1
00:00:00,700 –> 00:00:02,866
前面的980全给他
2
00:00:03,100 –> 00:00:06,000
他前端光卖门票加上底薪
3
00:00:06,000 –> 00:00:07,600
他就能拿到万把块钱了
4
00:00:07,600 –> 00:00:08,600
拿到一万多了
5
00:00:08,600 –> 00:00:09,800
甚至一万三四了
6
00:00:10,000 –> 00:00:12,000
后边有人报了合报员
7
00:00:12,000 –> 00:00:12,266
报了
8
00:00:12,266 –> 00:00:14,966
全班全他一个月他就能拿到两万多
9
00:00:14,966 –> 00:00:15,533
三万多
10
00:00:15,533 –> 00:00:17,766
最高的上个月一个月拿了8万七
11
00:00:17,766 –> 00:00:18,600
八万七的工资
12
00:00:18,600 –> 00:00:21,000
最后然后还有好一点的拿十几万的
13
00:00:21,333 –> 00:00:22,366
那么对他来讲
14
00:00:22,566 –> 00:00:23,666
请问他有没有动力
15
00:00:23,800 –> 00:00:24,400
有
16
00:00:24,400 –> 00:00:25,600
他就有动力了呀
17
00:00:25,766 –> 00:00:27,133
所以你的整个设计
18
00:00:27,333 –> 00:00:29,666
你的薪酬设计都得符合这套逻辑
19
00:00:29,733 –> 00:00:30,766
所以当然很重要
20
00:00:30,800 –> 00:00:33,366
上个时代稀缺的是货
21
00:00:33,666 –> 00:00:36,366
这个时代稀缺的是人
22
00:00:37,266 –> 00:00:38,600
一看都是人
23
00:00:38,933 –> 00:00:40,266
干啥都能成
24
00:00:40,466 –> 00:00:41,900
一看没有人
25
00:00:41,933 –> 00:00:43,366
你卖啥都没戏
26
00:00:43,366 –> 00:00:44,466
你没有人买
27
00:00:44,666 –> 00:00:46,766
这个世界做生意最可怕的是各位
28
00:00:46,766 –> 00:00:48,300
第一没有人帮你卖
29
00:00:48,366 –> 00:00:49,933
第二个没有人到咱家买
30
00:00:49,933 –> 00:00:50,900
你们说对不对
31
00:00:50,900 –> 00:00:52,766
对所以引流太重要了
32
00:00:53,333 –> 00:00:54,200
因此记住
33
00:00:54,200 –> 00:00:57,866
过去能让你赚钱的事你手里有个货
34
00:00:58,366 –> 00:01:01,066
今天能让你赚钱的是你手里有人
35
00:01:01,266 –> 00:01:02,900
要么是有买的人
36
00:01:02,900 –> 00:01:04,800
要么是有卖的人
37
00:01:04,800 –> 00:01:06,366
我要先改变你的认知啊
38
00:01:06,366 –> 00:01:08,733
先改变你的认知就是我
39
00:01:08,733 –> 00:01:13,100
我发现其实给老板要边讲案例
40
00:01:13,100 –> 00:01:13,800
边讲原理
41
00:01:13,800 –> 00:01:15,300
不是给你讲一段案例
42
00:01:15,300 –> 00:01:16,133
讲一堆案例
43
00:01:16,133 –> 00:01:17,333
你会听到很兴奋
44
00:01:17,400 –> 00:01:19,600
但是讲完了这个案例
45
00:01:19,600 –> 00:01:21,100
你就掉到这个框里去了
46
00:01:21,100 –> 00:01:22,866
但是那个案例是别的案例
47
00:01:22,866 –> 00:01:24,100
别的案例别人能用
48
00:01:24,100 –> 00:01:24,866
但未必适合
49
00:01:24,866 –> 00:01:25,533
你来告诉我
50
00:01:25,533 –> 00:01:27,666
对不对当你懂得原理的时候
51
00:01:27,666 –> 00:01:30,533
你才能做到举一反三
52
00:01:30,566 –> 00:01:32,900
掌握背后的底层逻辑
53
00:01:32,966 –> 00:01:34,600
对了这是核心关键点
54
00:01:34,600 –> 00:01:37,500
所以引流就是吸引客流
55
00:01:37,566 –> 00:01:40,100
因此各位引流就是吸引流量
56
00:01:40,100 –> 00:01:41,400
我们来研究研究
57
00:01:41,400 –> 00:01:44,333
整个引流的底层逻辑到底是什么
58
00:01:44,333 –> 00:01:47,533
各位引流的底层逻辑来自于这
59
00:01:47,533 –> 00:01:48,166
样一个点
60
00:01:48,166 –> 00:01:49,733
没有很多人跟你认真讲
61
00:01:49,733 –> 00:01:50,366
来给我说
62
00:01:50,366 –> 00:01:51,933
引流的背后是截流
63
00:01:54,400 –> 00:01:56,466
像截签到一样截流
64
00:01:57,366 –> 00:02:00,066
来各位回顾一下
65
00:02:00,766 –> 00:02:01,733
我有没有讲过
66
00:02:01,733 –> 00:02:02,966
帮助那个沈总
67
00:02:03,333 –> 00:02:04,300
帮助那个沈总
68
00:02:04,300 –> 00:02:05,733
那个死胡同的店
69
00:02:05,866 –> 00:02:08,566
怎么这一个月之内给他流量搞爆了
70
00:02:08,566 –> 00:02:10,533
有没有截其他店的流
71
00:02:10,866 –> 00:02:11,566
有
72
00:02:11,566 –> 00:02:12,566
咋截的
73
00:02:13,866 –> 00:02:14,700
停车场
74
00:02:14,866 –> 00:02:15,666
停车场
75
00:02:15,666 –> 00:02:16,600
你们都知道了
76
00:02:16,600 –> 00:02:17,400
是还不是是
77
00:02:17,800 –> 00:02:18,600
对
78
00:02:19,100 –> 00:02:21,100
所以说引流的背后是啥
79
00:02:21,300 –> 00:02:22,100
截流
80
00:02:22,166 –> 00:02:23,600
截流所以
81
00:02:23,600 –> 00:02:25,400
引流要研究两个逻辑
82
00:02:25,733 –> 00:02:28,866
第一引流的背后是截流
83
00:02:28,933 –> 00:02:32,133
第二个写上我要截谁的流
84
00:02:33,300 –> 00:02:33,733
来跟我说
85
00:02:33,733 –> 00:02:35,000
我要截谁的流
86
00:02:35,133 –> 00:02:36,900
我要截谁的流
87
00:02:38,000 –> 00:02:41,700
就是你要明确你的截流对象是谁
88
00:02:41,700 –> 00:02:42,500
对
89
00:02:42,733 –> 00:02:43,800
否则你瞎截
90
00:02:43,900 –> 00:02:45,200
瞎引啊往哪里引啊
91
00:02:45,200 –> 00:02:46,266
往哪里截啊
92
00:02:46,800 –> 00:02:47,366
来告诉我
93
00:02:47,366 –> 00:02:48,333
这个重不重要
94
00:02:48,933 –> 00:02:50,200
很重要哎
95
00:02:50,600 –> 00:02:51,733
很重要哎
96
00:02:52,266 –> 00:02:56,100
所以引流的关键点在于
97
00:02:56,466 –> 00:02:59,200
明确你要引谁的流
98
00:02:59,200 –> 00:03:01,600
和你要截谁的流
99
00:03:02,533 –> 00:03:04,933
我要给你讲的细一点对
100
00:03:05,500 –> 00:03:06,966
来跟我重复一下这句话
101
00:03:06,966 –> 00:03:07,666
来跟我说
102
00:03:07,666 –> 00:03:09,300
明确我要引谁的流
103
00:03:09,800 –> 00:03:10,700
明确我要引谁的流
104
00:03:12,000 –> 00:03:13,266
我要截水的流
105
00:03:18,533 –> 00:03:19,333
引随的流
106
00:03:19,333 –> 00:03:20,100
节随的流
107
00:03:20,100 –> 00:03:21,100
你都不明确
108
00:03:21,933 –> 00:03:23,866
你的引流效果一定是不佳的
109
00:03:23,900 –> 00:03:25,100
各位认不认同
110
00:03:25,766 –> 00:03:27,400
好举例
111
00:03:27,933 –> 00:03:30,666
大家有没有听说过85度c的咖啡
112
00:03:31,733 –> 00:03:32,866
来我给你们讲啊
113
00:03:34,100 –> 00:03:36,200
85度c的咖啡啊
114
00:03:36,200 –> 00:03:37,300
这个老板啊
115
00:03:38,066 –> 00:03:38,866
他呢
116
00:03:40,200 –> 00:03:43,000
这个在做生意的时候啊
117
00:03:43,000 –> 00:03:44,933
有一个高人给他指点一下
118
00:03:45,100 –> 00:03:45,933
他说兄弟
119
00:03:46,166 –> 00:03:47,300
你生意想怎么做
120
00:03:47,300 –> 00:03:47,866
他说怎么做
121
00:03:47,866 –> 00:03:49,366
怎么做你这个逻辑不对
122
00:03:49,533 –> 00:03:50,533
他咋不对了
123
00:03:50,933 –> 00:03:51,733
他说
124
00:03:53,300 –> 00:03:55,733
你这哥们原来是卖面包的
125
00:03:55,766 –> 00:03:57,300
卖面包卖蛋糕的
126
00:03:57,400 –> 00:03:58,500
就原来一直卖面包
127
00:03:58,500 –> 00:04:00,066
卖蛋糕卖了那么多年吗
128
00:04:00,066 –> 00:04:00,866
没干起来
129
00:04:01,200 –> 00:04:02,333
就是卖的不太好
130
00:04:02,500 –> 00:04:03,966
后来有个高手给他指点了一下
131
00:04:03,966 –> 00:04:05,866
说你别卖面包了你
132
00:04:05,866 –> 00:04:06,866
卖咖啡吧
133
00:04:07,866 –> 00:04:09,500
他说我有毛病吧
134
00:04:09,700 –> 00:04:11,366
面包是我的使命
135
00:04:11,966 –> 00:04:14,100
蛋糕是我的爱好
136
00:04:14,100 –> 00:04:15,533
你让我卖咖啡
137
00:04:16,500 –> 00:04:17,466
你搞什么呀
138
00:04:17,800 –> 00:04:18,766
然后有人告诉他了
139
00:04:18,766 –> 00:04:19,966
他说你得不务正业
140
00:04:20,066 –> 00:04:21,333
你才不务正业呢
141
00:04:23,766 –> 00:04:25,766
他说你不务正业的目的
142
00:04:25,766 –> 00:04:27,366
是为了更好的务正业
143
00:04:28,266 –> 00:04:30,500
前期先不务正业
144
00:04:30,666 –> 00:04:33,133
后后来因为不务正业
145
00:04:33,200 –> 00:04:36,200
变得更好的去务正业
146
00:04:36,733 –> 00:04:38,066
拐个弯务正业
147
00:04:38,266 –> 00:04:39,166
先不务正业
148
00:04:39,166 –> 00:04:40,666
再更务正业
149
00:04:40,800 –> 00:04:41,700
不行吗
150
00:04:42,366 –> 00:04:43,466
可以吧对不对
151
00:04:44,166 –> 00:04:45,533
于是呢他说你这样
152
00:04:46,166 –> 00:04:50,400
你把你所有的店啊对标星巴克
153
00:04:50,766 –> 00:04:53,700
全部给我开在星巴克的对面
154
00:04:53,800 –> 00:04:55,500
或者星巴克的旁边
155
00:04:55,966 –> 00:04:58,933
同时呢你所有店的面积
156
00:04:59,166 –> 00:05:03,533
都是星巴克的面积的1/31/41/5的面积
157
00:05:03,533 –> 00:05:07,333
就行了星巴克200平你20平
158
00:05:07,366 –> 00:05:10,300
40平星巴克300平你30平
159
00:05:10,600 –> 00:05:11,166
这样的话
160
00:05:11,166 –> 00:05:13,933
请问经营成本是不是就降下来了
161
00:05:14,333 –> 00:05:15,133
第二个
162
00:05:15,866 –> 00:05:19,000
你的咖啡机要和星巴克的一模一样
163
00:05:19,366 –> 00:05:22,933
第二你的咖啡豆要和星巴克一模一样
164
00:05:23,000 –> 00:05:25,533
第三你的咖啡的研磨技术
165
00:05:25,533 –> 00:05:29,200
口感分量要跟星巴克一模一样
166
00:05:29,500 –> 00:05:30,300
同时
167
00:05:30,900 –> 00:05:31,733
你的价格
168
00:05:31,866 –> 00:05:35,133
只能是星巴克那个咖啡价格的1/3
169
00:05:35,266 –> 00:05:37,800
最多1/2 于是呢
170
00:05:38,100 –> 00:05:39,766
全部就这么做了
171
00:05:39,866 –> 00:05:40,700
做完之后呢
172
00:05:40,700 –> 00:05:42,400
后来你有没有发现
173
00:05:42,500 –> 00:05:46,200
星巴克选的地段都是精心选择的
174
00:05:46,600 –> 00:05:48,133
那个选址都是非常科学的
175
00:05:48,133 –> 00:05:48,933
告诉我对不对
176
00:05:49,200 –> 00:05:51,000
结果他选的那个地方
177
00:05:51,000 –> 00:05:54,500
已经被星巴克培养了一批
178
00:05:54,500 –> 00:05:57,200
比较忠诚的喝咖啡的客户
179
00:05:57,200 –> 00:05:57,733
来告诉我
180
00:05:57,733 –> 00:05:58,066
对还不对
181
00:05:58,066 –> 00:06:01,400
对第三空间小资情调
182
00:06:01,700 –> 00:06:02,566
于是呢
183
00:06:03,366 –> 00:06:06,600
当客户来到星巴克的时候
184
00:06:06,600 –> 00:06:10,933
突然发现隔壁对面哎呦搞了一个85度c
185
00:06:11,700 –> 00:06:12,800
要不去看一看
186
00:06:13,200 –> 00:06:14,400
到这里一看
187
00:06:14,700 –> 00:06:15,800
我的天呐
188
00:06:15,866 –> 00:06:19,933
星巴克一杯咖啡28他家13
189
00:06:20,100 –> 00:06:24,100
星巴克一杯咖啡25他家15
190
00:06:24,100 –> 00:06:25,333
请问要不要
191
00:06:25,333 –> 00:06:26,266
买一杯尝一尝
192
00:06:26,733 –> 00:06:28,200
他不断的教育顾客
193
00:06:28,200 –> 00:06:32,466
要喝咖啡就喝85度的咖啡
194
00:06:32,566 –> 00:06:36,366
因为85度的咖啡口感最好
195
00:06:36,500 –> 00:06:38,133
营养不流失
196
00:06:38,366 –> 00:06:40,566
然后最香醇的味道
197
00:06:40,600 –> 00:06:43,300
那么客户买完85度咖啡
198
00:06:43,300 –> 00:06:46,866
本来客户的预算是30块买一杯咖啡
199
00:06:47,100 –> 00:06:51,166
结果突然发现85度c只需要15块
200
00:06:51,700 –> 00:06:53,100
买完咖啡之后
201
00:06:53,266 –> 00:06:58,500
发现整个85度里面弥漫着蛋糕糕点
202
00:06:58,733 –> 00:07:00,200
面包的芳香
203
00:07:00,600 –> 00:07:01,700
本来我预算30
204
00:07:01,700 –> 00:07:02,600
我只花了15块
205
00:07:02,600 –> 00:07:03,466
只花了13块
206
00:07:03,466 –> 00:07:04,866
我愿不愿意再花十几块
207
00:07:04,866 –> 00:07:06,500
买一下你的蛋糕和面包呢
208
00:07:07,200 –> 00:07:08,666
又买了个蛋糕和面包
209
00:07:08,666 –> 00:07:10,266
嗯感觉性价比太高了
210
00:07:10,266 –> 00:07:13,366
可是这个85度c呀
211
00:07:13,366 –> 00:07:14,533
面积太小
212
00:07:14,766 –> 00:07:15,900
就两个桌子
213
00:07:16,466 –> 00:07:17,700
坐的地方都没有
214
00:07:18,266 –> 00:07:19,366
卖完了之后
215
00:07:19,366 –> 00:07:20,733
你说往哪放呢
216
00:07:20,900 –> 00:07:23,333
最后星巴克的生意就火了
217
00:07:23,700 –> 00:07:27,333
所以很多人在85度c买了85度c
218
00:07:27,333 –> 00:07:30,966
买了85度的这个c的面包和蛋糕
219
00:07:30,966 –> 00:07:32,000
坐在星巴克
220
00:07:32,000 –> 00:07:33,200
喝着85度c
221
00:07:33,266 –> 00:07:34,500
哈哈
222
00:07:34,500 –> 00:07:35,766
听懂掌声鼓励
223
00:07:40,200 –> 00:07:43,600
星巴克的幕后老板呢
224
00:07:43,600 –> 00:07:45,266
是外资啊
225
00:07:45,266 –> 00:07:46,066
是外国佬
226
00:07:46,266 –> 00:07:47,966
然后85多岁呢
227
00:07:47,966 –> 00:07:48,766
是中国老板
228
00:07:48,766 –> 00:07:52,133
他气得妈的一度想把星巴克退出台湾
229
00:07:52,166 –> 00:07:53,066
退出中国
230
00:07:53,300 –> 00:07:55,533
在前几年竞争非常惨烈的时候
231
00:07:55,600 –> 00:07:56,500
他说你们搞什么
232
00:07:56,500 –> 00:07:58,600
你们中国人不按套路出牌
233
00:08:00,000 –> 00:08:01,700
那中国人是全球最聪明的
234
00:08:01,700 –> 00:08:03,166
那肯定是要不按套路出牌
235
00:08:03,166 –> 00:08:03,666
来告诉我
236
00:08:03,666 –> 00:08:04,566
对不对对
237
00:08:04,666 –> 00:08:06,500
来我给你讲这个案例
238
00:08:06,566 –> 00:08:08,500
你有没有得到一个结论
239
00:08:08,500 –> 00:08:09,600
真的是卖什么
240
00:08:09,600 –> 00:08:11,466
不是卖什么
241
00:08:11,533 –> 00:08:12,766
赚什么不是
242
00:08:12,933 –> 00:08:14,300
赚什么干什么
243
00:08:14,300 –> 00:08:15,733
不是干什么
244
00:08:15,733 –> 00:08:17,466
他妈原来他是干面包的
245
00:08:17,466 –> 00:08:19,100
结果他妈卖咖啡去了
246
00:08:19,366 –> 00:08:20,500
卖咖啡去了
247
00:08:20,666 –> 00:08:21,266
来你告诉我
248
00:08:21,266 –> 00:08:21,666
对还不对
249
00:08:21,666 –> 00:08:22,466
对
250
00:08:22,700 –> 00:08:23,966
所以各位
251
00:08:24,266 –> 00:08:25,900
主营业务要拿来干嘛
252
00:08:25,900 –> 00:08:26,500
来给我说
253
00:08:26,500 –> 00:08:27,600
主营业务
254
00:08:28,966 –> 00:08:30,300
拿来入口引流
255
00:08:32,066 –> 00:08:32,733
那有的时候
256
00:08:32,733 –> 00:08:35,266
你能不能拿别的主营业务来入口引流
257
00:08:35,333 –> 00:08:36,666
可以可以啊
258
00:08:37,066 –> 00:08:39,666
然后跨行业务产生后端什么
259
00:08:40,533 –> 00:08:42,400
盈利嘛可以嘛
260
00:08:42,400 –> 00:08:43,500
升东什么
261
00:08:44,066 –> 00:08:45,733
GC嘛对啊
262
00:08:45,866 –> 00:08:46,900
所以来再举例
263
00:08:46,900 –> 00:08:48,133
各位再举例
264
00:08:48,966 –> 00:08:50,066
我有一个学员
265
00:08:51,200 –> 00:08:53,133
呃这个学员呢
266
00:08:53,566 –> 00:08:54,900
开了一家面包店
267
00:08:55,866 –> 00:08:57,700
这个学员开了一家面包店呢
268
00:08:57,700 –> 00:08:58,966
花了50万的租金
269
00:08:58,966 –> 00:09:02,000
我的学员开了个面包房
270
00:09:02,766 –> 00:09:04,000
花了50万租金
271
00:09:04,766 –> 00:09:07,300
呃 100万的装修费
272
00:09:07,666 –> 00:09:08,866
来请问我
273
00:09:08,866 –> 00:09:10,933
这个学员总共投了150万
274
00:09:11,266 –> 00:09:15,566
请问他生意很差
275
00:09:16,300 –> 00:09:18,066
但是周边的人流呢
276
00:09:18,533 –> 00:09:21,600
很大在一个步行街
277
00:09:22,800 –> 00:09:24,733
他问我老师怎么办
278
00:09:26,400 –> 00:09:28,166
而我问他的是
279
00:09:29,000 –> 00:09:32,500
你为什么在这个地方开面包店
280
00:09:33,266 –> 00:09:35,700
他说人流很大步行街
281
00:09:37,600 –> 00:09:39,600
我说周边有没有面包店
282
00:09:39,600 –> 00:09:40,400
有
283
00:09:40,800 –> 00:09:43,166
老师周边六七家面包店
284
00:09:43,166 –> 00:09:44,566
所以我认为有市场
285
00:09:44,866 –> 00:09:46,566
所以我就开了个店
286
00:09:47,200 –> 00:09:49,133
我说那为什么你家生意差呢
287
00:09:49,900 –> 00:09:51,766
他说是这样的
288
00:09:51,766 –> 00:09:52,566
老师
289
00:09:53,200 –> 00:09:54,100
这个地方吧
290
00:09:54,100 –> 00:09:56,100
它是一个城乡结合部
291
00:09:56,400 –> 00:09:57,533
大家理解我的意思吗
292
00:09:57,800 –> 00:09:59,066
就城乡结合部
293
00:09:59,200 –> 00:10:00,733
他们家的面包吧
294
00:10:00,900 –> 00:10:01,933
就比较便宜
295
00:10:02,566 –> 00:10:04,800
就假设一个面包6块8块但