Want the money of gain consumer, be about to move first the heart of consumer. Enterprise of a lot of meal is not not to understand this reason, in fact they also made a lot of effort on sale, but discover a lot of moment effect of it doesn't matter.
"Everythings on earth all has " , want to pass the fragrant heart of sale capture consumer, also be methodical. Here introduces 6 kinds of methods that attack consumer heart door leaf continuously, take away don't mention it.
Shi Yuzhu of legend sale person says: Sale does not have an expert, exclusive expert is consumer. That is to say, truly good sale, can move namely the sale of consumer.
1 sale psychology the first type: Little cause is politic
This strategy is when dining-room sale very be necessary. Cite a case, a dining room that makes very hot in other area opens the first store to Beijing, consider previous fame again big, public praise is again good, the person of Beijing area has an idea very hard also to this new brand.
Below this kind of circumstance, the first reaction of the client is: This brand had not listened, good eat cannot decide, again wait-and-see; This inn what price, can you agree with my consumption level? What comestible does this inn have? Should I have the store that that the daily life of a family goes to alley mouth?
Want to let a client understand acknowledge you, still need successive. This needs at the beginning " stridden step is a few smaller " , contact a client from a few bit namely.
Psychologist did a test: Two groups of people cut wheat, a group is cut from the eastern side, b group from in the west cut, a red flag is inserted among, who to see cut a red flag first over there. Exclusive distinction is, before A group every other is inserting a green division 3 meters to serve as little cause, b group is done not have.
What everybody expects match no less than, a group wins a victory. -- the effective method that set little cause is implementation big target.
So a lot of dining-room are tasted newly through be being given in the doorway, publicize retail product through cate bazaar activity, build the means such as connection to contact a client through other platform or channel, pull gradually through these small contacts close each other are apart from.
The fission of lucky favour coffee also has similar effect.
Why be like one night between people did from hand the green cup of Buck of a cup of star change hand the blue cup that a cup of luck Is hope? Appear beside you, the luck with most transmission Is hope, sale is a friend in the circle, the gives a cup freely information that the and other places between elevator just sweeps. Fission sale is undertaking sadly, send the coffee that come freely through one cannikin, the habit of people also begins to change direction.
Think on psychology, people is not willing to accept the demand of taller difficulty commonly, because come true very hard. But if big target cut becomes a certain number of small targets, come true rise meeting sense is some more facile.
Enlightenment
In allowing client acknowledge and the procedure that accept a brand, want each other to establish trust, can begin to contact from a few little movement, small product, small entrance first. Once step the first pace, they can are used to and rely on this brand slowly, arise thereby agglutinant.
2 sale psychology the 2nd type: Label turns a customer group
The brand locates and next sale strategy be closely bound up, meal brand is paid attention to more and more do good brand to locate, client of set good cause group picture, for instance white-collar, 25, 38 years old between, the female is waited a moment.
Confront a client nevertheless group, we still need more the set that label turns, will attract some kind more the crowd with exact essence. For instance enthusiast of silk lady, fitness, literary youth, forage take money, eat gallinaceous confusing, lone noble, phoenix male etc.
Have a kind of such ticket only, ability is paid close attention to by the client. People just can be attracted because of label. Very much even person because the meeting is yearning the crowd of such label types, and the attempt is blended in and change oneself.
Go to to often come in and go out for instance business affairs crowd, delicate phoenix female place, because this is affected,the client is met, what also can be experienced and enjoy the life is delicate, also can strengthen confidence to oneself, establish the goal of effort.
Enlightenment
By the environmental atmosphere that label brings, can give a client subconscious inner tube will be experienced goodly, also can gift gradually the brand moves a gender one kind, gather remove a complete ring, affect more crowd by circle again again next.
3 sale psychology the 3rd type: Expect effect
Do not know you have such experience, beside a friend tastes the dish of a place blow smallpox is soddenly object, after you went, feel the difference in comparing an imagination is far however; Or you see some public date get a dining-room introduction beautiful all the more, product is inviting all the more, but the contrast that Mai Jiaxiu and Mai Jiaxiu are simply after going.
But actually, do these door inn have really so poor?
Do not have harm without contrast. Because anticipate, the client had a subconscious class suggestion to product and door inn itself, oneself had been done to its fixed position and beforehand appraise, make contrast with respect to the line of that surveyor's pole in meeting and him heart so truly.
Foreign personnel did an interesting test, they put same coffee in two kinds of different containers esp. for use in the house, the coffee taste inside the household utensils that people can think class is high generally is better. This is suggestion of a kind of psychology actually.
Still for instance domestic flower abandons flower of group new brand to abandon Xian Zhi flavour, in the course that runs office of this originality Western-style food they discover a few interesting phenomena:
The client can think chef of class of Mi Jilin star should be a foreigner generally, if publicize Chinese Mi Jilin,large kitchen feels not authentic. If introduce restaurant course to taste,be originality Western-style food + Hunan food taste, the person that wants to eat authentic Hunan dish or authentic Western-style food can take their inherent impression to sample dish is tasted, also can feel not authentic; And if say only,be shirt-sleeve dish, after everybody samples, instead feels very pretty good.
Expect meeting impact the people judgement to the product. Of course, premise must be the product also wants certainly pretty good, otherwise, can appear a kind of such circumstances: Service very go up class, place Pan Fei constant delicate, but product taste is too common, can have lose feeling, feel such taste does not deserve to go up to such cultured serves and manufacture.
Enlightenment
Guide a client to come round to be able to be publicized, but avoid by all means is excessive sale, otherwise the anticipation that the client takes is taller, disappointment is bigger. Still drill redo of good oneself exercise to benefit the internal organs is publicized, can be in-house resource only otherwise drain sale of and rather than.
4 sale psychology the 4th type: The society agrees with a principle
Social self-identity principle is actual it is so called from numerous psychology.
People has the habit that the person chooses all round reference, come with this correctional oneself choice. This also is why minority of a lot of moment will be obedient most.
For instance, general deadbeat chooses repast to bazaar, person of doorway of a dining-room is very much, on the side however hardly person, most person can produce psychological suggestion: On the side this estimation is not delicious.
Accordingly, choose oneself to let more person, besides queue up, comment on wait for old method, a lot of dining-room still choose to wait for nearsightedness frequency platform through shaking sound, deft hand now " hook in " client.
Also had net of cate KOL, cate accordingly red etc, these people often live most person's yearning life, although not be true, but be on the network at least such. Consumer is with them oriented, discover liked restaurant with the pace as them.
Of course, if dining-room and opinion cacique move sexual conform to, each other can cause resonance, undoubted meeting has stronger conviction.
Enlightenment
"Echo what other says " can be used, meal industry also is the industry that needs public praise transmission most, because it is the feeling of whole side experience of a kind of sense organ. Learn to let fraction person agree with you at least first, make a brand beautiful gradually again praise degree expand.
5 sale psychology the 5th type: The client is decision-making psychology
Had chosen to be able to let consumer less lose new move, produce contented move hard. And the choice is overmuch also may not is a favour.
When the client orders meal to dining-room, say to get a most nothing is more... than: What to have to recommend?
Face the menu of a certain number of pages, the client makes not clear dining room advocate make a product, it is not clear to do what is dining-room most the product that is good at doing, this is very troublesome. Be willing to be in without the person before a hour has a meal, the flower spends bits of on half hours eat even.
Overmuch choice, overmuch think can bring a client the burden.
Abroad has done a psychological test: Offer opportunity of exalted conserve foretaste to consumer, issue everybody discount certificate at the same time, let them buy conserve with the price under market price. Product of a group of foretaste has 6 sauce, another group has 24 sauce.
Experimental result makes clear, in the form that offers 6 conserve, the foretaste consumer preference that has 30% buy; And in the form that offerring 24 conserve, only the person of 3% chose finally to buy.
This has to give a verdict: Low decision-making cost can be brought tall clinch a deal rate.
The choice is painful, fewer choice means lower decision-making cost. In the sale process of the retail goods such as food, the proposal does not give consumer choice title.
Take chaffy dish to be exemple, sea floor is scooped up transfer from the earliest service amused gregarious attribute, this is their label; Ba Nu offers the distinguishing feature that soup of wool abdomen mushroom is them; Sip feed polarization price compares tall small chaffy dish; 9 boiler put forward is the bottom of boiler of fish of pickled Chinese cabbage that can drink.
Do the window of poor dissimilation to abstract, customer is potential because this is same product and contact a brand, contact other p
