Classic Marketing Experience Of Marketing King!

Main point: don't just make money for the purpose, and strive for your position in the industry.

　　如果你做大花猫的代理，你却只能在大花猫的产品上挣钱，那么，你只能算是末流的初级水平；如果你因为做大花猫的代理而出了名，引起了其他同类布包厂的重视，以至于不时地会有其他手袋厂来请你做他们的代理，那么，你可以算是入门的一级水平了；如果你不但引起了手袋厂的重视，还引起了服饰行业中诸如：围巾、帽子、拖鞋等其他厂家的重视，你因为做布包而培养出了整个服饰行业的销售渠道，那么，你的水平已经达到比较高的二级水平了；再进一步，如果你不但有了销售渠道，而且，已经很有名气了，很多业内的商户不用你动员就会上门来订货，你的店面里或者公司里的人气就是远要比别家的旺，而你的空间有限，以至于不得不通过收取入场费来限制进入的厂家数量，对厂家有所选择了；如果是这样的话，你就达到更高的三级水平了……

What is the highest level?

The highest level marketer is through the agent of big cat, and finally set up a unique sales mode. His theory will affect generations. His way has become an example for everyone to learn.

Main point: don't save your business card or hide your phone.

People who do business must not give away business cards, nor can you hide your business calls.

But we can always find that people who are too mean to distribute business cards can always find many bosses who do business but do not let the waiter tell their customers their phone.

I really don't understand. Since you don't owe someone else, you haven't done anything to deceive people. Why should you be afraid that people will know your phone number?

I hope that people in the world have my business card. They all know my phone number and know what business I am doing.

In the case of distributing business cards, let's give another example. For example, a courier salesman came to me for the first time because he sent me a express. If he knew at the same time sending a business card to me, and gave me a brief introduction of their company's express business and service range, then next time when I wanted to send express mail, I would think of this person and he would take out his business card to inquire about it.

Such a courier's performance must be better.

Main point: stick the business card of the target customer on the planning board, and then push yourself to act.

Sticking the name card of the target customer on the planning board can make your goal clear and clear.

Of course, at the same time, we must force ourselves to convince them.

Main points: choose export oriented processing enterprises with foreign investment as partners in domestic sales.

If we choose to cooperate with large enterprises, because the other side has already formed their own sales channels, the conditions for us will be very harsh.

But if we are looking for a small start-up factory as a partner, there will be unstable factors. First, instability of production, the two is quality instability, and the three is instability of cooperation (because such small factories may collapse at any time). Even with such small factories, there is even the risk of remittance, because when you remit the money, he may have gone bankrupt.

While foreign oriented enterprises with foreign investment always focus on OEM orders from abroad, they never have the sales network in the Chinese mainland market.

This kind of foreign enterprises has stable production, good reputation and excellent quality, but it lacks the network and experience of domestic sales in the mainland.

Therefore, we can cooperate fully with our advantages.

Main points: one of the techniques of setting points.

The package business should be more confidential in the clothing market, and it should be scattered in the retail market.

Because each wholesaler has its own fixed customer base, therefore, even if there are many similar products in the same clothing wholesale market, there will be no big conflict.

Many customers who come to the market go straight to the fixed wholesale counter, and do not walk around the West as retail customers do. In this case, if you only set one point, you will obviously reduce the chance of retailers meeting with them.

As for retailers in the same trading area, their customers have a certain overlap. Consumers tend to take a look around the East. In this case, if you set too many points, they will cause unnecessary vicious internal competition, which will affect the enthusiasm of retailers.

For example, once retailers reduce their prices to a profit, they will give up the business.

Apart from the quantity, we should distinguish between the goods.

We should try our best to distribute goods to wholesalers, so that the area and quantity will be more concentrated, which will be beneficial to the management of accounts receivable and the delivery.

Some retail outlets will also help attract other merchants to cash in.

For invalid points, such as: small quantity, little profit and poor initiative, we must make up our minds to abolish it; set points must be effective, and the more useless points are, the worse.

The standard of effective points is that I earn at least 100 yuan a month, and if I fail to do so, I must make up my mind to cancel or replace it.

Main points: this year, the price increase of materials is a disguised "RMB appreciation" act made by the Chinese government because of pressure from Japan and the United States.

Japan and the United States have been promoting RMB appreciation in China, but when Zhu Rongji became prime minister, he promised the whole nation that the yuan would not increase or depreciate.

Wen Jiabao's promotion of material prices is actually a disguised form of RMB appreciation, which is weakening the advantages of Chinese enterprises' exports.

For example, the appreciation of the renminbi means the rise of costs.

Because the wages of workers are fixed, such as: it is still 800 yuan, so that the relative production costs go up.

What happens later?

It is estimated that a large number of small enterprises will be eliminated through industrial adjustment.

Main points: European outlets should be changed to direct storage and marketing direction according to the single production mode.

In the past, Cixi people exported the European outlet, and they basically went through the "order production" mode.

Why?

Because the standard of the European socket is different from that of the Chinese national standard socket. If the European socket is overproduced, it will be difficult for us to handle it.

But there are many disadvantages in this way of production: (1) fully controlled by foreign distributors (2) the profit margins (3) are not able to adapt to the changes in material prices (4).

For example, last year, Kaifeng electric company exported the European outlet because it was too low, which caused a loss of material prices. For example, the number of European plug outlets was not up, because the direct customers were few, and they had been afraid to let go.

Main point: when everyone finds it difficult to do something, you can do well if you do well.

From the Yiwu market inspection, we can see that many merchants are very accommodating to customers, indicating that they are very competitive and business is hard to do.

But in fact, when this is hard for everyone to do, you will be more successful than others if you just spend more effort and get more ideas than others.

For example, there are many guests in the Middle East of Yiwu, so long as they go to Yiwu to find hotels in the Middle East where guests often stay (Jinding Hotel) and eat restaurants (mided, Al-aqsa, Mediterranean, Sabah, Muslims) advertise, and jointly promote with hotels and restaurants, they can achieve good results.

In addition, it is also a way to advertise in the Middle East when guests gather for religious activities.

In their way of dealing with them, we should pform their purchasing comprador from abroad into our sales agent in their country, and train some of them to run in their own country.

Besides, it is also important to try to cultivate feelings for girls who do plation.

Main points: pform all the agents into our sales representatives.

Transforming our agents into our sales representatives, we develop the market by ourselves, and then give them to agents to manage.

This relieved the agency's worries, such as: they didn't dare to buy goods, which affected our performance.

We just need an unpaid employee to help us supervise, manage, deliver and collect accounts locally, that is, the role of a salesman in forwarding goods and managing accounts.

Main point: a person's greatest asset is his life experience and relationship network.

By learning physics, you will be very successful in learning business.

How to learn physics well?

The key to learning physics is to grasp the basic principles, and then apply them flexibly.

The same is true of doing business. For example, there is a basic principle: "the greatest wealth of a man is his life experience and relationship network".

How do you apply this basic principle to doing business?

For example, I have a good friend, Shen Huiding, who is an old insurance salesman in Yuyao.

Since the original insurance policy was semi official, he knew a lot of local business owners through insurance.

But as we all know, in recent years, the domestic industry is hard to do because the industry is becoming mature and the competition within the industry is fierce.

So, he has been very sad these years.

I said to him, "can you think about what else we can do?"

He asked, "what else can I do?"

I said to him, "the greatest wealth of a man is his channel and experience, not his bank deposits and real estate". He still did not understand it very well. I said to him, "you have been making insurance. Every time you go to those bosses' friends' homes, you are going to sell insurance business. When people see you enter the door, you will know that you are talking about the insurance business again.

Can you think about what problems the bosses and friends need to solve?

For example, by the end of the year, these bosses and friends will send new products to departments and bureaus. They all want to send them with distinctive features and deliver them with high quality and low price. Can you stir up this kind of thinking?

You can use your insurance business channel to do the annual sales. "

He asked, "how to do it?"

I replied, "first of all, don't sell the new year's products to these bosses and friends in order to earn money. You must first solve the problems for your bosses and friends.

Just think about what problems they had.

They need to deliver the new year's products, right?

But many of the annual goods they send are purchased from supermarkets or shopping malls, or from the wholesale market. This kind of gift has a price comparison, and many people will send the same gifts. For example, this year, the red wine is popular in Cixi, so everyone is dry red wine. You also send this dry red wine. He also sends this dry red. As a result, everyone sends the same. The official who accepts this gift can not figure out who sent it and who sent it.

You give a suggestion to your bosses and friends: sending new year's goods must be sent to someone else to forget, send it with special features, and make it cheaper and cheaper.

If people send dry red, we send Russian beer?

Two listening to 5 liters of seven beer is only 200 yuan, while a trunk of dry red is 430 yuan.

It's rare for me to send Russian beer to me, right?

This Russian beer is seldom seen. So, when his relatives and friends saw him, they would ask him: what kind of wine is this?

Whenever asked, he would think of the person he sent, which is a good way to deliver the new year's goods.

Now that you have this idea, tell your boss friend of this idea, and then contact Russian beer seller to help him sell.

You help your bosses and friends solve the problem of new year's products. The salesperson who helps Russian beer sells products. You don't have to think about making money. You just have to think about how to help both sides get things done and how to help them solve problems. As long as the problem is solved, you can earn money.

This is a problem of thinking: that is to say, those who are insured do not necessarily have to abide by insurance, but also use their network to do other businesses. Of course, they do not have to sell Russian beer, they can also sell Korean cosmetics, sell advertisements and do information services.

The key is