1
00:00:00,700 –> 00:00:04,533
投资者是你把客户卖给他
2
00:00:04,533 –> 00:00:07,000
分红权这是一种盈利方式
3
00:00:07,266 –> 00:00:11,700
经营者是你把客户卖给他
4
00:00:11,700 –> 00:00:12,600
经营权
5
00:00:13,666 –> 00:00:15,166
经营权来
6
00:00:15,200 –> 00:00:15,966
第三个
7
00:00:15,966 –> 00:00:18,966
你还要把客户变成你的产品的什么者
8
00:00:19,333 –> 00:00:22,133
传播者这个是卖给客户
9
00:00:22,133 –> 00:00:22,933
代理权
10
00:00:23,800 –> 00:00:25,566
代理权或者说叫什么权呢
11
00:00:25,566 –> 00:00:26,466
叫推广权
12
00:00:26,466 –> 00:00:27,066
来跟我说
13
00:00:27,066 –> 00:00:27,900
推广权
14
00:00:28,733 –> 00:00:29,333
来跟我说
15
00:00:29,333 –> 00:00:30,133
推广权
16
00:00:30,866 –> 00:00:31,966
或者叫代理权
17
00:00:32,866 –> 00:00:33,366
所以来
18
00:00:33,366 –> 00:00:35,133
跟我说开发客户背后
19
00:00:37,100 –> 00:00:37,600
声音大点
20
00:00:37,600 –> 00:00:38,800
开发客户背后
21
00:00:39,133 –> 00:00:40,400
开发客户背后
22
00:00:40,600 –> 00:00:43,966
四大功能四大功能消费功能
23
00:00:44,166 –> 00:00:44,966
消费功能
24
00:00:44,966 –> 00:00:49,500
投资功能经营功能传播功能
25
00:00:50,400 –> 00:00:52,800
而你过去只是盯着这一项功能
26
00:00:52,800 –> 00:00:54,266
这三项功能在沉睡
27
00:00:54,266 –> 00:00:55,766
你不知道怎么开发
28
00:00:56,300 –> 00:00:57,800
所以你就不懂得
29
00:00:57,800 –> 00:01:01,533
全新的盈利结构设计的底层逻辑
30
00:01:01,600 –> 00:01:02,366
来大家告诉我
31
00:01:02,366 –> 00:01:03,166
对还不对
32
00:01:03,533 –> 00:01:05,400
来啊今天晚上
33
00:01:05,400 –> 00:01:07,166
建议大家看一下我的笔记本
34
00:01:07,166 –> 00:01:08,166
里边的第几页
35
00:01:08,166 –> 00:01:09,733
我借用一下你的笔记本啊
36
00:01:09,733 –> 00:01:11,600
这个杨总啊来
37
00:01:13,000 –> 00:01:14,066
来这个笔记本哦
38
00:01:14,066 –> 00:01:14,800
这里来
39
00:01:14,800 –> 00:01:15,800
你们翻开笔记本
40
00:01:15,800 –> 00:01:19,800
第一页第二页第三页呃
41
00:01:19,800 –> 00:01:21,800
第四页第五页第六页
42
00:01:21,800 –> 00:01:22,266
怎么这么多
43
00:01:22,266 –> 00:01:23,200
来这一页来
44
00:01:23,200 –> 00:01:25,900
有没有看到陈江桐老师课堂语录
45
00:01:25,900 –> 00:01:26,700
有没有看到
46
00:01:27,500 –> 00:01:29,900
来第11页
47
00:01:29,900 –> 00:01:30,366
看到了没
48
00:01:30,366 –> 00:01:34,333
看到了来看陈江龙老师课堂语录
49
00:01:34,333 –> 00:01:35,533
商业模式要以众为始
50
00:01:35,533 –> 00:01:36,133
以气为谋
51
00:01:36,133 –> 00:01:36,800
以小博大
52
00:01:36,800 –> 00:01:37,466
以快制慢
53
00:01:37,466 –> 00:01:38,300
以变求变
54
00:01:39,000 –> 00:01:40,333
好的商业模式设计的目标
55
00:01:40,333 –> 00:01:41,400
让投资者只赚不赔
56
00:01:41,400 –> 00:01:42,400
让代理商不用卖货
57
00:01:42,400 –> 00:01:43,733
让消费者消费免费
58
00:01:43,800 –> 00:01:45,466
让现金流可以提前回收
59
00:01:45,533 –> 00:01:47,666
让公司还可以迅速壮大老板
60
00:01:47,666 –> 00:01:48,266
开发客户
61
00:01:48,266 –> 00:01:48,766
四大功能
62
00:01:48,766 –> 00:01:50,766
消费功能传播功能经营功能投资功能
63
00:01:51,333 –> 00:01:52,333
也就说白了
64
00:01:52,500 –> 00:01:54,933
过去卖产品赚差价是个体户思维
65
00:01:54,933 –> 00:01:56,100
今天要把产品变入口
66
00:01:56,100 –> 00:01:57,133
用平台思维实现
67
00:01:57,133 –> 00:01:58,100
现金流最大化
68
00:01:58,100 –> 00:02:00,366
就是你把我的课堂语录这一页
69
00:02:00,366 –> 00:02:02,000
晚上有时间看一遍
70
00:02:02,000 –> 00:02:05,800
我相信对你完成你今天晚上的作业
71
00:02:05,800 –> 00:02:08,300
能够产生新的思路和灵感
72
00:02:08,300 –> 00:02:09,366
各位好还是不好
73
00:02:09,500 –> 00:02:09,900
好
74
00:02:09,900 –> 00:02:11,066
有有没有注意啊
75
00:02:12,200 –> 00:02:13,000
哎 11页
76
00:02:13,066 –> 00:02:13,733
对 11页
77
00:02:13,733 –> 00:02:14,466
大家看一下
78
00:02:14,466 –> 00:02:15,333
各位好是吧
79
00:02:15,933 –> 00:02:17,200
啊对对对
80
00:02:17,200 –> 00:02:18,666
不会有些本没有吧
81
00:02:19,066 –> 00:02:19,766
应该都有啊
82
00:02:19,766 –> 00:02:20,166
好来
83
00:02:20,166 –> 00:02:20,766
给到你好
84
00:02:20,766 –> 00:02:21,766
谢谢对
85
00:02:21,766 –> 00:02:22,933
你们要看一遍啊
86
00:02:22,933 –> 00:02:24,366
这都是我在课堂当中
87
00:02:24,533 –> 00:02:27,133
这个一不小心讲出来的一些经典语录
88
00:02:27,400 –> 00:02:28,200
来
89
00:02:28,533 –> 00:02:34,700
写上把客户纳入利益共同体
90
00:02:35,000 –> 00:02:38,733
把客户纳入利益共同体
91
00:02:39,066 –> 00:02:41,533
开发客户背后的流量
92
00:02:42,000 –> 00:02:44,166
开发客户背后的客户
93
00:02:44,300 –> 00:02:46,166
开发客户背后的资源
94
00:02:46,866 –> 00:02:48,866
开发客户背后的资源
95
00:02:48,966 –> 00:02:51,333
这个资源更多的是指什么
96
00:02:51,466 –> 00:02:52,266
人脉资源
97
00:02:53,133 –> 00:02:54,666
那么这套逻辑是怎么玩的
98
00:02:54,666 –> 00:02:55,266
来跟我说
99
00:02:55,266 –> 00:02:58,466
把买的人变成卖的人
100
00:02:59,900 –> 00:03:01,966
就是把买的人变成什么
101
00:03:02,566 –> 00:03:05,700
卖的人就是任何的生意
102
00:03:05,700 –> 00:03:06,700
各位听好了
103
00:03:06,700 –> 00:03:07,766
任何的生意
104
00:03:08,266 –> 00:03:09,800
要想把生意变好
105
00:03:10,600 –> 00:03:14,333
就是要找到更多人到你家买
106
00:03:14,500 –> 00:03:17,066
还是找到更多人帮你家卖
107
00:03:18,800 –> 00:03:20,800
对帮你家卖吗
108
00:03:20,933 –> 00:03:23,066
所以那你的逻辑就变了呀
109
00:03:23,300 –> 00:03:24,100
来翻一下
110
00:03:26,000 –> 00:03:27,566
我站这边好一点
111
00:03:27,566 –> 00:03:28,700
这站那边有点别扭
112
00:03:28,700 –> 00:03:29,200
来对
113
00:03:29,200 –> 00:03:31,400
看这个对
114
00:03:31,400 –> 00:03:33,533
你从后面扶一下啊
115
00:03:33,533 –> 00:03:34,333
举例说明
116
00:03:35,666 –> 00:03:36,400
就是
117
00:03:36,400 –> 00:03:40,366
我们今天在设计商业模式的过程当中
118
00:03:40,366 –> 00:03:43,066
你过去总是以产品为中心
119
00:03:43,200 –> 00:03:45,500
今天更多的要以什么为中心
120
00:03:48,700 –> 00:03:50,466
以用户为中心
121
00:03:50,600 –> 00:03:52,733
以渠道为中心
122
00:03:52,800 –> 00:03:57,600
来我们来看生意不好的原因是什么
123
00:03:57,600 –> 00:03:59,466
为什么咱家生意不好
124
00:03:59,466 –> 00:04:00,366
我研究发现
125
00:04:00,366 –> 00:04:01,266
生意不好
126
00:04:01,333 –> 00:04:04,666
第一个原因是因为买的人怎么样
127
00:04:05,733 –> 00:04:08,533
是因为买的人太少了吗
128
00:04:09,266 –> 00:04:12,766
来是不是因为上咱家买单的人少
129
00:04:13,000 –> 00:04:15,333
开饭店是因为到你家吃饭的人少
130
00:04:15,400 –> 00:04:17,533
开服装店是到你家买服装的人少
131
00:04:17,533 –> 00:04:19,200
开工厂是因为订单太少
132
00:04:19,366 –> 00:04:22,333
开开培训课程是因为听课的人太少
133
00:04:22,333 –> 00:04:23,900
所以生意就不好吗
134
00:04:23,900 –> 00:04:25,166
来告诉我是不是这个道理
135
00:04:25,866 –> 00:04:26,666
对啊
136
00:04:26,700 –> 00:04:30,166
所以那你要明白这个逻辑
137
00:04:30,266 –> 00:04:33,400
那生意不好的原因是因为买的人少
138
00:04:33,600 –> 00:04:34,966
那第二个原因
139
00:04:35,133 –> 00:04:37,100
各位为什么买的人少
140
00:04:37,366 –> 00:04:38,800
买的人少的原因
141
00:04:39,066 –> 00:04:41,966
还有一个原因是因为卖的人怎么样
142
00:04:44,100 –> 00:04:45,366
你说的太多是对的
143
00:04:45,366 –> 00:04:47,066
是指站在对手的角度
144
00:04:47,066 –> 00:04:48,133
是卖对手
145
00:04:48,300 –> 00:04:50,400
卖同行对手的产品太多
146
00:04:50,400 –> 00:04:51,400
那我想请问的是
147
00:04:51,400 –> 00:04:53,466
卖你家产品的人多还是少
148
00:04:54,933 –> 00:04:56,500
卖你家产品的人
149
00:04:57,700 –> 00:04:59,333
卖你家产品的人少啊
150
00:05:01,700 –> 00:05:02,100
为什么
151
00:05:02,100 –> 00:05:04,166
我的老师随随便便开课几千人呢
152
00:05:04,366 –> 00:05:05,866
为什么我老师这么厉害呢
153
00:05:05,900 –> 00:05:08,166
因为我老师有2,000人的合作合作伙伴
154
00:05:08,166 –> 00:05:10,100
我老师有2,000个合伙人啊
155
00:05:10,266 –> 00:05:13,300
这2,000个人不是上我老师那里打工的
156
00:05:13,933 –> 00:05:18,200
是在那里心怀梦想的创业热血青年
157
00:05:18,466 –> 00:05:19,100
来告诉我
158
00:05:19,100 –> 00:05:19,900
对还不对
159
00:05:20,166 –> 00:05:21,566
这2,000人的战斗力
160
00:05:22,200 –> 00:05:23,500
这2,000的价值观
161
00:05:23,700 –> 00:05:25,266
这2,000人的信念系统
162
00:05:26,266 –> 00:05:27,400
那是完全不一样的
163
00:05:27,400 –> 00:05:28,666
来大家告诉我对不对
164
00:05:30,500 –> 00:05:31,200
那种动力
165
00:05:31,200 –> 00:05:31,933
那种状态
166
00:05:31,933 –> 00:05:32,600
那能一样吗
167
00:05:32,600 –> 00:05:33,400
那不一样的
168
00:05:33,400 –> 00:05:34,466
所以说各位
169
00:05:34,533 –> 00:05:36,733
生意不好的原因是因为买的人少
170
00:05:36,733 –> 00:05:39,200
而买的人少的原因是因为卖的人少
171
00:05:39,200 –> 00:05:41,700
而买的人叫用户
172
00:05:43,166 –> 00:05:44,733
而卖的人叫渠道
173
00:05:46,100 –> 00:05:47,200
卖的人叫渠道
174
00:05:47,500 –> 00:05:49,733
买的人叫消费者
175
00:05:50,266 –> 00:05:52,100
买的人叫消费者
176
00:05:52,166 –> 00:05:54,800
而卖的人到叫代理
177
00:05:56,333 –> 00:05:58,000
代理商因此
178
00:05:58,100 –> 00:06:00,933
这个时代最牛逼的商业模式
179
00:06:00,933 –> 00:06:04,400
是把消费者变成消费商
180
00:06:04,733 –> 00:06:06,566
把消费者
181
00:06:06,766 –> 00:06:08,366
这个我会明天教大家的
182
00:06:08,400 –> 00:06:10,766
把消费者转型升级
183
00:06:10,766 –> 00:06:14,400
为什么消费消费商
184
00:06:16,000 –> 00:06:20,366
把消费者转型为消费商
185
00:06:20,700 –> 00:06:23,800
举例说明你开了一家餐厅
186
00:06:26,000 –> 00:06:26,800
你
187
00:06:27,266 –> 00:06:30,200
过去客户来你家吃饭
188
00:06:30,600 –> 00:06:34,333
花了这个3,000块钱
189
00:06:34,966 –> 00:06:36,266
一结账3,000
190
00:06:36,400 –> 00:06:37,200
结束了
191
00:06:38,166 –> 00:06:39,500
客户下次来不来
192
00:06:39,600 –> 00:06:41,500
不一定我告诉你
193
00:06:41,566 –> 00:06:43,400
只有客户的钱在你这
194
00:06:43,400 –> 00:06:44,500
客户一定会来
195
00:06:44,566 –> 00:06:45,900
客户钱没在你这
196
00:06:45,900 –> 00:06:46,566
有可能来
197
00:06:46,566 –> 00:06:47,400
有可能不来
198
00:06:47,400 –> 00:06:49,333
因为客户的选择性太多了
199
00:06:49,333 –> 00:06:50,466
来告诉我对还不对
200
00:06:51,100 –> 00:06:51,733
所以
201
00:06:51,733 –> 00:06:54,700
如果客户在你家吃饭花了3,000块钱
202
00:06:54,700 –> 00:06:56,566
你直接收他3,000块钱就走了
203
00:06:57,000 –> 00:06:58,000
没有任何意义
204
00:06:58,333 –> 00:06:59,733
或者你给他打个九五折
205
00:06:59,933 –> 00:07:00,800
没有任何意义
206
00:07:01,066 –> 00:07:02,800
或者给他送两瓶王老吉
207
00:07:02,866 –> 00:07:03,766
没有任何意义
208
00:07:03,800 –> 00:07:05,133
这都是清朝的玩法
209
00:07:05,500 –> 00:07:06,300
太low了
210
00:07:06,400 –> 00:07:07,466
哎应该怎么玩
211
00:07:07,766 –> 00:07:09,733
今天直接告诉顾客先生
212
00:07:10,000 –> 00:07:11,166
明天吃饭3,000
213
00:07:12,100 –> 00:07:12,933
今天有个活动
214
00:07:13,333 –> 00:07:18,066
今天第一如果在我家充6,000块钱
215
00:07:19,333 –> 00:07:20,800
今天在我家充6,000块钱
216
00:07:20,800 –> 00:07:23,933
第二你的卡里还是有多少钱
217
00:07:24,600 –> 00:07:28,133
6,000元第三今天的3,000元直接给你
218
00:07:28,133 –> 00:07:28,933
怎么样
219
00:07:29,500 –> 00:07:30,300
免单
220
00:07:30,866 –> 00:07:33,666
第四个以后你在我家吃饭
221
00:07:33,933 –> 00:07:35,966
直接可以9.2折优惠
222
00:07:36,600 –> 00:07:37,666
然后第五个
223
00:07:37,933 –> 00:07:40,066
以后你介绍朋友来我家吃饭
224
00:07:40,600 –> 00:07:42,800
直接拥有15%的积分
225
00:07:43,466 –> 00:07:45,133
啥叫拥有15%的积分
226
00:07:45,333 –> 00:07:47,300
你介绍朋友来我家吃饭
227
00:07:47,500 –> 00:07:49,133
如果吃了1,000块钱
228
00:07:49,166 –> 00:07:50,766
你拥有1,000块钱
229
00:07:50,766 –> 00:07:53,000
15%就是有150块钱的积分
230
00:07:53,100 –> 00:07:55,566
这个积分可以全额抵你的消费
231
00:07:55,733 –> 00:07:59,700
或者说积分直接可以折算现金
232
00:07:59,700 –> 00:08:01,766
你要现金直接给你150块
233
00:08:01,766 –> 00:08:03,733
你要你要消费券
234
00:08:03,733 –> 00:08:05,700
直接150块钱全额抵扣
235
00:08:05,700 –> 00:08:08,600
来请问此时客户在你家吃了3,000也好
236
00:08:08,600 –> 00:08:10,166
300也好 600也好
237
00:08:10,166 –> 00:08:11,800
只要两倍充值
238
00:08:11,800 –> 00:08:12,533
当场免单
239
00:08:12,533 –> 00:08:14,600
请问客户充不充来
240
00:08:14,600 –> 00:08:15,666
同意充的请举手
241
00:08:15,966 –> 00:08:18,866
来请问此时给顾客相当于打了几折
242
00:08:20,266 –> 00:08:21,666
5折还还多
243
00:08:21,866 –> 00:08:23,166
你会不会算账
244
00:08:23,866 –> 00:08:25,300
谁给你说的打了5折
245
00:08:25,800 –> 00:08:26,733
你这太吓人了
246
00:08:26,733 –> 00:08:27,600
哪来的打的5折
247
00:08:27,600 –> 00:08:28,800
你这开什么玩笑
248
00:08:29,400 –> 00:08:32,066
来各位听好了
249
00:08:32,766 –> 00:08:35,100
来听好了客
250
00:08:35,100 –> 00:08:36,100
户来
251
00:08:36,100 –> 00:08:39,200
你家总共是充了多少钱
252
00:08:40,566 –> 00:08:41,500
来我想请问大家
253
00:08:41,500 –> 00:08:43,533
饭店的毛利润有没有50%
254
00:08:44,300 –> 00:08:45,333
饭店毛利润50%
255
00:08:45,333 –> 00:08:46,933
是不是来收入
256
00:08:47,733 –> 00:08:49,133
收入总共收了多少钱
257
00:08:49,500 –> 00:08:51,100
6,0006,000
258
00:08:51,666 –> 00:08:52,900
收入收了6,000块钱
259
00:08:53,466 –> 00:08:55,466
来然后支出
260
00:08:55,766 –> 00:08:57,133
我们要支出多少钱呢
261
00:08:57,133 –> 00:08:58,666
我们要支出啊
262
00:08:58,666 –> 00:08:59,733
6,000块钱加3,000
263
00:08:59,733 –> 00:09:00,800
是不是支出9,000
264
00:09:01,600 –> 00:09:03,300
是不是支出9,000 来
265
00:09:03,300 –> 00:09:04,733
9,000 毛利率50%
266
00:09:04,733 –> 00:09:06,266
9,000是不是相当于4,500
267
00:09:06,766 –> 00:09:07,933
是不是相当于4,500
268
00:09:08,566 –> 00:09:09,600
哪来的打五折
269
00:09:10,466 –> 00:09:11,466
来应该怎么算
270
00:09:12,933 –> 00:09:14,133
我收到了6,000
271
00:09:14,366 –> 00:09:15,566
我付出了
272
00:09:16,133 –> 00:09:16,733
是呃
273
00:09:16,733 –> 00:09:17,666
我付出了
274
00:09:17,666 –> 00:09:19,466
我付出了6,000块钱
275
00:09:19,533 –> 00:09:20,566
加3,000块钱
276
00:09:20,566 –> 00:09:21,800
总共付出了4,500块钱
277
00:09:21,800 –> 00:09:23,566
成本我应该是打6.7折呀
278
00:09:24,066 –> 00:09:24,500
来告诉我
279
00:09:24,500 –> 00:09:25,300
对还不对
280
00:09:25,566 –> 00:09:26,666
怎么可能会打5折呢
281
00:09:26,666 –> 00:09:27,900
来各位
282
00:09:28,733 –> 00:09:31,900
来第这不是收了6,000吗
283
00:09:34,400 –> 00:09:35,133
来你看了吗
284
00:09:35,133 –> 00:09:36,566
这就是很多老板的逻辑
285
00:09:36,566 –> 00:09:37,700
你知道为什么这个时代
286
00:09:37,700 –> 00:09:38,866
很多人不赚钱吗
287
00:09:39,000 –> 00:09:39,800
来各位
288
00:09:39,800 –> 00:09:43,000
你收了人家3,000块钱
289
00:09:43,000 –> 00:09:44,866
人家截然你3,000块钱走了
290
00:09:45,200 –> 00:09:46,066
我想请问你
291
00:09:46,166 –> 00:09:47,466
下次他还来不来
292
00:09:47,466 –> 00:09:51,400
不一定而此时我让他占便宜
293
00:09:51,400 –> 00:09:53,466
你不让顾客占你家便宜
294
00:09:53,466 –> 00:09:54,100
我告诉你
295
00:09:54,100 –> 00:09:55,600
永远就占不到顾客的便宜
296
00:09:55,600 –> 00:09:56,066
来告诉我
297
00:09:56,066 –> 00:09:57,366
对不对我就问你一句话
298
00:09:57,366 –> 00:09:58,266
你不这么玩
299
00:09:58,266 –> 00:09:59,300
如果你的对手玩了
300
00:09:59,300 –> 00:10:00,600
你的客户立刻跑到对手家
301
00:10:00,600 –> 00:10:01,533
就不来你家了
302
00:10:01,866 –> 00:10:02,700
来同不同意
303
00:10:02,866 –> 00:10:04,200
同意你家