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  • 提升客单价的十种方法 [单价是什么意思有什么提升方法]

    分类:促销方案 时间:2019-04-07 本文已影响

      客单价是指商场(超市)每一个顾客平均购买商品的金额,也即是平均交易金额。那么你对客单价了解多少呢?以下是由小编整理关于什么是客单价的内容,希望大家喜欢!

    单价是什么意思有什么提升方法

      客单价的计算公式

      客单价的计算公式是:客单价=销售总额÷顾客总数(所有顾客的转化率),或者是客单价=销售总额÷成交总笔数(成交顾客的转化率)。一般是使用成交顾客的转化率比较标准。

      客单价的本质是:在一定时期内,每位顾客消费的平均价格,离开了“一定时期”这个范围,客单价这个指标是没有任何意义的。

      零售术语又称ATV,即每一位顾客平均购买商品金额。

      (1)客单价=商品平均单价×每一顾客平均购买商品个数

      (2)客单价=动线长度×停留率×注目率×购买率×购买个数×商品单价

      与其相关的还有“客单量(UPT)”,“件单价”。

      客单价的意义

      门店的销售额是由客单价和顾客数(客流量)所决定的,因此,要提升门店的销售额,除了尽可能多地吸引进店客流,增加顾客交易次数以外,提高客单价也是非常重要的途径。

      在商场(超市)的日常经营中,影响入店人流量、交易次数和客单价的因素有很多,如店容店貌、店堂环境卫生、色彩和整体布局、商品储备、补货能力、促销活动方案设计、员工服务态度、对专业知识的熟悉程度、推销技巧、商品质量与价格、休闲设施,还有天气、竞争对手等。

      客单价的提升方法

      关联营销

      在卖场中,将关联的、可以搭配的商品集中陈列或组合陈列,同样可以达到这样的效果。包括在帮顾客试衣的时候,往往很多导购是顾客拿一件外套,就给他试一件外套,其实完全可以同时帮顾客搭配裤子或衬衣等一起试穿,这样整套搭配,试出来的效果会更好,而且也从侧面推动了整套产品的销售。

      方法一:关联商品

      当顾客选中某款单件衣服时,优秀的导购员应该马上想到这件衣服可以搭配其他什么商品效果会更好。这时导购需要做的就是主动、热情、快速上前为客人进行搭配,让客人体验整套的效果。例如,如果顾客选中的是单裙,那我们可以帮她搭配合适的上衣、衬衣、毛衫等;如果客人选择的是毛衣,也可以帮她搭配外套、裤装或裙子,甚至还可以为她搭配上精致的毛衣项链、皮包、胸针、皮带等。

      方法二:巧用促销

      终端门店经常会有一些促销活动,例如满300元送100元,买二送一,买200元抵80元等等,这些促销活动一方面带动人气,提升店铺业绩,另一方面也能帮助提升客单价。这时,导购应该不失时机地利用促销机会,用兴奋的语气提醒客人:“这件衣服是268元,您再选一件内搭就满300元,可以再送您100元购物券呢。”类似的语言,可以激发顾客的购买需求,提升客单价。

      方法三:收银连带

      很多时候我们的导购认为,当顾客选择完毕要买单的时候,生意差不多也做到头了,就可以不用再多嘴了。其实,如果顾客买了378元的衣服时,可不可以顺带说一句:“小姐,您选择的衣服一共是378元,再看看我们的胸花,刚好可以搭配您这件衣服,胸花是22元,加起来刚好是400元整。”试着在收银台附近多摆放一些小配件,销售的几率是很高的,往往在结账开票的时候就顺带销售了。

      方法四:同伴连带

      很多时候,我们的顾客是和朋友一起来购物的。当目标客户开始在我们的店铺进行选择时,千万不要忽视了她的同伴。聪明的销售人员不但懂得讨好同伴的喜欢,同时在时机合适的时候怂恿他(她)也试一试。反正闲着也是闲着,这样做不仅能够获得朋友对店铺的肯定,培养潜在顾客,更能积极地推动连带销售。

      当顾客对几件衣服都爱不释手时,我们可以告诉顾客:给家人朋友也顺便捎带两件,此时是特价优惠,机会很难得。这不又是提升客单价的一种方式吗?

      方法五:多用备选

      当顾客需要我们向他推荐商品时,不要只向顾客展示一件产品,你可以同时展示给他两件或三件,当然这三件要有所差异。

      原因很简单,三款中有一款满意的,比一款就满意的成功几率要大两倍,所以何乐而不为呢?即使这次顾客不满意,你第二次展示时也比一次只展示一件要机会大很多。况且,还有一个很大的可能,就是顾客在你展示的三件中有可能选择了其中两件。那你的生意将翻一倍。

      高价位

      如果顾客消费的量是固定的,比如一个人一次只能喝一瓶饮料,那让顾客买价值高的饮料,显然客单价就增加了。在这些方面,采用一些看似无形却有意的引导方式引导顾客进行消费升级,显然是一种很好的策略。

      在服装行业中也是一样的,如果顾客买的是高价位产品,最后成交的金额有可能是平常一单的很多倍。在顾客消费能力允许、个人意愿相差不大的情况下,为什么不推出我们更高价位的产品呢?即使顾客没有选择,那么在你推荐高价位产品之后,再去推荐其他产品,顾客在心理上也会更容易接受,觉得这些更便宜、更实惠。

      销售方式

      张爱玲说:“每个人都住在自己的衣服里。”这句话很耐人寻味,她所谓的“住”多指服饰对性格的张扬,侧面印证了人们对个性化的追求。

      真正能够充分把握消费者需求,结合购物的心理和产品的功能性,深入了解产品研发思路,并巧妙组合陈列,用宣扬生活方式的手法去销售产品,必定可以事半功倍。


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