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売れる商品の考え方TPOSを考えて商品を選ぶ。 | 中国輸入・タイ輸入・タイ仕入れ・物販コンサルティング・集客コンサルティング・中国ガイド・中国買付代行・中国・タイ仕入ツアー|コチャー株式会社
売れる商品の探し方
売れる商品の考え方TPOSを考えて商品を選ぶ。

こんにちは桑原です。
本日は売れる商品の考え方と言うことでTOPSと言うお話をかかせていただきます。
一般的に商売をされている人の扱う商品というのは自分で仕入れた物をあるいは仕入れられた物を
自分の売りたい価格で売りたい場所(自分の店舗)などに人を集めて売りたい価格で販売するために売り方を磨くという方法をされる方が多いです。価格は自分で決めるというのですね。
この方法もありと言えばありなのですがこの方法の場合、たまたま選んだ商品がお客様にマッチする商品だった場合は機能しますが失敗する確率が実は高くなります。
理由は単純でどこにも顧客というのが存在しないからです。
顧客が存在しないというのは一つのたとえなのですが
自分の
仕入れた商品を
自分の
売りたい価格で
自分の
店舗で
自分の
売りたい価格で販売する訳ですので、
自分のことしか考えていませんよね?
ビジネスってそういう物ではなくお客様のためにする物なんです。
お客様視点で商品を選びビジネスを構築していくと自然と商品は購入してもらえるものです。
この商品でお客様が喜んでくれるかな?
お客様を助けて悩みが解決できるかな?
そのためにはこの商品でお客様は満足してくれるかな?
という組み立てでするのが商いという物です。
自分のためにしているとお客様には選ばれませんよね。
選ばれないから売り方くしして高単価にしていくわけですよね。
そうではなくお客様の立場に立って組み立てれば商売は途端に動き出します。
TPOS似合わせて商売を商品を組み立てて行くんです。
TOPSとは
Time・いつ?
Place・どこで?
Occasion・どんな場合に?
Life Style・どんな人が?
と言う物を意識して組み立てるといいです。
これらビジネスのキャッチコピーを作ったりするときにも使えますよね。
仕入れた商品を売らないとならないのは自分の都合です。
その商品でお客様が喜んでくれないなら商品を変えないとなりません。
その商品を選んだのは自分の責任ですのでお客様には全く関係ない商品をつかんでいれば売れませんよね?
そのお店にお客様に来てもらえないのはそこに店を出した自分の責任なんです。
売れているお店などはお店自体をお客様の近くに移動させていますよね?
その価格で売れないと利益が出ないというのもお客様には全く関係ない事なんです。
それをお客様にどうにかして売り込む技術を懸命に学びに行きますが、それもお客様のために行為ではないですよね?
自分の商品を売らないとならないのも選んだのも自分の責任です。
売れる商品というのはそういう物ではないんです。
お客様は本当に必要とした商品であればどんどん売り込みかけずにも買っていきます。
お客様を見て商売を組み立てれば商品売るのはさほど難しくはないですよ。
商売を複雑化してしまうので自分のこと物、商品をお客様に売り込む努力をしてしまうからです。
モットお客様のことを考えて商売を組み立てるべきなんですね。
やり方は様々ありますのでどんなやり方をされてもいいと思いますが
懸命に売り方学んでそして中々売れないというのでしたら
商品選びの根本から作り直しが必要ですよね。
中には懸命に資格を取るのに苦労したから安い値段で商売をやりたくないと言う方もいますがその資格を取るのに
どんな苦労をしてきていようとお客様にはまったく関係ないんです。
その商品を選んだのは自分の責任です。
また立地も不利な立地に店を立てってそこに懸命に人を呼び込もうとしている人がいますが
立地で売れるんです。
もう少し言い換えると立地が売れるんです。
良い立地に店を建てればその商売が替わっても売れるんです。
たとえばたい焼きや屋が良い立地で流行ったからたい焼き屋を俺もやりたいと言う人がいますが
その立地が売れているんですその立地が他の商売に変わっても売れるわけです。
商売ってそういうののですよ。
なんでお客様を呼び込むのではなくお客様のいる立地に移転するのが一番早い対策です。
移動カー販売など考えたら明確ですよね
たとえば老人ホームなどの高齢者施設の前にクレープなどの移動カー出しても売れませんが
女子大の前にクレープのお店出せばお客様来ると思いません?
この辺をしっかり考えて
Time・いつ?
Place・どこで?
Occasion・どんな場合に?
Life Style・どんな人が?
を考えてビジネスを組みたてるんです。
より有利な場所でビジネスをするんです。
たとえばこれネット販売に置き換えれば
お買い物に来る人が多いところにお店出せば売れやすくなりますよねまあ要するにアマゾン・楽天などです。
ですがその中にもライバル沢山いますので上位表示されないと厳しいですよね。
と言う事は売れるキーワードの上位が売れる立地と言う事です。
なので、商品にマッチしたキーワードでその商品を欲しい人が集まるキーワードを探し
その中でも人と売りの良いところ(上位表示)に商品を
ここ重要ですよ。
お客様の手が出る価格で配置するだけで実は売れるんです。
ところが商品は良くても高く売りたいでしょ?
自分で買い物するとき予算見て買い物するのに売る立場になった瞬間
そういうの無視して自分の売りたい価格で売ろうとするから苦労するんですよ。
これねネットの世界のマーケティングのお勉強なんかが高く売ることしか推奨していないから
そういうものだという刷り込みが入っているから困るんですね。
お客様のために商品を選んでお客様に欲しい価格で商品を提供できるように仕入先の変更をする
その仕入れ方法ごと学ぶと言うのが商売ですよ。
その辺のメーカーが作ったものを適当にしいれたり
自分の売りたいものを仕入れて売るのはまるっきりお客様のことを考えていないわけなんで
売るのにも苦労するわけです。
お客様視点でビジネスを組み立てる必要があるんですね。
自分本位でビジネスを組み立てると非常に苦労します。
そして、お客様のために努力する行為を
企業努力といいます。
お客様のためにする行為のみが企業努力なんです。
では???自分の商品を売る努力は??
お客様のためにやっていませんよね?
つまり、企業努力なんて一切せずにお客様を言葉巧みに誘導する技術のみ
学びにいってしまうわけです。
これが売れなくなる原因なんです。
ネットの世界のマーケティングの中で言われていることと全然違う事を書いていますが
ドラッカーの発言である
マーケティングの究極の目的はセールスをなくすことだって発言あるの知ってますか?
これを再現するにはこのやり方でないとできません。
全ての事には多面性があるんです。
売り手から見たら自分の売りたい商品を高い価格で買ってもらいたいなので
マーケティングで売る技術が横行していますが
お客様の立場になったら間逆ですよね?
自分の欲しい商品を
欲しい価格で
自分が買いやすい場所で
買うのが人の暮らしじゃないですかね?
色々な学びがあり色々な技術がありますが高い商品を売ったほうが確かに儲かります
ただ、それなりの価値のあるものを価値のわかる人に売る必要があるんですね。
ちなみにこういうこと書くと私は安いものばかり売って安売りばかりしていると
いらぬ誤解を招くきあいつは安く売ることしかできないとわけわからない判断をする人がいますが
今私が扱っているものの中には10億から60億円の商品などもあります。
あいつは安いものを扱っているって言っている人の数千数万倍の高い商品だと思いますけどね。
価値のわかる人に価値のあるものを売るにはいいんですよ。
ところがすかすっかの商品を懸命に高値で売ろうとしている商売を知らない人がいるので
訳が分からなくなるんですね。
その辺見直してみるといいですよ。
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2017.10.10 新規書下ろし!無料レポート
「99%の人が知らない売れる商品の探し方」
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