Chapter 92 Fan's Marketing Strategy

After Fan Wubing received the first batch of 500 computers, many people immediately came to contact him for business.

It's easy to make money by flipping out computers. You must know that the output of this thing in the United States is also limited. In the summer, when Deng Gong inspected a certain children's palace, he casually said that the computer should be grabbed from the doll, so he went up and down. There has been an upsurge in learning to use computers, although many places have never touched this kind of thing.

"What do you use the computer for?" Fan Wubing was different from ordinary agents, he just sold the computer and he wanted to question every customer who came to buy a computer.

"You sell computers, why do you care about me so much?" Twenty years later, his answer would definitely be like this, but this was more than 20 years ago. It's not easy. Every agent who can get a large number of computers in stock is a great talent.

Therefore, customers gave various reasons, such as buying it back to decorate the facade to cope with the inspection, buying it back and placing it in the office to make their customers feel awe-inspiring, etc., etc., can really play its role There are very few of them, except for some colleges and research institutes that can be used to educate students, they are simply dark pearls.

"This won't work!" Fan Wubing said to his sister Fan Ting, "We have to guide users to cultivate the market, otherwise it will take a lot of time for the popularity of personal computers."

Since he brought Ni Guangnan over, Fan Wubing has been able to match his personal computer with the convenient and easy-to-use Hanka system, and the problem of Chinese input has been solved. He immediately devoted his greatest energy to the cultivation of the market.

"Does it need to be so troublesome? I think our business is very good!" Fan Ting didn't think there was anything wrong with doing business like this. The day before yesterday, just a big order from the Chinese Academy of Sciences ordered 500 computers. Although Fan Wubing's pricing is very kind. But counting the expenses of early debugging and post-tracking services, there is a total of 700,000 to 800,000 in revenue.

At this time, the FANS club only has a total of one hundred and ten student workers. The income from this large order is enough to cover their salary for a year, not to mention there are many other orders to do. At this time, Fan Ting's enthusiasm for flipping computers is getting bigger and bigger.

"The whole set of marketing strategies is still very necessary! Let me give you an example!" Fan Wubing walked around the room while preaching to his sister Fan Ting, "For example, we are going to do a personal computer project now. , the eyes are dark, this is the initial stage of entrepreneurship. It turns out, ouch. Most people in China have never used this thing. This is called a big market potential! But we carefully investigated and found that the companies in this business really Quite a few, this is called fierce competition in the market. So, we have to find a way to make customers notice that we are different, this is market positioning! We started to promote our products, this is called advertising strategy! But other companies are jealous , Said that our products are of poor quality and high prices, this is a typical vicious competition! Then we complained to the industry and commerce.

Business deal with him. Revoke his license, this is called regulating the market! "

Fan Ting heard what Fan Wubing said was funny, she covered her mouth and giggled, and asked, "Is there any more?"

At this time, several students in the store also came together. Hearing that Fan Wubing is in vain here. Fan Wubing was proud of what he said, and he saw that there were actually two beauties. She looks really good, but it's a pity that she is sister Fan Ting's classmate, the age difference is too big.

"Then we went to the street and asked people, do you want to buy a computer?" Fan Wubing continued, "They said yes! This is the bubble economy! We then asked people, do you know our company? This is the release Advertised! As a result, two beauties said they had met me, and they were old customers! Why can’t I remember them? So I asked them for their contact information, which is called customer relationship management! Then I asked the beauties, we Is your computer good? This is called spokesperson public relations! The beauty said that our computer is of good quality and cheap, which is a joint hype!"

"And then?" The student workers nearby couldn't help asking after hearing what Fan Wubing said was fresh and interesting.

"Then, of course, I have to have the cheek to ask them to help introduce a few more new customers! This is called relationship marketing!" Open up new markets! As a result, everyone came to me to discuss business one after another, and other companies were impatient. This is a market monopoly! Why is this happening? This is because these days, if you have a milk, you are a mother, and customer loyalty is low!"

Everyone immediately burst into laughter, and there were even more people around Fan Wubing at this time, there were about 20 student workers, and except for a few nearby customers who were still receiving people, most of them came over to listen to the manager. Fan Ting's younger brother is fooling around here.

"Then you tell everyone, I'll take all of your business! This is not to leave any jobs for other companies, this is called dividing the sphere of influence!" Fan Wubing continued, "But looking back, oh my god, customers There is actually an Arab in there, we can’t go to this place, so I have to emphasize again, we welcome all customers from Beijing! This is the feasible sphere of influence! Emphasize again for other customers, those who have no money will Don't follow me, this is called market segmentation! As a result, a villain from a company next to him shouted, "Our company's computer is good! This is called frontal competition!" Then someone from another company shouted, "Is there any fellow from Henan! This It’s called side competition! As a result, someone got impatient and asked me to cut the price by 30%! This is a price war! Seeing that the situation was not right, the industry and commerce came to us and told us, you should leave some room for others, don’t put A good market has been ruined! This is the behavior of the government!"

"The government has interfered, so what should we do?" Some people were still very involved.

"Open the door to do business, and sell it for the money! As long as it is not illegal, the government will have nothing to do with us. This is called psychological warfare!" Fan Wubing laughed, "It turned out that everyone liked our products and wanted to order them one after another. It’s called a seller’s market! It’s a pity that our partner, Yankee, is not active in supplying goods. This is called limited market capacity! So I said, we only negotiate business with customers with good credit, which is called a boutique strategy! The result is A customer called and wanted to talk about it. This is called e-commerce! I checked the number of the caller and found that it was from the Chinese Academy of Sciences. They have both money and needs. This is called finding target users! So I Said, I’m going to talk to you today, it’s called big customer strategy! The other party is knowledgeable, so we have to talk about Gorky, Pushkin, Mao Dun, Lu Xun, etc., this is called cultural marketing! Then I told them, I wrote Compose the lyrics and compose the music to win awards, this is called advantage display!"

"Your brother really wrote lyrics and composed music?" A beautiful woman asked Fan Ting in a low voice.

"Really! Do you know that song in childhood? He wrote it—" Fan Ting replied casually listening to it with relish.

"Wow—" Everyone who heard it widened their eyes, thinking that the boss's younger brother, Big Boss, is really powerful.

Literary youths are still very popular these days. If it takes another twenty years, it will become a detrimental term.

"It turns out that she is a super beauty. I have seen many talented people, and I am indifferent. So I said emotionally, you give me a feeling of spring breeze, and it is very pleasant to talk business with customers like you. , This is customer care!" Fan Wubing said with a bitter face, "The result is that he said bah, the brat is out of tune! This is the reverse reaction of the customer! I will continue to say it is true, it is true , This is called IBM. Or if you don’t believe me, I can give you my heart, this is called DELL. Or you can say that if you don’t believe me, who else can you trust? This is called Microsoft. I can even say that I will gradually convince you , This is called general purpose. If the other party can say it, this is called a rational consumer. Or she said, then I believe you for the time being, this is called a phased result!"

After a boy heard this, he whispered immediately, "I feel that Mr. Fan's marketing strategy is a bit like picking up girls!"

The boys next to him immediately nodded and said yes, they had already felt this way, while the girls glared at that guy, their eyes were very sharp! The buddy was so scared that he immediately shrank his head back.

"We want to publicize our products. This is called market cultivation. Tell customers what will happen if you buy our products. This is called reasonable inducement." Fan Wubing continued, "The other party expressed interest, and we need to look at the account. How much money is there? This is called entering the actual sales stage. Then I said, there will be a rebate for ordering our products! This is called being proficient in consumer psychology! The other party replied that he can also take the order from a brother company and give it to me. This is I got a sales opportunity again! After signing the form, I said that if the business you introduced exceeds the number of orders, I can send you to travel in ten countries in Europe. This is a bad check!"

"Hehe, if he really did it, would you really send him on a trip to ten European countries?" Someone asked.

"Of course!" Fan Wubing replied with a very positive nod, "This is a credit issue! Here I would also like to warn everyone that we need to be moderately exaggerated when doing business, but we also need to stick to the bottom line. It is something written in the contract, so we must ensure that we have the ability to do it, even if it is a verbally agreed condition, we must earnestly fulfill it. After all, we are going to be a bigger and stronger regular company, not just A peddler who makes a one-shot deal

"Mr. Fan, where did you come up with this set of theories?" someone asked.

Everyone was very curious, and there were many people who studied economics among them, but many of the terms Fan Wubing mentioned just now were unheard of before, and they really didn't know where Fan Wubing learned about them.

Fan Wubing laughed and said, "This is Fan's marketing strategy! If I have time, I will consider writing a book to introduce my experience!"