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                            門店引流會員營銷實操班

                            課程編號:26484
                            課程背景:1、新零售時代,社群營銷,網紅門店,得鐵粉者得天下,沒人進店啊,如何引客進店啊?2、搞了一場活動,來了不少人,如何留客呢?會員管理系統導入了,積分制也做了,老客戶不回頭,怎么辦?3、線上引流方式很多,比如:天貓京東、關鍵詞、公眾號、小程序、朋友圈等等。線下引流方式也很多,比如、社區推廣、社群營銷、異業聯盟、沙龍活動、促銷活動等等,如何有效結合,形成一體化集客模型?4
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                            門店引流會員營銷實操班課程內容

                            課程背景:
                            1、新零售時代,社群營銷,網紅門店,得鐵粉者得天下,沒人進店啊,如何引客進店啊?
                            2、搞了一場活動,來了不少人,如何留客呢?會員管理系統導入了,積分制也做了,老客戶不回頭,怎么辦?
                            3、線上引流方式很多,比如:天貓京東、關鍵詞、公眾號、小程序、朋友圈等等。線下引流方式也很多,比如、社區推廣、社群營銷、異業聯盟、沙龍活動、促銷活動等等,如何有效結合,形成一體化集客模型?
                            4、有規模和稍有意識的門店對于會員管理都已經有了雛形,但也僅限于會員卡積分,做得好的還會有會員積分換禮品。這些很快都會被競爭對手復制,談不上差異化,個性化。只有真誠的服務顧客,從賣“產品”進化到賣“服務”,才會讓顧客產生記憶點鎖住顧客,如何操作?
                            5、養客難啊!老顧客互動不起來,VIP會員回頭率低,與顧客如何保持“熱度”?所以,店長所帶領的團隊必須要懂得VIP客情維護,有計劃、有策略的跟顧客持續的情感互動才能保證顧客的持續回頭并轉介紹。說到底養客的核心就是關系管理,做到極致就是“人性”!如何操作?

                            培訓收益:
                            1、認清門店引流的重要性與迫切性
                            2、學會搭建門店引流的“道法術”工具箱
                            3、學會吸客→留客→鎖客→養客的四客循環系統模型
                            4、掌握獲取專業價值的顧客銷售服務技巧,提升進店顧客轉化率
                            5、學會搭建會員管理體系和會員積分體系,提高VIP顧客忠誠度
                            6、學會數據分析,快速篩選出忠誠核心顧客提供個性化服務,增強會員粘性
                            7、學會利用會員價值ABC分級管理法和會員權益設置,有效鎖定顧客回購率
                            8、掌握會員關系管理精準營銷的工具,有效養客,提升顧客的客單價和客單量

                            課程大綱:
                            第一單元 正確理解門店引流對提升業績的作用
                            1、 中小連鎖企業門店生意的現狀-客人進店少
                            2、 門店引流不是簡單的吸客,它是一套確保客流不斷的機制
                            3、 門店引流機制=門店四客循環系統=一套生產顧客的流水線
                            4、 四客循環系統“道法術”思維法 ,你懂嗎?
                            【本單元干貨工具】:”道法術“思維法、四客循環系統、生產顧客流水線

                            第二單元 吸客—如何形成門店引流的集客模型?
                            一、 巧婦難為無米之炊
                            1、 找對魚塘,釣大魚-顧客在哪里?
                            2、小組討論:線上引流的10種常見的方法
                            3、小組討論:線下引流的10種常見的方法
                            二、商圈門店吸客的鐵三角集客模型
                            1、鐵三角集客模型的應用
                            2、案例:實戰吸客案分享-創意主題、品類整合、聯合促銷、ROI費用預算
                            練習:設計本門店線上線下一體化吸客的鐵三角集客模型
                            三、實操練習:教會店長做一場門店吸客活動
                            1、吸客活動的策劃:定題、執行、評估、反饋
                            2、四大吸客活動練習
                            (1)商場集合店----異業聯盟吸客方案
                            (2)街鋪社區店----個人微信到網紅IP
                            (3)專業網紅店----如何打造網紅門店
                            (4)大型旗艦店----活動策劃吸客方案
                            3、社群營銷吸客時的操作技巧
                            (1)掌握建群招募的流程
                            (2)如何說潛在顧客才愿意聽?
                            (3)如何利用社群建立源源不斷的流量池?
                            (4)如何成功互動激活,吸引顧客進群購買?
                            4、現場演練:設計現場情景,模擬演練話術模板
                            【本單元干貨工具】:鐵三角集客進店模型、邀客進店銷售流程、四套吸客話術模版

                            第三單元 留客—如何做好專業銷售服務,提升留客轉化率?
                            一、 為什么每個門店都有那么多“浮云”顧客,如何留住他們?
                            沒有轉化率,吸客再多也是無用功
                            二、用人員專業化、貨品生動化、場地節日化提升留客轉化率
                            1、切記:顧客停留的時間越多,你成交的機會越大
                            2、、重新溫故專業門店銷售六步流程
                            3、專業服務,留住顧客“六連環”策略
                            S1、接觸時的形象策略
                            S2、講解時的專業策略
                            S3、成交時的服務策略
                            S4、離開時的印象策略
                            S5、送客時的相信策略
                            S6、離店后的互動策略
                            三、如何從賣產品上升到賣附加值,讓來店的顧客鐵定二次進店?
                            1、優質服務MOT策略
                            2、產品價值銷售的FABE法則
                            3、讓顧客買的更多的連帶銷售五策略
                            四、落地運用:為進店的浮云顧客A先生制定一套成功激活的留店計劃
                            【本單元干貨工具】:留客六連環、優質服務MOT策略、FABE法則模版、連帶銷售五策略

                            第四單元 鎖客—如何做好會員分級管理,鎖定VIP顧客?
                            一、 做好會員分級管理,有效鎖定進店客人會員ABC分級管理法的重要性
                            二、運用六種VIP策略,有效鎖定你的目標客戶
                            1、用VIP分類分級策略鎖客,如何操作?
                            2、用VIP積分權益策略鎖客,如何操作?
                            3、用VIP返利權益策略鎖客,如何操作?
                            4、用VIP專場回饋策略鎖客,如何操作?
                            5、用VIP儲值管理策略鎖客,如何操作?
                            6、用VIP數據管理策略鎖客,如何操作?
                            三、實戰案例分享:用會員精準營銷六連環留住顧客,徹底贏得回頭客
                            四、落地運用:思考一下,在門店中還有哪些有效鎖客的方法工具?
                            【本單元干貨工具】:會員ABC分級管理法、會員精準營銷六步法

                            第五單元 養客—如何掌握關系管理,提升不同類型顧客回頭率?
                            一、VIP顧客關系管理是養客的基礎
                            1、認真對待VIP會員的小檔案
                            2、服務致勝-把情感動物情感化
                            3、店鋪顧客維護的關系小屋模型
                            4、與VIP顧客情感互動的365策略
                            5、客情關系的最高境界-顧客“熱度”保持五部曲
                            二、VIP不滿意時,抱怨投訴處理的流程及技巧 
                            1、處理顧客抱怨時的措詞 
                            2、如何向VIP顧客道歉
                            3、顧客抱怨處理的“五步消氣法”運用
                            三、重視做好VIP顧客維護的績效考核競賽 
                            1、老客戶回頭率 
                            2、老客戶轉介率 
                            3、連單件數與客單值
                            4、總消費金額等等如何設置PK考核競賽?
                            四、現場演練:老客戶轉介五部曲話術模板
                            五、落地運用:篩選10位VIP顧客進行情感維護,變成自己的忠實鐵粉
                            【本單元干貨工具】:顧客熱度保持五步法、老客轉介五部曲、五部消氣法

                            講師簡介:程姣
                            門店業績提升專家
                            CRM會員精準營銷專家
                            8年品牌加盟商總經理資歷
                            門店引流四客循環系統踐行者
                            曾任職中國著名母嬰連鎖巨頭HHZ公司擔任區域經理及會員俱樂部經理職務;曾任職重慶大型母嬰連鎖機構XY公司大店店長、加盟商總經理等資歷,操盤1500方大店店長3年期間,營業額與毛利額兩項指標并列全系統排名第一。是國內少數來自前線門店8年管理實戰經驗的培訓師。以“實戰,實用,實效”三實方針為咨詢價值觀,以落地式培訓,落地式經營為核心經營手段幫助連鎖品牌客戶,零售連鎖客戶快速成長。
                            程老師認為:店長強,門店就強。對門店店長能力有獨到的見解,她創立的店長“兩員”管理模型,徹底打通了門店業績的“任督”二脈。對內人員管理五字(選育用留離),對外會員管理四客(吸留鎖養客),完整地構成一個門店業績提升的閉環。她認為,很多企業忽視了四客系統中的會員轉化率,把大量資源投入營銷策劃吸客方面,導致四客循環失衡,業績下滑。其實,最重要的是“養客”,“養客”才是驅動會員營銷生生不息的“發動機”。所以,店長應該是店員管理與會員管理兩手抓,兩手都要硬,只有這樣,才能提升門店執行力,最終突破門店業績持續增長的瓶頸。
                            她服務過的客戶包括紅孩子、秀嬰母嬰系統、盈峰母嬰系統、蜂巢母嬰系統、愛嬰島、母嬰坊、三元奶粉、陽光寶寶、火爆嬰童網、城市寶寶、福臨嬰幼、西貝餐飲、六福珠寶、NB運動等著名的連鎖企業。

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