2018外貿(mào)如何推出吸引眾多眼球的產(chǎn)品推廣
As a salesman, it is our main job to make proper recommendation. About recommendation, every sales knows to do that. However, can you really catch customers’ eyes and arouse their interest? It is very important so I’m going to share you with my views about it.
一、無論產(chǎn)品普通與否，切記“你懂非客懂”
Whatever the product is, remember that customers may not know about it.
有時候我們做一款產(chǎn)品久了，很容易就步入一種誤區(qū)就是覺得客戶也應(yīng)該很了解這款產(chǎn)品的使用功能，覺得只停留在表面基本功能介紹就可以了，這種自以為是的想法可要不得。因為在廣泛的客戶群里，總有非專業(yè)的買家，萬一遇到此類客戶。這樣的做法很明顯會讓客戶困惑，有人也會想，客戶不懂他自己可以問啊，但如果我們能提前說出客戶想要知道的，客戶豈不會更開心，對你的印象更好嗎?因此，當客戶有意向的時候，我們對于所有客戶都應(yīng)把他當成不了解產(chǎn)品的人去詳細介紹，如果你還覺得產(chǎn)品功能只是簡單按你的產(chǎn)品簡介講出來，那你就弱爆了。
Sometimes when we sell one kind of product for so long, we are very familiar with it. So we will wrongly think that customers also know it well so we only need to introduce products’ basic function. Such kind of thoughts are wrong, totally wrong because not all customers are professional. When coming across the newcomer, you may confuse them with such behaviour. Some of you may think that if they don’t know, they will ask. But shouldn’t it be better to tell customers what they want to know in advance? Therefore, when customers have the intention, we should introduce in detail like they don’t know about this product at all. If you still think it is better to introduce product functions according to brief introduction, you are pathetic.
二、讓客戶了解產(chǎn)品之外的價值信息
Have customers know about the extra value of products.
當我們完整向客戶介紹了產(chǎn)品的基本功能時還不夠哦。因為市場很大，相似的產(chǎn)品款式也很多，怎么能讓客戶選擇我們就是我們下一步的工作。這里必須讓客戶知道我們產(chǎn)品的獨特性，簡單來說就是別人有的，我有，別人沒有的，我也有?！比绾稳プ瞿?我們可以讓讓客人知道產(chǎn)品的用途同時，讓客人看到這個產(chǎn)品背后的價值，乃至設(shè)計外形的不同，材質(zhì)的不同等等，這些都很好能讓客戶感受到我們產(chǎn)品的與眾不同。增加客戶的興趣，及加深印象。
After we perfectly introduce products’ basic function to customers, we should know how to let customers choose us because market is large and there are lots of similar products mode. We should have them know our products’ uniqueness. That is to say, we possess what others have and we possess what others don’t. How to do that? At the same time when we make customers know about products’ use, we can have them behold the value behind the products such as different appearance and texture. It can perfectly make them feel our products are unique. It can arouse their interest and deepen the impression.
三、嘗試利用圖片或視頻資料提升產(chǎn)品“魅力”
Use images or video to beautify the products.
關(guān)于上述的問題，相信會有小伙伴馬上就會跟上說，這些我都有在推廣郵件上介紹到，但是效果并不明顯，沒有很好吸引到客戶的關(guān)注，得到的回復(fù)也不多。說到這里，不知道你有沒有留意到阿連前幾天發(fā)布過文章有講到過小視頻這個東西，是的，這是一個極好的手段。正所謂說破千遍，不如他看一次。視頻或者圖片都是很好讓客戶直觀地感受我們的產(chǎn)品，加深客戶興趣的同時，比一段段單調(diào)的文字不是更加有吸引力嗎?
About this, I think some of you may say that you have seen this from promotional emails but it didn’t work ideally because it didn’t attract customers well. Perhaps you have noticed that I have released an article about videos. Yes, it is a wonderful method. We always say that it’s better to have him look than to explain. Videos or images can make customers better intuitively know about our products. It can not only deepen their interest, but also can better attract attention than words do.
而阿連隨便舉個粟子說說：例如你的產(chǎn)品是電飯鍋，所有人都會說電飯煲很好理解，就是煮飯煲湯對吧，如果你只介紹這些基本功能和功率材料，那么你的銷售技巧還是Low了一點，或者高級一點的告知客戶可以做煲湯，可以煮鹵水蛋，然而只是一段文字，客戶是很難考自己想象出來的。但是如果我今天用電鍋煲做了個酸奶拍成小視頻發(fā)出來，明天又做了一個蛋糕拍成小視頻發(fā)出來，后天又來個鹵水…
For example, your product is electric cooker. Everyone says that it is understandable. It can cook rice and soup. If that is your only introduction, you are too low. Well, you may tell customers that it can cook soup and soy egg. However, they are still words so customers can’t imagine. But what if we make yoghurt with it and make a video? Or a video about making a cake tomorrow? Then…
同樣是一樣的產(chǎn)品，同樣的價錢做成了多功能煲一樣的產(chǎn)品功能通過視頻展現(xiàn)出來，你說吸引不?而且視頻，圖片都是很直觀的一個手法，比起文字更能突出重點。當然前提你必須擁有客戶的各種聯(lián)系方式，我們在郵件上可以用圖片輔助，在溝通軟件上如QQ,WHATSAPP，WECHAT則可以發(fā)產(chǎn)品的小視頻。文字，圖片，視頻多管其下。一定會引起客戶興趣的同時能給他留下深刻的印象。
You can show that your electric cooker is multifunctional through videos. What’s more, it can better emphasize the key point to use videos and images than to use words and the premise is that you have customers’ contacts. We can add images to emails. Launch videos through QQ, WHATSAPP and Wechat. It will be better to use words, images and videos because it may impress customers.
阿連相信，這幾點只要你做好了，一定會有效果的。同時也提醒大家就算是合作客戶，他們也不一樣會了解每款產(chǎn)品的使用功能，但如果客戶通過你的產(chǎn)品功能展示的視頻等，讓客戶知道有他所不知道的其他功能，這樣也會讓客戶對我們的產(chǎn)品更有信心，促進長期的合作。所以在當今信息科技發(fā)達的時代，我們要好好利用好這些平臺。誰能成功抓住客戶的眼球，誰就能更容易或者成功!加油吧，小伙伴們!
I believe it will be effective if you can do what I say. Meanwhile, I remind you that even they are your regular customers, they may not know about the function of every product. But if customers can know about other functions they don’t know through your video, they will be more confident in our products to promote long-term cooperation. Now information technology is very advanced so we should make good use of these platforms. The one who catch customers’ eyes will be more likely to succeed. Cheer up!
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