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- 第28章 满分答卷(第1页)
第28章 满分答卷(第1页)
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第28章满分答卷
“苏总,少爷的方案拿到了!”
苏天言从白秘书手里接过方案,认真地阅读了起来。
唐力碰到的经营问题其实很简单,解决的办法有很多种。
苏天言当时都没怎么研究,脑子里就蹦出无数个能让咖啡馆回到正轨的方法。
但他最好奇的是,苏澄会用哪种方法?
苏天言越是往下看,他越觉得诧异。
这种诧异慢慢地变成了满意。
首先,基础分苏澄已经拿到了,他找准了唐力最适合的用户群体,选择了最合适唐力的高端路线。
锁定客户群体是必备的基本功之一。
像咖啡这个行业,更是需要像墙缝里插针一样准确地找出自己的潜在客户。
哪怕苏天言现在是首富,他也不会买70元的咖啡。
倒不是因为他不喜欢咖啡,而是因为这玩意儿真不值这个价钱。
所以问题就在于,什么样的人能够接受70元的咖啡?
唐力咖啡馆的经营范围有这批人吗?
苏澄如果仅仅做到这种程度,那苏天言也只会给他及格。
真正让他满意的是苏澄后面的操作。
什么砸墙换玻璃啊……更改店内的颜色灯光啊……
外行人乍一看,可能会这份方案有点匪夷所思,从而产生质疑。
但是苏天言却能敏锐地洞察方案上每一个步骤背后的意义。
外行看热闹,内行看门道。
什么扩大视线范围,增加可视半径,这些一眼就能看出来的,其实都是表面上的东西。
苏澄真正的目的是……制造锚点!
尤其是拓展糕点甜品这项业务,赚多少钱无所谓,因为它就是为锚点而生的!
各种高贵华丽的咖啡名,橱窗里的杏仁牛角面包、意大利现烤曲奇、蛋奶酥皮糕点、红桑子丝绒蛋糕等等。
苏澄的这些操作,全都是为了带给消费者与众不同的全新体验。
每一个顾客在消费的时候心里都会有一个锚点,一般是以同类来做比较。
通俗来讲就是苹果对苹果,香蕉对香蕉。
当顾客面临一杯新咖啡的时候,就会拿出正经购买过的咖啡来作比较。
咖啡的味道、价格,咖啡店内的咖啡豆香味等等,当然还有购买所需的距离成本。
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