為何要做好零售 Ways to Increase Retail
增加零售量的方向 Ways to Increase Retail 顧客廣度：增加單一商品顧客人數 Customer Quantity: Increase the number of total customers 商品廣度：增加零售品項 Product Quantity: Increase number of products sold
增加零售量的方向 Ways to Increase Retail 顧客深度：增加顧客購買品項 Customer Depth: Increase number of items each customer buys 商品深度：增加顧客持續購買次數 Product Depth: Increase number of products customers are buying repeatedly
顧客廣度 Customer Quantity 顧客少 Less Customers 購買少 Buy Less Product Depth 商品深度 顧客廣度 Customer Quantity
顧客廣度 Customer Quantity 顧客少 Less Customers 購買少 Buy Less 顧客多 More Customers 商品深度 Product Depth 顧客廣度 Customer Quantity
增加名單 Increase Names List 建立形象 Build Your Image
增加名單：關心誰幫你按讚和分享 Increase Names List: Notice those that hits like on your posts
增加名單：參加社團，留言互動 Increase nameslist: Join groups, interact via messenger
增加名單: 舉辦活動新增名單 Increase Names List: Organize activities
Increase Names List: Use IBV to help retail NV Products 增加名單:以IBV帶動BV商品 Increase Names List: Use IBV to help retail NV Products 2012年2月邁阿密後認真上課 bb1回家功課
建立形象：開團～持續開團 Build Your Image: Create Groups 大家好 我是西西 過去從事幼教 現在是全職媽媽 感謝美玉~很高興有機會可以跟大家分享我的零售經驗 目前每個月有2000BV以上的零售，3/1到現在3/13已經累積有1837BV 怎麼達到的呢? 我想開團和持續開團是非常重要的～ 如果大家想要賣得多，就讓大家知道你有在賣東西 但這只是一個開始，後續的跟進才是最重要
顧客廣度 Customer Quantity 顧客多 More Customers 購買多 Buy More 顧客少 Less Customers 購買少 Buy Less 商品深度 Product Depth 顧客廣度 Customer Quantity
顧客廣度 Customer Quantity 顧客少 Less Customers 購買多 Buy More 顧客多 More Customers 購買少 Buy Less 商品深度 Product Depth 顧客廣度 Customer Quantity
After Starting a Group…. 在開團之後… After Starting a Group…. 建立形象 Build your image 零售 Retail 10顧客 10 Customers 名單 Names List
正視自己的問題 Face Your Problems 回購率 Rate of Repeat Customers 詢問率 Rate of Inquiry 不再新鮮? Keeping Fresh? 建立關係? Building Relationships? 正視自己的問題 Face Your Problems
忠誠度?中程度? Loyalty? 高滿意度 ≠ 高忠誠度 High Satisfaction ≠ Loyalty
關係 Relationship 釐清關係 Understand the Relationship 建立關係 Build on the Relationship 維持關係 Maintain the Relationship 修復關係 Fix the Relationship 維持關係 Maintain the Relationship 跟進 不斷的跟進 Follow up, Don’t stop Following Up
需求? Needs? 性別? Gender? 族群? Ethnicity? 不要預設任何立場 There isn’t one way to treat everyone
紀錄 跟進 Document, Follow up ▲ 30-3-30 ▲顧客名單 Customer Name List ▲姓名/生日/職業/住址/電話/贈品/購買日期 Name/Birthday/Profession/Address/Number/ Product/Date of Purchase ▲1-3-7-14-21 ▲聊天紀錄 Document Conversation
量 Quantity VS
What is VIP Very important person
除了價格 你能給顧客什麼？ What else can you provide?
確認需求 Verify Their Needs 產品媒合 Product Kits 顧客服務 Customer Service 持續建立關係 Continue to Build Relationship 跟進 Follow up 問-執行-問-執行 Ask – Execute – Ask – Execute