ways and means to expand customers

ways and means to expand customers through various channels and increase the number of customers, which will help our work to some extent. Without customers, there will be no business, especially sales and other related positions. Next, I will take you to understand the ways and means of pioneering. Ways and means of expanding customers 1

Expanding customers refers to expanding customers and increasing the number of customers. The ways and means are as follows:

1. Business circle dispatching:

(1) Applicable items: high-end, middle-end and below;

(2) Work cycle selection: it basically runs through the whole marketing process of the project, and the time for the largest delivery should be in the customer storage period and the strong sales period;

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

(4) expansion range selection: around the project and the key prosperous areas in the city, people flow and business circle grade are the main criteria for business circle selection;

2. Community coverage:

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

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

(3) Selection of the customer extension personnel: mainly salesmen and bees, and a customer extension supervisor can be provided;

(4) expansion scope selection: people in the regional plate where the project is located will gather in the community stably;

3. Shopping mall tour:

(1) Applicable items: all types of items are acceptable;

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

(3) Selection of the customer extension personnel: sales and Burt's Bees are the mainstay, and a customer extension supervisor is provided;

(4) expansion scope selection: 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 lane; (5) Work purpose: widely transmit project information, and mine and collect customer information;

4. merchant direct sales:

(1) applicable items: suitable for all items;

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

(3) Selection of customers: mainly salesmen and bees;

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

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

5. Customers are strangers:

(1) Applicable items: high-end, medium-end, mid-range and below;

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

(3) Selection of the visitors: Visit in groups of two, and the number of groups depends on the project situation;

(4) Scope selection: government administrative agencies, medical and educational institutions, large enterprises and institutions, local office crowd gathering areas, and local individual business gathering areas;

6. Merchant linkage:

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

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

(3) staff selection: planning is the main task;

(4) linkage range selection: related businesses, institutions or groups that are consistent with the target customers of the project, such as motorists' clubs, education associations, luxury exhibitions, etc. Ways and means of expanding customers 2

1. Low threshold method:

Scheme 1: Customers can enjoy the annual basic beauty project by paying 365 yuan a year, attract customers with low prices, and then make profits through advanced management projects.

scheme 2: apply for the annual card and cash it back at the end of the year (for example, an annual card of 5,111 yuan can enjoy senior management throughout the year, and cash it back at the end of the year of 1,111 yuan. )

Scheme 3: Clean and manage 9.9 yuan once, and then push the annual card to customers, and you can enjoy 99 times of cleaning management for 2111 yuan. This can expand customers and let customers bring customers to experience.

scheme 4: annual card in 741 yuan, product delivery in 381 yuan, 31 times of basic management.

note: the above similar schemes use low prices to expand customers and then resell them, such as card transfer or project bundling.

scheme 5: can't high-end beauty salons use this low threshold method? Of course, if the promotion design of a high-end store is 31,111-81,111 cards, add an access card of 1,888 yuan, which is limited to 2 months. After 2 months, you must change the card.

2. Overdraft method:

Scheme 6: Overdraft method is probably used in almost every beauty salon. After experience, you can sell a card to customers. This card is a stored-value card, and you can enjoy discounts or gifts when customers recharge it. For example, if you recharge 5111 yuan, you can enjoy 51% off beauty management, and if you recharge 11111 yuan, you can enjoy 31% off beauty management.

Scheme 7: Value-preserving card: the consumer deposits 51,111 yuan in advance, and after three years of basic care, all 51,111 yuan in cash is returned, which is called beauty stock;

Scheme 8: Consumers can choose their favorite services for unlimited times, not only items, but also unlimited time within one year by paying RMB 1,111.

Scheme 9: Split the management items of beauty salons into life-long cards, life-long cards for cleaning management and life-long cards for water replenishment management.

Scheme 11: Make use of customers' consumption to earn points, and collect 1 points for every consumption of 2,111 yuan, and give a family experience card worth 511 yuan, which can be given to relatives and friends for free experience.

Third, comparison method:

Scheme 11, an annual card of 2111 yuan will be opened, and a set of 511 yuan products will be presented three months later.

scheme 12: 4,111 yuan for opening a 2-year card, and 2,111 yuan worth of products will be delivered on the spot.

note: as far as customers are concerned, they prefer to compare and take advantage. In fact, policy design is to let customers choose the second method, but only to compare with the first one.

IV. Tear-up method:

Its policy is roughly as follows:

Scheme 13, you can experience five kinds of beauty management effects by disassembling the project, from cleaning to hydrating to nourishing and whitening. In fact, it is also the time of a project, which makes customers feel that they have done a lot of management and accepted it psychologically.

scheme 14: promotional gifts, such as 38th Women's Day activities, with the original price of 5,111 yuan, which can be obtained at 3,811 yuan on March 8th, and a set of products with a value of 1,111 yuan, and plastic management for 11 times.

Scheme 15. Since it is relatively difficult for beauty salons to issue annual cards, this policy can be transformed and adjusted as follows: Step 1: The beauty salon will issue a half-year card of 1,511 yuan, and the products will be sent of 1,111 yuan, which is valid only on the day of the event; Step 2: If customers add 511 yuan, they can enjoy the annual card, which is half the discount of the previous half-year card; Step 3: If the customer is willing again, hand care 5 yuan/time, limited to 11 times, ovarian care 11 yuan/time, limited to 11 times.

explanation: don't give benefits to people at one time, and take advantage of women's desire to spend more at one time and buy addiction, because small loses big.

V. Point-by-point method:

Its policy is roughly as follows: Free card-by-point consumption: a sales form commonly used in medium and large beauty salons, that is, all items in beauty salons are calculated as points, and point-by-point consumption is made by customers. However, there is also a problem, that is, the integral equals the specific amount, and the customer is very clear about the single price. Generally, the best improvement method is:

Scheme 16, if the customer deposits RMB 11,111, 2811 points for integral, ***12811 points for bathing, 28 points for scented tea, and 188 points for essential oil, so that the customer does not know how much it costs each time.

Description: It takes advantage of customers' laziness to settle accounts, and it takes time to spend money by giving points to work. Unlike discounts, it is very troublesome to form a habit.

VI. Cash method:

Its policy is as follows:

Scheme 17: The annual card of beauty salon is 2,811 yuan, and a gift set worth 811 yuan is given;

scheme 18, beauty salon annual card 4111 yuan, 31% discount, and send 1611 gift sets at the same time

scheme 19, beauty salon annual card 2111 yuan, when it is 11 times, cash back to 611 yuan or travel, and give 711 gift sets at the same time

Description: In fact, the three schemes are almost the same for beauty salons, but the third method uses focus sales, so that

VII. Experience method:

Its policies are roughly as follows: Scheme 21. Beauty salons can have a special experience for two days every month when they are not busy, 9.9 yuan can experience senior management worth 598 yuan, and old customers +1 yuan can experience projects that have not been done, etc.

scheme 21: beauty salons are opened, and people are encouraged to quit 1 yuan to buy annual cards, with a limit of 11 cards per day. In the first year of 1, the card can only experience basic projects and make profits by pushing advanced projects and other products.

scheme 22, any offer method, customers can consume high-grade items in the 1-25 yuan experience store, and offer 1-25 yuan at will through customers' feelings, so as to improve customers' recognition.

Scheme 23: Distribute "9.9 yuan can experience the deep cleansing of international skin management once" through leaflets, and if the coupon is marked with 9.9, you can experience the deep cleansing of international skin management worth 581 yuan once. Attract customers to the store, promote other consumption or get a card.

VIII. Special price method:

The policy is as follows: Scheme 24. A cosmetics retail store located near a hospital in Beijing held a ten-day promotion activity of "As long as you are a nurse, you can enjoy a 31% discount" during the Nurses' Day on May 12, in order to attract business and clean up the inventory. All female nurses in hospitals can buy more than 21 kinds of designated products at a 31% discount if they go by themselves with their work permit.

description: this method is a good method and mode, but the variety should not be too many, and the discount should be separated, from 31% to 61%. It is very important to distinguish effectively.

IX. Value-for-money method:

Its policy is roughly as follows:

Scheme 25. During the activity, if consumers purchase products from consumer companies and reach 311 yuan, they will receive a gift package with an additional 21 yuan: a gift package with a product value of RMB 148 will be given. XXX shower gel is worth 131 yuan, and travel bag is worth 36 yuan.

Scheme 26: A beauty salon, chocolate companies and franchisees jointly hold a gift promotion activity of "Beautiful Lovers Flower Romance Day". Activity regulations: Anyone who buys any products or services in this beauty salon on Valentine's Day on February 4th can get different kinds of chocolates and roses by adding 5 yuan, 11 yuan and 15 yuan respectively.

scheme 27, another example: the customer buys a home improvement professional breast enhancement suit for a special sale of 2681 yuan (priced at 2881 yuan), and gives a special hand year card (or a manicure) to make a time difference, so as to lock the customer in the beauty salon all year round;

note: this is a method that our factory often used many years ago. We can't make money through 21 yuan gift package, but we can promote the sales of 311 yuan products through it. Of course, beauty salons can also go to some big markets to buy similar things and do their own promotion. Later, it evolved into a combination of membership system. With a card and 98 yuan money, you can get a gift every month, worth 3,811 yuan, but the gift can't be a product, so you have to be a shower gel, a mouth, an aromatherapy bottle, or some unconventional products.

X. Lottery Method:

Scheme 28. The beauty salon held the activity of "There will be a lottery every month, and gifts will be given every season", and small prizes will be drawn every month, and the small prizes will be products or gifts. Consumers who spend a certain amount in the beauty salon within three months will have the opportunity to participate in the on-site lottery activities, and there are more than ten kinds of prizes, among which the most attractive prize is a Jialing motorcycle or a tourist place in Hong Kong and Thailand.

XI. Replacement method:

Scheme 29, also known as offset method: all customers who buy slimming project service cards during the activity can participate in the "Cash-for-Empty Essential Oil Bottles" slimming project service card: 2111 yuan /11 times (no products)

Recommended product collocation: 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)

The corresponding offset amount of empty bottles of essential oil: 1. Empty bottles in 51 yuan are: tea tree oil, grape oil, lemon oil, sweet orange oil); 2. The empty bottles used in 71 yuan are geranium, lavender, chamomile and sandalwood oil, and the empty bottles used for 111 yuan are: Rose Oil

During the activity, new customers will be given the remaining nursing times of this nursing card with the nursing cards of other beauty salons that have not been consumed (note: not more than half of the times of this card) and enjoy the preferential policy of normal card opening; Buy the corresponding products in beauty salons with empty bottles (or boxes) of other brands of skin care products. One empty bottle (or box) can get a 11% discount, two empty bottles (or boxes) can get a 15% discount, and three empty bottles (or boxes) can get a 78% discount (note: the total number is not more than three);

description: firstly, it can be aimed at old customers, and secondly, it can be aimed at new customers, and the concept of replacement can be used to make customers feel valuable.

12. Binding method:

Scheme 31. Three-in-one activity: buy a set of facial mask 281 yuan (toner+gel+essence) at full price; Buy a set of eye care for 455 yuan at half price (eye cream+eye rejuvenation+moisture eye mask); 31% off to buy a set of summer mask at 572 yuan (nourishing and moisturizing+revitalizing beauty+rejuvenating factor)

Scheme 31, another example: buy a basic annual card, you can buy 51% off health care products, 41% off underwear and other related ancillary products, etc.)

Description: combine the customer's attention, promote a full set of beauty salon products, some things are not used to make money anyway, and you may not make money if you want to, so it is better to make partial profits.

XIII. Packing method:

Scheme 32. In many big stores, calculate the annual consumption of customers, and sell customers 21 bottles of products at a price of RMB 111 per bottle, ***2111 yuan and ***4111 yuan, but the promotion for 21 times will make customers feel particularly uncomfortable. It is better to make a customer's annual beauty scheme: This basically meets the needs of customers for home products all year round.

description: this will not make customers feel disgusted by frequent sales promotion, and it is more acceptable to customers as a gift.

XIV. Card transfer method:

Scheme 33. Learn the card transfer form of sales chain, and let customers consume higher-value cards with the psychology that customers love to take advantage of small ones. That is, the customer made a card in 781 yuan, and if the card is changed to a card of 3811 yuan, no matter how much money is left in the card, it will be counted as 781 yuan. And so on. Or double the balance. There is also a transfer card.

Scheme 34. A beauty salon often holds a "lucky draw every month, excellent every day".