Some time ago, a friend complained that she complained about the clothing business being difficult to do. She was so dirty that she was so embarrassed that she accidentally saw it in a forum today. It felt like she was a classic clothing business purchase. You may be able to earn 6 million in 6 years. Maybe you can do it too. After reading it, I have some small ideas, so I shared them with you. It feels a bit legendary.
1. Source of goods
Every day I see many people concerned about finding sources of goods, as if with a good source of goods, business will be guaranteed. But at the beginning, in fact, in the store, the least important thing is the source of goods. As the saying goes, three times the price is sold. During this period, remember not to choose what you love, only choose what you are easy to throw away.
For example; I took a shirt of 20 yuan per piece, 10 pieces. One piece sold for 145 yuan, one piece sold for 80 yuan, and the rest is asked to sell one piece no matter what. Must be higher than 80 yuan. Some people may have said: It's so dark. I tell you: the value of clothes lies in the process of selling. How many customers are short of clothes? When a woman buys clothes, she enjoys the process of buying. Women who buy these priced clothes will not be serious about you. They just think it is not expensive and may not be very good to play with. They are not very needed at the moment, but it is okay to keep them for a small match in the future. Is it priced? It’s not expensive to wear anyway. Cheap, can't wear it. If you don’t believe it, give it a try--20 yuan? Too expensive! It’s 10 yuan, I’ll buy it for the nanny at home! ! ! When selling clothes, you must love your own goods. Don't dislike it if you sell for a long time. I regret it when I get the goods. I will sum up the lesson, but I still sell it as the most beautiful clothes. My belief at that time: garbage can participate in the circulation of goods, not to mention that I sell new clothes! It’s not that the customers come for my enthusiasm, and there are a lot of regular customers. The highest record, with a daily turnover of more than 3,000 yuan, and at least more than 2,000 yuan. The minimum is 700, and the profit is more than 400 points. Four months later, the second store opened. I dug up a girl who gave fast food, and her salary was 600 yuan, and she came to me for 1,500 yuan. She really achieved sales above everything else. In our market, 1500 is a reasonable salary (at that time), but you have to be familiar with it. I don't believe it, I believe in passion.
I started to adjust the way to get the goods. It is better to find a companion than to find goods. I went all over the market and after repeated selections, I selected two wholesalers. Why? Follow the dealer! If you have a good vision, it is better to follow the Wang family.
Many people buy goods and like to pick up goods from different places. They think they have a good vision and take goods like "soldiers" and shopping. I won't. I gathered two companies to get it, and I am a big customer if I am familiar with it. I can get the new version that others can’t see. If I become familiar with it, I will start to return and exchange it. I can keep up with the good version, but I want to change the bad version. Not only does it cost less, the style of the home is relatively unified, and it will not be messy, and it will be the same as the combination. Looking at the goods my tasteful sister took, I was so laughed to death.
My strength is sales, and I won’t delay getting the goods. I keep making money, opening a store, and in 18 months, I have opened a total of 4 stores. Because I tried my best to sell everything, the wholesaler was moved by me. I often sell it to me for credit, and my working capital has increased significantly. I later opened more than 10 stores and made goods from 6 wholesalers. I return it early and exchange it early, and I didn’t press any goods at the end of the year. Speaking of this, you will wonder, what kind of person am I? You will guess wrong by 100%.
Just when I was selling a shirt of 13 yuan per piece, I was wearing Chanel, which was like a fake bag. I didn't play PRADA.D&G. back then.
I have another gain: in the past 6 years, more than 20 salesmen under my command have started businesses and more than 20 boss ladies. They understand that doing business is not very expensive. I taught them to be people who make something out of nothing. I think making clothes is a farm job and I can’t be anxious. I feel that "walking on this road" is my own understanding of clothing. In fact, all women need is their own satisfaction. There must be such people among you: they like to buy more than they like to wear. I don't wear famous brands now. Wrong, it’s not necessary to ask for famous brands. My business is good now, the goods are very expensive and sell well. To be honest, after wearing so many good things, I know this fashion. As a boss lady, you must dress up beautifully, if you want to have a good business. Moreover, the goods in the store can only be matched with a little bit, and you must never wear them. That is the salesperson's business. You have to dress well, and your clothes in the store are of high quality. Do you understand? Try to wear big brand as your battle suit. At that time, your enthusiastic smile will make many difficult women obediently become your regular customers.
Selling cheap goods is different from selling expensive goods. When selling bargains, be enthusiastic, sell expensive goods, be colder. Do you think it's snobbish? wrong. In the highest-end specialty store, do you feel the politeness behind it? !
I sell goods. That's it. Don’t quote clothes for around 2,000. Take a computer and call her, remember, look into her eyes. It's enough to be polite. If she is from this consumer layer, she feels she wants to prove it to you. Women are born as natural enemies and are too enthusiastic. She thinks your goods are not worth it. When selling expensive goods, the less you smile, the better. Even customers who have visited many times, be polite, be polite, be polite.
It’s really a joke that I’m so sorry for not having enough books when I use them. A friend asked me, why do you make expensive goods and cheap goods? Actually, it comes from the store location. You have to follow the level of selling next door. Usually, if the traffic is large, you have to make the volume. Where there are no people, you have to make expensive goods. Of course, I like to gather together. Don’t build a single store. It’s a dead end. It’s not about saving rent or a waste of time. Some people may say that I will be prosperous for two years, and it will delay you from earning hundreds of thousands in a minute in two years. Sell cheap goods, pull carts to buy goods, sell expensive goods, and enter and exit BMW. If you sell 100 yuan per piece, it would be slow to make 90 yuan, and 90% would not be much. If you sell 1,000 yuan per piece, 30% is 300. But expensive goods must be kept. It's true. If you can't stay for 6 to 10 months, don't do it. But I won't be tired after a year. The more you sit, the more you will be, and many people will not persist. If you become a bargain, you will be destined to be busy. It is easy to start and always hard. Jews are the best at doing business, so they sell all expensive things.
Many brands brought me to join back then. I never do it. All the goods on the street can be sold, why do you have to give your destiny? I am not able to do business. Women are only loyal to men, and men are loyal to the brand. I want to try any good brand, after all, consumption has not yet reached the level of trying thousands of miles. It's good to sell bulk goods. If you make a lot of money, no one cares about it. Unless you sell famous brands, will famous brands attract you to join? I also do wholesale now. I won't recruit anyone to join. I'm not having money, so I'm going to join 100 people. If 100 people don't know how to sell goods, I'm going to have to get 100 burdens. I also sympathize with those small shops, they have to buy a lot of everything, how do they sell it?
2. The law of selling goods
1. Every woman will think that she has a good dressing style, so you should not pretend to be a consultant or an image guide. (If you think you are not good at dressing, you won’t buy clothes often)
Regular customers are very important, and the proportion of business that goes back is very large. Never teach customers how to match them all the time. A woman has a greater self-esteem than anything else, and she will not find a place to make a fool of herself for you. Otherwise, even if I bought it this time. You won't be the place she wants to come often.
I'll handle this. After the customer paid attention to a piece of clothing, I would sincerely admire her taste with famous brands. During the process of buying clothes, I would also ask him what better ideas he had. I praise her for being fashionable. I'm not as good as that.
The result is: When many of my customers are fine, they like to bring their husbands or boyfriends to stroll around, and buy a few items to show off their shopping wiseness. This is her paradise. She will also call on friends and sell goods for you. She thinks that more people know that I, who are all famous brands, are all her fans. My store is the dream factory of countless women. I sell my dreams, and my products are a sense of success and superiority.
In many cases, customers find that a piece of clothing I bought here is much more expensive. But they will maintain their prestige. There are ten thousand reasons in my heart to deny my failure and will not take my anger on me - she knows that I am not an expert.
2. Selling goods is not a debate, but it is a magic weapon for salespeople.
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 is required.
It won't feel comfortable to wear
Yes. Wash before wearing it. Beauties who care about new clothes are usually worn only after washing them. Do you like red or green?
I don't like the buttons on it, it's so terrible
Yeah yeah. But it saves you from getting a necklace. There is a bracelet here. One color system. You must have a lot of bracelets in your house.
The result is often: a sweater, a bracelet, and a pair of pants. (She also told us what pants should be paired. To prove her correctness,
I bought another pair of pants. )
When a guest feels like God, he will become your slave.
Women are weird. When he felt that he had defeated a successful person (I had a brand name in my body), she felt that she was more successful. The topic of two successful people is definitely not a bargaining 100.200. (The guest will think: I am a successful person. 100.200 is not a problem.) When you meet a Gu Han’s guest, you must do your best: a good opponent is the teacher. You are a businessman. You must have the qualities of a businessman. Random concessions are the beginning of a nightmare. You are 50 less this time, and he will strive for 100 next time. The key points of bargaining are one condition after another, such as buying two more pieces, bringing accessories, or promising to bring friends. The promised price must be kept confidential. Promise not to give such a low next time, and care more about us. When my friends come, I will give us more good things. Everyone wants a win-win situation. You are already our VIP.
You may have noticed that I have repeatedly emphasized that I am wearing famous brands. Don't despise it, this is marketing. Your image is the image of the store, and the level you express is the level of the goods. If a guest is willing to be friends with you, of course you must be humble enough and be friends with you, she will feel that she is of class. My guests are generally recognized that all the guests here are of taste. (It is honorable to buy things here.) Look, your customers are all successful people, and friends of high-end products, are you still worried about selling goods? There is marketing, no need to promote it.
3. Control your breed.
Every woman has her own clothes, so I will tell you a secret: they are 100% good at choosing clothes. 50% is good at picking pants. 30% are good at choosing skirts (except dresses).
Why do women keep shopping? Do people who really know how to buy clothes often buy clothes? Most of them don’t match their pants and skirts well, but they never thought that they would find a suitable piece of clothing all over the world, and they always feel that they are still missing one piece of clothing.
The smart boss lady already knows how to do it. Use your strengths to attack your weaknesses. The proprietresses like to focus on their coats when they get the goods. The competition for jackets is well-known and beautiful, not only are there better ones, but they are all experts in the customers they meet, and they all have their own sets. Is it difficult to do business? Check it out for yourself. The boss of a good business will definitely look at the "lower three ways", namely pants, skirts, and shoes. The "lower three routes" are ready, and the jackets and shirts are selling well. Want to know what kind of pants, skirts and shoes are the best to sell?
Pants
Keywords: stable, slimming,
All types of pants should be: small pants, straight, casual wide pants, trousers, 7.8.9-point pants
It is mainly light in summer and dark in winter, and it is constantly black throughout the year. There should not be too many similar styles for each pants. When you get the goods, the two styles are similar, so choose one. If you like both models, make one first and then make one later. Why? If there is comparison, there will be high and low. If the customer is unwilling to take the exam, she usually only chooses one of your 10 items, and eliminates 9 items, and she will not be very interested in the future. If you provide 5 models, she will choose one too. Remember, don’t have too many styles, and customers don’t have much requirements for the style of pants. When eliminating suppliers, the layout is the key factor. Any pants with good style, large age span, and simple and generous pants are the best sellers. Personality is the customer's business, and commonality is yours. The more personal the pants are, the harder it is to sell.
skirt
Keywords: lines, slimness, implicit sexiness
If you want the pants and skirts to sell well, the store will be equipped with Sanbao high heels and a flat heel, and prepare three types of boots in winter.
My experience is: 38.39 size is good, which is convenient for customers to put on and take off. Anyway, the store also sells shoes, so let’s give customers some feelings. Convince the customer to change his shoes and try his pants. You can prepare a lot of stockings. The customer feels that you are well served and hygienic. If a woman wears sneakers and try on her pants, I guarantee you won’t be able to sell it. If you want to sell shoes with good quality, you must not use inferior products as good products. It will not be hidden for a long time. Except for shoes, other clothes are of average quality. The Fortune 500 in the world is not the best in quality to make money.
You must keep and review the monthly business records. It is normal for pants and skirts to account for 40% of sales. Every time the season changes, pants go first. When the weather should be cold or not, it will not affect business.
Sell good pants in summer and good skirts in winter. There is nothing wrong with it. A good-lived woman has air conditioning in summer and heating in winter. Men dress with their buddies, and women like to be unique in others. Women like colorful worlds, but they like to make the mistake of repeat shopping. Like and decide to buy. In addition to the base sweater, the color of the shirt can be bolder, and I would like to advise you to be more stable. I won’t talk about coats, coats, coats, and everyone is a master.
3. How to deal with suppliers?
Try to fix two companies. If you get goods all over the world, no one will take care of you.
Concentrate your purchase payment and only attack two or three companies. You will soon discover the benefits. 1. Return and exchange are relatively easy. 2. I won’t get the goods for a while and I will take back the old money from the market for 3, and I will delay the owed money and meet again in the future. Increase working capital. Have a good relationship with the sales staff of the supplier. You won’t miss anything you can sell. 4. Don’t throw all your money on the travel expenses. From time to time, you can ask the supplier to issue a board to you, and you can call and get the goods by computer.
What kind of supplier is a good supplier?
1. Have strength.
Don’t be afraid of hard work. Only when you see a sewing machine can you consider long-term cooperation. This is the iron rule of Italian businessmen. It's the same all over the country, and people are swearing things everywhere. The high-end fashion you take is a street stall product every minute. You buy it elsewhere and change it to your own trademark product. If you sell well, you can sell it, but it may take 12 years to make 6 million, not 6 years. Looking for sources of goods, many bosses have tried their best. They go out to get goods, like shopping, and they care about the style and price, rather than finding a strong strategic partner. A strong supplier, rich and talented, will definitely have a higher chance of winning alone than you.
2. Ethical companies
You can ask indirectly. How long has the salesperson of the supplier been doing and likes this job? Are the sales managers too enthusiastic? Good suppliers will not be enthusiastic about you for no reason. They know that 80% of the profit is created by 20% of the customers. Before you show your business value, the more you promote it, the more you should be wary of it. You can observe whether their customers are happy or sad. I am very disgusted with joining. Joining is already garbage. Joining is foreign things, but when it comes China has changed its flavor. The purpose of joining foreigners is to facilitate management and standardize business operations. If you want to make money, you can go public and raise funds. Therefore, they want to do a good job in business. Some Chinese businessmen want to expand the scale and make money immediately. As for whether they have the ability to do standardized business after expanding the channels, they have no idea whether they have the ability to do standardized business. As long as you have money, many franchise shop owners do not know how to do business. Will the business be good? If you rely on this kind of low-level management, you can learn to do business.
So what does it mean to be difficult to learn a businessman in 10 years! I don’t charge franchise myself. I am not willing to carry the burden. The person who sells my goods must be capable. Good goods must be able to sell them. In the past, when I didn’t open a factory, I would pay responsibilities to anyone who charges me for the franchise fee. If you have the strength, what do you collect?! If you don’t have money, you don’t have the strength! Good goods are good? Haha, you sell them yourself. Good goods are everywhere. It’s not that you have the good goods, but that I want to find a convenience. If you are willing to do business together, you have to trust. If the supplier has strength, I won’t care too much about whether you have money or not. What I pay attention to is your ability. If you ask you to pay for everything, will you really help you make money? Yes, it’s not that noble, and I don’t help customers make money, but I hope that customers with ability can help me make money, so when I encounter someone with ability, I will win over it from many parties, and I never thought about using franchise and franchise fees to set limits.
3. Order carefully
If it is not that the quantity you want is astonishing, you don’t need to order. Some suppliers like to ask for orders, you have to be careful. What they want is to pass on the risk. If you open a large department store, the order will be normal. If not, it will be uncertain. Be optimistic about your wallet, and some orderers are unfair. You should pay attention. The samples may be imported materials. After ordering, remember to take a sample coat or cloth plate, and state the wrong version on the order contract that the goods are not right, and you will not receive the goods. If he uses various excuses to make excuses, you can leave without hesitation. Especially in Guangdong, Hangzhou, and so-called foreign trade companies, you must be careful. In short, try to get spot stock. There are also tricks to cheat: Oh, I won’t make this product. Please order 50 pieces, help you?! Response smarter: I want 3 large sizes and 2 medium sizes. If you have a customer, please help me get it. Notify me of the goods if you have the goods. In this way, you won’t suffer any loss if you are real or fake. I have a friend who didn’t get sample clothes or cloth plates in the order, but ended up collecting batches of garbage.
4. Responsible supplier
Good suppliers will care about your business, which is also their focus on the terminal. The replacement of goods is refreshing and willing to place advertisements on the terminal. They will ask your opinions on the goods from time to time, ask you where the difficulty of operating, ask you how your business is, and whether you have any goods to supplement. Now there are hot goods, do you want to issue a board to try. Of course, they will also agree that the board can be returned. You don’t have to care about the decoration of the supplier itself, but instead reflects pragmatism. Many suppliers do not know the service terminal, but only care about decorating themselves, demonstrating their strength. A friend of mine reported to me and said that they found a strong supplier. I asked him how you know that they have the strength, and he replied: "Wow, their store is so luxuriously decorated!"
Once you have a good supplier, you must also work hard. Both parties should cherish the strong combination. Don’t be too concerned and make demands every day. No unilateral interests can last for a long time. Selling goods well is related to your voice. The more you show your value, the more benefits you get.
Read the goods: 30% off the goods and 70% off the goods
1. Don’t look good, just be profitable.
Good-looking goods are in Europe, not in Guangzhou. Focus on how much it can be sold.
2. Don’t just choose what you like, choose what most people accept
It’s not about wearing it yourself, you need to have a business mind. If you make money, you can wear a lot of good things.
3. The supplier is good, but the goods are not the most beautiful.
The most beautiful clothes are wedding dresses. Find a wedding dress company??
4. I have taste, these goods don't look very good
Unless you are an international brand and a tasteful sister, you will die of ugly things. A tasteful sister usually loses money and gains publicity.
5. The travel fee is too expensive, get more and spread the cost
What era is it? Just figure out the number and make it easier to replenish the goods. Telephone and computer are used more frequently.
6. I have few customers, so I want new models every day
Maintaining a certain style is important. Expanding customer sources is the fundamental way. If you transfer around a few regular customers, you will be more and more goods, and there will be fewer and fewer customers. There are many things in the store, and there are many goods that are cut off.
If you sell well, try to sell more. This is the product that the market has confirmed. Consumers have high satisfaction after buying, and the opportunity to be a regular customer has increased greatly. On the contrary, new products have the risk of new products.
It’s easy to sell. I usually take dozens of pieces of goods. I often check whether the code needs to be filled and whether to add color.
7. I often call and only add one or two pieces. Will the supplier look down on it?
Rest assured, a good supplier will appreciate your prudence. At least, you won't cause him big trouble.
If you call to return 20 pieces and 30 pieces, he will be annoyed.
8. Can I refuse some excessive requests from the supplier?
Rejection. The qualities of a businessman are to protect your own interests. Are you a businessman?
I am a wholesaler and I respect weighty opponents.
Lao Gao Crown Club
www.shxuanming.net
EN
CN
