With the development of society, marketing has received more and more attention and thinking. Enterprises want marketing, products to market, as individuals, in fact, they also need marketing. Objectively speaking, marketing has been distributed in all aspects of our lives. As the hardware industry, it is also necessary to pay attention to the role of marketing. Product homogenization, marketing homogenization, only innovation can have a way out, what should we do? Many people often misunderstand that a good marketing method is a boring thought and a brainstorming. In fact, this is a big mistake. A really good plan is to use the foot to come out. It requires us to go deep into the market, understand the market, understand the market, grasp the market, and say a thousand and ten thousand. Only by thoroughly understanding the real market demand, target demand, and effective demand, can you Formulate a practical marketing plan. On the other hand, if it is only the surface temptation and guidance of potential demand, it will be extremely sad to end up with it. The innovation of marketing lies in eight words: breaking the rules and making a difference. In order to facilitate understanding, the example shows: The king chose the heirs and gave the two sons a difficult problem: "Give you two horses, the white horse to the boss, the yellow horse to the second child, you ride to the spring to drink water, and then the winner." The boss wants to use the strategy of "towing", while the second child has robbed the boss of Ma Feichi. As a result, his younger brother won, because the horse riding the other side rushed to the front, his horse naturally fell behind. This kind of "riding thinking" is used in the business world and becomes an alternative marketing tool. A foreign businessman wants to seek an agent in China, and anyone who comes to the test can't satisfy him. He heard that there is a business man in the private sector, and he went to visit, but he disappointed him. When he found the Wizards, the man was yelling at a shop opposite, because the same goods, the price of the other party was lower, and he robbed his business. Foreign businessmen shook their heads and regretted to leave. However, in three days, the foreign merchants came back and brought a letter of appointment. The reason is very simple, the two stores are the "fairy" opened. A similar example is that Heinz has never advertised, but has a very high market share in the baby food market. The secret is that cooperation with Children's Hospital is an important business of the company, and consumption. Every time a Heinz food label is sent back, the company donates 6 cents to the Children's Hospital. It can be seen that jumping out of mediocrity and breaking the convention is the essence of using "riding thinking", which is actually an innovative thinking. If the "riding thinking" can be properly applied to marketing strategies, its significance is undoubtedly significant. Many of our companies have developed and produced many excellent products around the market demand, but they can't sell them a little bit. For this reason, the bosses are frowning and complaining. How can we change this situation? In fact, the truth is very simple. These companies have produced what consumers want, but not what consumers want, they need to be a cognitive attribute of potential demand, and want to be different, it The identity attribute that belongs to the real needs, naturally only the latter will produce real product subscription behavior, many bosses do not understand, need and want are two completely different concepts. Here, it is worthwhile to sort out some techniques to help more friends in need. 1. If the customer says, "I don't have time!" Then the marketer should say: "I understand that I don't always have enough time. But as long as 3 minutes, you will believe that this is an issue that is absolutely important to you... 2. If the customer says: "I don't have time now!" The salesman should say: "Mr., the rich American Rockefeller said that it takes a day to spend a day on the money, it is more important than working for 30 days. We only need 25 minutes! Please set aside your time and choose a convenient time! I will be near your company on Monday and Tuesday, so you can come to visit you on Monday morning or Tuesday afternoon! The customer said: "I am not interested. "The marketer should say: "Yes, I fully understand that you can’t immediately have an interest in a thing that you can’t believe or have no information on hand. It’s very reasonable and natural to have doubts and problems. Let me Explain for you, what is the day of the week? ......" 4. If the customer says: "I am not interested in attending! "The marketer should say: "I understand very well, sir, it is really hard to be interested in something that you don't know is good. Because of this, I want to report or explain to you personally, come on to see you on Monday or Tuesday, OK? 5. If the customer says, "How about sending me the information to me?" "The marketer should say: "Sir, our information is a well-designed outline and draft. It must be in line with the instructions of the staff, and it is necessary to tailor each customer to their own circumstances, which is tantamount to tailoring. So it is better if I come to see you on Monday or Tuesday. Is it better to see morning or afternoon? 6. If the customer says: "Sorry, I have no money!" "The marketer should say: "Sir, I know that only you know your financial situation best." However, it is now in the best interest to make a comprehensive plan for the future! Can I come to visit on Monday or Tuesday? "Or to say: "I understand that there are not many people who want anything. Because of this, we are now starting to choose a method: to create the maximum profit with the least amount of money. Is this not the best guarantee for the future? In this regard, I am willing to contribute my own strength, can I not meet you on Wednesday or weekend? 7. If the customer says: "At the moment we are still not sure what will happen to the business development?" "The marketer should say: "Sir, we are marketing to worry about the future development of this business. Let us first look at it and see where the advantages of our supply plan are, is it feasible? Is it better if I come over Monday or Tuesday? 8. If the customer says: "If you want to make a decision, I have to talk to the partner first!" "The marketer should say: "I fully understand, sir, when can I talk to your partner? 9. If the customer says: "I will contact you again!" "The marketer should say: "Sir, maybe you don't have much willingness at the moment, but I am still happy to let you know that if you can participate in this business, it will be of great benefit to you!" 10. If the customer says: "When you say it, do you still want to sell things?" "The marketer should say: "Of course I really want to sell things to you, but if I can bring you what you think is worth expecting, I will sell it to you." Regarding this, do we want to discuss the study together? Will I come to see you next Monday? Or do you let me come over on Friday? 11. If the customer says: "I have to think about it first. "Then the marketer should say: "Mr. In fact, have we not discussed the relevant priorities?" Let me ask the question "What are you worried about?" 12. If the customer says, "I will consider it again and give you a call next week!" Then the marketer should say: "Welcome to call, sir, Do you think this will be easier? I will call you a little later on Wednesday afternoon, or do you think Thursday morning is better?" Learning marketing based on reference and imitation is at most a guide. On the contrary, Experiencing marketing in innovation and actual combat is the root.
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