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2022.9.16
Lecture by Hiromi Wada
⚫️This books talks about how times are changing
⚫️If you have been in sales for a long time, you'll have first hand experience that it's harder to get contracts now than it was 10 years ago.
⚫️Soaring prices
⚫️Population decline
⚫️Information overload
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⚫️Unlike before when there were only few things, things are now abundant.
People are no longer happy with "stuff".
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⚫️The way we spend money is changing.
⚫️Because of all these factors, if you are in business
you'll know it's harder to get new customers.
⚫️Big companies and others buy lists of personal e-mail addresses.
Used to be around 2000 yen → now it's 4000 yen
⚫️The non-response effectiveness is poor.
⚫️Because of such factors
it's important to create "fans."
⚫️You soul is reflected in your words→KOTODAMA
⚫️There are words that are better not to use.
⚫️You shouldn't use the word "marketing"
⚫️Marketing is becoming more and more relentless compared to before.
⚫️There are still some sales people chasing us.
⚫️Things are too strategic now.
⚫️It's money-oriented.
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Times are changing
⚫️There are many difficult things in sales.
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⚫️Should be kind to people and to society
⚫️If sales increases like that everyone is happier.
⚫️The term "influencer" has become commonplace.
⚫️People aren't moved to action by advertisements. Results show that people
move by word of mouth.
⚫️Only about 20% of the buzz on social networking sites results in repeat business.
⚫️Of course it's important to be successful on social media, but it's not the only thing you should be chasing.
⚫️The word-of-mouth approach depends on the person's "type."
Example
⚫️When an active/agressive person invites another active person.
⚫️When a quiet reserved person invites another quiet/reserved person
⚫️In the books, it says that
it's better if it's someone close to you that invites you.
⚫️But if the person is doing something looks like they are having fun, then without saying anything, others will be influenced on their own (by someone close to them)
⚫️There are two types of word-of-mouth:
one is when the fire is ignited slowly, and the other is when it is ignited quickly.
⚫️Example of a case where word-of-mouth does not happen.
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⚫️From a friend who hasn't contacted you in a while.
and suddenly being recommended something.
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⚫️If you do buy it, it won't be a repeat purchase.
⚫️"What do you always eat?" →"Healthy, in style, etc.
⚫️"You have beautiful skin! What do you use?"
⚫️"Your hair is beautiful! What hairdresser do you go to? What shampoo do you use?"
⚫️"You look happy every day! Do you have any secrets?"
etc.
It's better to let the other person ask on their own.
⚫️People can't say no 80% of the time. (Especially Japanese).
⚫️The way you talk to them should depend on what type of person they are.
⚫️Your aura of happiness can enroll the person next to you.
⚫️This causes a chain reaction and more happy people gather.
⚫️This is what a true community is.
⚫️Humans are always looking for the easy way or the easy way out.
But think about what would make you happy if you were the customer.
⚫️If you are doing something that does not/will not make you happy.
Change it.
⚫️It's not about short term sales.
⚫️Create long-term sales.
⚫️Sales until now
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Stage 1 (selective prospective clients/appointments)
took time.
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⚫️From now on
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The most important will be Stage 3 in sales.
The follow-up.
Spend more time on follow-up.
This will reduce the time spent on stage 1.
⚫️The customer will be the one to say.
"It's time for you to sell to me."
Listed companies are in Japan are like that.
⚫️【Movie talk】
⚫️If you work for a company, you can't change the price of a product.
⚫️You can change the language.
⚫️Sitting position is also important.
⚫️The customer and the sales person.
Does the customer want to buy the most expensive thing possible?
Do they want to buy a lot?
Do they want to buy now?
Think about this and your language will change.
⚫️What is Movie Talk →"Talk that can be done with imagination"
⚫️Can be done with daily training.
⚫️Dogs, wheelchairs, strollers
You have to be the person (animal) to understand how they feel.
⚫️Humans are creatures that cannot understand each other.
⚫️But it is a world that we can imagine.
⚫️Imagine a little and your language will change.
⚫️Imagine the all the possible scenes and your words change even more.
⚫️The sales person will want to connect somehow, but if you imagine yourself as the other person a little bit, your conversations will change.
⚫️Movie talk is just putting a little bit of effort into it.
⚫️If you put negative emotions and such in a less than perfect place, people won't repeat.
⚫️What you can do right away on the ground to become a repeat customer is
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⚫️Increase your "hassle" just a little.
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Then you can create a kind future.
⚫️The follow-up after online purchase is
Even if there is, it is DM mail. →It's mostly all a template.
There is no human warmth.
⚫️It is important to make people feel, "I want to buy from that person."
⚫️It may not work right away, but it definitely works.
Cultivate now.
⚫️People have their own values.
I'm not 100% sure what I'm talking about. Keep that in mind.
Incorporate the parts that you can relate to.
⚫️Don't feel like you're face-to-face with the customer.
but rather sitting next to them.
⚫️Verbalize what was exchanged in the video.
⚫️Then you will understand what they are thinking.
⚫️Your goal is the customer's starting point.
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