13 kinds of techniques for commodity pricing

Sales of the same price

There was a small shop in Britain, where business was sluggish at first. One day, the shopkeeper brainwave, come up with a trick: As long as the customer out of 1 pounds, you can choose a product in the store (in-store goods are the same price). This captures people's curiosity. While prices for some commodities are slightly higher than the market price, they still attract a large number of customers, with sales higher than in several nearby department stores. In foreign countries, the more popular sales of the same price and the same price distribution cabinets, for example, some small shops open 1 cents merchandise counters, L yuan commodity counters, and some large stores opened 10 yuan, 50 yuan, 100 yuan merchandise counters.

▲ bargaining is a very annoying thing. The price is simply simple. At present, many such stores have sprung up in China, although the method is good, but according to the author's observation, business is not very good. In essence, strategies or tricks only work to some extent, and the key is to be genuine.

Second, the Division method

Nothing can be more sensitive to price than a customer, because the price represents the money in his pocket, let the customer feel that you have only taken a very small part of his pocket, rather than a lot.

Price segmentation is a psychological strategy. When the seller pricing, the use of this technique, can cause the buyer psychological price cheap feeling.

Price segmentation consists of the following two forms:

1. Quote in smaller units. For example, the tea every kilogram of 10 yuan every 50 grams of 0.5 yuan, rice 1000 yuan per ton reported as 1 yuan per kilogram and so on. The Paris Metro ad: "Just pay 30 francs, and 2 million passengers will see your ad." ”

2. Compare the prices of smaller units of goods. For example, "One less cigarette a day can be used to subscribe to a daily newspaper." "Use this kind of refrigerator average 0.2 yuan per day electricity, only enough to eat a popsicle!"

▲ Remember quotes with small units.

Third, the special high price method

Unique products to sell unique prices.

The special high price method namely when the new commodity starts to put on the market, the price set is much higher than the cost, causes the enterprise to obtain the massive profit in the short term, later then adjusts the price according to the market situation change.

There is a store in a small number of high-grade women's coats, the price of 580 yuan a piece. The shop operators see this kind of coat materials, workmanship is very good, color, style is also very novel, in the local market has not appeared, so set a 1280 yuan a high price, incredibly quickly sold out.

▲ If you launch a product that is popular and you are the only one in the market, you can sell a higher price. But the situation will not last long. The best-selling thing, others can also be the same, so, to maintain higher prices, we must constantly introduce unique products.

Iv. Low-Price method

There is no good in the bargain. Good goods are not cheap, this is thousands of years of experience, you have to do is to eliminate this stereotype.

This strategy will first set the price of products as low as possible, so that new products quickly accepted by consumers, priority in the market to achieve a leading position. Because the profit is too low, can effectively repel the competitor, lets oneself occupy the market for a long time. This is a long war bribe, suitable for some large enterprises with strong capital.

For a production enterprise, the price of the product is set very low, first open the market, take up the markets, and then expand production, reduce production costs.

For commercial enterprises, as far as possible to lower the price of goods sold, although the sale of individual goods less profit, but the increase in sales, total business profits will be more.

▲ in the application of low price methods should pay attention to: (1) high-end goods use carefully, (2) to the pursuit of high consumption of consumer caution.

V. Security Law

Worth 10 yuan of things, sold to 20 yuan, on the surface is earned, but may lose a customer.

For the general merchandise, the price set too high, not conducive to open the market, the price set too low, there may be losses. Therefore, the safest thing to do is to set the price of a commodity to be relatively moderate, the consumer has the ability to buy, and the promoter is easy to sell.

Safe pricing is usually purchased from cost plus normal profit. For example, the cost of a pair of jeans is 80 yuan, according to the general profit level of the apparel industry, looking forward to each pair of jeans can be 20 yuan profit, then, the safety price of this pair of jeans is 100 yuan. Safe pricing, price appropriate.

▲ in the actual operation, if the enterprise commodity reputation is not big, even if the safe pricing is not safe. Forced to seek brand-name, high consumption of consumers feel that your product grade is too low, pay attention to affordable price of the elimination of the race is too expensive for you, both sides are not please.

Vi. Non-integer method

The poor mansion, lost thousands of miles.

This method of setting the retail price of goods into a non-integer with a fraction of the end is what the sales experts call

"Non-integer Price". This is a very exciting price for consumers to buy. The starting point of this strategy is to think that consumers always have a psychological feeling that a fraction of the price is lower than the integer price.

One summer, a daily groceries store into a batch of goods, at a price of 1 yuan per piece sales, buyers are not enthusiastic. But the store had to decide the price, but considering the purchase cost, only down 2 cents, the price becomes 9.8 cents. Unexpectedly is this 2 cents of the difference between the competition to make the situation mutation, buyers stream, the goods quickly sold. The salesman was overjoyed, with a sigh of regret, only 2 cents.

▲ practice has proved that the "non-integer price method" can really inspire consumers ' good psychological echoes and gain obvious operating effect. Because the non-integer price is similar to the integer price, it gives the consumer psychological information is not the same.

Vii. Integer method

Adversity, good horse with saddle.

An American carmaker has openly claimed to be making a big luxury sedan for the world's richest people. The car has 6 wheels, the length of the equivalent of two Cadillac limousine, the car has a bar and bath room, the price is set at 1 million dollars. Why do we have to set an integer price of 1 million dollars? This is because high-end luxury super goods buyers, generally have a display of their identity, status, rich, generous psychological desire, 1 million dollar luxury sedan, is catering to the buyer of this mentality.

▲ for high-end products, durable goods, such as the use of integer pricing strategy, to give customers a "penny a penny" feeling, hidden to establish the image of goods.

Eight, Arc Digital method

"8" and "hair" although irrelevant but rather believe that it is, can not be trusted. It is always right to meet the psychological needs of the consumers.

According to the foreign market survey found that in the booming shopping malls, supermarkets in the price of goods used in the number, according to the frequency of their use, ranked 5, 8, 0, 3, 6, 9, 2, 4, 7, 1.

This phenomenon is not accidental, the root of which is the role of customer consumption psychology. Numbers with curved lines, such as 5, 8, 0, 3, 6, do not seem to be stimulating, easy for customers to accept, and the number without curved lines, such as L, 7, 4 is less popular than the comparison. Therefore, in shopping malls, supermarkets, commodity sales prices, 8, 5 and other figures most often appear, and 1, 4, 7 of the occurrence of a much smaller number.

▲ in the digital application of price, we should combine our national conditions. A lot of people like the number 8, and think it will bring their own wealth of good luck; 4 words because with. Death "homonym, be taboo; 7 words, people a boat feel uncomfortable, 6 words, because the Chinese people have 66 good, 6 words more popular.

Ix. Grading method

First have the price, after the goods, remember to look at the customer's money bag pricing.

Chang generate, a French-Chinese entrepreneur, always considers the customer's purchasing power when setting the price of a product. For example, the belt he produced was priced according to the French high, medium and low income. Low-grade goods suitable for the needs of low-income people, set at 50 francs or so, the use of the materials are ordinary cattle sheepskin, this part of the more people, more production. High-grade goods suitable for the needs of high-income earners, set in the range of 500-800 francs, the use of precious materials, python skin, alligator skin, but this part of the people less, less production. Some exclusive precious goods, pricing does not cap, because for some people, as long as he likes, the price is higher he will buy. The mid-range goods are set at 200-300 francs.

▲ Commodity price is reasonable, the key depends on whether the customer can accept. As long as customers can accept, the price can be higher.

X. Adjustment law

Good adjustment like lubricating oil, can make the best-selling, Ping, unsalable goods are unimpeded.

In Wedmond, Germany, the city of Aspen Retail, the distribution of any goods are very successful. For example, when he first introduced 10,000 sets of underwear, he priced more than 4.5-6.2 times times the price of ordinary underwear, but sales were booming. This is because this kind of fashion in the past and outside of the different wearing characteristics, customers feel fresh, have a strong appeal. But by May 1988, when Germany's major cities rolled out the underwear to wear fashion outside, Osden the price to just slightly higher than the average underwear price, the same sales and light. In this way, after 8 months, when the underwear outside wearing fashion has not been so attractive, Osden also to "cost price" for sale, each set of fashion prices less than 60% of ordinary underwear, this kind of outdated clothing in Osden or very popular.

▲ Enterprises in the market competition, timely forecast the change in supply and demand.

Xi. Customary Law

Seek change in the same.

The circulation of many commodities in the market has formed a well-known basic price, this kind of goods should not be easy to increase prices

In China, matches 2 points per box, this customary price has been stable for more than 20 years. 1984, Hunan province, the match rose to 3 points per box, for some time, local consumers would rather buy 2 minutes of small box travel matches, also do not want to buy the province's matches. However, if the production cost of goods is too high, and can not increase the price should do? In fact, some flexible methods can be adopted. If you can replace the original more expensive raw materials with cheap raw materials, you can also reduce the use of materials, reduce the weight, such as the popsicle to do a little bit less to put a few matches.

▲ of course. Custom prices are not completely immutable, we today's match price is not early breakthrough 2 points has been the habit of price? The problem is that smart marketers are good at changing things in the same time.

12, the PlainText method

It is more important to maintain the customer's benefit than to take care of the customer's face.

One day, is located in Yanping North Road, Xinhua leather shoes company Doorway, hang out the "price" of the mega signs. It was a risky venture at the Yanping North Road. When people went to Yanping North Road to buy things, manufacturers have to increase the price of about twice times, so as to give discounts when counter-offer. Xinhua leather Shoes Company To implement the "price" soon, a lot of customers to its shoes are very desirable, but always feel that the price of the loss of money, so many see deal business blew. The company's boss said that "customers will be more goods than several home, and then ' Xinhua '", then decided to hold on for a while. As expected, after a short time, Xinhua company crowded. Many customers to the shops can bargain, after the sale, the price of shoes are often still higher than the Xinhua leather shoes company, so customers have to go back there.

▲ The disadvantage of "price" is the lack of flexibility, the advantage is that the transaction is simple and easy to create a high credibility of the psychological.

13. Customer Pricing Method

Since ancient times, always sellers offer, buyers bargain. Can the reverse be the first offer from the buyer?

For example, the restaurant price is always determined by the owner, the customer can only order by menu, the price of money. But Pittsburg in the United States has a "Milio family Restaurant," On the restaurant menu, only the name of the dish, there is no price. Customers pay according to their satisfaction with the meal, no matter how many, restaurants have no objections, such as customer dissatisfaction, you can not pay a penny. But in fact, the vast majority of customers can be reasonable payment, or even more payments. Of course, there are few payments, even after a meal, not a penny, and rode away. But the competition is very small.

▲ at present, let customer pricing in our country is not a new thing. Some cities have seen such restaurants, but they have not been successful. It seems that the use of this approach must also pay attention to sales conditions and sales target, after all. Some people's quality is still not high.