1. Describe each other's real desire.
If you don't know what the other person wants and what the other person wants, it will be difficult for you to successfully market him. However, even if you know this, you can't describe it in accurate and powerful language, and you can't start the other party's desire to buy.
There are three steps in the psychological process of reaching a deal:
The first step is to enter the other person's world (depicting the customer's heart);
The second step is to bring the customer to the edge of his world (guide the customer);
The third step is to bring customers into your world (realize marketing).
In fact, the popular "consultant marketing" and "marketing coaching technology" in recent years are all triggered by this article. The key is exactly the first step-to describe each other's desires and visions in accurate language, so as to enter each other's world.
2. Build strong trust.
No one will give money to strangers because they can't be trusted. If you want customers to put money in your pocket, you need to build a strong sense of trust. The most common ways to build a strong sense of trust are: using customer witness, packaging yourself as an expert, and using the witness of experts at the same level.
In addition to these immediate methods, you can also build trust through step-by-step transactions. If you want to close a big order, you might as well design a multi-step closing link.
The first step is to let the other party pay a small price, get the value it deserves, and begin to benefit;
The second step is to carry out consultation and provide guidance for customers to use products;
The third step is to complete all transactions.
The fourth step is to let customers witness the service and develop new customers through customer witness.
The advantages of this are:
First, you can easily complete the first transaction and expand the front end with a lower amount;
Second, after the transaction is completed, you can provide services to the other party quickly, so that customers can verify your integrity and enjoy your value;
Third, you get more opportunities to communicate with customers. More communication means more marketing.
3. Let customers enjoy the value you provide, and then collect the return.
Why do giants such as QQ, WeChat, Weibo and 360 all start for free, but they can create huge returns? The reason is that they let customers enjoy the value they provide first, then pull them down, and then slowly market!
Let me ask you, unless you can give the customer 10 times the value, you are eligible to charge 1 times the return.
You should design your marketing process so that customers can experience your value before paying. In this way, your return will increase exponentially, because customers will pay only after gaining value, and you will bear all the risks of the transaction on one shoulder.
What did you do wrong to shut the customer out? That's right, it's value. If you insist on getting returns first and then providing value, you will forcefully drive potential customers out of the door; On the other hand, you will not only win lost customers, but also earn more.
4. Activate the curiosity of customers.
Curiosity kills the cat. Similarly, curiosity will prompt customers to spend money on it. If your product, or your description of the product, can stimulate customers' curiosity, then you don't have to worry about marketing any more.
Marketing is magical. Once the mystery is exposed, even if the performance is equally wonderful, the brilliance will fade a lot. Now, modify your advertising words and product descriptions immediately. "Be sure to make advertising words like magic, riddles and half-naked girls. Customers can't help but want to open the surface and look inside. The price of revealing secrets is to buy! "
However, there is a premise that your product must be able to give customers substantial value, and there can be no cheating. Don't sell dog meat as sheep's head. Deception can only be done for a while, products can give customers real value, and customers can follow you and fall in love with you!
5. You must test.
There is no omnipotent strategy and method to make money. The marketing of different products also needs the combination of different marketing strategies. Before making a large-scale investment, you must test whether your idea is really feasible.
"Logic is not credible, consumer psychology analysis is not credible, authoritative theory is not credible, and successful experience is even less credible, even I am not credible."