Successful telephone marketing cosmetics – cosmetics, shop, market – hairdressin
Ms. Lin graduated from high school after the general sale on the insurance business is also recruiting for the promotion, a little experience. Suffer depending on others, eager to live on their own. In view of the female pink growing market, those interested in the sale of goods in the female.
Her to find business opportunity, many months had to linger in department stores and boutiques, shops selling goods to understand the general situation, the average woman buying habits and characteristics of foreign advanced cosmetic products. She found that women's products can be divided into: (1) cosmetics; (2) skin care products; (3) three types of hair care products; where cosmetics are local to "brand" in their own ability to not distribute such goods, have to give up. And "hair care" is a "competitive products", small and large manufacturers often make TV commercials, and "survival of the new brand was" quite low, also decided to give up. Decided to "Cosmetic" further in-depth study, and to be eliminated from the introduction of foreign goods.
Side of her "foreign cosmetics mail order company directory," there are two series of products can be found in the introduction of (a), 100% pure mink oil, advanced skin care oil, can go to end of eye lines and wrinkles, for middle-aged women to use the . Total import prices and tariffs and NT $ 160 / bottle or so, (b), after bath skin care cream, made from natural plant training system for aloe products to market is slightly different. A month of usage, costs NT $ 120. The product is packaged, the local market in Taiwan should be able to be accepted.
She immediately order the 20 cent air, for trial before making any decisions. A month later, she received a trial product distribution friends, we are fairly good results. She decided to first order by each other bottles for test marketing, venture capital 250 thousand NT dollars. Miss Lin Department
business person, there is no sales and no experience in the down channel to promote their products, the views I have been taught, the author is suggested she may wish to "telephone marketing" accompanied "people call" promotion started. The following is Ms. Lin engaged in "telemarketing," All the facts:
A "target customer" in seeking:
1. What exactly is sold to the customer? From the customer point of view to consider.
Miss Lin initially know: she sold pure mink oil and natural skin care cream to the customers just want to sell pure mink oil, the author repeatedly reminded of "customer perspective" to think that your customers buy the pure mink oil use what, the last Miss Lin finally understood that: "consumers will buy pure mink oil for smooth skin without wrinkles, keep young, and have more confidence in foreign products."
The selected target customers (1). User age: A married woman, the normally more attention to skin care person.
(2). To the housewives in the promotion of high-income target.
2. From the "product characteristics" up research, marketing demands:
Miss Lin repeatedly illustrate the product with 100% pure mink oil, apart from these rare and most believe that women in general:
A. advanced skin care pure mink oil is the Holy products; B. use of pure mink oil, and sometimes improve their social status. DM therefore decided to request advertisement to "100% pure mink oil in Alaska, so` & skin rejuvenated. " Among the letters of introduction, re-emphasized the advantages of pure mink oil, to attract the attention of potential customers and impressions.
3. Pricing: Miss Lin has simple calculation costs, mink oil NT $ 160, natural skin care cream NT $ 120, both a more detailed review, the mink oil NT $ 180, natural skin care cream to NT $ 132. The author proposes to "Dynamic pricing method" pricing, that customers can accept the price to price, give the "general cost-plus pricing" for pricing standard. Similar products to the market sales price X0.75 for the price, and a "fixed price policy" is absolutely without any price reduction to value the gifts presented to customers resist price cuts required.
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