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黑光网 首页 > 影楼管理 > 门市接单 > 门市销售:如何提高套系成交均价

门市销售:如何提高套系成交均价

转载自:头条号:影楼管理之道 2019-12-13
门市销售:如何提高套系成交均价_门市接单_影楼管理_黑光网

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  一个真正的门市高手是不会轻易的问顾客消费预算的。他只会把价格从高到低或者从低到高的依次介绍,并且会主动说明高低套系的核心区隔,以及它的意义。

 

门市销售:如何提高套系成交均价

图源自黑光图库 千赢国际娱乐师-家庆

 

  高套系的重要性:

 

  1.定高套餐的顾客往往个人素质都比较高而且很好服务,在镜头面前也会表现,容易出靓照,从而提升影楼的品质档次。

 

  2.如果按公司全年服务1000对顾客计算假设,每对顾客的平均套餐增加300元那么在同一个平台上公司即将多产生300000元利润而且这个利润往往比后期加款的利润更可观,客怨更少。

 

  3.能够预定高套系的顾客他们的朋友往往都能定他的同等套系或更高套系,因此可以良性的带动公司的平均套餐价格,从而整体带动影楼年营业额的增长,

 

  如何接高套系:

 

  1.接单顺序要由高往低或由低往高介绍,价目表设定时要体现套系区隔,门市在销售的时候要强调套系之间的核心区隔与意义,门市在前期销售的时候铺垫说明本店的顾客最多选择的套餐就是这款,然后再找到顾客心里价位后进行套系差异比较。差异化的内容主要体现:价目表行销设计、差异化的产品、服务、外景等

 

  2.学会主动的推荐主打套系:门市的自我心态调节并且了解顾客需求后带动顾客的消费心态。学会帮顾客进行比较,比如:汽车的差异、酒店的差异、手机的差异、影楼与照相馆的差异

 

  3.影楼在整体运营时应该调整高单与低单的区隔比如:休息区环境、千赢国际娱乐师的资历、化妆师资历、VIP的顾客可以提前安排预选衣服,享受优先权、设计最新套餐的主打内容:礼服区隔、外景、产品的区隔、千赢国际娱乐主题等等

 

  4.门市准确的了解顾客的真实消费能力,根据顾客的经营事业、家庭住址、交通工具,敢于推猛单、高单、突出定制化、尊荣化(最好能上顾客家里看场地然后在顾客家里订单-带上千赢国际娱乐师、设计师等)

 

门市销售:如何提高套系成交均价

图源自黑光图库 千赢国际娱乐师-家庆

 

  影楼了解足够多的顾客信息,才能知道对哪些客户能够提高套系价格。让顾客信息都存入档案,方便对顾客进行跟踪或回访,同时也让顾客感受到被重视。

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