1 Supply of goods
Every day I see many people concerned about finding the supply of goods. It seems that with a good supply of goods, business is guaranteed. But at the beginning, in fact, in the store, the least important thing was the supply of goods. As the saying goes, you get 30 cents of goods and sell them for 70 cents. During this period, remember, don’t choose what you love, only choose what is easy to get rid of.
For example; I take 20 yuan for a small shirt. 10 pieces.
One piece was sold for 145 yuan, and one piece was sold for 80 yuan. For the rest, I asked myself to sell one piece no matter what every day. It must be higher than 80 yuan.
Some people may have said: It’s really dark.
I tell you: the value of clothes lies in the process of selling them. How many customers are short of clothes? When women buy clothes, they enjoy the process of buying them.
Women who buy clothes at these price points will not take you seriously. They just think they are not expensive and are just for fun. They may not be very good and they are not very needed at the moment.
But stay. From now on, it’s okay to wear small items with small items. What about the price? It’s not expensive to wear out. It’s too cheap and I won’t wear it.
If you don’t believe me, give it a try - 20 yuan? Too expensive! 10 yuan is enough, I bought it for my nanny to wear! ! !
When selling clothes, you must love your goods. Don’t be dissatisfied if it takes a long time. There are times when I regret buying goods. I will learn lessons,
But I still promote it as the most beautiful clothes.
My belief at that time: even garbage can participate in the circulation of goods, not to mention that what I sell is new clothes!
I am not boasting, customers come because of my enthusiasm, and there are many regular customers. heap. The highest record is that the daily turnover is more than 3,000, and the minimum profit is more than 2,000.
The minimum is 700, and there is a profit of more than 400 points.
Four months later, the second store opened.
I hired a girl who delivers fast food, and her salary is 600 yuan, and her salary is 1,500 yuan. She really makes sales more important than anything else. In our market,
1,500 was a reasonable salary (at the time), but it required experience. I don't believe it, I believe in passion.
I started to adjust the method of getting goods.
It is better to find a companion than to find goods.
I visited all the markets and after repeated selection, I selected two wholesalers.
Why? Follow the banker! If you have a good taste, it is better to follow the Wang family.
Many people like to buy goods here and there. They think they have a good taste, and buying goods is like "shopping" or shopping. I won't.
I’ll pick it up from two places. Once you’re familiar with it, you’ll be a big customer. I can get the new version that others can't see. Once I'm familiar with it, I start returning and exchanging it.
I can keep up with the good ones, and try to change them if the bad ones are bad. Not to mention buying goods, the style of the house is relatively unified, not messy, and it all goes together in one way.
Looking at the goods that the tasteful sisters got, I laughed to death.
My strength is sales, and I will not delay in getting goods. I kept making money and opening stores. Within 18 months, I opened 4 stores. Since I try to sell everything,
wholesalers are impressed by me. I often sell on credit, which greatly increases my working capital.
I later opened more than 10 stores and sold goods to 6 wholesalers. I left early and changed early, so I didn’t have anything to buy at the end of the year.
Having said this, you may wonder, what kind of person am I!
You will guess wrong one hundred percent of the time.
When I was selling a small shirt for 13 yuan, I was wearing a genuine Chanel. I didn’t even play PRADA.D&G. back then.
I have gained something else: in the past 6 years, more than 20 of my salespeople have started businesses, and more than 20 of them are business owners. They understand that
It doesn’t actually cost much to do business.
I educate them to be people who make something out of nothing.
I think making clothes is farm work and cannot be rushed.
I feel that I am "walking on this road" and I am trying my best to sell my understanding of clothing. In fact, what women need is just inner satisfaction.
There must be some of you who like to buy more than wear.
I don’t wear designer clothes now. Wrong, it doesn’t necessarily require a famous brand.
Now my business is good, the goods are very expensive and I sell well. To be honest, having worn so many good things, I know a lot about this fashion.
As the boss lady, you must dress up beautifully if you want business to be good. Moreover, the goods in the store can only be matched with each other, and you should never wear matching ones.
That is the salesperson's business. You have to dress in a classy way, and the clothes in your store are all in class. You know, try to wear big name brands as your battle clothes.
At that time, your warm smile will make many difficult women become your regular customers.
There is a difference between selling cheap goods and selling expensive goods.
To sell cheap goods, be enthusiastic.
To sell expensive goods, be colder.
Do you think this is snobbish? wrong.
In the top specialty stores, do you feel a little indifference behind the politeness? !
I sell goods. That's it. For clothes that cost around 2,000, don’t make a quote. Get a computer and call her. Remember, look her in the eyes.
Just being polite is enough. If she is from this consumer level, she feels she has to prove it to you. Women are natural enemies, too passionate.
She thinks your goods are not worth it.
When selling expensive goods, the less smiles the better. Even customers who have visited many times are always polite and polite.
I am rambling here and there, but it is true that when the book is put to use, it will be less regrettable
A friend asked me, you also make expensive products, and you also make cheap products. Why?
Actually, I came here based on the store location.
You have to follow the price of the products sold next door or so. Usually when there is a lot of traffic, you have to measure. In a place with few people, make expensive goods.
Of course, I like to get together. Never open a place with a single store. It will be a dead end. It will not save rent, but a waste of time.
Some people will say that if I keep it for two years, I will be prosperous, and it will delay your earning hundreds of thousands every minute in two years.
Selling cheap goods, pulling cars to buy goods, selling expensive goods, entering and exiting is a BMW.
Selling 100 pieces is too slow to earn 90, and 90% is not much.
If you sell a piece for 1,000, 30 is 300.
But be careful with expensive goods. It's true. If you can't keep it for 6 to 10 months, don't do it. But after a year I am no longer tired. The more you sit, the more prosperous you become.
Many people don’t persist. If you make a bargain, you are destined to work hard. It is easy at the beginning but hard forever. Jews are the best at doing business, and they sell all expensive things.
Many brands asked me to join them. I never do. You can sell everything on the street, so why should I leave my fate to you? It’s not like I don’t know how to do business.
Women are only loyal to men, and men are loyal to brands. I want to try any good brand, after all, my consumption level has not reached the level of trying thousands of mountains and rivers.
It is good to sell bulk goods. Earn more and no one will care, unless you sell a famous brand, will the famous brand ask you to join?
I also do wholesale now. I don’t recruit people to join. It’s not like I don’t have money. If I recruit 100 people to join, if even 100 of them can’t sell, then I’m not bringing in 100 burdens. I also sympathize with those small shops. They have to take a lot of everything, so they don’t know how to sell it.
Two Laws of Selling
1. Every woman will think that she has a certain style of dressing. You should not pretend to be a consultant or image coach. (Those who think they are not good at dressing up will not buy clothes often)
Regular customers are very important, and repeat business accounts for a large proportion.
Don’t teach customers how to match them endlessly. A woman's self-esteem is greater than anything else, and she won't find a place to be stupid and show it to you.
Otherwise, even if the purchase is successful this time. Your place won't be a place she wants to come often.
I will handle it this way.
After a customer pays attention to a piece of clothing, I, who wears all the famous brands, will sincerely praise her taste. During the process of buying clothes for her, I will also ask her what else she wants
More Nice and wonderful idea. Praise her for being fashionable.
I am greatly inferior.
The result is: Many of my customers like to bring their husbands or boyfriends to go shopping when they have nothing to do, and buy a few items by the way to show off their shopping savvy.
This is her paradise. She can also call friends and help you sell goods. She wants more people to know that I, who wear all famous brands, are all her fans.
My store is a dream factory for countless women. I sell dreams, and my product is a sense of success and superiority.
In many cases, customers find that a piece of clothing they bought from me is much more expensive than others. But they will maintain their prestige.
She has ten thousand reasons in her heart to deny her failure, and will not take her anger out on me---she knows that I am not an expert.
2. Selling is not a debate
Okay, yes, it is a salesperson’s magic weapon.
Let’s take a look:
This fabric is not good
Yes, you are an expert. But it is easy to wash and dry, and easy to take care of. No dry cleaning required.
It won’t be comfortable to wear
That’s right. Wash before wearing. The exquisite beauties usually only wear new clothes after they have been washed. Do you like red or green?
I don’t like the buttons on this, it’s too eye-catching
Yes, yes. But there is no need to wear a necklace. Here is a bracelet. A color series. You must have a lot of bracelets at home.
The result is often: a sweater, a bracelet, a pair of pants. (She also told us what kind of pants we should wear. To prove that she was right,
bought another pair of pants.)
When guests feel like God, they will become yours slave.
Women are strange. When he feels defeated by a successful person, she feels more successful. The topic of two successful people is definitely not a bargain at 100.200. (Guests will think: I am a successful person. 100.200 is not a problem.)
Meeting a lonely person As a guest, you have to go all out: a good opponent is a teacher.
You are a businessman. You must have the qualities of a businessman. Random concessions are the beginning of a nightmare. You are willing to pay 50 less this time, and he will try to get 100 next time.
The key points of bargaining are the exchange conditions one after another, such as buying two more items, or bringing accessories, or promising to bring friends.
Promise to keep the price confidential. Promise not to give us such a low price next time, but to pay more attention to us. When friends come, they should say more nice things to us.
We want a win-win situation. You are already our VIP.
You may have noticed that I have repeatedly emphasized that I am wearing a famous brand. Don't be shy, this is marketing.
Your image is the image of the store, and the grade you express is the grade of the goods. If a customer is willing to be friends with you, of course you must be humble enough to be friends with you, and she will feel that you have class.
My customers recognize that my customers here are all of good taste. (It is an honor to buy things from me.)
Look, your customers are all successful people and high-class friends. Are you still worried about selling goods? There is marketing, no need to sell.
3. Control your breed.
Every woman has her own way of dressing. Let me tell you a secret: they are 100% good at choosing clothes. 50% are good at picking out pants.
30% are good at picking skirts (except dresses).
Why do women keep shopping? Do people who really know how to buy clothes buy clothes often? Most of the time, the pants and skirts don't match well,
but they never thought of this. They would search all over the world for a suitable dress, and they always feel that they still lack one piece of clothing.
The smart boss lady already knows how to do it.
Use your own strengths to attack their weaknesses.
When the boss ladies buy goods, they like to focus on coats. Jackets are the most competitive. Besides being good-looking, there are other things that are even better.
The customers I meet are all experts and they all have their own way of doing business. Is it difficult to do business? Check it out yourself.
A boss lady who is good at business will definitely look at the "lower three", that is, pants, skirts, and shoes.
"Xiasanlu" is ready, and everything from jackets to shirts is selling well.
Want to know what kind of pants, skirts, and shoes sell best?
Pants
Keywords: stable, slimming,
Pants should be of all types: small trouser legs, straight pants, casual wide trouser legs, suit trousers, 7.8. 9-point pants
Mainly light colors in summer, dark colors in winter, and black throughout the year.
Each pair of pants cannot have too many similar styles
When purchasing the goods, if two styles are similar, choose one. If you like both styles, make one first and then the other later. Why?
When there is comparison, there is high and low. If the customer is unwilling to take the test, she will usually only choose one of your 10 styles. If you eliminate the 9 styles, she will have little interest in the future.
You offer 5 styles, and she chooses one. Remember, don’t have too many styles. Customers don’t have many requirements for the style of pants. When eliminating suppliers,
take the layout as the key factor. Pants that are good in style, span a wide age range, and are simple and elegant are the best sellers. Personality is the guest's business, and sex is your business. The more personalized the pants are, the harder they are to sell.
Skirt
Keywords: lines, slimming, subtle sexy
If you want pants and skirts to sell well, the store should have Sambo high-heeled shoes with medium heels and flat heels. , prepare three types of boots for winter.
My experience is: size 38.39 is good and easy for customers to put on and take off. Anyway, the store also sells shoes, so I can give customers a feel for them.
Persuade customers to change shoes and try on trousers. You can prepare a large number of stockings. Customers will feel that you provide good service and are hygienic. If a woman tries on pants while wearing sneakers, I guarantee you won’t be able to sell them.
Shoes must be of good quality and must not be passed off as shoddy. This will not be hidden for long.
Except for shoes, other clothes are of average quality. The Fortune 500 companies do not make money by putting quality first.
You should keep and review monthly business records. It is normal for pants and skirts to account for 40% of sales.
Every time the seasons change, pants come first. When the weather is supposed to be cold or hot, it won't affect business much.
Good pants are sold in summer and good skirts are sold in winter.
That’s right,
A lucky woman has air conditioning in summer and heating in winter.
p>Men dress like their buddies, but women like to be different
Women like the colorful world, but they like to make repeated purchases. Liking it and deciding to buy it are two different things. Except for the base sweater,
the color of the shirt can be bolder, but for other things, I advise you to be more conservative.
Coat Coat I won’t talk about outerwear because everyone is an expert.
3 How to deal with suppliers?
Try to fix two. If you buy goods from all over the world, no one will take care of you.
Concentrate your purchasing funds and only attack two or three companies. You will soon discover the benefits. 1. Returns and exchanges are relatively easy. 2. I won’t be without goods for a while.
I have brought back the old models on the market. 3. I am late in arrears, so we can meet again in the future. Increase working capital. Establish a good relationship with the supplier's salesperson, and you won't miss out on anything good for sale.
4. Don’t waste all your money on tolls. From time to time, you can ask the supplier to send you a board and pick up the goods by phone and computer.
What kind of supplier is a good supplier?
1. Have strength. Don't be afraid of hard work. Only consider long-term cooperation when you see a sewing machine. This is the iron law of Italian businessmen.
It’s the same across the country, there are people selling goods everywhere. The high-end fashion you get is from street stalls every minute. You buy it elsewhere and replace it with your own branded goods.
You can sell well and get rid of it, but it may take 12 years to earn 6 million, not 6 years.
When looking for sources of goods, many boss ladies make the wrong effort.
When they go out to get goods, it’s like shopping. They care about style and price, rather than finding a strong strategic partner.
A strong supplier with money and talent will definitely have a higher chance of winning than you alone.
2. An ethical company
You can ask the supplier’s salesperson sideways. How long have you been working? Do you like the job? Is the sales manager too enthusiastic?
Good suppliers will not be enthusiastic about you for no reason. They know that 80% of the profits are created by 20% of the customers. Before you show your business value,
the harder you work The more careful you are about publicity.
You can observe whether their customers are happy or sad.
I am disgusted with franchising. Franchising is already rubbish. Franchising is foreign. Toy, but in China, the taste has changed. The purpose of foreigners joining is to facilitate management and standardize operations. If they want to make money, they can go public and raise funds. Therefore, they mostly want to Do a good job in business. Some businessmen in China want to expand their scale and make money right away. As for whether they have the ability to carry out standardized operations after expanding channels, they don’t even think about it. Their income is not assessed at all.
As long as you have money. Many franchise store owners don’t know how to do business, and the business will be good? If you can learn to do business with this kind of low-level management, then what is 10 years? It’s hard to learn to be a businessman!
I don’t accept franchisees myself. I’m not willing to carry the burden.
The person who sells my goods must be capable. Good goods will be returned I need to be able to sell.
Before, I didn’t open a factory. When I bought goods to sell, I would bother to take care of anyone who wanted to charge me a franchise fee. If you have the strength, what are you charging for?! If you don’t have money, that’s it. No strength!
Good goods? Haha, sell it yourself.
There are good goods everywhere. It’s not that your goods are good, it’s just that I want to find convenience.
If you are willing to do business together, you must trust
The supplier is strong and will not care too much about whether you have money or not. What matters is your ability.
You will have to pay for everything. Yes, will I sincerely help you make money?
Yes, it is not that noble, and I am not helping clients make money, but I hope that capable clients can help me make money, so I meet capable clients,
I will try to win over all parties, but I have never thought of using franchise. There is a limit on the franchise fee.
3. Order carefully
If the quantity you want is not astonishingly large, you can There is no need to place an order.
Some suppliers like to ask for orders, so be careful. They want to pass on the risk. If you open a large department store, the order will be normal. If not, it will be uncertain whether it can be done.
Watch your wallet.
Some ordering companies are unscrupulous, so you have to pay attention. The samples may be imported materials. After ordering, remember to get a sample or cloth version, and If the order contract states that the goods are not correct, we will not accept the goods.
If he uses various excuses to evade, you can leave without hesitation. Especially in Guangdong and Hangzhou, including so-called foreign trade companies, You have to be careful.
In short, try to get the ready-made goods.
The trick is: Oops, this product is no longer available. Can you order 50 pieces and we can make it for you?!
Respond smartly: I want 3 pieces in large sizes and 2 pieces in medium sizes. If you have a customer, help me pick them up. Let me know if they are in stock. In this way, you will not suffer any loss whether it is true or false. .
I have a friend who did not bring sample clothes or fabrics when ordering, but ended up with a lot of garbage.
4. Responsible suppliers
Good Suppliers will care about your business, which is why they care about the terminal. They will exchange defective goods easily. They are willing to place advertisements on the terminal. They will ask for your opinions on the goods from time to time.
They will also ask you about the difficulty of your business. I’m asking how your business has been recently and whether you have any goods to replenish. There are hot-selling items now. Do you want to send me a plate for you to try?
Of course I will agree to it and the plate can be returned.
p>You don’t have to care about the supplier’s own decoration. His simplicity reflects pragmatism. Many suppliers don’t know about service terminals and only care about their own decoration to show their strength.
I have a friend who told me The report said that he had found a strong supplier. I asked him how do you know he is strong? He replied: "Wow, their store is so luxuriously decorated!"
Once you have a good supplier , you also have to work hard. Qiangqiang group
Cooperation should be cherished by both parties.
Don't care too much and make demands every day. Any unilateral interests cannot last long.
Sell goods well, this is related to your right to speak. Show The more valuable you are, the more benefits you will get.
Looking at the goods: selling for 30% of the goods and 70% of the price
1. Don’t make it look good, just make it profitable.
Good-looking goods are in Europe, not in Guangzhou. The focus is on how much they are expected to sell for.
2. Don’t just pick what you like, but pick what most people accept.
It’s not about wearing it yourself, you have to have a business sense. You make money and wear a lot of good things.
3. The supplier is good, but the goods are not the most beautiful
The most beautiful dress is the wedding dress. Looking for a wedding dress company?
4. I have taste. These products don’t look good
Unless you are an international famous brand. A sister with taste, You will die in an ugly way. A classy sister usually loses money to earn money.
5. Travel expenses are too expensive, take more and spread the cost
What era is this? Just clear the serial number and make it easier to replenish goods. Use the phone or computer.
6. I have a small customer base and want new styles every day
It is important to maintain a certain style. Expanding the customer base is Fundamentally. If you hang around a few regular customers, you will get more and more goods and fewer and fewer customers. The store is messy and out-of-order goods are everywhere.
Strive for good-selling items. Sell ??more. This is a product that the market has affirmed. Consumers are highly satisfied after purchasing, and the chance of becoming regular customers is greatly increased. On the contrary, new products have the risk of being new.
It is a good-selling product. I will be careful. I usually take dozens of pieces. I always check whether the code needs to be replenished and whether the color needs to be added.
7. I often call and only replenish one or two pieces. Will the supplier look down on me?
Don’t worry, a good supplier will appreciate your caution. At least, you won’t cause him big trouble.
He will only be annoyed if you call to return 20 or 30 pieces.
8. The supplier has some excessive demands, can I refuse?
Refuse. The characteristic of a businessman is to protect his own interests. Are you a businessman?
I am a wholesaler and I respect worthy opponents.