如何从事社交新零售的新直销?

作者: 何朱必 分类: 新零售, 更新… 发布时间: 2022-05-10 11:12 ė views 6 6,554条评论

顺势而为,逐梦无惧(视频)

 

经济学之父亚当·斯密在《国富论》中揭示了国民财富的秘密,社会分工产生了商品,人类生存的需要,产生了交换或买卖关系,俗称销售,又叫市场营销。就这样,经营变成了人类活动的必然产物,也即财富源泉。

分享经济商业模式的创新——分享经济通过社会海量、分散、闲置资源、平台化、协同化地集聚、复用与供需匹配,从而实现经济与社会价值创新的新形态,其中社交电商就是其重要体现。互联网的本质就是要连接一切,而在移动互联网时代,不仅仅是人的简单聚集,更重要的是强调服务、信息以及内容的整合输出,社交电商正是基于市场需求所形成的持久的商业运营模式。

第五波经济浪潮——互联网经济日趋白热化,所有行业都将大洗牌。活在当下,你会突然发现:市场不好做了;你的产品利润太薄了;你的人才跑到竞争对手那了;你的生意陷入困境了……无工可打,无商可做,无缝可钻。未来中国将会有30%—45%的人从事电商行业,也就意味着,每个家庭中,会有80%以上的人,从事这一行业。

未来是一个“三无”世界:无商可做无工可打无缝可钻

专家预测三到五年的市场状况:90%的人或下岗,50%的实体店阵亡,而80%的人将从事分享经济。时代在变,你不紧跟趋势学习改变就会被时代无情淘汰。你若恨,生活哪里都可恨。你若感恩,处处可感恩。你若成长,事事可成长。不是世界选择了你,是你选择了这个世界。既然无处可躲,不如释怀。既然无处可逃,不如喜悦。既然没有净土,不如静心。既然没有如愿,不如争气。学习改变不是你愿不愿意,未来已来,学习改变是必须的。

所谓无商可做,旧世界的信息是不对称的,这导致社会的“供给”和“需求”始终是错位的,这就需要“生意人”去对接,并从中谋利。而在新世界里,互联网把信息变的对称,使“供给”和“需求”精准连接。“中间环节”和“赚差价”都不存在了。是互联网“连接一切”扁平化世界,抹平了暴利。

所谓无工可打,旧世界遵循的是大工业逻辑,有的人只需要执行命令并不需要承担结果。这就是打工的本质。而在新世界里,个体开始崛起、公司开始平台化,未来不再有公司,只有平台,未来没有老板,只有创业领袖,未来不会再有员工,只有合伙人。你必须主动思考和去解决问题,并发挥特长为社会创造价值,否则你就没有存在的价值。是伟大的平台使人生出彩,实现人的价值。但凡想要赚钱的人都必须让自己值钱。

所谓无缝可钻,在旧世界里有很多不完善的地方,导致每个行业都有潜规则,这让很多人可以通过不正当途径获得灰色收入。而在新世界里,法律、法规变越来越完善,苍蝇不叮无缝的蛋,每个人都应该适应在可能被投诉、举报、起诉或在担负法律风险的公开、透明的法治和监控环境下展开活动。

在新世界里,中国正在淘汰那些依靠特权、资源、只因一时机遇并且思维还在僵化的人。这是从未有过的革命浪潮,我们身处新旧世界交替的夹缝中,每一个人都将在夹缝中求生存。

在以“货”为主定义的“零售1.0”时代,沃尔玛、乐购、家乐福等零售巨头成了时代印记;在以“场”为主导的“零售2.0”时代,淘宝、京东、亚马逊等传统电商成了新业态;而以“人”为倾向的“零售3.0”时代,其核心理念就是围绕人和商品之间展开,把原来中心化的零售逻辑,逐渐变成去中心化的零售逻辑。社交电商可以更有效地协调零售三要素“人、货、场”之间的关系,这样的场景更好的让人与人之间连接产生更多信任感,以互联网经济为本质特征的社群零售会逐步成为社交零售一个很具有优势的模式,也有可能在不远的将来成为社交电商的主流形式。而商业模型的先发优势和先进逻辑替代不了一个平台,它如何控制供应链选品的标准,如何用心对待用户体验的态度。 真正以“从源头上把关”为宗旨,引导理性消费,为消费者提供高品质真价格、安全健康、高性价比,最货真价实的产品。

商业3.0时代思维——增值服务

载体:产品增值

市场:买方市场

中国改革开放四十年,我们经历了“卖方市场”的商业1.0时代和“第三方市场”的商业2.0时代,随着市场上的产品越来越多,产品开始出现“过剩”了。这就是“产能过剩”,产能过剩是件很可怕的事。在供大于求的情况下,无论是什么产品,都急于出手,反正你不卖有人卖,你不做有人做。所以这个阶段一定有很大传统工厂要倒闭,很多粗放式的生产方式都被淘汰。去产能、去杠杆、去库存、去中心化供给侧改革就成了这个时代经济改革的主旋律。但是大家不要忽略了,此时还有一个很重要的变化:那就是大家的消费水平也在升级。也就是说传统方式生产的产品,已经越来越无法满足人们日益增长的要求。

以前人们的需求是如何更加快捷的找到产品,买到性价比更高的产品。而如今产品已经足够丰富、足够多,而且都在打折促销。人们的需求升级成了如何找到“好产品”,或者说是找到属于自己的产品,这就是眼下商业3.0模式的状态。

所以,那些能给大家带来“价值”的产品,仍然是短缺的。

第一、纵深化。将产品的某种功能做到极致,越来越聚焦、越来越专注,就服务特定人群,引领行业的不断细分。

第二、定制化。给消费者量体裁衣,走个性化生产路线,今后的产品不再是一整齐划一的一刀切模式,这也是工业4.0时代的生产特征。

以上两个方向会导致市场的分化,所谓市场分化就是说:市场“大一统”的时代正在结束。今后的产品很难再有统一的标准,这一群消费者喜欢的“产品”跟另一群消费者喜欢的“产品”是完全不同的,多元化是这个时代最大的特征。大家彼此之间将完全搞不懂对方在搞什么,当然了我们也不需要懂。你只要生活在属于你的世界里就可以了。而由于商业的细分,商家同质化竞争和价格战的情况将越来越少了,都属于“闷声发大财”型的。从这里我们可以发现,商业重心已经转移到消费者这一端,“第三方市场”主导的市场正在变成“买方市场”。现在最关键的问题是如何圈自己的消费者,最好的切入点就是需求,一切从消费者的需求出发。锁定终端消费者,“锁粉”成了新经济一致的思维方式,商家进入了“圈人时代”。以前是先做产品,再去找消费者;今后是先找消费者,再去定做产品,这完全是倒施逆行的逻辑!我们终于发现:商业的核心最终从做“产品”切换成了聚“群众”。而按照“谁主导市场,谁就在分钱”的定律,此时消费者将大大受益,并且有权分得产品利润的一杯羹!进而言之,谁拥有聚合消费者的能力,谁就掌控了未来商业。所以,下一个时代又到来了!那将是”O2O+C2F+会员制”的圈人时代。2019年社交新零售开启了商业4.0模式,这就是传说中的“社交新零售元年”……

商业4.0时代的“零售4.0”就是基于满足客户需求点应运而生的平台化新零售或社交新电商,在平台化运作模式下,把高品质真价格“快、准、狠”表现得淋漓尽致,它既满足以人为中心本质要求,又满足“互联网+直销+会员制”新零售特别要求。而新直销就是结合电子商务的终极发展理论观点,形成一套自己的商业模式。平台结合了在家创业、消费资本论、生产消费者力量等等先进理念。充分利用互联网模式的一个整合或跨界打劫,包括几何倍增学等等让消费者真正得到实惠和经营者利益最大化,地面实体店铺+网上超市集“天网、地网、人网”三网合一的战略,并以会员制为核心,全球化运作。

首先,在“互联网+”时代,怎样理解几种常见互联网经济模式呢?回顾一下几个经典模式:C2C代表过去(如淘宝网),方便任意消费者在网店中自由交易,假冒伪劣难以控制;B2C代表现在(京东、天猫商城),方便任意商家在网店自由交易,乱价杀价难以控制;被贴上专属直销标签的F2C诞生之前,网店基本上就是自由买卖市场,杂乱无章,明知问题太多,又难以监管,这样的互联网经营模式沦为过渡或被替代已是历史的必然。F2C代表未来,方便挂牌直销企业直接面对消费者交易,既避免乱价杀价、假冒伪劣,又确保货真价实,让消费者真正享受“高品质真价格”利益,辅助O2O线上线下体验店方便顾客或会员体验产品服务,能够快速拓展市场营销,消费者忠诚度高,因为产品好,又能省钱,消费者会主动自愿去消费,这是企业最愿意看到的一种良性消费。由于采用的是会员制,通过口碑相传,传播速度快。由于采用市场几何倍增学的原理,会员参与到利润分配,会员自身会积极主动、有效地去口碑相传,对于厂家来说,会不断地增加消费者,提升了销量。这样一来,让直销公司名利双收,生产经营良性循环,与消费者互利互惠,实现双赢。

其次,会员制可以提高消费者对平台的粘性,用会员制锁定终端服务客户群体,减少流量的损耗,有助于电商挖掘存量市场潜力。随着线上流量红利的消褪,会员制的差异化服务成为电商平台获取流量,增强消费者粘性的有力法宝。未来是“O2O+F2C+会员制”完美结合在一起的全新模式就是所谓的“新直销、新零售、新电商”,也就是消费者消费省钱,分享产品就变成了消费商(会员)赚钱。这针对工厂来说,工厂采用F2C,产品直接到消费者,没有了中间环节,所以消费者以出厂价格买到好产品,所以可以终身享受“高品质真价格、货真价实”物美价廉的消费。这正好符合老百姓追求的高性价比消费心理。对于消费者而言,只是换个地方消费(网上超市或工厂的电子商城)就可以比之前到超市消费更省钱,会省下60-80%传统批发零售广告费及多级代理分销费用的开支。直销把中间代理的层层流通成本和利润让利给咱们消费者。消费者不但买得起高品质真价格的生活必需品,还保证不会买到假冒伪劣产品,这是因为工厂直接到了我们消费者手中的流通过程是一个闭环,没有了中间代理的层层流通环节,就不会出现很多参假的产品。

自1990年第一家直销企业雅芳进入中国以来,在这几十年间,直销在中国经历了从野蛮发展到一刀切禁止再到立法管制的过程。过去很长一段时间,传销与直销没有太大分别,直到2005年,《直销管理条例》和《禁止传销条例》正式实施,才以官方的形式明确了“直销”与“传销”的区别,直销正式进入法治轨道。

在法治理念深入人心的今天,依然有人总是认为“刑不上大夫”,有的直销公司总以为国家颁发的直销牌照就是“免死金牌”,因此放松管控,加之国家监管不力,久而久之就不把《直销管理条例》当回事,常在河边走,哪有不湿鞋?!正因为管理失控,才有了2018年的权健事件深刻教训。
日益猖獗的非法传销给“几何倍增学”背黑锅多年,混淆视听,颠倒黑白,最终是劣币驱除良币,让合法挂牌的正规直销公司也无法正常发展,难怪直销业越来越疲惫不堪、穷途末路……

互联网经济野蛮生长

大概从2015年开始,新一轮互联网经济野蛮生长,除了少数股份制知名品牌公司或上市公司外,其他星星点点的小平台小公司,或花样翻新的各种项目,多半是人心险恶,利益熏心,恶意炒作,每个项目都是一个巨坑,夸大宣传,洗脑圈钱,玩的都是坑蒙拐骗小妓俩,直销玩成了传销模式、区块链玩成了空气币、现货交易玩成了资金盘……少数赚到钱的人都是大量汲取了无数亏钱人身上的血汗钱(甚至是高利贷),所谓赚到钱的人,也是下面无数难民输钱给他,这好比网络赌钱,他赚的钱正好是别人亏的钱。真是“一人功名,万骨枯”,发凶财,互相伤害,最后就好比一场瘟疫,集体完蛋。传销式的“保险业”、“直销业”、“网贷业”天天培训教会这帮人如何使用话语话术、不择手段推销商业产品,真真假假、虚虚实实,这些平台、公司赚到的钱正好是会员亏掉的钱。

2015年到2020年这段时间的互联网项目十有八九都做烂了,坑蒙拐骗,蛇鼠一窝……不打开门走进去看看,哪里知道究竟?所以说只有亲身体验才知道里面这些东西的真伪,当然早也明白人心险恶、贪嗔痴慢,特别是在天朝的这个大染缸里更是如此……起心动念不好的人做项目最终都会出事,相信这些发凶财的人也会遭天谴的。如今,一听到别人介绍任何互联网项目给你,就象传染病毒一样的可怕,大家必须提高自身的免疫力,强身健体,抵抗入侵……

2018年权健事件后,靠虚假宣传、夸大宣导来卖产品的传销方式已死。经过权健事件后的“百日行动”,以及一年多来的高频率高压整顿,整个直销和保健市场上靠夸大宣传、虚假宣传来卖产品的方式得到了全面的整治,想依靠这种方式来卖货或者招商的方式已经彻底不行了。企业和经销商一旦出现这种情况,将会遭到巨额罚款、严肃整顿乃至清退的代价。给大家编梦、造梦,靠宣扬暴富、或者拉团队来获利的方式已经很难了。这将淘汰一批想在直销中暴富、业绩暴涨的人和企业,直销也将结束高速增长,它的行业平均利润率已经在逐渐下降。事实上,这几年自从多家直销企业退出后,国内想做直销的新公司已经很少。

2019年10月21日,中国银保监会相关人员在新闻发布会上透露,监管下的中国互联网借贷领域风险形势逐步好转。P2P,这场一度轰轰烈烈的,带着强烈阵痛感的互联网金融试验,在12年后基本宣布谢幕,而其留下的印记,将对中国的新金融监管、金融创新、大众投资的走向产生长期影响。截至2018年12月底,正常运营平台数量相比2017年底减少了1219家。自从2015年正常运营平台数量达到3464家后,已经连续三年出现下降。截止2019年12月底,P2P网贷平台数量下降至343家,相比2018年底减少了678家,直到2020年基本上清零。在P2P这个体系中,没有一个环节是理性、依法、诚信、合规的,一开始是互相利用,后来演变成螳螂捕蝉黄雀在后。

2015~2020年期间一度呈现出高利贷横行霸道现象,完全脱离法治轨道,这当然注定要出问题的。大概从2015年起,借“互联网+”东风,币圈、盘圈、P2P网贷、传销,甚至是金融行业、保险行业、支付行业都疯狂入坑,真真假假,虚虚实实,越来越炒得沸沸扬扬……各种互联网泡沫成了一场场网络骗局,给飞速发展的中国互联网事业抹黑添乱。诸如涉嫌传销被多次进行过查处的“车联网 车智汇”骗了不少人,类似这样的各种花样翻新的互联网项目,在今天看来简直就是一个笑话……从1990年雅芳进入中国至今商务部颁发了92块直销牌照,直到今天这些拿牌照的合法直销公司都无法做大做强,甚至有的途中“翻车”受处罚被叫停,就不要说无牌无照的成百上千家非法传销公司了。直销的本质是“自用加分享”,连自己都不想用的东西,你怎么推销出去呢?靠虚假宣传、夸大宣传?还是靠洗脑诱惑?己所不欲,勿施于人。从根本上说就是直销模式及其奖金制度是“几何倍增学”的具体应用,其游戏规则弊端决定了后面的人拼命给第一波人挣钱,越跟在后面的会员越没有收入,利益驱动下导致组织内部恶化最终只能是一个个团队先后消失或平台关闭圈钱跑路……2015~2020年这几年“盘圈、币圈、网贷、传销”互联网项目满天飞,这已经是中国互联网史上最黑暗的一页,时至2020年进入“后疫情时代”各方面的变数改变了这一混乱的局面,中国互联网经济逐步回归理性运作,政府监管与网络平台受制约力度越来越大,互联网社交经济理性思维日趋成熟,在“疫情”影响下,大家都不容易头脑发热了……

 

到底什么是直销呢?

直销这种销售方式从古有之。古代的行商,农民挑着担子走街串巷卖自己种的蔬菜,就是最古老的直销方式。到了20世纪的五六十年代,出现了现代的直销,销售员从厂家拿货,不经过中间的环节,直接卖给家庭主妇。到最近几年,直销已经发生了翻天覆地的变化,尤其是直销在中国已经发生了根本性的变化,在许多关键的方面已经明显无法适应时代的要求。传统流通方式中,一种产品从工厂里生产出来,经过了,总代理→一级批发→二级批发→零售商→广告商,才来到了消费者手中,这些中间环节得到了他们赢得的利润,羊毛出在羊身上,消费者来买单。直销公司的经销商替代了传统行业中的这些流通过程,把直销产品由工厂直接送到消费者手中,省去了层层中间商,这样不但把产品的价格降低了,也使直销企业获得了更大的销售利润,这对厂家、直销人、消费者都是有利的。

 

消费者是我们一生都不能改变的身份。而直销是通过赢利模式把每一个消费者或消费商的积极性都调动起来,让他们开口说话,替企业宣传,正因为如此,才确保销售渠道畅通无阻。其次是避免假货,你购买的产品都是从公司直接发给你,F2C销售方式没有中间环节,来源清晰,可以找到出处,而且容易退货。类似于传统营销模式的地区批发中心,一个地级市批准一个中心店,向社区便利店或体验店分发直销产品。工厂价直接到中心店,又分发到便利店,中间流通渠道是一个闭环,没有传统分销赚钱、无假货、不乱价,确保货真价实,不请名星不打广告,最大限度让利给消费者,这是线下实体店的流通模式;线上电商消售模式更灵活多样,产品选择余地更大,直销App及商城公众号随时更新产品信息,及时提供广大用户自由惠购。O2O线上线下或F2C工厂到消费者都是直销平台作为“新直销、新零售、新电商、会员制复合商业模式的核心流通渠道。产品价格虚高是传统直销的痛点,普遍溢价在8到15倍之间,是互联网抹平了暴利,新直销又是互联网经济的必然产物,这就很好理解为什么新直销平台会彻底打破“便宜无好货”的惯性思维,新直销伟大之处就在于“以超高性价比产品引导理性消费”。

01

速度是直销的生命

首先,要想团队快速发展,必须先改变观念,就是说不能小打小闹,不能只图赚点眼前的快钱,要有把团队做大,做强,有一个真正的大企业家的胸怀。这就是说,要站得高看得远。其次,团队要快速发展,先要定出目标,既要近期目标又要有长远目标。而目标制定要切合实际,要落实到具体的数字和具体的时间,每天有每天的进展,每天进步1%,加起来就是100%。同时还要不断地检查是否达到预定的目标,要实现目标必须快速发展团队,要实现快速发展团队还要一个具有远见卓识,特别能战斗的核心队伍和坚定,果断有魄力的领袖带领。我们都知道,路线确定之后,领袖就是决定的因素。最后,没有永远的朋友,只有永恒的利益。团队不是跟着感情走,而是跟着利益走。必须让新加盟的合作伙伴快速成长,快速拿到结果,确保每个新成员都有稳定的利益,否则就很难留住新伙伴,团队也就容易流失,直销生命周期就会大大缩短。事实上,做到以上这些真的很难,这是直销的奖金制度与几何倍增学的应用缺限所决定的,也是直销做不起来的总根源,直销的性质决定了直销的宿命。

02

行业乱象的反思

开放了13年的中国直销行业,到了2018年,突然之间被媒体群殴。众口烁金之下,人人噤若寒蝉。这暴露出这个欣欣向荣的行业,背后隐藏着巨大的问题。

这些年来,行业快速成长与扩张。像中国所有快速成长与扩张的行业一样,中国直销行业呈现野蛮式的生长。高利润成为企业与市场人员共同追求的目标,但最重要的消费者的核心利益与感受却往往被漠视与忽略。产品的品质、性价比等与消费者最息息相关的核心要素,通通让位于营销模式、市场话术与营销培训。一些企业更是对一些急功近利的模式、传销币、资金盘趋之若鹜。光鲜而虚假的财务报表掩盖了这些问题。在这样的大背景下,行业的问题越积越多,最终因为一个看似偶然的事件而引爆。行业的这场危机,看似是一个黑天鹅事件,其实是一个灰犀牛事件。

直销的初心是什么?我们行业存在的价值在哪儿?我们的步伐如何跟国家的战略发展更好地合拍?直销行业也许不够崇高,但一定不能苟且!

03

需要更开放的直销市场

先不说是不是非法传销,不管怎样说,传统直销已死。拿牌直销公司必须鼓起勇气进行自我变革,早日蜕变成新直销新零售,才能找到新的出路。一些公司因为舍不得旧的系统,还留恋过去的温柔,而对新技术、新工具犹豫不前或者浅尝辄止,未来必定会遭到市场抛弃。干掉小偷、干掉假币的不是警察,而是支付宝与微信支付;干掉方便面的不是同行,而是外卖;干掉口香糖的不是其他食品,而是手机、电商。所以,真正能够解决中国直销行业弊病的,不是政策和监管,而是充分的开放与充分的市场竞争,让更多行业之外的市场力量来优胜劣汰。

04

打造金牌社团和卓越技术团队

市场推广需要人脉、商业模式、用户体验和技术元素特殊组合。推销不能再靠一对一、面对面,更不能再依赖“简单、听话、照做”老一套,产品不能再求大、求全、求多、求宽,而是要求精、求快、求准、求深,人性化、定制化是占领买方市场的最佳策略。

做正确事,才会正确做事,也才会把事做正确。人与人的不同,就是思想和观念的不同。学习在于精通,精通在于应用。学习决定观念,观念决定思路,思路决定出路。时下是知识经济时代,要有职业技能恐慌的危机感,学习是我们每个人立足的必然选择。把团队引导成学习型组织,是产品或技术培训和推广的前提和基础。只有把产品或技术做精做实,用产品或技术说话,市场才能拓展得开,要让别人认可直销产品或技术和实际效果,要让产品或技术成为刚需,才会顺利得到推广。

如果只想让别人听着心动一时激动一下,比方说向别人宣传直销赢利模式,或者大吹特吹产品或技术有多神奇、包治百病等等之类,只会事与愿违,适得其反,让人反感,对这种夸大宣传推广会让外行人大有不适,甚至还会遭到陌生人的反对和攻击。这就是在错误的时候做了错误的事,得到错误的结果。因此,要打造金牌直销社团和卓越技术团队,必须用最合适的方式方法,在合适的时间合适的场景培训合适的人,才会收到明显的效果。一句话,市场推广需要精准人脉、商业模式、用户体验和技术元素特殊组合,必须紧密结合产品或技术特色,循序渐进,做精做大做强,大家公认才是王道。今天已经不再是谁洗脑谁的时代,用一个产品可以骗一个人,但很难骗一群人,当五湖四海的人都在用时,这样的产品和技术还能说得上是“托”是骗吗?!

市场推广需要好的人脉:好的人脉是事业成功的基础,好的人际关系是市场推广的助推器。人脉来于信任给予、理解支持,没有永远的朋友,只有永远的利益。满足对方的需求是沟通的宗旨。分享经济时代,需要团队合作,共享劳动成果、科技成果、知识付费和技术变现。

市场推广需要切合实际的商业模式,以《直销条例》为准绳,不违法乱纪,不坑蒙拐骗。

速度是直销的生命,价值是直销的灵魂。“价格虚高,夸大宣传”不是直销的本质,“自用加分享”才是直销的真本质。己所不欲,勿施于人。直销的价值体现在以产品为导向,只有亲身体验产品,不看广告,看疗效,再真诚分享产品,得到公司奖励和分润,赚钱仅仅是顺带的事。如何做好产品分享呢?必须坚持“五项原则”:

①有产品,自己先用,用得好,和小伙伴们分享。

②不推销,我每天发圈,只想告诉小伙伴们我一直在用。

③不夸大,东西有多好,谁用谁知道。

④不强卖,不拉人。友谊可贵,用心经营,好产品大家分享,做人做事要以道德良知为底线。

⑤永远记住:信誉第一,人比钱贵。

市场推广需要用户满意的亲身体验:言教不如身教。好产品先是自己和家人用得着,对自己安全、健康、环保、防病治病有好处,是刚性需求,别人自然也愿意用。

做正确事,以道致远;做忠诚人,修身立德。金碑、银碑,不如大家的口碑。产品好坏要以客户至上,体验至上,生命至上,健康至上。国家提倡“以人民为中心”就是要在产品研发与销售使用上充分尊重生命、保障安全,对大家的身体健康有利,一切的一切只有自己亲身体验了,才会悟道、用到、得到。

市场推广需要现代传媒技术元素:5G网络、人工智能、新IT/互联网技术日新月异,新技术不以人的意志为转移,一波又一波来到我们每个人的身边,进入千家万户。借力现代传媒技术做大产品市场份额,整合天时、地利、人和、技术多种元素才能更好适应新经济新时代。

05

新直销正向社交新零售化转型

第一代地面直销流行一句顺口溜叫做:“没有女人,做不大;没有男人,做不强;没有老人,做不稳;没有年轻人,做不活。”可见,直销是最适合全民参与的行业,不分身份,男女老少皆宜。但是,随着时代变迁,第一代地面直销都难逃“七难三高一低”的命运,也就是说地面直销都会遇到”七难三高一低”的瓶颈。七难:找人难、借力难、沟通难、成交难、团队发展难、家庭关系难、做人难;三高:运作费用高、疲劳程度高、团队流失率高;一低:收入低。特别是2019年新风口社交电商针对地面直销“七难三高一低”而言,确实是很有挑战。左边是“资金盘、传销币”,右边是“微商、电商”,上边是国家行业监管,下边是直销难民报怨,真可谓是左右挟击,上下为难。当然这不完全是坏事,这说明全社会关注,逆境中往往会否极泰来。纵观多年的中国经济发展,但凡行业走入低谷,就会有新拐点出现。一方面,直销模式在中国发展了几十年,在美国已近百年。但如果通过对数据资产的重建和再度开放,以及抓住消费升级的机遇,都是依然有提升空间的;另一个方面,如果直销行业在人才迭代上、在传统和新业态的跨界上,能够不断融合创新,那么依然能有提升空间。比如:抖音短视频社交新零售等。就像很多现代营销方式一样,都是不断融合发展的,成为一种更新的业态。再比如:把大量服务网点打造成体验中心,或者像国外企业建立会员制的体验连锁店,也展现了很强大的生命力。

传统直销业在销售队伍的培训、教育用户、客户维护方面有很强的优势,未来通过线上和线下的融合,通过和其他社交电商的结合,必然会实现融合创新的发展。从产业和消费者需求来讲,面临消费升级的机遇。像安利在七八年前已经开始研究80后、90后成为消费主体之后,怎么利用互联网、移动互联网来重构商业模式的竞争力,比如:通过科技的力量,产品的聚焦,形成差异化优势来支撑它的核心竞争力。

传统直销业已进入变革或洗牌期,受电商、微商、新零售等业态的发展,近几年直销行业受到不小的冲击。直销行业是不是已经进入了一个迭代升级的时期?当前直销行业必须利用新技术,进行产业的融合升级。相比之下,在国际上享有盛名、历史较长的跨国企业,在经营管理的设计和应对时代变革方面,都做得比较出色,比如:安利、如新、玫琳凯等。这些企业都有比较好的做法:首先是产品的差异化;其次是经营模式的现代化,再次是新技术的运用。比如,安利在七八年前就已经启动了数字化、体验化、年轻化的战略,开始大量融合社群营销、线上线下融合等创新的营销思路。当然,任何企业都要靠产品和服务能力取胜,这是核心。

实际上,整个行业开始处于一个转型换挡时期,开始转到一个高质量发展的阶段。而这个时期过后,接下来就应该是洗牌期,如果企业有快速反应能力、精细的经营管理能力,大数据价值挖掘能力又比较强的话,那很可能经过新一轮洗牌之后,迎来更好的发展机会。反之,各种支撑直销经营的要素、能力不足、在创新中走上歧路的企业,就会慢慢地被淘汰。

06

改变创造未来

日益增长的美好生活需要是国民的共同需求,陆续进入小康社会的民众对健康和美丽生活的需求只会越来越强烈,对美好生活的追求只会越来越高,立足于健康生活方式的中国直销行业理应有着光明的未来。但行业光明的未来必须建立在两个基础之上:首先是企业切实提供优质的产品以满足消费者真正的需求,从业人员以高度自律以实现规范、健康的运作;其次是需要一部真正实事求是、适合直销市场规律并能推动行业健康发展的直销法规。

分享经济把熟人之间的分享关系扩大到了陌生人群体,提升了社会成员的互信水平。直销的运营模式正是通过熟人的分享扩张到陌生人群体的分享。分享经济促进了生产方式由大规模单一中心转向去中心化的个性化定制。直销人既是消费者,又是销售者,从这个层面讲,直销业是一种去中心化的个性化事业。但是,传统直销存在三高:商品价格高、加入门槛高、业绩责任额高。很难分享和推广。

商品价格高:同质化的商品,号称品质比较好,售价却很高,单价是传统的好几倍,一般人都难于接受。

加入门槛高:为了达成经营资格,需要买大量的商品为加入条件。甚至至少三万元以上,使产品难于销售出去。

业绩责任额高:就算没有以上的问题,沉重的业绩责任额压力依然让人无法容易经营。到一定级别每个月都要考核多个部分或几十万人民币以上的业绩,月月归零的考核,为了拿到更高的提成比例,月底的大量囤货在所难免,业绩是冲上去了,但每个人压了大量的产品,业绩不是真正被消费掉了,而是压在大大小小的经销商手中。

现在,社交新零售模式改革将打破直销公司存在的三高现象:首先价格体系要经过物价部门专门的批准,生产厂家为其配备齐全的生产手续,有各项体系认证或国际认证保证品质。你大可放心选择,当你受够了那一些不合情理的价格虚高之后。可以选择同时具备“商品性价比高、价格平民化、加入门槛低、无业绩压力的改革公司。这样才能使人们逐渐接受并引起主动参与,才能使直销行业健康规范永续的发展。

中国经济的飞速发展,将伴随着社会结构的巨大变动,穷人变成富人,富人变得更富或变成穷人,将成为社会变动中的常态。政府的社会保障只是保生存保温饱的基本保障,要想成为富人或更富有,分享经济不失为一个好的选择,恰好为一穷二白的人提供了白手起家的创业机会,很多人的创业需求就是直销人分享经济的市场。直销改革后,直销教育中心制定新标准会让更多的人所接受,这先会让促进直销行业健康发展的志愿者有所成就,以标准带动行业发展,成为直销业发展的领军人物。这将会形成一场直销热。中国市场逐渐走向成熟,社会结构将趋于稳定,也就是更多的普通平民走向了小康生活,珍惜和把握中国改革新直销的重要机遇,也将迎来一个崭新的发展机遇。

事实上,直销人在很大程度上来说都是这个社会最需要的一群人,他们怀揣梦想,富有爱心,自强不息,积极创业,勤于学习,勇于拼搏,传播健康,弘扬文化,爱国爱家,永远正能量。他们唯一缺的是一个公平竞争的机会,一个怎么努力也得不到公正审视的机会。被集体逼到墙角后,有些人自然就开起了小差。不破不立,我们希望岁末年初的“百日行动”这一次整顿与反思是彻彻底底的,从监管到企业,从产品到模式,从经营者到经销商。

2019年的整顿,对于整个直销行业而言,既是危机,更是机遇。改革从来就是被迫的。只有行业真正感受到了危机,行业才会主动去变化。机会永远属于敢于主动变化的群体,让我们回归产品销售本质,重拾行业价值和尊严,成功一定属于敢于面对改变的勇者。

一方面来说,正如众所周知的,直销是一个很容易引起争议也确实常常出问题的行业,但我们看问题要全面地去看,而不是片面,另一个方面,直销也确是成就普通人实现梦想实现财务自由的最直接和容易拿到结果的机会。但前提是从事的新直销必须是“合法、合情、合理”的社交新零售,接下来就以“选好平台、稳健发展、以产品为主导”三个方面来做一个阐述。

做直销首先必须选好平台,选择好一个真正有实力有基础,更重要的是这个公司必须是诚实守信靠优质的产品优质的服务顾客而稳健发展起来的公司,而不是打肿脸充胖子靠吹牛忽悠人壮大起来的直销公司。一个好的讲诚信的直销公司才会成就一个好的销售个人和销售团队,入职直销行业如果所选择的直销平台本身就有问题,那你就很难在它那里得到健康的个人发展,也就很容易在它金钱的诱惑下掉进传销的陷阱里去。君子爱财,取之有道,金钱可以给我们带来幸福的生活,但同样也会让我们丧心病狂,把我们变成恶魔般的人,所以这个直销平台的选择一定要慎重再慎重!建议有志从事直销行业的朋友要选择确实有好口碑的产品和运作历史比较长久的直销公司和直销团队,必须选合法知名品牌的直销公司,这样入职直销行业会比较好些。

其二谈稳健发展。新入职直销的销售人员重要的不是什么怎么样快速的发展,而第一考虑的是打好基础脚踏实地一步一个脚印地来发展自己,要快速腾飞般地辉煌是要建立在一个足够强大的基础之上的!初入直销的朋友们切不可好高鹜远不愿多去吃苦受累只想短平快一下子就成功了,这种偷懒的想法是要摔跟头的!虽然我们生活在一个处处讲快讲表面好看到处都是虚假的时代,尽管做表面的辉煌宣传是我们商业活动经常采用的方式方法,但我们自己到底是什么样的真正实力自己一定要清楚,千万别被表面的那一套冲昏了我们自己的头脑而去做自不量力的事情。自己真实的实力在哪里一定要清楚,要经营自己,重内不重外,内在的自己做的越扎实越牢靠,外面的自己的辉煌就越真实越实惠,不管我们活在怎样一个表面的虚荣的社会上,我们一定要头脑清醒,稳健发展!

最后讲直销的利他思维和以产品为主导。到目前为止,做市场还有很多误导,导致加盟商自己为别人的风险买单,总以为直销是个机会,其实,在直销界,讲故事、给别人造梦、画饼充饥,陷阱比机会更多。假如不是以体验产品为主导,而以赚快钱、搞投机加盟的新伙伴会很失望,甚至会有上当受骗的感觉,加盟了也会容易失去信心,这样的团队最终会因离心离德而消失。

做直销第一要义就是销售产品,建立忠实的消费群,销售产品,永远是销售产品,服务好顾客,然后才是发展销售组织,这个组织的发展同样也是销售产品,赢得忠实的顾客群,而其它以外的做法都不是“道”而是“术”了。不忘初心,方得始终。直销的初心就是以产品为主导,直销组织你不好好销售产品那是在干什么?玩花活,屯货,玩短平快投机利益诱惑等,那样的组织不以产品为主导就会一定要出问题的。己所不欲,勿施于人。直销的本质是自用加分享,成人达己,不伤人脉,主观上帮助别人,客观上成就自己。所以说,销售产品以利他的思维建立忠实的顾客群永远是直销从业人员和直销团队唯一要做的事情。回归直销的本源,必须是平台合法、合情、合理,产品安全、健康、持久,没有了爱的真心付出和人性化的销售,终究会失去稳定客户群而丢掉市场。真正注重好的直销产品,把好的直销产品带进大众视野,真正将人民群众的健康问题放在第一位,才是接下来直销行业发展的重中之重。

总之,诚实守信的直销平台和个人、扎实稳健的自我发展态度以及建立忠实的消费群是从事直销行业的不论新人还是资深的从业人员都是要好好把握的基本原则。作为直销新人加盟直销企业首先思维要定位清楚,你是作为合作方而不是替直销公司打工,意思就是你不是传统意义上的业务员而是干事业者。理顺这个前提,接下来就是学习,让自己尽快成长为行业里的内行人。每位加盟直销的新人都会有自己的事业推荐人,当然推荐人可能自己不做,但是推荐人上面一定会有更优秀的行业人领导人,他们也是从新人开始,从基础销售慢慢做起来的,经验丰富,能力强。可以跟这些优秀的领导人学习是最快的成长方式。因为他们一路走过来所碰过的问题在你以后的生涯中同样也会遇到,他们是淌过河的,可以一路引领让你少走弯路。这和传统行业不同,传统行业师傅是不会全心全意的传帮带。因为教会徒弟饿死师傅是传统行业的弊端,而直销行业是“你中有我,我中有你”。直销是人帮人的事业,自尊敬人,惠人达己。作为领导人都希望合作伙伴能早日成长为领导人甚至超越他们,因为业绩捆绑,团队合作共赢是直销行业基本特征。

另外,直销是个争议很大的话题,会有来自各方面的负面信息,要懂得理智的对待这些负面的攻击或诽谤。否者,自己可能做的过程随时都会提前放弃而止步不前,只有持续的学习改变才能让自己成长蜕变。

一个资深的直销领导人一定是具备企业家思维格局的人,我不知道你能否理解这层意思,但是随着自己不断深入的学习,跟着优秀的领导人学习是完全可以掌握这些思维格局的。有句话,跟着什么样的人就会成为什么样的人。

最后规劝大家扎根从基础自用分享产品开始,不断学习改变成长自己,预见方能遇见更好的自己。

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