1
00:00:00,133 –> 00:00:01,066
做干洗店的
2
00:00:01,566 –> 00:00:02,266
我给讲完了
3
00:00:02,266 –> 00:00:03,366
我说干洗店这个没问题
4
00:00:03,366 –> 00:00:05,666
但是我一听但是
5
00:00:05,666 –> 00:00:06,733
我就不想回答了
6
00:00:07,366 –> 00:00:08,066
就是但是
7
00:00:08,066 –> 00:00:09,766
就是把老师全否否定了
8
00:00:09,800 –> 00:00:12,000
你们以后给别人对话要想个方法
9
00:00:12,133 –> 00:00:13,133
不要说但是
10
00:00:13,133 –> 00:00:14,266
而要说同时
11
00:00:14,466 –> 00:00:14,900
来给我说
12
00:00:14,900 –> 00:00:15,900
不要说但是
13
00:00:16,133 –> 00:00:16,933
不要说但是
14
00:00:16,933 –> 00:00:18,000
而要说同时
15
00:00:19,000 –> 00:00:21,400
但是代表把之前所有都否定
16
00:00:21,400 –> 00:00:23,733
同时就代表我理解你
17
00:00:23,733 –> 00:00:24,500
我没有否定
18
00:00:24,500 –> 00:00:25,600
你来告诉我对不对
19
00:00:26,933 –> 00:00:29,000
陈老师你讲的是很好的
20
00:00:29,266 –> 00:00:31,933
陈老师对我收获还是蛮大的但是
21
00:00:35,166 –> 00:00:37,166
你看请问对方的感觉是啥
22
00:00:37,166 –> 00:00:39,466
感觉凉凉了
23
00:00:39,900 –> 00:00:40,800
但是
24
00:00:42,100 –> 00:00:45,100
但是我感觉你套路挺深
25
00:00:45,933 –> 00:00:46,733
完了
26
00:00:47,300 –> 00:00:52,600
你要说同时我想给一个建议
27
00:00:52,933 –> 00:00:54,700
可以让你更好
28
00:00:54,933 –> 00:00:55,933
那就不一样了
29
00:00:56,266 –> 00:00:57,066
来
30
00:00:57,566 –> 00:00:59,466
给你们讲一个干洗的案例
31
00:00:59,466 –> 00:01:00,400
你们要不要听啊
32
00:01:01,000 –> 00:01:02,166
来摆板台上来
33
00:01:03,766 –> 00:01:05,733
刚才不是有个同学说干洗的吗
34
00:01:05,733 –> 00:01:06,300
在哪里啊
35
00:01:06,300 –> 00:01:08,333
刚才问我干洗
36
00:01:08,533 –> 00:01:10,066
你是开店还是不开店啊
37
00:01:10,766 –> 00:01:13,466
开店开几家店啊
38
00:01:14,133 –> 00:01:15,000
开一家店
39
00:01:15,933 –> 00:01:17,800
这个一个月营业额多少
40
00:01:20,200 –> 00:01:21,566
一个营业额1万
41
00:01:22,100 –> 00:01:22,933
利润多少
42
00:01:26,100 –> 00:01:26,900
啊
43
00:01:27,533 –> 00:01:29,100
淡季1万利
44
00:01:29,100 –> 00:01:31,333
呃旺季一个月3万利润
45
00:01:31,333 –> 00:01:32,133
还是营业额
46
00:01:33,400 –> 00:01:34,600
营业额你们的
47
00:01:34,600 –> 00:01:36,100
你们的利润空间有多少
48
00:01:38,533 –> 00:01:39,333
啊
49
00:01:40,500 –> 00:01:42,933
50%以上哎呦暴利
50
00:01:44,366 –> 00:01:45,466
哎来请坐
51
00:01:47,133 –> 00:01:48,000
来掌声鼓励
52
00:01:54,333 –> 00:01:55,466
有一个干洗店
53
00:01:59,966 –> 00:02:00,966
99元
54
00:02:03,166 –> 00:02:04,666
有这么大一个塑料袋
55
00:02:05,000 –> 00:02:06,533
有这么大一个塑料袋
56
00:02:07,266 –> 00:02:08,766
99元一袋
57
00:02:08,800 –> 00:02:09,600
随便装
58
00:02:10,466 –> 00:02:11,700
你装多少
59
00:02:11,866 –> 00:02:13,166
看你自己的水平
60
00:02:13,733 –> 00:02:17,166
就是还会在他们的朋友圈去晒图
61
00:02:17,933 –> 00:02:18,733
我操
62
00:02:19,466 –> 00:02:21,366
我99元里边塞了
63
00:02:23,066 –> 00:02:24,000
16件衣服
64
00:02:25,333 –> 00:02:26,600
我99元不行不行
65
00:02:26,600 –> 00:02:27,266
我塞不动了
66
00:02:27,266 –> 00:02:28,166
我塞了8件
67
00:02:29,066 –> 00:02:30,300
我不按件
68
00:02:30,300 –> 00:02:31,266
我按袋来
69
00:02:31,266 –> 00:02:33,133
给我说不按件只按袋
70
00:02:35,000 –> 00:02:36,700
一袋只有99块
71
00:02:37,100 –> 00:02:38,400
一袋只有99块
72
00:02:38,966 –> 00:02:39,866
然后呢
73
00:02:40,533 –> 00:02:41,600
这个时候呢
74
00:02:42,466 –> 00:02:47,533
你就99元一袋
75
00:02:47,933 –> 00:02:50,966
这一袋的衣服在别人家
76
00:02:51,100 –> 00:02:53,066
要想把它全干洗了
77
00:02:53,133 –> 00:02:54,900
装的多可不是99
78
00:02:54,933 –> 00:02:57,566
在别人家可能得花200块
79
00:02:57,700 –> 00:02:59,300
得花300块来
80
00:02:59,300 –> 00:03:01,700
得花这个350块
81
00:03:01,700 –> 00:03:04,333
请问有没有让顾客占便宜
82
00:03:05,533 –> 00:03:06,733
你永远要记住
83
00:03:06,800 –> 00:03:09,500
你不让顾客占你的小便宜
84
00:03:09,700 –> 00:03:11,700
顾客永远不给你机会
85
00:03:11,700 –> 00:03:13,866
让你占他的大便宜
86
00:03:14,700 –> 00:03:15,200
来告诉我
87
00:03:15,200 –> 00:03:16,100
是还是不是是
88
00:03:17,066 –> 00:03:18,933
好了这个时候呢
89
00:03:20,800 –> 00:03:24,000
一上门取
90
00:03:25,466 –> 00:03:26,266
二
91
00:03:26,666 –> 00:03:27,966
送上门
92
00:03:28,966 –> 00:03:31,600
99块钱一袋
93
00:03:32,333 –> 00:03:34,800
你还上门取
94
00:03:35,333 –> 00:03:38,200
还送一上门
95
00:03:38,500 –> 00:03:42,200
请问是不是根本不赚钱的
96
00:03:43,000 –> 00:03:43,566
来告诉我
97
00:03:43,566 –> 00:03:44,366
对还是不对
98
00:03:45,266 –> 00:03:46,066
对啊
99
00:03:46,666 –> 00:03:47,466
是的呀
100
00:03:48,200 –> 00:03:49,000
就这样
101
00:03:49,966 –> 00:03:52,266
产品本来就不是拿来赚钱的呀
102
00:03:52,600 –> 00:03:55,333
产品是拿来与人发生关系的呀
103
00:03:55,700 –> 00:03:56,500
于是乎
104
00:03:57,333 –> 00:04:00,400
在洗的衣服过程当中
105
00:04:00,733 –> 00:04:04,133
我就可以看你在我家干洗的衣服
106
00:04:04,933 –> 00:04:10,466
可不可以判断这一家人的职业收入
107
00:04:10,700 –> 00:04:12,766
财富能不能能
108
00:04:14,166 –> 00:04:16,000
太能了来
109
00:04:16,000 –> 00:04:18,500
同意的请举手于是乎
110
00:04:19,866 –> 00:04:24,900
我就开始通过干洗
111
00:04:26,266 –> 00:04:28,866
来大量的圈人
112
00:04:29,533 –> 00:04:30,733
圈到了什么人
113
00:04:30,866 –> 00:04:33,900
圈到了到我家干洗的人
114
00:04:34,533 –> 00:04:39,500
然后这个时候我就不再为流量而发愁
115
00:04:39,600 –> 00:04:42,466
不再为用户而担忧
116
00:04:42,466 –> 00:04:43,000
来告诉我
117
00:04:43,000 –> 00:04:43,800
对还不对
118
00:04:44,100 –> 00:04:47,666
好了此时我开始做了第二步
119
00:04:48,166 –> 00:04:49,566
我只给你思路啊
120
00:04:49,600 –> 00:04:55,166
第二步就是我通过干洗之后
121
00:04:55,600 –> 00:04:58,200
我开始导入到了
122
00:04:59,333 –> 00:05:02,966
原来家里的奢侈品保养
123
00:05:03,766 –> 00:05:04,933
奢侈品保养
124
00:05:05,400 –> 00:05:06,800
家里的家政
125
00:05:08,866 –> 00:05:12,966
家里的这个孩子的课外辅导
126
00:05:14,000 –> 00:05:16,100
孩子的艺术培训
127
00:05:17,266 –> 00:05:20,900
然后以及家庭的
128
00:05:21,266 –> 00:05:27,933
家庭的家居的家具的保养
129
00:05:28,900 –> 00:05:30,733
以及家庭的保洁
130
00:05:31,366 –> 00:05:33,133
以及窗帘的维护
131
00:05:33,533 –> 00:05:36,533
以及高端奢侈品的保养
132
00:05:36,866 –> 00:05:37,800
什么意思呢
133
00:05:38,366 –> 00:05:40,333
他手里迅速的
134
00:05:40,766 –> 00:05:43,700
迅速的有了这些用户之后
135
00:05:44,133 –> 00:05:48,133
然后跟这些机构发生了链接
136
00:05:48,333 –> 00:05:51,566
这些机构跟他发生了关系
137
00:05:51,600 –> 00:05:54,566
他已经把自己变成一套平台的思维
138
00:05:54,666 –> 00:05:56,966
用自己的产品建立庞大的流
139
00:05:56,966 –> 00:05:57,733
量入口
140
00:05:57,733 –> 00:06:00,800
用别人家的产品产生后端的盈利
141
00:06:00,900 –> 00:06:03,600
所以说叫前端见入口
142
00:06:03,600 –> 00:06:04,900
后端搞盈利
143
00:06:04,933 –> 00:06:06,300
各位你们觉得对还不对
144
00:06:06,300 –> 00:06:07,100
对
145
00:06:07,800 –> 00:06:10,600
我讲的这家公司叫以代洗
146
00:06:10,766 –> 00:06:14,166
这家公司叫以代洗
147
00:06:14,466 –> 00:06:17,166
这家公司马上上市
148
00:06:17,200 –> 00:06:19,066
这家公司从来不开店
149
00:06:19,133 –> 00:06:21,733
这家公司在用互联网的思维去开店
150
00:06:21,766 –> 00:06:22,766
这家公司
151
00:06:22,900 –> 00:06:25,900
已经把你们这些开实体干洗店的店
152
00:06:25,900 –> 00:06:27,300
已经搞得极其难受
153
00:06:27,533 –> 00:06:28,533
现在意大喜
154
00:06:28,533 –> 00:06:29,900
如果没预测测的话
155
00:06:29,900 –> 00:06:32,400
现在在资本市场估值已经几十亿
156
00:06:32,400 –> 00:06:33,933
但是我估计你可能不知道
157
00:06:34,300 –> 00:06:35,200
但我知道
158
00:06:35,466 –> 00:06:37,733
所以说你报核报是有意义的
159
00:06:38,533 –> 00:06:39,600
听懂掌声鼓励
160
00:06:44,466 –> 00:06:48,133
你用干洗来赚差价
161
00:06:48,666 –> 00:06:51,100
人家用干洗来圈人
162
00:06:51,300 –> 00:06:53,366
跟你不是一个维度竞争
163
00:06:53,466 –> 00:06:54,666
同意的请举手
164
00:06:56,133 –> 00:06:57,200
认同掌声鼓励
165
00:06:57,400 –> 00:06:58,200
me
166
00:07:00,566 –> 00:07:01,533
we’ll find
167
00:07:02,666 –> 00:07:05,300
所以这就是时代
168
00:07:05,466 –> 00:07:06,800
卖什么不是卖什么
169
00:07:06,800 –> 00:07:08,466
赚什么不是赚什么
170
00:07:08,466 –> 00:07:10,766
干什么不是干什么
171
00:07:10,933 –> 00:07:13,733
你总是想靠主营业务赚钱
172
00:07:13,733 –> 00:07:14,600
我跟你说了
173
00:07:14,600 –> 00:07:16,300
不靠主营业务盈利
174
00:07:16,533 –> 00:07:18,266
不靠产品差价赚钱
175
00:07:18,733 –> 00:07:19,933
但是你非得要赚钱
176
00:07:19,933 –> 00:07:21,533
你非得靠主营业务盈利
177
00:07:21,566 –> 00:07:23,466
所以你就越来越难盈利
178
00:07:23,500 –> 00:07:26,500
你就越来越难赚钱
179
00:07:26,933 –> 00:07:27,733
对啊
180
00:07:28,333 –> 00:07:29,600
他像绕道逻辑啊
181
00:07:30,933 –> 00:07:32,733
对啊好了
182
00:07:34,966 –> 00:07:38,766
这个时候只要我让你占了一次便宜
183
00:07:39,900 –> 00:07:43,866
我们家就开始有会员卡了
184
00:07:44,300 –> 00:07:49,500
9992,9994,999
185
00:07:50,900 –> 00:07:52,200
999
186
00:07:53,500 –> 00:07:57,166
一袋9999095
187
00:07:57,733 –> 00:07:58,933
可以给你15袋
188
00:07:58,933 –> 00:08:00,666
这个是给你多少袋
189
00:08:00,666 –> 00:08:01,966
这个是给你多少袋
190
00:08:02,100 –> 00:08:03,000
我想请问你
191
00:08:03,000 –> 00:08:03,766
你说老师
192
00:08:03,766 –> 00:08:04,933
我操那么更亏
193
00:08:05,166 –> 00:08:07,500
钱收了衣服洗了吗
194
00:08:09,200 –> 00:08:10,133
衣服还没洗呢
195
00:08:10,133 –> 00:08:12,266
钱收了这不是现金流吗
196
00:08:12,866 –> 00:08:13,366
来告诉我
197
00:08:13,366 –> 00:08:14,266
对还不对啊
198
00:08:14,266 –> 00:08:15,066
对
199
00:08:15,133 –> 00:08:16,166
就这么回事啊
200
00:08:17,000 –> 00:08:18,400
所以你没明白这个逻辑啊
201
00:08:19,366 –> 00:08:21,066
我把你家锁进来了
202
00:08:21,066 –> 00:08:23,400
再有我为什么要上门送
203
00:08:23,400 –> 00:08:25,000
我为什么要上门取啊
204
00:08:28,400 –> 00:08:29,000
看他家是
205
00:08:29,000 –> 00:08:29,800
不是住别墅
206
00:08:29,800 –> 00:08:31,366
对看他家有没钱
207
00:08:31,866 –> 00:08:32,700
对开宾利
208
00:08:32,866 –> 00:08:34,400
你咋套路比我还深呢
209
00:08:34,400 –> 00:08:37,000
哈哈哈你要学了核爆
210
00:08:37,000 –> 00:08:38,500
你绝对商业模式咨询师
211
00:08:38,500 –> 00:08:39,300
我跟你说
212
00:08:39,500 –> 00:08:40,300
绝对牛逼
213
00:08:40,700 –> 00:08:42,800
你绝对牛逼啊可以
214
00:08:45,133 –> 00:08:46,000
这样子的
215
00:08:47,266 –> 00:08:48,966
上门取上门取
216
00:08:48,966 –> 00:08:49,933
我想请问你
217
00:08:49,933 –> 00:08:51,400
我是在门口等着
218
00:08:51,400 –> 00:08:53,000
还是你会邀请我进去
219
00:08:54,733 –> 00:08:56,600
进去会不会邀请我坐在那里
220
00:08:57,800 –> 00:08:59,133
上门取的人
221
00:08:59,333 –> 00:09:00,900
在你取约的过程当中
222
00:09:00,900 –> 00:09:01,866
上他家取
223
00:09:01,966 –> 00:09:04,200
先不管他家住的豪宅还是大平层
224
00:09:04,400 –> 00:09:06,166
我至少有5分钟到10分钟
225
00:09:06,166 –> 00:09:07,366
给你沟通的机会
226
00:09:08,266 –> 00:09:08,700
对还不对
227
00:09:08,700 –> 00:09:09,800
对哇
228
00:09:09,800 –> 00:09:11,300
你这个男人好有品位
229
00:09:11,566 –> 00:09:13,566
哇你洗的这个衣服是这样子的
230
00:09:13,566 –> 00:09:14,600
这个衣服我告诉你啊
231
00:09:14,600 –> 00:09:16,333
洗完之后你应该怎么保养哦
232
00:09:16,500 –> 00:09:18,366
这个衣服洗完之后应该怎么护理哦
233
00:09:18,366 –> 00:09:19,366
这个很重要哦
234
00:09:19,966 –> 00:09:22,866
哇你家的沙发是真皮的呀
235
00:09:22,933 –> 00:09:23,900
这个好贵吧
236
00:09:24,266 –> 00:09:25,466
这个要十几万吧
237
00:09:26,666 –> 00:09:29,266
你家这个沙发应该两年没保养了
238
00:09:30,266 –> 00:09:32,100
其实这个沙发如果保养完之后
239
00:09:32,100 –> 00:09:32,533
我跟你说
240
00:09:32,533 –> 00:09:33,533
比新的还新
241
00:09:34,566 –> 00:09:37,300
你们家这个瓷砖好像最近没打蜡哎
242
00:09:39,766 –> 00:09:40,533
我跟你说
243
00:09:40,533 –> 00:09:42,000
那是过去营销的
244
00:09:42,000 –> 00:09:43,700
你以为是白送啊
245
00:09:43,700 –> 00:09:44,766
听懂掌声
246
00:09:49,666 –> 00:09:51,800
骑走了又送来了
247
00:09:52,000 –> 00:09:55,333
一回声两回熟三回
248
00:09:55,333 –> 00:09:57,466
和女主人变朋友
249
00:09:58,300 –> 00:10:00,533
一看珠光宝气
250
00:10:01,466 –> 00:10:04,333
李家的珠宝也要定期保养的