1
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请问
2
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省代地带现代门店它都属于中间
3
00:00:04,933 –> 00:00:07,166
因此互联网想去中间化
4
00:00:07,166 –> 00:00:10,266
而你传统的这套交易结构是层层加价
5
00:00:10,333 –> 00:00:12,533
因此你会发现所有加的价
6
00:00:12,533 –> 00:00:13,766
最后被谁买单了
7
00:00:14,666 –> 00:00:15,866
消费者买单了
8
00:00:15,866 –> 00:00:16,333
所以说
9
00:00:16,333 –> 00:00:19,366
为什么消费者今天都跑到线上去了
10
00:00:19,366 –> 00:00:21,000
不到线上线下去了
11
00:00:21,266 –> 00:00:23,966
是因为他认为线上能省钱
12
00:00:24,166 –> 00:00:27,000
其实今天线上的产品
13
00:00:27,000 –> 00:00:28,733
价格和线下的已经差不多了
14
00:00:29,500 –> 00:00:30,866
事实上来讲是不是差不多
15
00:00:31,266 –> 00:00:34,200
但是他认为线上能省钱
16
00:00:34,500 –> 00:00:37,366
所以说这个认知是很可怕的
17
00:00:37,366 –> 00:00:39,666
因此这个交易结构在今天已经out了
18
00:00:39,766 –> 00:00:41,866
来连锁的交易结构呢
19
00:00:41,866 –> 00:00:43,866
是从厂家到门店到顾客
20
00:00:44,000 –> 00:00:45,400
直销的交易结构呢
21
00:00:45,400 –> 00:00:46,400
是厂家到顾客
22
00:00:46,400 –> 00:00:47,400
顾客推顾客
23
00:00:47,500 –> 00:00:50,733
所以为什么在中国有传销一说
24
00:00:51,700 –> 00:00:55,700
在中国是你有直销牌照的就叫直销
25
00:00:55,733 –> 00:00:57,100
你没有直销牌照的
26
00:00:57,100 –> 00:00:59,100
你就叫啥传销
27
00:00:59,166 –> 00:01:01,566
但是在国外是没有传销直销一说的
28
00:01:01,900 –> 00:01:04,166
所以说在中国目前来看
29
00:01:04,166 –> 00:01:05,300
直销交交易结构
30
00:01:05,300 –> 00:01:06,933
它实际上顾客推顾客
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00:01:06,966 –> 00:01:08,700
就是顾客是传播者
32
00:01:08,700 –> 00:01:09,733
顾客是经营者
33
00:01:09,733 –> 00:01:10,766
顾客是消费者
34
00:01:10,766 –> 00:01:11,900
顾客是推广者
35
00:01:11,966 –> 00:01:14,266
所以他把产品的受益点
36
00:01:14,366 –> 00:01:15,700
没有分给省代地带
37
00:01:15,700 –> 00:01:17,666
现代是分给了顾客了
38
00:01:17,700 –> 00:01:19,733
所以直销的交易结构
39
00:01:19,733 –> 00:01:22,333
最后衍生出来一个什么商业模型呢
40
00:01:22,400 –> 00:01:24,500
叫分享能省钱
41
00:01:24,500 –> 00:01:25,533
推广能赚钱
42
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来给我说分享能省钱
43
00:01:29,000 –> 00:01:30,333
推广能赚钱
44
00:01:30,600 –> 00:01:31,900
推广能赚钱
45
00:01:32,100 –> 00:01:33,000
来告诉我对还不对
46
00:01:33,000 –> 00:01:33,800
对
47
00:01:33,933 –> 00:01:36,400
所以下一个叫微商的交易结构
48
00:01:36,466 –> 00:01:38,500
微商的交易结构是传统的结构
49
00:01:38,500 –> 00:01:40,300
加直销加微商
50
00:01:40,300 –> 00:01:41,866
什么传播
51
00:01:42,200 –> 00:01:45,800
所以过去是把利益分给了工厂
52
00:01:45,933 –> 00:01:48,300
广告和员工
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00:01:48,666 –> 00:01:51,933
而现在我们设计商业模式
54
00:01:51,933 –> 00:01:54,733
要懂得把客户纳入利益共同体
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我想请问
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00:01:55,300 –> 00:01:59,500
你让你的客户变成你的经销商
57
00:01:59,733 –> 00:02:01,066
变成你的代理商
58
00:02:01,266 –> 00:02:04,766
你的好处利益分配给客户
59
00:02:05,066 –> 00:02:07,766
过去客户只是你家的消费者
60
00:02:07,900 –> 00:02:11,066
现在把客户变成你家的投资者
61
00:02:11,466 –> 00:02:14,133
变成你家的分享者和传播者
62
00:02:14,166 –> 00:02:14,800
请问
63
00:02:14,800 –> 00:02:17,000
那是不是把客户纳入了利益共同体
64
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来告诉我
65
00:02:17,466 –> 00:02:18,266
对不对
66
00:02:18,900 –> 00:02:19,733
那因此
67
00:02:19,966 –> 00:02:23,166
怎样把客户纳入你的利益共同体呢
68
00:02:23,166 –> 00:02:27,066
第一个客户成为你的代理
69
00:02:27,200 –> 00:02:29,866
第二个客户成为你的股东
70
00:02:30,533 –> 00:02:32,766
各位客户成为你的代理
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00:02:32,766 –> 00:02:33,966
客户成为你的股东
72
00:02:34,066 –> 00:02:34,766
这个时候
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00:02:34,766 –> 00:02:37,600
你能不能激活和开发
74
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每个客户背后的人脉资源
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来告诉我
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00:02:40,466 –> 00:02:41,266
能不能
77
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那非常能啊
78
00:02:43,366 –> 00:02:45,300
所以说你要把这个逻辑把它搞通啊
79
00:02:45,366 –> 00:02:48,133
因此对开发客户背后的人脉资源
80
00:02:48,133 –> 00:02:49,600
你要把这个逻辑搞清楚
81
00:02:49,666 –> 00:02:51,533
来现场有没有做生产制造业的老板
82
00:02:51,533 –> 00:02:53,666
请举手做工厂的生产制造业的
83
00:02:54,000 –> 00:02:55,533
来生产制造业的老板不多
84
00:02:55,533 –> 00:02:56,333
是吧那我这次
85
00:02:56,333 –> 00:02:58,300
就少讲点生产制造业的案例吧
86
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来各位
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00:02:58,866 –> 00:02:59,900
我们来看一下
88
00:03:01,533 –> 00:03:07,700
工厂过去天天在招聘
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00:03:09,100 –> 00:03:10,300
在招聘什么呢
90
00:03:11,133 –> 00:03:12,766
工厂在招聘什么呢
91
00:03:12,966 –> 00:03:15,600
在招聘这个业务员
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00:03:16,933 –> 00:03:17,566
来
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00:03:17,566 –> 00:03:20,000
招聘业务员的目的是为了开发什么
94
00:03:21,766 –> 00:03:22,566
说白了
95
00:03:22,566 –> 00:03:23,533
开发客户
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00:03:24,333 –> 00:03:25,500
而我告诉你
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00:03:25,500 –> 00:03:27,133
工厂招聘业务员开发客户
98
00:03:27,133 –> 00:03:28,166
很难开发出来
99
00:03:28,866 –> 00:03:33,600
为什么第一个业务员无资源
100
00:03:35,666 –> 00:03:37,900
第二个业务员无资历
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是不没有资历
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所以叫没资源
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00:03:41,900 –> 00:03:43,266
第二没资历
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第三个无
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无能力叫无能力无资历无资源
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00:03:49,566 –> 00:03:51,766
因此你天天在玩招聘
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所以说你的工厂订单不足
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因为你总是开发客户
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你的业务员的能量是不够的
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业务员想见老板是很难的
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00:04:01,800 –> 00:04:04,900
业务员跟老板谈判能量是不对等的
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来告诉我对不对
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00:04:06,933 –> 00:04:10,566
假设你去跟银行的行长打交道
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是很难的
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00:04:11,766 –> 00:04:13,000
你是跟中石化
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中石油的那个核心高管打交道
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是很难的
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因此工厂应该怎么干
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工厂不要玩招招招聘
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工厂要玩招商
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通过招募商业合作伙伴的方式
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招商什么呢
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00:04:25,166 –> 00:04:26,800
招商合伙人
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招车和合合作伙伴
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让这个人要么给你家交保证金
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要么让这个人给你家交这个入股金
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让他变成你的股东
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来跟我说入股金
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保证金保证金
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而这个合伙人他必须有三个条件
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不是没有这三个条件我都不要你
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第一个必须是有资源
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第一个必须是有资源
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第二个必须是有资历
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有资源有资历
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然后第三个必须得有什么
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有意愿有意愿就是我愿意干这个事
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叫有意愿
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有资历有资源
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那你说有钱
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有钱的不用说了
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都收他的钱了
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00:05:09,766 –> 00:05:10,566
必须得有钱
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00:05:10,733 –> 00:05:12,200
然后这个时候呢
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00:05:12,266 –> 00:05:14,133
让他必须得有资源
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00:05:14,566 –> 00:05:15,866
而且他有意愿
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而且他有资历
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这个时候让不是让他开发
149
00:05:19,500 –> 00:05:21,000
而是让他变现
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00:05:21,166 –> 00:05:23,533
他手里本来就已经存在的资源
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00:05:24,133 –> 00:05:27,100
这个时候他把资源一变现
152
00:05:27,466 –> 00:05:30,000
然后这个时候他的资源直接变现了
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00:05:30,000 –> 00:05:30,800
你设计个模式
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给他分钱
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他就能找到
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00:05:33,100 –> 00:05:36,900
他就能拿他的资源加你的
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00:05:36,900 –> 00:05:39,500
现在的这个项目和你的这个模式
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就等于变现
159
00:05:40,866 –> 00:05:41,933
所以就这么简单
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所以工厂要招募合伙人
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而不是招聘业务员
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因为合伙人有资源有意愿有资历
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而业务员是没资金没资源没人脉
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来大家告诉我对还不对
165
00:05:57,266 –> 00:05:58,700
所以这就叫交易结构
166
00:05:58,900 –> 00:06:01,600
而我们不仅要研究交易结构
167
00:06:01,600 –> 00:06:03,366
还要研究客户给你转介绍
168
00:06:03,366 –> 00:06:04,666
能给他带来什么好处
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对他的客户有什么好处
170
00:06:07,066 –> 00:06:09,533
然后不是分点钱就算了
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分点钱就算了
172
00:06:10,300 –> 00:06:12,400
这个逻辑是错的啊
173
00:06:12,500 –> 00:06:13,600
所以因此
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00:06:13,600 –> 00:06:14,933
刚才的那些交易结构
175
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我在我的荷包上都会教
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但是
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这还不牛逼
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00:06:21,266 –> 00:06:25,800
陈老师在商业模式的方案班上
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00:06:26,066 –> 00:06:28,200
将教你陈老师研发的
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陈老师独创的
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最符合新时代商业逻辑的
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十大全新交易结构
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先写上新时代十大交易结构
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00:06:39,300 –> 00:06:42,400
就是新时代十大交易结构啊
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00:06:42,733 –> 00:06:43,666
叫新时代
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00:06:44,566 –> 00:06:48,066
新时代十大交易结构
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00:06:48,266 –> 00:06:51,333
这是陈老师给你独创的十大交易结构
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来各位
189
00:06:53,766 –> 00:06:56,366
商业模式变来变去啊
190
00:06:56,900 –> 00:06:58,666
没有你想象的那么神秘的
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00:06:58,666 –> 00:06:59,466
各位老板
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00:06:59,700 –> 00:07:03,266
商业模式变来变去主要变两个点
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00:07:03,400 –> 00:07:06,133
第一个他变的是交易结构
194
00:07:06,766 –> 00:07:09,800
你发现直销的产品没变
195
00:07:10,066 –> 00:07:11,400
微商的产品没变
196
00:07:11,400 –> 00:07:12,300
还是那个面膜
197
00:07:12,300 –> 00:07:13,266
还是那个产品
198
00:07:13,333 –> 00:07:14,200
只是什么变了
199
00:07:14,200 –> 00:07:15,000
告诉我
200
00:07:15,666 –> 00:07:16,733
交易结构变了
201
00:07:17,000 –> 00:07:19,866
所以变来变去主要是变的交易结构
202
00:07:20,100 –> 00:07:21,566
第二个变的啥呢
203
00:07:21,566 –> 00:07:22,800
变的利益分配
204
00:07:23,266 –> 00:07:24,966
就是分钱的环节
205
00:07:25,566 –> 00:07:28,133
利益分配的模型发生了改变
206
00:07:28,366 –> 00:07:29,266
理解了吗
207
00:07:29,266 –> 00:07:29,933
来跟我说
208
00:07:29,933 –> 00:07:30,800
交易结构
209
00:07:32,400 –> 00:07:33,266
利益分配
210
00:07:33,600 –> 00:07:34,400
利益分配
211
00:07:34,733 –> 00:07:37,866
所以那新时代的交易结构有几个
212
00:07:37,866 –> 00:07:38,666
第一个
213
00:07:39,166 –> 00:07:40,300
从投资
214
00:07:41,000 –> 00:07:42,400
各位听好了
215
00:07:42,466 –> 00:07:44,800
从投资到什么
216
00:07:45,400 –> 00:07:46,333
到融资
217
00:07:47,200 –> 00:07:48,800
这是交易结构啊
218
00:07:48,800 –> 00:07:50,200
从投资到融资
219
00:07:50,466 –> 00:07:54,066
第二个写上叫从招聘
220
00:07:55,133 –> 00:07:56,333
从招聘到什么
221
00:07:57,066 –> 00:07:59,066
对从招聘到招商
222
00:08:00,266 –> 00:08:02,100
招聘是花钱
223
00:08:02,366 –> 00:08:03,566
招商是什么
224
00:08:04,200 –> 00:08:05,300
是收钱
225
00:08:05,933 –> 00:08:06,800
理解了吗
226
00:08:06,800 –> 00:08:07,700
第三个
227
00:08:08,733 –> 00:08:10,666
从重资产到什么
228
00:08:10,866 –> 00:08:11,666
轻资产
229
00:08:11,700 –> 00:08:15,800
对从重资产到轻资产的交易结构
230
00:08:16,000 –> 00:08:18,500
和重资产的交易结构是完全不一样的
231
00:08:18,566 –> 00:08:19,400
我告诉你们
232
00:08:19,400 –> 00:08:20,166
各位老板
233
00:08:20,166 –> 00:08:22,133
我不会因为你的厂房很大
234
00:08:22,133 –> 00:08:23,300
我不会因为你的规模
235
00:08:23,300 –> 00:08:24,133
很大我不会
236
00:08:24,133 –> 00:08:25,466
因为你投了一两千万的设备
237
00:08:25,466 –> 00:08:26,266
我觉得你很厉害
238
00:08:26,266 –> 00:08:27,466
我觉得你很有实力
239
00:08:28,066 –> 00:08:29,066
相反我也不会
240
00:08:29,066 –> 00:08:30,933
因为你公司只有几号员工啊
241
00:08:30,933 –> 00:08:32,400
只有二三百平米的办公室
242
00:08:32,400 –> 00:08:33,566
只有100多平的办公室
243
00:08:33,566 –> 00:08:34,700
我低估你的实力
244
00:08:34,700 –> 00:08:35,500
不这么想
245
00:08:35,666 –> 00:08:37,066
在我眼里看来
246
00:08:37,066 –> 00:08:39,066
一个厂房几千平米的老板
247
00:08:39,133 –> 00:08:41,100
一个投了设备很多
248
00:08:41,133 –> 00:08:42,700
投了工厂很大的老板
249
00:08:42,733 –> 00:08:44,966
有可能在我看来他是摇摇欲坠
250
00:08:45,200 –> 00:08:47,166
而在我看来只有一两平米的
251
00:08:47,166 –> 00:08:48,766
一两百平米的办公室
252
00:08:48,766 –> 00:08:50,066
只有十来号员工
253
00:08:50,066 –> 00:08:52,066
在我看来他可能却勃勃生机
254
00:08:52,066 –> 00:08:53,333
来告诉我有没有可能
255
00:08:53,866 –> 00:08:55,500
来同意的请举手
256
00:08:55,500 –> 00:08:56,366
所以这是很重要的
257
00:08:56,366 –> 00:08:57,300
来第四个
258
00:08:58,400 –> 00:08:59,200
从
259
00:09:00,733 –> 00:09:02,600
所有权到什么
260
00:09:03,933 –> 00:09:06,566
从所有权到什么
261
00:09:08,133 –> 00:09:09,066
到使用权
262
00:09:09,700 –> 00:09:11,600
你的商业模式要发生改变
263
00:09:11,733 –> 00:09:13,000
来第五个
264
00:09:14,066 –> 00:09:15,933
从利润率到什么
265
00:09:18,266 –> 00:09:22,766
从利润率到现金
266
00:09:24,100 –> 00:09:25,566
流到现金流
267
00:09:25,566 –> 00:09:26,566
这第五个啊
268
00:09:26,700 –> 00:09:27,800
来第六个
269
00:09:28,766 –> 00:09:32,266
从卖货到卖人
270
00:09:32,733 –> 00:09:35,666
因为过去能赚钱的是手里有货
271
00:09:35,766 –> 00:09:37,966
而今天能赚钱是手里有什么
272
00:09:38,566 –> 00:09:40,900
有人所以说你要先卖人
273
00:09:41,400 –> 00:09:43,000
啥叫从啥叫卖货
274
00:09:43,500 –> 00:09:44,300
啥叫卖人
275
00:09:44,300 –> 00:09:46,533
卖人就是先研究如何把人搞到
276
00:09:46,533 –> 00:09:48,333
先搞人然后再搞钱
277
00:09:48,566 –> 00:09:50,533
所以我要给你设计这套商业模式
278
00:09:50,533 –> 00:09:51,600
怎么样做会员
279
00:09:52,166 –> 00:09:53,100
怎么做圈人
280
00:09:53,400 –> 00:09:54,333
怎么做引流
281
00:09:54,566 –> 00:09:55,500
怎么做流量
282
00:09:55,733 –> 00:09:57,000
怎么做天网地网人网
283
00:09:57,000 –> 00:09:58,366
就卖人先卖
284
00:09:58,366 –> 00:09:59,400
从卖货到卖人
285
00:09:59,400 –> 00:10:00,933
你过去是卖货的思维
286
00:10:00,933 –> 00:10:02,066
所以货不好卖
287
00:10:02,066 –> 00:10:03,533
我教你是卖人的思维
288
00:10:03,800 –> 00:10:04,333
说第六个