After the short-haired lady left with the middle school student, several customers came to the door to "beaten to be slaughtered". Some of them were customers who had just bought books at Baixiang Bookstore, and some were just passing by. There were quite a difference between them, but their performance at standing in front of the stall was surprisingly consistent.

Make a request, ask for the price, pay the bill, then put the bookmarks like a treasure, and leave happily.

No one has a misunderstanding!

Everyone knows this is a DIY bookmark!

and!

Even if they don't bargain!!

Don’t they think it’s expensive for a paper bookmark that costs ten yuan per coin?

The little girl racked her brains and couldn't figure out what was going on. If there weren't too many customers coming to deliver the money and the production requirements made differently, she would have suspected that this was an extra invited by the tall man next to her.

"That." The little girl looked at Yao Yi again, her eyes full of admiration and confusion, "May I ask, are you a magician? Well, no, this is not like magic. Well, then... are you a hypnotist?"

Hypnologist?

Oh, yes, movies, novels and pseudo-documentary related to hypnotists have become popular in recent years, so many ordinary people who do not have professional knowledge have misunderstood the profession of hypnotists.

In the eyes of many people in this era, hypnotists often represent mystery and evil. They can control other people's minds by moving their fingers and blinking their eyes, as well as various supernatural powers such as erasing memories, implanting concepts, and creating personality.

In fact, hypnotists do not have these superpowers? The myths of hypnotists at this time are exactly the same as the qigong heat of that year. They are both creations of imagination. In the future, there will be ridiculous legends such as "the ecstasy drug that loses the mind when you hear it" and "the brain control that emits radio waves to control the brain" and so on.

Thinking of this, Yao Yi was so amused and crying. The little girl probably felt that only hypnotists could control the minds of passers-by and let them be slaughtered willingly, but she didn't know that merchants who were good at marketing also had this kind of "super power".

"I'm not a magician or a hypnotist. I just did some small business before and knew how to attract customers and make customers willing to pay their wallets." Yao Yi was in a good mood and said more, "Well, this is called 'marketing'."

The little girl changed her face and asked hurriedly: "What is marketing? What is its relationship with pyramid schemes?"

“…”

At this moment, Yao Yi felt that he couldn't wear a hat because this little girl was so overwhelming.

After a while of silence, Yao Yi said in a deep voice: "Marketing refers to discovering the needs of the market and consumers, creating product forms from the overall level, promoting, disseminating and selling products with specific means, and stimulating customers' desire to consume."

The little girl nodded seriously: "Ohh!"

"I understand?"

The little girl shook her head seriously: "I understand every word, but I won't understand it if I put it together."

Yao Yi sighed silently and said, "The stall is still this stall, and the things on the table are still unchanged. If you want to talk about the changes before and after, you are the sketch board placed in front of the folding table. Do you want to know why? The answer is written on the sketch paper."

"Oh!" the little girl pointed to the sketchboard leaning against the folding table and asked carefully, "Can I take a look?"

"Of course." Yao Yi laughed and made a gesture of inviting him.

The little girl reached out to pick up the sketch board and flipped it over. She saw a row of extremely elegant but not difficult to recognize words written on the paper: a unique exclusive bookmark for you and TA (you can customize pictures and text).

That's it?

After the little girl rubbed her eyes and confirmed that she was not dazzled, she became even more disbelief.

This sentence looks very ordinary, and it looks good in words. Where does the magic come from? It can make customers willing to be fat sheep and be slaughtered?

Yao Yi had the intention to find her to cooperate, so she took the initiative to speak up, intending to solve her doubts: "Do you think these two sentences are very ordinary?"

The little girl shook her head quickly, hesitated for a moment, and nodded guiltily.

"Want to know the reason?" Yao Yi smiled a little badly.

This time the little girl nodded vigorously without hesitation.

"First of all, DIY is a hot word nowadays, but there are still many people who don't know what DIY means. Therefore, if you want to expand your publicity role and strive for more potential customers, you must use specious statements. When people who know DIY see this sentence, they will think of DIY. After reading this sentence, they also know that we are selling customized bookmarks."

Yao Yi hugged her chest with her hands and talked happily.

"Secondly, the words unique and exclusive create a sense of superiority for customers. Bookmarks in bookstores may not be ugly, but they are all the same. Things that are bad are not good. On the contrary, make them according to your own ideas. The exclusive bookmarks not only have uniqueness, allowing customers to enjoy a sense of superiority, but also have collection."

"For example, the lady who asked you to draw three little pigs may have two close friends, three people use three bookmarks. The little black pig, white pig, and pink pig are probably the nicknames they use for each other. Items with collection value can no longer be limited to cost, so the price increase will not be unacceptable to customers."

"When I was looking at the word "gift", why didn't I write "create a unique exclusive bookmark for you"? Because the value of bookmarks is limited, if you want to sell the product well, you must first package it well. The word "gift" gives customers a hint and a reminder that this novel DIY bookmark can be given as a gift. In this way, even if you don't buy books and don't read books, you will have the intention to buy, so we further expanded our customer base."

"Finally, it's concept packaging. Since it's a small gift for people, how can ten yuan be considered expensive? Compared with the small gifts in boutiques, DIY bookmarks are both cheap and innovative. If you buy a fresh one and two yuan, who can't afford to laugh at them? If you offer a price of one or two yuan, customers will think that our bookmarks are too cheap and too low-end. Who would give them something to someone? Once you have such an idea, you may not buy them again."

"And like now, give a delicate packaging, quote a price that meets the customer's psychological expectations, and match it with creative and satisfactory products. When the customer sends the first bookmark, they will come and buy our bookmarks again after they see the smile on the face of the person receiving the gift."

"The importance of repeat customers is not just to simply expand revenue, but also to build up reputation. With reputation, your DIY bookmark will become special. At that time, you can contact the supplier and add some special symbols to the bookmark to form a brand effect. In the future, even if someone imitates your customized bookmark, it will not cause too much impact on you in a short period of time."

After completing the analysis in one breath, Yao Yi snapped her fingers and smiled at the little girl.

"Okay, so awesome! And I actually understand everything!" The little girl raised her head, and seemed to have a little star in her eyes, "Are you really a small business?"

She added accent to the word "small".

"Yeah, a small business."

Yao Yi nodded slightly, and the wind and clouds were light.
Chapter completed!