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OTC招商要用知識攻破客戶的心理防線

放大字體  縮小字體 發布日期:2016-11-03  瀏覽次數:1181
核心提示: 知識就像一大片海洋,是取之不盡用之不竭。所以企業在進行營銷工作的時候,尤其是在進行OTC招商工作的時候,應該掌握大量的知
 知識就像一大片海洋,是取之不盡用之不竭。所以企業在進行營銷工作的時候,尤其是在進行OTC招商工作的時候,應該掌握大量的知識,利用這些知識攻破經銷商的心理防線,從而為自己賺取更多的利潤。


OTC企業往往有較多的產品及品類,這些產品要求銷售人員具備大量的基礎知識,而藥店囿于人員素質及大量的商品經營,往往不清楚某一個藥品及某一種疾病的知識,難以發掘商品賣點,這是OTC企業進行知識營銷的基礎,歸納并提取出藥品和疾病的知識,與藥店合作,將其提供給消費者,這些知識就是附加價值。據此,OTC企業可收獲藥店的真誠合作,藥店獲得顧客好感,收獲顧客粘性。


比如生產降壓藥的OTC企業可以編輯高血壓健康的知識集錦,送給核心客戶,藥店將這一知識進行分割,制作成小型知識卡。高血壓患者購買降壓藥時,藥店送給患者一份《控制飲食降血壓卡》,詳細介紹高血壓患者需要怎樣控制飲食,并盡量選用一些降壓食物輔助降低血壓。該藥品在藥店的零售價格一致,但只有這家藥店送出一份關心高血壓患者的小知識,藥店還告訴患者:“每個月都會贈送相關的疾病和健康知識資料?!闭垎?,患者還會選擇其他藥店嗎?這就是附加價值。


人們常說“知識海洋”,確實如此,知識取之不盡、用之不竭,知識其實就在我們身邊,只是往往被我們所忽視,被我們遺忘。所以,我們不用擔心知識不夠,只要用心去收集、去發掘,知識永遠也用不完?!靶膽馂樯?,兵戰為下;攻心為上,攻城為下?!边@是千百年來的戰爭名言,用在商業戰場上同樣有效。所謂心戰,就是心理戰,俘獲顧客心理,比降價、抽獎、贈品更有效,也更長久。


企業在進行OTC招商工作的時候,總是會不可避免的遇到一系列的問題,為招商工作的進行帶來一定的影響。這就要求企業應該掌握大量的知識,解決出現的問題,走進客戶的心里。
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