When it comes to marketing, first, I will share with you a very typical case:
An old lady said she would buy some apples and asked about three stores. The first one said, ” Our apples are sweet and delicious.” The old lady shook her head and walked away; the nearby shopkeeper said,” My apple is sour and sweet.” The old lady then bought ten dollars; to the third store, the store owner of course thought that the old lady had bought apples from others and he certainly wouldn’t sell out anymore, thus just asked her, ” the first apple is sweet, how did you buy the second sweet and sour?”The old lady then explained her real needs, ” My daughter-in-law is pregnant. She likes to eat sour, but also need nutrition.”The store listened to this and then follow the opportunity to sell their kiwi and said, ” my kiwi sweet and sour, is also a very suitable fruit for pregnant women, which still rich in iron and vitamins…… ” Finally, the old lady was bought 80 dollars of kiwi.
The core of this case is actually very simple. The third store got the largest sales volume, because only he had asked her about the old lady’s real needs.
Over the weekend, our company provided the sales department with an opportunity to study outside, and the above case was shared in this study. Same —– principle, casting pipe industry is no exception. Our common sense is that the guest enquiry is to want pipe fittings, and the negotiations around this product, take it for granted that pipe fittings are the customer’s needs. But the question which is easy to overlook is: why does he need the product? What does he do with this product? What are the market opportunities that customers need, and what can we help them with? Today, all the staff had discussed around the above topic together: how do we fully show our value in the communication with our customers?
At the end of the discussion, there is an impressive concept: cost composition. When it comes to cost, we often only think of the cost of the pipe fittings we sell. Although the price of our pipes seems to be not low in the market, when combined with its service life, risk cost, use cost and other aspects, the cost of our products will decrease. In the long run, we will be the best choice for customers.
DINSEN has never stopped pace in the direction of exploring the deep needs of customers. The company’s goal is necessarily to make greater profits, but helping the customer to get the profit he wants is the premise for us to achieve our goals. Improving the service ability and letting customers have a deeper understanding of the greater value of the cooperation with us is the optimization that we will achieve in the next stage.
Post time: Aug-15-2022