How to attract customers

Ways and methods of attracting customers

Ways and means of attracting customers. Expanding customers means expanding the customer source and increasing the number of customers through various channels, which is of certain help to our work. , there is no business without customers, especially sales and other related positions. Next, I will show you how to attract customers. Methods and methods of attracting customers 1

Customer expansion refers to expanding customer sources and increasing the number of customers. The methods and methods are:

1. Dispatch orders in business districts:

< p> (1) Applicable projects: mid-to-high-end, mid-range and below;

(2) Work cycle selection: basically throughout the entire project marketing process, the time with the largest order volume should be selected when accumulating customers period and strong sales period;

(3) Selection of customer development personnel: According to the actual personnel and project volume arrangements of each project, at least one customer development supervisor is generally required;

( 4) Selection of customer scope: around the project and key prosperous areas in the city, the flow of people and the grade of the business district are the main criteria for selecting the business district;

2. Community coverage: < /p>

(1) Applicable projects: mid-range and below;

(2) Work cycle selection: mainly for the customer accumulation period, followed by the strong sales period;

< p> (3) Selection of customer development personnel: mainly salespersons and little bees, and can be equipped with a customer development supervisor;

(4) Selection of customer development scope: stable personnel in the regional sector where the project is located Gather the community;

3. Shopping mall tour:

(1) Applicable projects: all project types are available;

(2) Work cycle selection: customer retention and the strong sales period;

(3) Selection of customer development personnel: mainly sales and small bees, equipped with a customer development supervisor;

(4) Selection of customer development scope : Key shopping malls, commercial centers, key markets and other key public places within a certain distance radius around the project, and target places within the traffic line; (5) Work purpose: Extensive communication of project information, mining and collection of customer information ;

4. Merchant direct sales:

(1) Applicable projects: suitable for all projects;

(2) Work cycle selection: customer accumulation period and strong sales period;

(3) Selection of customer expansion personnel: mainly salesmen and little bees;

(4) Selection of customer expansion scope: various types of professional markets around the project and in the city;

(5) Work purpose: widely publicize the project, convey project information, and tap potential customers;

5. Customers:

(1) Applicable projects : High-end, mid-to-high-end, mid-range and below;

(2) Work cycle selection: the whole process of project marketing;

(3) Customer development personnel selection: 2 people per person Visits are conducted in groups, and the number of groups is determined by the project situation;

(4) Selection of client scope: government administrative agencies, medical and educational institutions, large enterprises and institutions, urban office crowd gathering areas, urban areas Individual business gathering area;

6. Business linkage:

(1) Applicable projects: suitable for all projects, especially high-end projects;

(2) Work Cycle selection: the entire marketing process;

(3) Staff selection: mainly planning;

(4) Linkage scope selection: relevant merchants that are consistent with the project’s target customer sources, Institutions or groups, such as car clubs, educational associations, luxury goods exhibitions, etc. Ways to attract customers 2

1. Low threshold method:

Option 1: Customers pay 365 yuan per year to enjoy a year-round basic beauty program, and use low prices to attract customers. , and then make profits through high-level management projects.

Option 2: Apply for an annual card and get cash back at the end of the year (for example: an annual card worth 5,000 yuan enjoys full-year senior management and a cash back of 1,000 yuan at the end of the year.)

Option 3: Cleaning management 9.9 Yuan once, and then promote the annual card to customers. 2,000 Yuan can enjoy 99 cleaning management times. This can attract customers and allow customers to bring customers to experience it.

Option 4: Annual card is 740 yuan, free products are 380 yuan, and 30 times of basic management.

Description: Various schemes similar to the above use low prices to attract customers and then resell them, such as card transfers or project bundling.

Option 5: Can high-end beauty salons use this low-threshold method? Of course, they can. For example, a high-end store’s promotion design is based on a card worth 30,000 to 80,000 yuan, and adds an admission fee of 1,888 yuan. The card is limited to 2 months. You must change the card after 2 months if you are satisfied.

2. Overdraft method:

Option 6: The overdraft method is probably used in almost every beauty salon. Through experience, and then sell the card to customers, this card is a savings card. Value cards, customers can enjoy discounts or gifts by recharging. For example, if you recharge 5,000 yuan, you can enjoy 50% off on beauty management, and if you recharge 10,000 yuan, you can enjoy 30% off on beauty management.

Option 7: Value-preserving card: The consumer deposits 50,000 yuan in advance, and after basic care in 3 years, all 50,000 yuan in cash will be returned, known as beauty stock;

Option 8: The consumer pays 1 With 10,000 yuan, you can choose the various services you like with no limit on the number of times within a year, not only projects, but also no limit on time.

Option 9: The beauty salon management items will be split into lifetime cards, cleaning management lifetime cards, hydration management lifetime cards, etc.

Option 10: Use customer consumption to earn points. For every 2,000 yuan spent, 10 points will be collected and a family experience card worth 500 yuan will be given, which can be given to relatives and friends for free experience.

3. Comparison method:

Option 11. Open an annual card for 2,000 yuan, and after 3 months, you will receive a set of products worth 500 yuan.

Option 12. Open a 2-year card for 4,000 yuan, and receive products worth 2,000 yuan on the spot.

Explanation: As far as customers are concerned, they prefer to compare and take advantage. In fact, the policy design is to let customers choose the second method, but only use the first item for comparison.

Fourth, splitting method:

The policy is roughly as follows:

Plan 13. Disassemble the project and launch it For 100 yuan, you can experience beauty management with 5 functions, from cleansing to hydrating to nourishing and whitening. In fact, it only takes one project. Splitting it up makes customers feel that a lot of management has been done, which makes them easier to accept psychologically.

Option 14. Promotional gifts, such as the 38th Women’s Day event. The original price is 5,000 yuan for the annual card. You can get it for 3,800 yuan on March 8th. You will also receive a set of products worth 1,000 yuan and a gift of body shaping management 10 Second class.

Option 15. Since it is relatively difficult to open an annual card for a beauty salon, this policy can be transformed and adjusted as follows: Step 1: The beauty salon’s half-year card is 1,500 yuan, and free products are 1,000 yuan. The card is valid only on the day of the event; Step 2: If the customer adds another 500 yuan, they can enjoy the full-year card, which is half the discount of the previous half-year card; Step 3: If the customer is willing again, hand care is 5 yuan/time, limited to 10 times, and ovarian care 10 yuan/time, limited to 10 times.

Explanation: Don’t give benefits to others at once, and use women to consume more than once, creating an addictive desire to buy, which is a small gain.

5. The dot method:

The policy is roughly as follows: Free swipe consumption: a sales form commonly used by medium and large beauty salons, that is, all items in the beauty salon are calculated Points can be converted into points and consumed by customers swiping their cards. But there is also a problem, that is, points are equated with the specific amount. Customers know the single price very well. Generally, the best way to improve is:

Option 16. If the customer deposits 10,000 yuan, points will be given. 2800 points, 12800 points for massage, 28 points for bathing, 10 points for scented tea, and 188 points for essential oils. In this way, customers don’t know exactly how much they spend each time they make a purchase, and it is easy to consume.

Explanation: Taking advantage of customers' laziness to settle accounts, and giving points for work consumption, there is always time to spend. Unlike discounts, it is very troublesome to form a habit.

6. Cash method:

The policy is roughly as follows:

Plan 17. Annual card for beauty salon is 2,800 yuan, and a gift box worth 800 yuan is given;

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Plan 18: Annual beauty salon card for 4,000 yuan, 30% off, and free gift set of 1,600 yuan

Plan 19: Beauty salon annual card for 2,000 yuan, cash back when done 10 times 600 yuan or travel, and get 700 yuan gift box at the same time

Explanation: The three options are actually similar to the profit of the beauty salon, but the third method uses focus sales to attract customers' attention Powerful and easy to achieve.

7. Experience method:

The policy is roughly as follows: Plan 20. During the non-busy time of the month, the beauty salon can experience it at a special price for 9.9 yuan for a specific 2 days. Senior management worth 598 yuan, old customers +1 yuan can experience unfinished projects, etc.

Plan 21: The beauty salon opens and promotes the purchase of annual cards for 0 yuan, with a limit of 10 per day. The 0 yuan annual card can only experience basic projects and make profits by promoting advanced projects and other products.

Option 22: Any pricing method, customers can spend 0-25 yuan to experience high-end items in the store, and the price is 0-25 yuan based on the customer's feelings to increase customer recognition.

Option 23: Distribute through flyers "9.9 yuan to experience international skin management deep cleansing once". The coupon states that for 9.9, you can experience international skin management deep cleansing worth 580 yuan once. Attract customers to the store and facilitate other purchases or card applications.

8. Special offer method:

Its policy is roughly as follows: Plan 24. A cosmetics retail store located near a hospital in Beijing, in order to attract business and clear inventory at the same time, During the 5.12 Nurses Day, a ten-day voucher promotion of “As long as you are a nurse, you can enjoy 30% off” was held. All female nurses in the hospital can purchase more than 20 designated products at a 30% discount by presenting their work ID and going in person.

Note: This method of front-store and back-yard is a good method and model, but the varieties should not be too many, and the discounts must be separated. From 30% off to 40% off, it is important to effectively differentiate.

9. Value-for-money method:

The policy is roughly as follows:

Plan 25. During the event, consumers who purchase company products worth 300 yuan will receive an additional Add 20 yuan and you will get a gift bag worth XXX money: get a big gift bag including: XXXX products worth 148 yuan. XXX shower gel is worth 130 yuan, and the travel bag is worth 36 yuan.

Plan 26. A beauty salon, chocolate company and franchise store jointly organized the "Beautiful Lovers Flower Romantic Day" gift promotion event. Activity rules: Anyone who purchases any product or service at the beauty salon on Valentine's Day, February 14, "adds RMB 5, RMB 10, or RMB 15 respectively will receive different types of chocolates and a rose."

Option 27. Another example: Customers purchase a home decoration professional breast enhancement suit at a special sale of 2,680 yuan (priced at 2,880 yuan), and receive a special annual hand card (or a manicure) to create a time difference and lock customers in throughout the year. Beauty salon;

Note: This is a method that our manufacturers often used many years ago. You can’t make money with a 20 yuan gift pack, but you can use it to drive 300 yuan product sales. Of course, beauty salons can also go to some big stores. Buy some similar things from the market and do the promotion yourself. Later it evolved into a membership system. You can apply for a card and add 98 yuan to receive a monthly gift worth 3,800 yuan. However, the gift cannot be a product, but can only be a shower gel, mouthpiece, aromatherapy hanging bottle, or Some unconventionally sold products.

10. Lottery method:

Plan 28. The beauty salon held a "luck draw every month and big gifts every quarter" activity, with small prizes drawn every month and big prizes drawn every quarter. , the small prizes are products or gifts. Consumers who spend a certain amount at the beauty salon within 3 months will have the opportunity to participate in the on-site lottery. There are more than ten kinds of prizes, among which the most attractive grand prize is a car. One Jialing Motorcycle or Hong Kong and Thailand travel quota.

11. Replacement method:

Option 29, also known as discount method: All customers who purchase a slimming project service card during the event can participate in the "Empty Essential Oil Bottles for Cash" Activity" Slimming project service card: 2,000 yuan/10 times (no product)

Recommended product combination: abdominal weight loss: circulating oil + body shaping oil + abdominal massage cream + rosemary (? yuan)

Leg weight loss: circulating oil + body shaping oil + leg massage cream + rosemary (? yuan)

Regarding the corresponding credit amount for empty essential oil bottles: 1. 50 yuan credit The empty bottles include: tea tree oil, grape oil, lemon oil, rosemary oil, sweet orange oil); 2. The empty bottles worth 70 yuan include: geranium, lavender, chamomile, sandalwood oil, and the empty bottles worth 100 yuan There are: Rose Oil

During the event, new customers who sign up for this beauty salon with unused care cards from other beauty salons can receive the remaining number of treatments on the care card (note: no more than the Half of the number of card openings), and enjoy the normal card opening preferential policy; when you use other brands of empty bottles (or packaging boxes) of skin care products to purchase corresponding products in beauty salons, you can get a 10% discount for one empty bottle (or packaging box), and for two Empty bottles (or packaging boxes) will receive a 15% discount, and three empty bottles (or packaging boxes) will receive a 22% discount (note: the total number shall not exceed three);

Note: First It can be targeted at old customers, and secondly, it can be targeted at new customers, using the concept of replacement to make customers feel valuable.

12. Bundling method:

Plan 30, three-in-one activity: buy a set of facial masks at full price for 280 yuan (softening lotion + water gel + essence); buy at half price A set of special eye care products is RMB 455 (eye cream + eye rejuvenation + moisture eye mask); a set of summer nourishing masks is RMB 572 (nourishing and moisturizing + rejuvenating beauty + regenerating ingredients) at 30% off.

Plan 31. Another example: If you purchase a basic annual card, you can get a 50% discount on health care products, a 40% discount on underwear and other related ancillary products, etc.)

Description: Integrate customer attention to promote a full set of beauty salon products, some of which Things are not used to make money anyway, and you may not be able to make money even if you want to, so it is better to make partial profits as a tool to stimulate sales.

13. Packaging method:

Option 32. In many large stores, calculate the customer’s annual consumption, and the annual card is 2,000 yuan, and sell 20 bottles of products to the customer. The bottle costs 100 yuan, ***2000 yuan, ***4000 yuan, but selling it 20 times will make the customer feel particularly uncomfortable. It is better to make a customer's annual beauty plan: a year-round care card of 4000 yuan plus free choice of products 20 times ( bottle), the brand must be fixed. This basically meets the needs of customers for home products all year round.

Explanation: In this way, customers will not be disgusted by frequent sales, and it is relatively free of charge, which makes customers more accepting.

. That is, if a customer purchases a 780-yuan card and transfers it to a 3,800-yuan card, no matter how much money is left in the card, it will be calculated as 780 yuan. And so on. Or the balance doubles. There is also a transfer card.

Option 34. A certain beauty salon often holds "luck draws every month and discounts every day" activities, allowing potential and interested customers to draw draws. Everyone will have a prize, and when they receive the prize, they will There was a sales opportunity, but the customer was greedy for cheap and had no face. He was tempted by the discount and sold a 740 yuan value-for-money special card, which included 15 facial meridian beauty treatments. When the customer comes for the second time, regardless of whether she wants to buy it or not, through the persuasion of the store manager, department manager, and manager, she sells eye care worth 2,000 yuan 30 times. On this basis, depending on the customer's purchasing power and desire, it can be upgraded to a 3800 card, or directly to a 5800 card. If the money is not enough, the store manager can advance it on his behalf and pay it back next time. Once the deposit is received, it will be turned over to the finance department as soon as possible and cannot be refunded. In addition, there are also lifetime cards worth RMB 9,800, which come with many discounts and benefits. If a customer brings someone to apply for a lifetime card, the customer can enjoy points discounts with varying values. Lifetime cards are also divided into types: for example, the warm oil body wrap is RMB 15,000 for life, and the foot massage is RMB 15,000 for life. If the customer is getting care in a beauty salon, mention more people and things that change the card, so that the customer will have a sense of comparison and comparison, so as to achieve the effect of transferring the card.

15. Double method:

Option 35. Customers who come to the store and purchase any service card item will be given an equivalent service card, for example: a gold card bonus card. Buy a monthly card and get a monthly card, buy an annual card and earn an annual card. Another method is that if two people come to the beauty salon, they can only charge one person or one and a half people. The same is true. The wool comes from the sheep. It just depends on how the policy is set. For example, if a card is worth 3,000 yuan, if two people come to the beauty salon, they only need to pay. 4,500 yuan is enough, and you will receive another bottle of product for the other person to buy.

Note: This promo card can be given to a friend or different friends, but the number and time are limited.

16. Recommendation method:

Option 36. For example, if the annual card is 2,000 yuan, you will receive products worth 900 yuan. There should be a price difference for several bottles. Then give a friendship card (four times a month, worth 480 yuan) and a patronage card (one time, 180 yuan). Both cards must not be used by the person himself and have a validity period.

Option 37. Free "Beauty Monthly Pass": In order to launch new products and develop new markets, a beauty salon holds a "Free Monthly Pass" promotion: consumers can receive a "Beauty Monthly Pass" for free. This promotion The products provide free body care for one month; consumers who purchase a certain amount of the promotional beauty products in the current month can get a free "Beauty Monthly Pass" for the next month; anyone who introduces 2 qualified consumers to our store in the same month. Those who receive the "Beauty Monthly Pass" in our store and perform physical exercises will receive the next month's "Beauty Monthly Pass" for free. One month after the launch of the event, the beauty salon issued more than 90 "monthly beauty passes", and nearly 40 people received the second month's "monthly beauty passes."

Proposal 38: A one-yuan beauty treatment plan for the whole year. Based on the statistics of customers who spent 3,000 yuan last year, as long as you pay 3,000 yuan and another 1 yuan, you can get a free beauty treatment opportunity. The consumption of introduced customers can be used as a semi-offset. For example, if two customers spend 5,000 yuan, 2,500 yuan can be offset, with an upper limit of 3,000 yuan. At the end of the year, if you try to induce the next year or preferential products, ordinary customers will not get their money back. .

17. Continuous Accumulation Method:

Plan 39. Rolling Accumulation Promotion Case: "18 Yuan Monthly Rolling Model" Introduction: After attracting customers at low prices to increase popularity, through rolling Promotions encourage consumers to increase consumption. Customers who spend 18 yuan can get: 4 free treatments, and then spend 200 yuan on the monthly card to get: the first 18 yuan can be used as a discount on product purchases, and bring a friend to get free treatment once, and then spend 540 yuan on the quarterly card to get: the previous Spend 218 yuan to recharge other care (optional), and get 100 yuan of home products as gifts. Spend another half-year card of 960 yuan to get: The previous consumption of 758 yuan is to recharge other care (optional), and get 280 yuan of home products as gifts, and after spending another 1,680 yuan on the annual card, you can get: the previous 1,718 yuan spent on other care (optional) top-up, and you can get 500 yuan of home products as gifts,

Plan 40 "1000 Introduction to the "Yuanzhong Card Rolling Model": Use medium prices and large discounts to attract customers, and then promote consumers to increase consumption through rolling promotions. Customers who spend 1,000 yuan can get: a gift package from the manufacturer: 4 free cares, including a bottle of product, a small gift, a single care coupon for other items and a free care coupon for a friend (*** value yuan).

Spend another 1,540 yuan on the quarterly card to get: the previous 100 yuan spent on other care (optional) top-up, and get a gift package from the manufacturer: 380 yuan for home products, a small gift, and a For other items, a single care voucher and two free care vouchers for friends (*** value RMB).

Spend another 2,960 yuan on the half-year card to get: the previous 1,540 yuan spent on other care (optional) top-up, and get a gift package from the manufacturer: 800 yuan for home products, a small gift, and friends Three free care coupons (*** value RMB). Spend another 6,680 yuan on the annual card to get: top up the previous 2,960 yuan spent on other care (optional), and get a gift package from the manufacturer: 2,500 yuan in household products, a small gift, and five free care coupons for friends (* **Value yuan).

Note: The so-called "other care (optional)" refers to care with higher added value, such as ovarian care, back acupuncture, adding essential oils to care, lymphatic detoxification, hairdressing, tattoos, etc.

(All prices can be adjusted according to local consumption habits and terminal merchants’ own conditions)

Plan 40. The beauty salon launches a new promotional measure to thank old customers. Its promotional measures stipulate that if customers who purchase "annual cards" and "half-year cards" in this beauty salon continue to purchase "annual cards" and "half-year cards" in 2002, they will be The discount is based on the "half-year card" discount of "0.5% off" and the "annual card" discount of "10% off". Moreover, every year from now on, until the discount reaches "0", you can enjoy the free services of the beauty salon for life, and new customers can also enjoy this measure in future purchases. (That is: if a consumer who had an "Annual Card" in 2008 enjoyed a "40% discount", if he purchased an "Annual Card" in 2009, he would enjoy a "50% discount", and if he purchased an "Annual Card" in 2010, he would enjoy a "40% discount". Promotional Measures Within a week after the announcement, more than 100 consumers purchased the "annual card" and "half-year card" of the beauty salon, and there are still people asking about the activity.

18. Graded care method: < /p>

Plan 41, Beautiful Life Ultimate Card! You only need to spend 16,888 yuan to enjoy services worth 32,968 yuan, limited to 8 people.

Plan 42, Service Content: Within three days of opening. By ordering, you can become a lifelong permanent member. From the next year onwards, you can permanently enjoy a 30% discount on care items, a 20% discount on products, and a 30% discount on plastic surgery items at a certain hospital starting from the next year (or 8,000 Yuan's second-year care consumption fee (valued at 8,000 yuan). Specially hired as a beauty center inspection consultant to promptly inspect the center's overall work, have the right and obligation to communicate directly with the beauty center management, promote the center, and report to the center. Provide good opinions or suggestions, and receive special rewards from consultants as annual thanks.

Plan 43, 48 caring nanny VIP facial treatments throughout the year, worth 100 yuan/time, ***4,800 yuan; 48 times throughout the year. VIP hand care by the considerate nanny, worth 50 yuan/time, ***2,400 yuan; VIP neck care by the considerate nanny, valued at 50 yuan/time, ***2,400 yuan, 48 times throughout the year; VIP VIP neck care by the considerate nanny, worth 50 yuan/time, 48 times throughout the year Body care, worth 150 yuan/time, ***4800 yuan.

Plan 44, one-time fully sterile ultimate skin care course: beauty robe, slippers, beauty pants, headband, bed sheets and Alcohol, disinfectant cotton, masks, conditioning gloves, etc. form a special sterile combination package, one for each person, worth 30 yuan/time, two years, ***2880 yuan.

Plan 45. Provides a year-round integrated beauty service plan with specially designated services, equipped with private beauty consultants and health consultants worth 600 yuan. In addition, free skin care home products for the whole year are provided, which are worth 4888 yuan depending on the season, skin type, and consumption habits. Ace selected products. Can meet the quantitative needs of home care throughout the year.

Plan 46. Discount on a basic physical examination for the whole year, worth 1,000 yuan.

Plan 47. Provide family affection. 2 cards, worth 666 yuan, each with 4 intimate experience services, worth 1,200 yuan.

Note: When dividing the cards in the beauty salon, the services must also be graded, including: project grading. Beauty room classification, beautician classification, after-sales classification, activity classification

In addition, high-end beauty salons should design all possible card items, such as 10,000, 30,000, 50,000, 80,000, 180,000, 28 10,000, 880,000, etc. Another example is the 1-year card, 2-year card, and 3-year card for high-end customers. All contents must be designed in advance, and do not improvise something at the last minute.

Option 48. Attached are some activity cases: 100% prize-winning promotion: The terminal will arrange a full lottery at the last link to stimulate customers' desire to buy in the form of 100% prize-winning. , every attending customer can participate in the lottery, and the prizes are first prize, second prize, third prize, and fourth prize. The first prize is a 25% discount on the selected product or card opening item, and the second prize is The prize is 20% off, the third prize is 10% off, and the fourth prize is a small gift. Or when talking about the manufacturer's special products, the first prize is 100 yuan, and the product can be given for about 500 yuan. It is best to come in a box with 4 bottles and a care card.

By calculating the cost in advance, you can design more first and second prizes in the form of lottery tickets, or you can use four-color ping pong as lottery tickets. During the lottery, try to allow new customers to draw prizes; at the same time, privately meet the requirements of some customers who want to win the first prize.

Option 49. Bottles are rewarded, and sets are rewarded: Design a scratch card: Customers who buy certain products can receive a scratch card and scratch the prize on the spot; one manufacturer operates as follows: 20 becomes 200 For this activity, customers can get a 200-yuan gift package by adding an extra 20 yuan to the product they purchase; points redemption: each product is marked with points, and the customer confirms through the membership card, and equal points can be exchanged for equivalent items; if the manufacturer When there is a special offer, you can do this kind of appreciation promotion plan. Guests can use the invitation letter to go to the beauty salon to get a 20-yuan cash coupon, which will be deducted from each product purchased. This method is appropriate if it is the front store or the back yard.

Plan 50. Collective lottery: Led by provincial dealers or manufacturers, for a period of time, customers who consume at all terminals in the area will collectively draw a lottery after the end of the province's terminal activities. Due to the large number of participants, the awards can be designed to be more attractive, such as travel to Japan and South Korea, laptops, motorcycles, gold jewelry, wedding photos, etc.