Luo how to do a product demo

The layman sees the lively, the expert is the doorway. As a person engaged in sales work, there is no doubt that Luo how to conduct a product demo, let me feel lucky, this hammer phone launch is very classic. Netizens joked that listening to a "crosstalk", this is not a simple tease comic crosstalk, the entire crosstalk is carefully planned, arranged, where there should be baggage, where there is applause, where should be paused, where should sell and sell, have been very sophisticated design. Lao Luo must be a sales genius, he for the product selling point packaging, the user needs to grasp, to the audience mood control, to the company values interpretation are very top-notch, he won my heartfelt respect, I think I have to buy a hammer.

I was watching the press conference while making notes, a total of 9, to share.

1. Redefine the rules of the game

Brainwashing (please allow me to use this is not particularly good word, because cannot find more suitable) not by shouting slogans, this matter requires a solid logical basis and argumentation process. What was the first thing that Lao Luo did? Redefine the rules of the game.

He first listed a number of mobile phone manufacturer's selling point, what four core, eight cores, 21 million pixels, fi sound quality, run the king ... Then he told you with a dismissive attitude, these things are low-level competitive means, they are because they can not create a good user experience, so with simple and rough parameters to carry out marketing, this is like a girl can not use temperament to conquer men, so light out measurements size.

Ordinary competitors, will be with you within the rules of competition, and you compete parameters. High-grade competitors, like old Luo, directly modify the rules. Didn't you say you were such a big thing? I tell you, that's nothing at all! The horror is that consumers really believe. The trick is high enough.

2.

Do sales who know to talk with customers, but really can do, in fact, not a few. Lao Luo very understand this point, he in display hardware parameter, first use the term to write out the parameter, and then laugh at oneself also don't understand, ppt screen switch, words come out: "Mass production of the world's best CPU" (to the effect).

The marketing person who makes the product comes from, the most loves to make the mistake that does not speak human. Because they are too knowledgeable about the product, they always feel that others are the same as themselves, so full of spray terminology, people do not understand still think human turtle. Are you a businessman or a scholar?

3. Transparent information

In 99% of businesses, "trade secrets" is like a girl's bra, you have to open it up and see if she has a big mouth. In fact about this, I have not too want to understand, the enterprise is afraid of what is it? If you are afraid that your opponents know the secret and surpass you, it will only mean that your competition threshold is too low. If you are afraid that customers know not to buy you, that is not to say that you earn black money?

When 99% of companies are trying to cover up, the 1% open and transparent business, even if nothing, he has a huge credit advantage. What did Mr. Lo do with his JDI display, how to deal with Fujitsu's shooting solution, how to finish ammunition design company behind the story, detail, he did the other manufacturers actually did, but others do not speak, then he said that everyone will think he is very reliable.

Believe it or not, I believe it anyway.

4, Low body

In the course of the speech, "Considering that we are a small factory ..." This sentence is like a repeat montage in the film, there are n times, each appearance followed by a small story. I love this bridge, this sentence will be the distance between the company and consumers closer. In the past, the brand often like to pack themselves into a very tall appearance, a pair of me very good, you all come to worship me the appearance, also said what "fan economy." These days, the mass media have gone down the altar, the brand is also the end of self-deception.

As the old man said in the end, trading is a fair thing, you Love me, no one who is asking for things, not that you are the consumer you are God, we are in fact equal.

5, forced Geggau

Low body, that is an attitude. It is a kind of attitude to push the grid. Although Hammer technology is a small factory, but its product image force is world-class, ammunition's Robert gave them to do the endorsement of the video is world-class. You can be humble in your mouth, never vague in your work, and you will win respect.

6, from the specific use of the scene set out

Lao Luo's favorite link is demo software, because here he plays the most space, he can and other brands of the greater the difference. In this link, i "wow" several times, I note on the Notebook are: Snap function, regular text messaging, recording dozen flags, screen overall drop-down, regular mute, SMS added to the schedule, calendar settings icon, cut screen cutting.

A product to the consumer has no value, not how low it is, not what material it uses, not how advanced its technology, only because it has no use for consumers. The more specific the use, the more clear the pain point to solve, the better the product sold. How do we sell Excel to someone? If we say that Excel can do formula calculations, can generate graphs, can write programs, the consumer estimates confused. Normal selling should be like this: "Dude, you're a financial guy, right?" You see I have a template, you put the number into a fill, do not calculate, the results are all automatically come out, every day can save you 5 hours of time. ”

7. Pricing Strategy

The price is not the lower the better, of course, not the higher the better. Old Luo oneself all use ppt to quote Netizen to his ridicule, a homebred handset wants to sell 3000 pieces, the brain is flooded? This price is really not low, but the key to the success of pricing is not in its absolute value, but the consumer is not think it is worth that price, this time, it is to see how the brand to make a reasonable explanation.

Lao Luo's explanation is: we do not make the high cost performance of the mobile phone, because a penny price, low price is the product of compromise, I do not want to compromise (you see by the output of values); We do not do luxury goods, we only do quality uncompromising products. Is it reasonable to explain? And the implication of this explanation is that people who buy hammers are not the only ones who care about prices, nor those who buy luxury phones, but rational users who really care about the user experience.

8. Answer yourself and reassure yourself

After the previous 2 hours of the demo, the price is also revealed, it is time to enter the closing link. Consumers already have a desire for products, but there are still "small obstacles" that prevent them from immediately getting their orders, and this is the time to go into the "dispel the doubt" link.

Are you waiting for the 4G version? I tell you, 4G actually don't wait, meaningless.

3000 bucks still feel expensive? It's okay, we can work with China Merchants Bank for 24 months in installments.

What about the After-sale and customer service of the new manufacturer? Don't worry, as a public figure hitting Siemens refrigerators, do you think it's bad for me to sell?

A former headmaster of an English training school, how to lead a group of former English teachers to make a mobile phone? How can I lead a group of English teachers to do mobile phones? Our CTO is one of the top three product managers in the former Moto, Dr. Chan Cheng, who has 200 engineers.

A few ask themselves after the answer, you still dare not buy hammer phone?

9. Value output

If the first 2 hours, the old Luo is still in the product level in the marketing, that to the end of this paragraph, sublimation to the level of values, last night a 10 point, the circle of friends repeatedly appear "I am not to win or lose, I am serious" this sentence. Why do we have to forward this sentence? It must be because the words touched the soft place in our hearts, that is called resonance.

There is still a word did not get a lot of forwarding, but also let people feel the old Luo as a capitalist frank and pursuit: "Deliberately by improving human life to make profits."

At this point, a perfect product demo victory is complete.