一则小故事启发的营销策略

一条街上有三个水果店，一天，有位老太太来到第一家店里，问“有李子卖吗？”店主见有生意，马上迎上前说：“老太太，买李子啊？您看我这李子又大又甜，还刚进回来，新鲜得很呢！”没想到老太太一听竟扭头走了。店主纳闷着，哎，奇怪啊，我哪里不对得罪老太太了？老太太接着来到第二家水果店，同样问“有李子卖吗？”第二位店主马上迎上前说：“老太太，您要买李子啊？”“啊” 老太太应道。“我这李子有酸的也有甜的，那你想买酸的还是想买甜的？”“我想买一斤酸李子”于是老太太买了一斤酸李子回去了。第二天，老太太来到第三家水果店，同样问“有李子卖吗？”第三位店主马上迎上前去同样问说：“老太太，您要买李子吗？” “啊” 老太太应道，“我这李子有酸的也有甜的，那你想买酸的还是想买甜的？”“我想买一斤酸李子”，与前一天在第二家店里发生的一幕一样，但第三位店主再给老太太称酸李子时，聊到:“在我这买李子的人都一般喜欢甜的，可您为什么买酸的呢？”“哦，最近我儿媳妇怀上孩子了，特别喜欢吃酸李子”“哎呀！那恭喜了，怀孕期间的营养非常关键，要多吃些维生素丰富的水果，生下的宝宝会更聪明些！”“是啊！那吃哪种水果含的维生素更丰富些？”“猕猴桃的维生素多要不您先买一斤回去给您儿媳妇尝尝！”这样，老太太不仅买了李子还买了猕猴桃，而且以后几乎每隔一两天就来第三家店里买各种水果。                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                                  

通过“老太太买李子”的营销案例，得到如下启示：在当前市场竞争如此激烈的情况下，要从以产品为中心向以客户为中心转变，在了解客户需求的基础上，深度挖掘客户潜在需求。为客户做好资产配置，进行打包销售，增加产品的渗透率以及客户的黏性。