She said, first of all, before class, I will tell you such a story. The story happened in a hot summer, and two brothers fell asleep under a big tree. The big one is called heavy hair, and the small one is called two hairs. At this time, a breeze blew and the two brothers woke up one after another. At this time, heavy hair said to two hairs, "Brother, I found a bag of gold." At this time, Ermao thought that since my brother had found a bag of gold, it meant that the hard life of the two brothers had finally come to an end, so he said to Heavy Mao, "Brother, can you give me half of the gold you found?" At this moment, heavy hair shook his head and said, "Brother,
At this time, Ermao doubted whether I would ask my brother for it again, so he summoned up his courage and said to Heavy Mao, "Brother, can you give me half (that is, one third) of the gold you found?" At this time, heavy hair still shook his head and said, "Brother, no". At this moment, at heart wonder. My brother is so kind to me at ordinary times, and the first thing that comes to mind is me. Why did he become so stingy when he saw a bag of gold today? Did I ask my brother for more, so I got up my courage again and said to Heavy Hair, "Brother, can you give me half of the gold you found on the basis of 1/2, that is, 1/4?"
At this time, heavy hair still shook his head and said, "Brother, no, I just had a dream. Don't you even dare to think about it? " Dreams Dreams have become great since human beings had dreams, and they have become brilliant because they have realized their dreams.
The famous scientist Al Sheng Di once dreamed of turning night into day. After numerous experiments, he finally invented the world's first light bulb and realized his dream.
According to the statistics of sociologists, 97% people in the world narrow their dreams to the balance of income, that is, those working people and small traders, if they have 10 thousand yuan in their hands, they will deposit it in the bank in exchange for meager interest; There are still 3% people in the world who expand their dreams in order to balance their income. These are big entrepreneurs and the richest people. If they have 10 thousand yuan in hand, they will invest it to get more profits. To put it bluntly, they will get more money.
There's a word here-money. Because I didn't study hard when I was a child, I often wrote my future "ahead" as the "front" of money. Friends, when you come home from work and see your white-haired mother and your father who is no longer too tall and straight, have you ever thought that you are a high-ranking son and daughter? When you see other people's wives wearing gold and silver, and other people's husbands driving their beloved cars on the highway, have you ever thought that you are a powerful life partner? When you see other people's children carrying their beloved schoolbags in and out of that noble school, have you ever thought that you are a famous parent?
When I come home from work, I often hear the old man and aunt next door say that a girl and a boy are capable, and as the name implies, they must have enough capital to do great things. Life is like a dream, life is like a dream, but life is not a dream after all. Today, I will take you into such an ideal space, people who dare to dream and dare to dream. There is no limit to your age, education or good social background. As long as you succeed at home, you can get what you want, and once you get it, you can change the fate of you and your family.
If you want to do business, you must first understand the development of business. Businessmen divide it into three stages. I will explain three commercial laws to you.
1. Commercial Law: Counter10+10+10+10 = 50.
It appears in the form of a counter, and the goods inside are lifeless, waiting for customers from all directions to come and buy.
Today, if you sell one product, you will get one benefit; if you sell ten products, you will get ten benefits. If you don't sell goods today, there will be no income. The businessman gave it a vivid set of numerical metaphors. Five tens add up to fifty. This is a typical way of selling goods at the counter of shopping malls and rural commissary.
As the wheel of history keeps rolling forward, this way of selling goods waiting for him can't keep up with the development and trend of the times, so the second commercial law soon appeared.
Commercial Law: The relationship between the company and employees is employment and being employed, and employees get 5%-30% income. 10* 1+ 10*2+ 10*3+ 10*4+ 10*5= 150
The difference between commercial law and commercial law is that it appears in the name of a company and is sold by an employee, and there is a relationship between employment and being employed; The closure of the company directly faces the laid-off of this employee, and the company will give him a corresponding benefit salary of 5%-30% according to his ability; In other words, this employee has the ability to earn this 30%, but has no ability to earn even this 5%. Businessmen also gave it a set of numerical metaphors:10 *10 * 2+10 * 3+10 * 4+10 * 5 =/kloc-0.
This is a typical way to sell goods face to face with a backpack. Because it was not recognized by consumers, three commercial law soon appeared.
Three-quotient rule: the company and the salesman are cooperative, and the salesman has a profit of 15%-60%.
The similarity between three commercial law and the Second Commercial Law is that they also appear in the name of companies, and it is no longer employees who sell goods to them, but salesmen, and there is a cooperative relationship between them.
What is cooperation? If you get along, do it; Don't do it if you don't get along. The company is the department that produces goods, and the salesman is the team that sells goods. The bankruptcy of the company has nothing to do with this salesman. The company will also give the corresponding welfare salary of 15%-60% according to the different levels of salesmen, and business scientists also give a set of vivid numerical metaphors:10 ∧1+10 ∧ 2+10 ∧.
What is the power of ten? In other words, if you can't sell the goods yourself, you can find ten capable people to help you sell the goods. This is a typical fool's way of using talent to promote himself to genius. The benefit salary he got is also very considerable.
It is not difficult to see from these three sets of data that three commercial law is many times more advanced than the Second Commercial Law and the First Commercial Law. I will explain the long-awaited new marketing plan based on the three quotient rules.
? New marketing plan
Geometry/Market Multiplication+Interpersonal Word of Mouth+Direct Delivery
What is the new marketing plan? It consists of three parts: first, it is based on geometric multiplication theory, which is referred to as geometric multiplication, and the word-of-mouth of interpersonal relationship is referred to as interpersonal word-of-mouth, plus the fastest delivery method in the world-direct delivery.
What is geometric multiplication? Commercially, it is also called market multiplication. Mathematically, it is the power of several times, and the n power of m. Generally speaking, it is the operation process of chicken laying eggs, egg floating chicken, chicken regenerating eggs and egg floating chicken again.
In order to make everyone see it more clearly, I will give you such a small example. There is a beautiful girl named Xiao Fang in my village, and a handsome boy named Xiaoming in the village next door. They have been in love for five years. Because Xiaoming is naturally introverted, he dare not propose to Xiaofang. Once again, at a friend's birthday party, because Xiaoming had a few more drinks at that time, as the saying goes, a hero comes out after drinking, so Xiaoming boldly ran to Xiao Fang's house and proposed to Xiaofang. At this time, Xiao Fang thought that we had been in love for five years, and both of us reached the legal age of marriage, so he agreed with Xiao Ming.
But at the same time, Xiao Fang said: You must give my family a certain bride price according to the custom of our village. At this moment, Xiao Ming thought: My old father saved me a bride price as high as 65,438+10,000, which is enough for Xiao Fang and me to hold a wedding in the countryside. At this time, Xiao Fang added: I am not as tacky as other girls, and I want you to have a 65438+80,000. I only ask you for one month's salary. Let's see how Xiao Fang asked Xiao Ming for this month's salary.
She said: On the first day, you gave me a penny, on the second day, you gave me two cents, on the third day, you gave me four cents, and on the fourth day, you gave me eight cents … and so on until the thirtieth day.
Because Xiao Ming had a few more drinks at that time, thinking that he could marry such a beautiful Xiao Fang for a few cents, he took this wonderful news home and shared it with his old father. As the saying goes, the wine is still pure, and the ginger is still old and spicy. His old father said that no matter how much the Xiao Fang family wants us for the bride price, we should pick up a pen and paper to calculate. It's not ignorance, it's shock.
On the thirtieth day, Xiao Ming had to pay Xiao Fang up to 5.36 million yuan. Plus the previous 29 days, 28 days ... All the way to the first day, Xiao Ming * * * has to pay the Xiao Fang family as much as more than 10 million yuan in bride price money.
New visitors may not believe the astronomical figures on this whiteboard. It doesn't matter if you don't believe it You can pick up a pen and paper to do math. But not now, until you get home from class, but at the same time, I want to tell you that the day after this is twice as long as the day before.
Because Xiaoming couldn't afford to marry Xiao Fang and was not intimidated by Xiao Fang, he came to Guangzhou with the 65,438+10,000 yuan saved by his old father.
As the saying goes, if you don't come to Beijing, you don't know the official position. If you don't come to Shanghai, you don't know the business intrigue. If you don't come to Guangzhou, you don't know how much money you have in your pocket. To put it bluntly, if you don't come to Quzhou, Zhejiang today, you don't know how small your appetite and dreams are.
Because Xiaoming can't afford to do much business, he started a self-made promotion industry. It is said that a company has 625 products waiting for Xiaoming to promote. According to the traditional telephone method, each product takes 3 minutes, and a * * * takes 3 1 hour 15 minutes. Because Xiao Ming suffers from the geometric multiplication of Xiao Fang, he skillfully applies this geometric multiplication to the promotion industry. Xiao Ming first picks up the phone to inform five friends, then these five people pick up the phone to inform five people at the same time, that is, 25 people, and then these 25 people pick up the phone to inform five people at the same time, that is, 125 people. In this way, these 625 products were sold by Xiao Ming one by one.
We can easily see that this geometric multiplication learning has the following advantages in the promotion industry: 1. It doubled the time. What doubles the time? That is to say, according to the traditional way of calling, what Xiao Ming needs 3 1 hour 15 minutes to complete is now only condensed into four 15 minutes, that is, 1 hour. This greatly shortens his working hours, and he can do more things with the remaining time.
2. Double the profit. What is the multiplication of profits? What Xiao Ming used to need 3 1 hour to complete now only needs 1 hour, and he can make more profits with the rest of his time. To put it bluntly, he can make more money.
3. Multiplied life. What is the multiplication formula of life? New friends who have just arrived for a few days should not get me wrong, saying that I could have lived to 60 at home, but I could have lived to 120 when I studied geometry in Quzhou. I said that's impossible. Here, we might as well turn his unit into a "year", saying that Xiaoming originally needed 3 1 year to complete his life journey, but now he only needs 1-2 years, and he can enjoy his life with the remaining 30 years, to put it bluntly. What is interpersonal word of mouth? Let's separate it. Interpersonal relationships are friends and relatives who are centered on you. Word-of-mouth means talking with your mouth and spreading it with your mouth. A young man in the back said, I don't speak as well as your little girl, so I can speak. You just need to spend 1-2 hours a day telling a wonderful thing to your relatives and friends.
This interpersonal word-of-mouth has the following advantages in our sales promotion industry: 1. Fast spread, referred to as fast transmission. As we all know, Beijing roast duck, Xinjiang cantaloupe and Tianjin Goubuli steamed stuffed bun are all delicious. Who has seen similar advertisements on TV and newspapers? I said there was no such thing. Your relatives and friends go out to work and travel, taste it in person and come back to tell you. In this way, it spread all over the country, inside and outside the Great Wall.
2. The content is true and reliable. What is true and reliable? That is to say, your relatives and friends ate Hami melon in Xinjiang, which is sweet. When they come back, it is impossible to tell you that it is bitter, because he doesn't need it.
Save money. What is saving money? It saves advertising expenses. As we all know, the cost of advertising is very expensive, usually in seconds, which reminds me of an advertisement in the prime time of CCTV channel 1997: Green Qin Chi, Permanent Qin Chi. In just ten words, it only took 2.4 seconds, and it also cost Qin Chi Winery as much as 320 million advertising fees. Why isn't it on now? I think it was evaporated by this huge advertising fee. As for whether this small Qin Chi winery has this 320 million fund, it remains to be verified by all present.
What is direct delivery? In other words, the goods produced by the factory directly reach the hands of consumers through only one salesman.
In this way, based on geometric multiplication theory, interpersonal word-of-mouth communication and the fastest distribution method in the world-direct distribution, constitute the most advanced and popular commodity sales method in the world today.
Let's take a look at the difference between this new way of selling goods and the traditional way of selling goods.
In the past, if the goods produced by factories want to reach consumers, they must go through national general agents and wholesalers (that is, wholesalers in provinces, cities and counties) to reach consumers. As the saying goes, some people do beheading business, and no one asks about losing money. This national general agent, large, medium and small wholesalers and retailers in various provinces, cities and counties, is definitely making money and making profits.
In the past, if the goods produced by factories want to sell well and quickly, they must have popularity, that is, advertising. This is the second time I mentioned advertising for everyone. According to the statistics of economists, people who believe in advertisements account for 40% of the total population in the world, and some people here believe in advertisements. I'm not afraid to give you such a small example, saying: drinking Confucius banquet wine can make a world article. If you believe this advertisement, you don't have to send your children and those of your relatives and friends to school. You can buy a few jars of Confucius banquet wine from this retailer and get drunk, and see if he can make a wonderful story in the world the next day. I said impossible. Advertising only plays an exaggerated role. Believe it, but don't believe it all.
In the past, if the goods produced by factories want to reach consumers, there must be a process of rambling and transporting goods from south to north, which involves transportation. When the goods arrive at the destination, they can't be piled on the roadside or on the railway, but must be stored in the warehouse, which adds another storage cost. I haven't seen any big boss wearing a bird of good news and crocodile skin, supporting the general's stomach to carry the goods by himself. He wants to go to the cheap labor market to hire cheap labor, which involves. Plus the water and electricity bills along the way can reach consumers. In the past, the goods produced by the factory only needed to recover 40% of the cost price, so the profit was great. Why do consumers have to bear the cost of 100%? Everyone knows that Wahaha mineral water produced in Hangzhou is delicious, and the retail price is only 1- 1.5 yuan. Who knows its ex-factory price? I might as well tell you that its ex-factory price is only 0.40 yuan. What about the remaining 60%? By the national general agent, large, medium and small wholesalers and retailers in provinces, cities and counties, as well as the following advertising, transportation, warehousing, workers' wages, public utilities and so on. Merchants gave it a nice name, euphemistically called: intermediate link fee, referred to as comprehensive fee.
It is this traditional way of selling goods that has been running up and down for more than 5 thousand years since human beings had transactions. I didn't say it was reasonable, but everyone sitting here said it was unreasonable. 1945 there are two Jewish students at Harvard college in the United States, one is Dewey and the other is Wen eller. They think this way of selling goods is unreasonable. So I signed an agreement with a local food nutrition company called Nutrilite: the goods produced by the factory can reach consumers directly with only one salesman, and the factory rewards the salesman with 60% of the intermediate cost in the form of funds. This new way of selling goods reversed the economic crisis that lasted for 10 years in the United States during World War II. It originated in the United States, operated for more than 60 years, developed in Japan, operated for more than 30 years, matured in Taiwan Province Province, China, and operated for more than 20 years. Now it has matured and been enacted as the Fair Trade Law.
Next, let's see if this new way of selling goods has soil to come to our motherland. First, let's look at consumers. I and all of you here are consumers, spending all the time, for fear that the real money in our hands will buy fakes.
Let's take a look at how fakes were produced in the past. First, let's look at the factory. It hires managers with high salaries and spends a lot of money to introduce high-tech production equipment. I said it can't produce fakes. If it produces fakes, there will be no truth in this world. To put it bluntly: it can't shoot itself in the foot.
Let's look at this retailer again. According to the statistics of sociologists, his fixed assets are only1-30,000 yuan. If he can produce fakes, he doesn't have to be a retailer. He can be a national general agent or a large, medium and small wholesaler. It can be seen that fakes are produced in these two links. They think that 60% of the profits are not enough, so they set up a black factory below to make huge profits.
A friend who listened carefully said, aren't you changing your medicine? Won't it cost 100% to reach consumers? At this time, I am happy to tell you that this salesman is not others, but everyone sitting here and this beautiful hostess (handsome hostess) beside me. If you have the ability to produce fakes, you don't have to be invited by your relatives and friends to attend my lecture here at a salary of 88 thousand. You are also the director of a black factory at home.
Therefore, this new way of selling goods has the following advantages for consumers: 1. Buy a genuine product, called genuine product for short. 2, you can get quality service, referred to as quality service. What is quality service? Divided into pre-sales service and after-sales service. The pre-sales service is me, and the host and the teacher who just talked about the function are here to give you a lecture without charging you a penny. What is after-sales service? When you know our company and join it voluntarily, the company leaders and the old salesmen around you have the obligation to help you succeed.
3. The opportunity to start a business, this is a key point, and it is also the purpose for all of us to come to Quzhou, Zhejiang. When you buy a set of products from our company, you will automatically become a salesperson from a consumer, and you can represent any generation of products for our company, which is equivalent to buying a permanent and intangible business license, which is a one-time investment and lifelong benefit. To put it bluntly, you can buy a career.
Let's see how the factory closed down in the past. The factory has cooperative relations with national general agents, provinces, cities and counties (large, medium and small wholesalers) and retailers. Over time, there will be funds between them, and there will be triangular debts. Because the factory doesn't do market research and blindly produces goods, the goods can't be distributed layer by layer and can only be stored in the warehouse. We haven't paid the last payment, so we can't deliver the goods this time. There is a backlog of goods here. A factory has a triangular debt, and with the backlog of goods, funds will naturally be blocked. ? Let's see if this new way of selling goods has the above points. As a consumer, if you want to buy a product, you must first give the money to the salesman, and then the salesman will remit it to the manufacturer. The factory pays first, so there is no triangular debt here. The factory produces one commodity with one payment, and 100,000 commodities with 100,000 payment, so there is no backlog of goods here; A factory has no triangular debt, no backlog of goods, and the funds are naturally smooth.
This is good for both factories and consumers. If it is not good for our country, our national leaders will not introduce it and will not let it exist. As the saying goes, food is the most important thing for the people, and tax is the foundation of the country. By the end of 1998, our company had paid up to 800 million yuan in state taxes and donated as much as110/million in welfare. When the salary of any salesman in our company is as high as 1600 yuan, the company will deduct 20% of your personal income tax, which will be withheld and remitted by the company for you. You can run if you want. This is beneficial to the country, factories and consumers, and is collectively called the "three benefits" strategy.
This is in line with the three advantages put forward by Deng Xiaoping, the chief architect of China's reform and opening up. 1, which is conducive to improving comprehensive national strength; The country can get huge tax revenue without venues and managers. 2, is conducive to invigorating the market economy. If a factory does not close down, there will be no laid-off workers. 3. It is conducive to improving the cultural quality of the whole people. Everyone comes from a low-level culture, and there are very few college students. When we come here, we can pick up paper and pens and get another chance to study and exercise. Abroad, we are called universities without walls. Let's first look at which company we cooperate with and what benefits the company gives us. (good)
We cooperate with Tianjin Tiens Biological Development Co., Ltd. What is cooperation? In other words, do it if you get along, and don't do it if you don't get along. The company is headquartered in Beijing Henderson Center, and its production base is located at No.6, Yolanda Road, Wuqing Development Zone, Tianjin. The boss of this company is Li Jinyuan, 49, from Cangzhou, Hebei. According to the data, Li's fixed assets are as high as 800 million US dollars, excluding overseas branches in 180 countries and regions.
Let's see what benefits Miss Li has given us. 1. Small investment, big business. 2. No risk, no pressure. 3. guaranteed (not working) 4. Four kinds of income. 5. "People help people". Travel overseas.
1. What is a small investment and a big undertaking? Let's separate him from the others. Small investment: The large set of products that our company represented in the past was 3,900 yuan no longer exists, and the medium set of products was reduced to 2,800 yuan. This 2800 yuan is far from enough for you to start a factory. You can use this 2800 yuan to open a restaurant, which is also a fly house on the roadside. Be generous. Today, you take this 2800 yuan and invite your relatives and friends to a star hotel for dinner. I don't think you dare to order a few bottles of good wine and food. What is a great cause? This reminds me of a salesman in our company. His name is Liu Qiang. He is a college student in Sichuan Province. After he joined our company, he soon sold two sets of products for himself, one for his brother-in-law Wang and the other for her classmate Sun. After three months' hard work, he has been promoted to the B-level business representative of our company, and received a salary of 1 10,000 yuan. He built a house at home and commanded his tribe with his exquisite mobile phone.
Second, what is risk-free and stress-free? Risk-free: this 2800 yuan can't buy a TV, it will explode. This 2800 yuan can't be worn in a suit, and it can't be taken off like a pearl sweatshirt worn by Pig Bajie. I have never seen any old salesman eat our company's health food like smoking white powder, nor have I heard of any old salesman smearing our company's cosmetics and peas on his face. What is stress-free? Today, you can sell 10 sets of products for the company in a month, but you can't sell 10 sets of products for the company in 1 0 months. The company does not limit how long it takes you to sell 1 set of products for the company, so there is no time and performance pressure.
Third, guaranteed (full-time) This reminds me of a salesman in our company. Her name is Meng Lan. Meng Lan is a rural woman in Zhongjiang County, Deyang City, Sichuan Province. After she joined our company, she quickly sold two sets of products for herself, one for her brother Meng Wen and the other for her good friend Lei Yingqiang, and soon became the C-level business representative of our company. At this time, bad news came from my hometown, and my mother-in-law got cancer. Let her go back to take care of her for two months. On-line Geng Hongling transferred all her 1000 salary to her account. When she came back two months later, she was no longer a C-level business representative. She has been promoted to a B-level business representative and received a salary of 1 10,000 yuan. Only then did she deeply realize that another advantage of the company is that it doesn't work. Four, four kinds of income. This is a key point, and I'll leave you with a suspense. I'll explain it to you one by one.
Five, "people help people", I dare not say these words out loud, but I put them in quotation marks, and the eldest brother and sister who have been wandering for a long time have spoken. Nowadays, people are crowded everywhere in society, and some even eat people. Where can there be "people helping people"? It was different when you came to our company. You will have the advantage of helping others. If you want to be promoted to a B-level business representative in our company, you must support your subordinates to become two C-level business representatives. If you want to be promoted to an A-level business representative in our company, you must support your subordinates to become 2 -4 B-level business representatives. If you want to make money, you must let your subordinates make money first. If you want to succeed, you must let your subordinates succeed first. Your success is always based on the success of your subordinates. The company's system limits your "helping others", and it is impossible not to help others.
Sixth, overseas travel. I believe this is what everyone yearns for very much, not to mention traveling abroad, but traveling to China for a period of time. Why haven't you left yet? I think everyone is as cash-strapped as I am, and a handstand in the corner can't pour out a few steel plates. After joining our company, you will have the advantage of traveling abroad. When your 1-2 people are promoted to our A-level business representatives, the company will reward you to travel abroad once a year. When 3-5 of your subordinates are promoted to Grade A of our company, the company will reward you with 3 overseas investment trips every year, and when 6- 10 of your subordinates are promoted to Grade A of our company, the company will reward you with 7 overseas trips every year.
Our company offers as many as 18 kinds of benefits. Because of the time, I will only explain the first six kinds for you, and the remaining 12 kinds will be understood one by one according to your level.