What is a stall? Basic cognition of stall setting
Objective: Why set up a stall?
Threshold: Is it difficult to set up a stall?
Profit: Can you make money by setting up a stall?
How to start? Preparations for setting up stalls
City Tune: What should I do?
Contrast: what to sell to make money?
Optional: What can I sell?
What do I sell? Preinstallation work
Positioning: Where to set up a stall?
Qu Yan's Early Bend: Where to Buy Goods?
Cost: How to make a budget?
Who do I sell it to? Consumer group analysis
Customer: Who shall I sell my goods to?
Motivation: Why did you buy mine?
Price: How to price goods?
How do I sell it? Analysis of sales skills
Drainage: How to attract passengers?
Publicity: How to Refine Selling Points?
Game: How to Deal with Bargaining?
Deal Laughter Search House: How to Deal?
Locker: How to increase viscosity?
Frequently asked questions about booth setting
Matters needing attention in setting up stalls in rainy days
Matters needing attention in setting up stalls in winter
Matters needing attention in setting up stalls in summer
Matters needing attention in setting up stalls at night
How to deal with unexpected situations
In the last episode, we talked about five types of stall bargaining, analyzed the psychological activities of consumers, and gave some countermeasures. Setting up a stall to do business is different from running in a store or opening a shop in a shopping mall. It pursues on-site turnover. Because most of the stalls are not in fixed locations, they are not operated all day and there are no stable consumer groups, so the time for selling stalls is limited.
Six ways to improve trading by spreading goods.
Enthusiasm and initiative, expressing feelings.
Promotions and discounts, bundling
Appropriate recommendation, for reference
Take the initiative to build momentum, hunger marketing
Build trust and reform repurchase.
Maintain customers and lead customers with customers.
Enthusiasm and initiative, expressing feelings.
Successful sales must start with a smile and communication. If stall owners and customers talk speculatively, the probability of clinching a deal is naturally high, because people will make purchase decisions according to their own emotions. It should be noted that enthusiasm and initiative need to be moderate, and excessive enthusiasm will make customers feel depressed, embarrassed and even rejected.
Watson's shopping guides are very powerful, which can guide customers to go shopping or even buy more, but they have a label: excessive enthusiasm and excessive sales promotion. This is easy to cause some customers' resistance, but it is counterproductive. Therefore, it is very important to learn to read words and observe colors, that is, to observe consumers' expressions, emotions and reactions, and to make judgments for the next sales. If customers are interested in products, seize the opportunity to actively promote them. If the customer has made it clear that he doesn't want to buy it, don't push it too hard. In short, it is the same sentence: just the right boundaries and a sense of distance.
Promotions and discounts, bundling
Before bundling, I talked about it in the pricing article of 12. Here, I say a new idea, that is, using bestsellers to sell goods that are not easy to buy. This method is especially suitable for stall owners who have a large number of unsalable goods in stock.
For example, if you sell disinfectant wipes to wipe the screen of your mobile phone, you can't sell them, and you can't buy one for one, because you also send wipes. What does this mean? Explain that your product has a narrow audience and low market demand.
Then we can try this: buy two packs of disinfectant wipes and get a mobile phone holder. The core is that this mobile phone bracket has a novel appearance, excellent texture, looks high-grade, and has a high market demand, but not only some customers will buy this high-quality additional product of disinfection wipes.
Appropriate recommendation, for reference
By recommendation, we mean to let customers buy similar goods together, which is very common in the case of jewelry stalls. The customer selected several kinds of jewelry. In this process, the stall owner can judge according to the style of goods selected by customers, analyze each other's preferences, and come up with similar goods to give customers suggestions. In terms of color and style, what color clothes this jewelry is suitable for, and what kind of effect will it show when it is matched. Here's a suitable set. Try it. This kind of recommendation is not a tough sales promotion, but a suggestion after understanding the needs of customers.
Remember the girl selling Hanfu in the fifth episode? She thoroughly studied the reasons and fashion trends of the post-90s generation who like Hanfu. The customer thinks she is an expert and can accept opinions gladly. At her suggestion, customers often change from buying clothes to adding cloaks and hairpins.
Take the initiative to build momentum, hunger marketing
In social psychology, there is a concept called conformity psychology. Think about it, are people more willing to get together and buy goods from busy stalls in the market, and hardly notice the goods in the deserted stalls? When people see that there is no one in front of your booth, their first reaction is: the business of this booth is not good, either the things are bad or it is too expensive. And those crowded booths will give people a sense of trust, preferring to get together rather than choose the wrong one.
Therefore, experienced stall owners will take the initiative to build momentum for the booth and create a lively booth with many customers. Hunger marketing is also a good way to improve transactions. For example, if the customer's eyes wander on a certain product, you can make him increase his desire to buy in one sentence, that is, there are only two pieces, and when they are sold out, it will be over. Does it look familiar? This routine commonly used by the sales department is also applicable to the stalls.
Build trust and reform repurchase.
For novices, if they want to continue the stall business, they can also add repeat customers online for follow-up transactions, especially when it is inconvenient to set up stalls or guests don't have time to shop.
After building trust with customers, you can actively add each other, so that customers can choose the items displayed in the circle of friends every day through you and maintain long-term transactions. You can also pull a group, bring together customers with similar preferences, and maintain intra-group interaction through related topics, so that everyone feels that they have found a suitable circle. Friends in the group can get relatively favorable prices when choosing goods, make like-minded friends and share their views on their favorite fields, which is an extension of the community economy in the stall economy.
Maintain customers and lead customers with customers.
This method is especially suitable for middle-aged and elderly consumers, and it is not a gift or a very low discount for old customers to introduce new customers. When new customers come, they will also give certain newcomers benefits.
It's like a new shopping activity on a shopping website. Old customers bring new customers, which means new consumers. Giving appropriate rewards or goods with low discounts will stimulate the enthusiasm of old customers and increase the number of new customers. When new customers become old customers, they will have the motivation to attract a wave of new customers and enjoy the benefits of old customers. Think about the once popular activity of "helping to cut a knife". Is this the idea used?
In this programme, we share six ways to increase the turnover of stalls. Novice stall owners can stack and combine according to the actual situation and use them flexibly. The goods are sold, does it mean that the sale is over? In fact, stall sales behavior is not limited to trading, and good after-sales will also bring many benefits to our stall marketing.