Chapter 41 Chapter 40 A sense of security is more important than anything else

In the morning, at the gate of the store, I saw my younger brother and Xiaoyu standing at the desk of the store talking, their demeanor was so intimate that they didn't realize it when I walked into the store. I coughed lightly, my younger brother and Xiaoyu turned their heads at the same time, and when they saw me, they both hesitated. My heart moved, and I pretended to be very casual and asked: "How is business these days?" Xiaoyu said: "It's almost the same as before. Many customers just come in to take a look and leave. No matter how enthusiastic we are, the customers are very cold."

I said, "Let's sit down and have a meeting, the three of us, to see if there is any good solution." The younger brother smiled and said, "Is it so exaggerated? It's just these three people. If you want to say hello, everyone knows it. Why do you have a meeting?" I said, "You can't say that. Meetings are a sign of prudence." This is our first meeting.The three of them meet almost every day, and they are still having serious meetings together, which is indeed a bit funny. I said: "Our store has been open for more than three months and has achieved certain results, but there are still some shortcomings. Today we mainly analyze what shortcomings we still have and how to improve them."

My brother and Xiaoyu laughed before I finished speaking. Xiaoyu said: "Brother, you are like the leader of our school giving a report. I have goose bumps all over my body." I grinned and said, "Isn't that what people say in meetings?" The younger brother said: "You call it retreat, let's do something real, shall we?" I said: "Okay, you are often in the store, what difficulties do you encounter, tell them, and we will find a solution together." The younger brother said: "The difficulty is that many customers are unwilling to disclose more information. No matter how enthusiastic you are to him, they will always ignore you, as if they are really God."

Xiaoyu interjected: "The customer is God." The younger brother continued: "There are a lot of people who come to this market to shop, but many of them are just shopping. Even when they arrive at our store, they just ask a few questions and leave. No matter how enthusiastic we are to them, they are very antagonistic. , as if we were liars." I said, "It's a normal state of mind. A lot of people like to take the initiative into their own hands. The more they reveal to you, the more insecure he feels." Xiaoyu said: "In fact, there are still many people who come to our store every day, but many people are unwilling to leave more information. This is probably like what the elder brother said, fearing that if more information is left, it will be gone. sense of security."

I nodded and said: "Among the people who come to our store, there must be many customers that we are interested in. If we can dig these customers and turn them into our regular customers, then our store will be prosperous in the future. Very promising." I asked my brother to take out the visitor registration he usually recorded.The records densely record when and what kind of guest came, asked us something, what time and what time they left, and so on. The younger brother's work should be considered careful, but there is no more customer information on the record.Without customer information, it means that we are in the open, and the customer is always in the dark.

What we have to do is to pull customers out of the dark.By pulling customers out of the dark, our goals are clear, so that we can directly and accurately find customers and establish long-term cooperative relationships with them. I asked my brother: "There are many customers who visit the market every day. These customers will definitely make purchases in the market. There are many stores for him to choose from, but he will only choose one in the end. Which one do you think he will choose? " The younger brother said: "He may choose the biggest one, or he may choose the one with the most characteristics."

Xiaoyu added: "I should choose the one I feel most comfortable with." I said, "Yes, are we the biggest? Are we the most distinctive?" Both younger brother and Xiaoyu shook their heads. I said: "Since we are nothing, we can only work hard on the details. As Xiaoyu said, we should be the most assured purchase point for customers. When a customer comes to the market, except for regular customers, generally speaking , will visit a few more stores for comparison. It’s fine if you don’t visit our store, but once you visit our store, you must do a little bit to make him feel comfortable. If he feels comfortable, he will expose his own Buying intention, as long as he reveals the buying intention, it will be fine."

The younger brother said: "How can we make the customer feel comfortable? Make him a cup of tea? Give him a seat? Or make the environment warmer?" I said: "If you are indifferent to the customer, of course he will not be comfortable; if you are too polite, he will not be comfortable either. The key is that the moment the customer enters the door, you can make him relax and make him feel casual, then he will be happy. comfortable." My younger brother laughed straight after hearing my words, and said, "Even gods can't do this. Can you?" I smiled and said, "I can't do it either, but at least I figured it out."

Xiaoyu said: "As long as you think about it, there is always a way." I nodded and said, "Let's imagine that if you are a customer and you go to a store, what should be the first sentence the store owner says to make you feel relaxed." Brother and Xiaoyu thought for a long time but came to no conclusion. I said: "Let's design a short sentence. This sentence will instantly disintegrate the customer's awareness of prevention. As long as his awareness of prevention is low, it will be easy to handle later." My younger brother and Xiaoyu looked at me with a smile.

I thought for a while and said: "You can use this sentence: You are my first client today. I wonder if there is any business between us?" Xiaoyu burst into laughter and said, "Brother, you are too funny. Can you get the client with just this sentence?" I solemnly said: "Don't underestimate this sentence. You analyze it. It actually conveys several layers of meaning. Do you know which layers of meaning it is?" Xiaoyu shook her head. I said: "One is that you value him, everyone wants to be valued, but sometimes customers will suspect that you value him is false, adding numbers is actually adding certainty, because there is nothing more persuasive than numbers Strong; second, your way of greeting doesn’t make him feel pressured, it’s very casual; third, you’re unintentionally forcing him to communicate with you, but he doesn’t realize it.”

My younger brother and Xiaoyu couldn't help but nodded after hearing my explanation. I said to my brother: "Let's just practice it. Now you are the customer and I am the shop owner. Remember, you must regard yourself as the customer and figure out the customer's mentality." The younger brother held back his laughter and came in from the door.I said loudly: "You are my first customer today, I believe there is cooperation between us." Xiaoyu laughed beside him.She said: "Brother, your line is wrong, that's not what you said to us just now." I think it's funny, like acting. This in itself is acting, but this play must be performed in a real way, so real that it is like this is how we receive guests. I asked Xiaoyu and my younger brother to enter the play deeply, and to try to figure out different mentalities from the customer's perspective and our perspective. I said: "The most important part of this sentence is the quantifier part, that is, 'the first'. The latter part can be changed according to different situations, and sometimes it can even be used as a joke." I asked Xiaoyu and my younger brother to practice it several times, and it gradually became less funny than before. The younger brother said: "Don't say it, it's such a common sentence, it really makes people feel unsuspecting." Then he asked another question: "If it's afternoon, do you also say 'the first'? Or did two people come in one after the other and say 'the first' or 'the first'?" I said: "No, we should start with the first one and say it in order, as much as possible." The younger brother said: "Then it will be the third one in the afternoon. Will the customers think our business is too bad?" I said: "No, customers will feel that we are sincere and not bragging; if it is the 30th in the afternoon, customers will think that our business is good and we receive many people. In short, when customers enter the door, add a number to it, Customers will at least feel that you are dealing with them with your heart, because you remember every customer with your heart. If you do things with your heart, will customers not be at ease?" During this period of time, Xiaoyu and his younger brother really followed the method I taught them. Unexpectedly, the effect was really good. It not only increased the retail sales, but also found many group users. Our customer base has also gradually expanded.