营销你自己 孙路弘讲座

1、科特勒营销集团中国区科特勒营销集团中国区高级营销顾问高级营销顾问孙路弘孙路弘How to sell yourself at a good price?14PqProduct: what is the product?qPrice: what is the price you ask for?qPlace: where are you going to sell? And how?qPromotion: how will you promote the product?2Audi:qThe luxury car.qAround RMB 350,000 to 550,000 per car.qTh

2、rough dealership around the country.qTV commercial, print advertising, event, sponsor national event.Yourself as a graduates from well-known Uni at the premium level such as EMBA.qYou are the product, how to describe it? qRMB 300,000 annually for 8 hours per day at 264 daysqI am going to sell myself

3、 at the market through newspaper or by agent or by friend or market.qIts very difficult to promote myself. Its better to get help from my Uni.34CqConsumer,customer,clientqCostqConvenienceqCommunication4AudiqThe consumer need our car as the signs of their social status: which is success. qThe cost fo

4、r these consumer is the right amount.qBuild up enough dealers everywhere to close them and provide better service qWe only appear at the place our customer would like us to show.Yourself as premium productqWho is your consumer?qHow much they could afford you? Do they have budget and how much it is?q

5、What the convenience way do they find you or approach you? Or you approach them?qHow do you establish the efficient communication platform?5STPqSegmentationqTargetingqPositioning6AudiqAnnul income above RMB300,000qOfficials, white collar, successful personqSuccess through technologyYourselfqWhat the

6、 type of the company?qWho is the key person? Decision maker?qHow distinctive you are?7Gathering potential costumer leadsEstablish the first contact pointFind the costumer needs and wantsProduct demonstrationNegotiation and objection handlingGet the promise and contractDelivering and transactionAfter

7、 sale service 8AudiqDirect call, tel-sell, tel-marketing, advertisingqClubs, existing customerqeventsYourselfqWhere?qHow?qWhen?9Audiq40 minutes introduction arrangementqRecording the contact detailsqEstablish the strong brand imageYourselfqHow long the first contact?qHow well is your contact databas

8、e?qWhat image you going to establish in others mind?10AudiqAsk the right question: find out the right needsqShow the standardqImplicate the professionalismYourselfqHave you ever think to ask the interviewer a question? And what the question is, and what the purpose?qHave you ever think to set up a s

9、tandard to hire a person for an important position? And how you going to show your idea?qAre you sure the interviewer have something about you is just the right one you want to him have without you speak?11Audiq6 point position demoqDifferent feature for different peopleqDemo the only feature for th

10、eir needsYourselfqHave you have an outstanding demo strategy?qHave you think describe different advantage for different people? qWhich feature you will demo to potential employer?12AudiqConsider the objectionqStand for your customerqDefend the company profitYourselfqList all objections you may be as

11、ked for?qShow you understanding for your potential employerqHow much you worth and how much your investment?13AudiqConfirm the customer agree your workqExplore the details about the carqDiscuss the details about the contractYourselfqConfirm they know you are the right oneqExplore they consider your

12、competenceqDiscuss their concerns14How to show you understand the opponent?How to get them think you understand them?How to get the right time to show your competence?15Write the process to find a right person for an important positionWrite the difficulties as many as you can for the interviewersWrite a good standard to influence your potential employer to accept and measure other personWrite the cost