The science of selling newspapers and selling porridge what are you doing? Inspirational Articles

In one area, there are two newsboy boys selling the same newspaper and two are rivals.

The first newsboy was diligent, hawking every day, shouting loudly, but not many newspapers sold every day, and there was a tendency to reduce it.

The second newsboy, who was willing to use his brain to get rid of the street hawking, insisted on fixing the occasion every day, distributing newspapers and collecting money later. The more familiar the place is, the more the newspapers sell and, of course, some losses, but small. Gradually, the Newsboy newspaper sold very hot, and the first newsboy could sell less and had to fend for another.

Why is this? The second Newsboy's approach is profound:

First, in a fixed area, for the same newspaper, the reader is limited. Bought my, will not buy him, I first send out the newspaper, those who get the newspaper is sure will not go to buy other people's newspaper, equal to my first occupation of the market. The more I send, the smaller the market for rivals, which is a blow to the profits and confidence of rivals.

Second, the newspaper this thing unlike other consumer goods, there is no complex decision-making process, random purchase more, generally not because of quality problems and returns. And the amount of money is not much, we will not pay, no change today, tomorrow will be together to the intellectuals, the children will not be embarrassed.

Third, even if some people read the newspaper, the return of the newspaper does not give money, there is no relationship, a daily backlog of newspapers, two he has read the newspaper, certainly will not go to buy someone else's newspaper, later or their potential customers.

Another region, there is such a story of the sale of porridge: when the guests into the shop, the service Lady warm hospitality, after the porridge to ask guests: "Add no eggs?" "Some guests said add, some guests said not to add, probably each accounted for half." And when the guests into the B shop, the service lady also smiled warmly service, Sheng a bowl of porridge will ask: "You add an egg, or add two eggs?" "The customer who likes to eat egg asks to add two, do not like to eat to ask to add one." There are also demands that are not added, very little. One day down, b shop will sell more than a lot of eggs, operating income and profit will naturally be more.

There is a noun in psychology called the "anchor" effect: When people make decisions, they tend to get the first message, and it will hold your mind somewhere like an anchor sinking into the sea floor. In a shop, let you choose "add or not add eggs", in B shop, is "add one or add two" problem, this first message is different, so that you make a different decision.

Small selling newspaper, selling porridge business, there are so many skills and knowledge, enough to let people feel the profound and broad. Second, see around corners, small see big, whether it is a large transaction of multinational giants, or the small business of the street and the street, its essential principle is the same: is to grasp the main contradictions and major business direction at the same time, must be in the details of their brains. "God in the details, the biggest difference between good and mediocre is whether you can make a big article on the details."

As far as the above two stories are concerned, for an entrepreneur, there is a decision-making process:
1, at what location to do what kind of business: is a land or B, is selling newspapers, porridge or sell other, this is the business direction of the problem.
2, determine the region and business direction, is the specific location and specific product issues: is the street or the end of the alley, is the evening news or morning paper, is the purple rice porridge or mung bean porridge, is added eggs or not add eggs.
3. Business question: How can we do better than others? Hardware on the same time, what articles on the software to do? Whether you are a big boss or a small boss, whether you are a senior professional manager or a general business staff, to be in business, income over others, the most important magic weapon is more than other people's brain, in other people ignore the details of the place to earn huge profits.