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          家紡網
          首頁 > 創業幫 > 加盟學堂 > 分析 > 專家教你關于促銷的三大法寶

          專家教你關于促銷的三大法寶

           2015-4-9

               三大法寶,完成促銷層面的策劃。同我黨的三大法寶一致,即統一戰線、黨的建設、武裝斗爭。

            第一,統一戰線。

            指最大限度發動一切可以發動的力量,團結一切可以團結的力量,使自己的產品廣告盡可能多地出現,與消費者廣泛接觸。成功品牌的廣告無不是見縫插針、遍地開花,比如王老吉的終端廣告覆蓋全國、茅糧酒的廣告遍布云南。

            第二,黨的建設。

            這里有兩層意思,一是內部建設,二是指要外部建設。

            從產品到品牌的轉換,需要解決的核心問題就是如何用最快的方法教育市場、教育消費者。而成功的教育市場,不管是電視購物也好,軟文炒作也好,還是活動營銷也好,最核心的就是同時運用這三種方式:

            一是產品廣告或信息要達到足夠的頻率,以反復強調“感服”消費者。

            二是充分強調產品的技術和功能方面的知識,以知識理性“說服”消費者;

            三是用形象代言人或專家代言,以權威“懾服”消費者。

            第三,武裝斗爭。

            是指使用不同層面的營銷手段和戰術。比如終端攔截、聯銷體、電視購物、電臺坐診、借渠道、店頭廣告、新聞報道、冠名等都屬于新式營銷戰法。

            其中舒蕾的終端攔截戰法最為有名,具體表現為:

            集中火力。一是反應迅速,時間上與對手一致,尤其在周末、節假日的“對抗促銷”必須全力進行;二是集中人員,除保證足夠的導購、禮儀人員外,經理、品牌負責人要親自到場,并統一著裝;三要集中豐富、新穎的贈品,保證“火力強大”。

            多場出擊。要選擇當地洗發水銷售前3~5位的賣場同時進行對抗性促銷。

            宣傳突出。一是酬賓信息內容要清楚明了,要有“由頭”性標題(如夏日送開心,舒蕾豪華贈),同時要多點擺放,醒目突出;二是要有活動背景(如屏風)展示形象,烘托氣氛,立牌廣告、POP等都應配套齊全。

            把守關口。在賣場的大門、入口、通道等人流處,多設賣點和宣傳點,堵死對手的現場促銷點,有條件的要進行大型搭臺促銷活動。

            游動攔截。在促銷展臺外安排若干促銷人員,在賣場范圍內派發宣傳單、流動宣講,以吸引消費者到促銷臺前詳細了解活動內容,做到“游”、“守”結合,多重攔截。

            提示贈送。在大門或賣場入口處安排一名人員用一句話(如舒蕾今天有特別酬賓活動,禮品特別豐富,請您關注!)提示顧客注意活動內容。另外,賣點要醒目地展示贈品,最好按買送搭配放置,清楚醒目,充分吸引顧客。

            細訴功能。在購買成交處,一定要詳細規范、有針對性地將舒蕾的獨特功能和優良品質向消費者進行解說,告訴消費者打折或贈送禮品并非是因為產品積壓或快要過期。

            堅持到底。“對抗性”促銷是短兵相接,期間競爭對手可能會采取一些新的對策來進行抵抗,舒蕾的原則是“對手不促銷,自己常促銷,對手小促銷,自己大促銷。”

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