How to sell water purifiers well
A single channel has a limited potential market and it is difficult to quickly open up market sales. However, multi-channel joint promotion can achieve twice the result with half the effort and attract a large number of profits. Consumers come to participate in the event, allowing consumers to achieve one-stop shopping and quickly open up the local water purifier market. The following is the relevant information on how to sell water purifiers that I have compiled for you. Welcome to read!
How to sell water purifiers
1. Direct selling
Direct selling is a younger sales method from abroad. The model is similar to, but not identical to, the expressly prohibited pyramid schemes. This is why direct selling companies remain unscathed despite being repeatedly reported. With an extensive sales network, a unique sales model, an exciting incentive mechanism, and exciting training courses, direct selling and MLM have the same purpose. But there are differences between the two: MLM orders people, while direct selling sells physical goods; MLM deals with individuals, while direct selling deals with stores; MLM training restricts personal freedom, while direct selling training voluntarily sign up and you can come and go freely; MLM evades taxes, while direct selling pays taxes in compliance with regulations. Therefore, none of the companies that directly sell water purifiers have been banned or blocked.
2. Meeting sales (meeting sales
A classic "conference sales" model is: organized and planned by a dealer in a certain place, contacting the local neighborhood committee or property management company Good, hold health knowledge lectures or social gatherings in the community, invite middle-aged and elderly people in the community, especially retired people, to the meeting. Several experts invited by dealers or production companies will teach health knowledge and the relationship between drinking water and health. , teach about harmful substances in tap water and their harm to human health, talk about the principles of water purification, gradually enter the topic, talk about the necessity and effect of using water purifier, and explain the advantages, characteristics and functions of the product
3. Online sales (online sales)
Using the Internet to open online stores and engage in online sales is a new marketing model that has been developed in recent years. Nowadays, many products can be found on the Internet. There are few sales of water purifiers, and some people do buy water purifiers online through it. But in general, online sales are still in its infancy in China, and its role and share in the sales of water purifiers are still unclear. The share has yet to be proven by practice and tested by time. There are many examples of getting overseas orders through the Internet, and it costs very little. It is an export channel worth trying.
4. Online sales ( Online sales)
Advertising itself is a means of promotion. The question is how to place the advertisement? Where to place it? Huamai Water Purifier has established a strategic partnership with Baidu (the world’s largest search engine). Baidu invests a lot of money in advertising and has long-term cooperation with CCTV advertising. Maybe we rarely see water purifier advertisements on TV. At present, many water purifier companies are generally small in scale, have low sales, and are relatively poor and cannot afford high prices.
5. Foreign trade
One idea: only rent, not sell, household water purifiers are rented to users, installed in residents’ homes, and the water purifiers are owned. It is still owned by the company. The company is responsible for installation and commissioning, maintenance, filter replacement, etc., and charges rent from users, such as one yuan or two yuan per day. There are also cabinet-type multi-functional water purifiers or other types of water purifiers and pure water machines for rent. Leasing is a novel model for water purifier marketing by charging rent to units, such as government agencies, schools, and enterprises, but once it is rolled out, it requires a lot of start-up capital, and its effect remains to be seen.
< p> 6. Entering supermarketsIt is certainly a good thing to sell water purifiers in large supermarkets, home appliance chain supermarkets, decoration and building materials supermarkets, and department stores. It will help improve the overall image and image of the water purifier industry. The popularity makes more people know about water purifiers and buy water purifiers. Renovation and building materials supermarkets are important sales channels for water purifiers, especially large and formal decoration and building materials supermarkets.
7. Cooperate with real estate developers or decoration companies
Cooperating with real estate developers or decoration companies to develop, produce, promote and apply water purifiers is a good marketing model.
In cooperation with design institutes and real estate developers, when developing villas and commercial housing, the household water purification system is included in the design of the house. When the house is built, the pipe system is laid and the water purification equipment is installed. One set is 150 square meters. If the price of a commercial house is 9,000 yuan per square meter, the user may accept an increase of 500 yuan per square meter. The water purification system will be handed over when the owner hands over the house. In this way, the grade of the house will be improved, and the selling price will of course be the same. Higher; and when the developed house has a whole-house water purification system and a central air-conditioning system, it will have more selling points, so the house will sell better. This creates a "win-win" effect for real estate developers and water purifier manufacturers. The same goes for working with a decorating company. Cooperating with real estate developers or decoration companies requires a certain amount of contacts or relationships, and everything is difficult at the beginning! Once cooperation occurs, both parties must be sincere, build a good relationship, and cooperate long-term to achieve a win-win situation.
8. Experiential sales
There are two types of experiential marketing methods:
One is to install water purifiers in stores for customers, especially in the future. Potential customers can try it out to experience the taste of pure (purified) water and the pleasure of drinking pure water. Of course, not only drinking water, but also listening to music, enjoying massage, etc., let him or her experience such a beautiful life every day. About 1/2 to 2/3 of the customers will have the intention to purchase after experiencing it for a week. Of course, the shopping guide lady also needs to promote and do the work.
The other type is to let him/her take it home first to experience the fun of drinking pure water. No money is charged first. After using it, you will pay after three days (or a week); if it is not used well, Just return the water purifier after three days, and most people will choose to buy it. After the sales promotion of shopping guides and account managers and the personal taste and experience of customers, most users will take the water purifier home.
Sales skills for water purifiers
1. Why should I listen to you?
"Sir/Ms., welcome. It's been a hard journey. Let's sit down and have a drink first. What aspects of the water purifier are you more concerned about?"
Note: The key point here is It is to close the relationship and guide customers to patiently cooperate with your next work, which is to conduct research on customer needs.
2. What is this?
"Sir/Ms., this water purifier is made now, ready for use, ready for drinking, energy-saving, safe and environmentally friendly."
Description: What do customers care about? , that’s what my water purifier is.
3. What does it have to do with me?
"Sir/Miss, if you choose this water purifier, your family and friends will definitely think that you have great taste and style, and know how to enjoy life and love health."
Description: Connect with customers’ needs and use praise to promote sales progress.
4. Why do I believe you?
"Sir/Miss, this water purifier has passed the national health and safety certification and adopts the most advanced "pure core" water purification system and technology. The good technology is Qianye and the Hong Kong University of Science and Technology for China's water quality and family Developed to meet the needs of drinking water, because of the good product quality and mature technology, we have become the designated Kangju product for Tianjin’s new rural construction and the trusted choice of Vanke’s 330,000 users across the country. We are currently discussing cooperation with Country Garden. What else is there? Is it worthy of your doubts and concerns? ”
Explanation: Sales is the transmission of confidence and the transfer of emotions. At this time, the confidence and emotion of speaking are very important. You need to be sincere and confident to give people a feeling of reliability and trust.
5. Is it worth it?
"Sir/Miss, we have a wider selection and rich products, covering all kinds of household water treatment equipment. In addition, we are one of the few domestic manufacturers with an annual output of one million machines and mass production. It is the most effective way to reduce costs and ensure quality. It can be said that our discounts are greater than other types of water purifiers. The money you save can bring your family to have a delicious meal! ”
< p> Description: Here, compare with competing products and benefits, so that customers can feel its benefits.6. Why should I buy from you?
"Sir/Miss, when buying a water purifier, you should not only look at the price, but also the after-sales service. We have changed from a general agent to an office here in Qianye, adopting the industry's most advanced technology and business model , the after-sales system is complete and the service is first-class, so you have no worries after sales! Some brands of water purifiers may be hundreds of dollars cheaper, but the after-sales service is not guaranteed. Don’t be cheap and affect your long-term interests. ”
Explanation: You must highlight your own advantages, directly attack the weaknesses of your opponents, and convince customers through clear comparisons.
7. Why should I buy it now?
"Mr./Ms., lucky people are blessed. It’s such a coincidence that you are here. We just have a group buying event recently. If you participate in this group buying event today, we can give you a coupon! Sir, in order to keep Do you want to buy this group purchase quota with cash or by credit card? ”
Explanation: The difference is the value, and the value comes from the difference. At the same time, the alternative method can be used at this time to promote customer purchase. speed.
Of course, the 7-sentence answer is not so rigid and needs to be used flexibly to respond to different customers and situations. For example, the third question, the opinions of white-collar hostesses and single men are definitely different and need to be carried out in a targeted manner; and these Qianye water purification teams will be trained with the agent's team.
In addition, the display of some product components can also be appropriately expanded. Because the generalized systematic discourse design includes not only sales terms, but also the development and utilization of various sales materials. For example, putting the components and technical photos of water purifiers in the exhibition hall and guiding customers to pay attention to this set of photos is an effective response to the fourth problem.
Flexible and effective words, used well, are like a peerless sword, making you able to cut through obstacles and become invincible. Water purifier sales staff taking the time to conduct research or intensive training can be immeasurably helpful in promoting sales. ;