak clear product characteristics and the basic features. Then throw the interest points: good function or cost-effective? Style special or is at all? Customers access to key information soon, have a clear grasp on baby. Then consider beautification font, show us, interactive, can extend the period of reading and thinking.
The fourth recruit: targeted to mention the unit price: the price of the item according to the operating purposes, good control will play a big role. Such as the item is used to attract traffic, you must have the clinch a deal the price advantage, attract traffic do association; Item b is for the sake of profit, have to be in control within the scope of guarantee profits, to improve its guest unit price, and the control range is the unit price of item b probably about 10% on average, let the customer feel together to buy goods and promotion value. One like all of the customer, they like the latest listing of things, as long as the products are of good quality and price is high also doesn't matter, so this request everybody to want to often new, strictly control product quality, customer service is good, this part of the guest unit price goes up.
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