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Price – The Eternal Promotional Weapon
Price Discounts
Strategy 1: Illusory Discount – Give customers a different feeling. Example: “Spend 100 yuan to buy 130 yuan worth of goods.” This is equivalent to a 30% discount but tells customers it's a special offer, not a discount.
Strategy 2: A Moment of Gold – Make customers flock in. Example: A supermarket offers “all items 90% off for 10 minutes.” Customers rush to buy limited items, but the foot traffic brings unlimited business opportunities.
Strategy 3: Super Value One Yuan – A promotional strategy of giving up small profits for big gains. Example: “Several items worth over 10 yuan are offered at a super value of 1 yuan.” Although these items seem to be sold at a loss, the attracted customers can be upsold through bundled sales, resulting in increased profits.
Strategy 4: Critical Price – Exploit customers' visual errors. Example: Change 10 yuan to 9.9 yuan. This is a common promotional tactic.
Strategy 5: Tiered Pricing – Make customers anxious automatically. Example: “In the early sales period (days 1-5) sell at full price, days 5-10 reduce by 25%, days 10-15 reduce by 50%, days 15-20 reduce by 75%.” This automatic price reduction scheme was invented by American merchant Edward Farin. Although it seems risky, it taps into customer psychology. For the store, customers are unlimited and choices are vast; if one customer doesn't come, another will. But for customers, choices are limited and competition is fierce. If they don't go, others will, so ultimately the customer surrenders.
Strategy 6: Price Reduction Plus Discount – Give customers double benefits. Example: “All customers who spend 100 yuan can get 10 yuan off and also enjoy a 20% discount.” Reduce price first, then discount. If 100 yuan is discounted by 40%, you lose 40 yuan profit; but with 100 yuan minus 10 yuan and then 20% off, you lose 28 yuan. However, the double benefit entices more customers to buy.
Prize Promotions
Strategy 7: 100% Winning – Replace discounts with prizes. Example: Convert discounts into prizes with a 100% win rate. It's just old wine in a new bottle, catering to people's love of luck, and the tangible benefits satisfy material needs, attacking on both fronts for great results.
Strategy 8: “Money Tree” – Shake out real benefits. Example: During Christmas, spend 38 yuan to get a chance to “shake the tree.” Each shake drops a number plate with a corresponding gift. Making customers happy encourages them to visit the store and brings revenue opportunities. Festive elements, interactive elements, and value elements keep customers entertained.
Strategy 9: Every Box Has a Gift – Win gifts even when drinking. Example: This scheme involves many customers and has no threshold, making it the most widely applied.
Membership Promotions
Strategy 10: Refund Promotion – Accumulate benefits over time. Example: “On the basis of spending 50 yuan, customers can bring receipts from the past 6 years to the cashier and exchange them for cash according to the promotional ratio. For 6 years, refund 100%; for 5 years, 75%; for 4 years, 50%...” This scheme earns popularity, time, and a sense of disparity.
Strategy 11: Self-Pricing – A strategy to strengthen sales. Example: Let customers set prices for items between 5-10 yuan, and if both parties agree, the deal is made. Note: Consider the price range in advance. Giving customers the right to set prices is just a way to attract them; this right is relative. Customers can only set prices within the store's provided range, which is crucial to prevent losses.
Strategy 12: Supermarket Shopping Cards – Accumulate discounts. Example: Shopping cards stabilize customer sources, create win-win situations, and have advertising effects.
Disguised Discounts
Strategy 13: Rounding Off – Show customers tangible benefits. Example: Charge 55 yuan instead of 55.60 yuan. Although it seems generous, it's still more profitable than a discount.
Strategy 14: Buy More, Get More – A disguised discount. Example: Note that the free gifts, like “ginseng products,” can be ginseng, ginseng wine, or ginseng capsules. The gifts are flexible.
Strategy 15: Bundled Sales – One-time discounts. Example: Combine items of similar attributes for bundled sales to increase profits.
Strategy 16: More for the Same Price – Give customers a little extra. Example: Ensure customers see the value of getting more for the same price.
Customers – The Art of People-Oriented Promotion
Promotions by Age
Strategy 17: Kids in Charge – Promote through children. Example: On Children's Day, let children choose their favorite toys and shop on their own with a sales assistant, while parents wait in the rest area to pay. Note the timing, focus, promotional plan, and details for success.
Strategy 18: Self-Deprecation – Middle-aged people value practicality. Example: A restaurant's door curtain reads: “Lacks mountain delicacies and sea treasures, but it's cheap; no famous chefs or authentic cuisine, but it's convenient.” The horizontal scroll says: “Next door is a good snack shop.” Self-deprecation highlights the advantages of “cheap and convenient.”
Strategy 19: Proactively Point Out Flaws – Win over elderly customers. Example: Clearly label defective items and sell them, letting customers find flaws themselves, building trust.
Strategy 20: “Happy Golden Wedding” – Both advertising and witnessing.
Strategy 21: “Birthday Star” Effect – Let the birthday star advertise for the store.
Promotions by Gender
Strategy 22: Hero Saves Beauty – Play the male card. Example: A tobacco shop in the US displays a beauty trapped under cigarettes, appealing to passing men for help. If men buy cigarettes, the beauty is freed. This strategy has clear targets, psychological appeal, and adaptability.
Strategy 23: Choosing Customers – A “soft” trick in mall promotions. Example: A clothing store posts a sign saying “Women Only, Men Not Admitted,” providing a rest area for men while women shop in privacy.
Strategy 24: Gift with a Purpose – Satisfy female customers' “heart” needs. Example: Give one item from a set, like a duvet cover, so customers return to complete the set, increasing sales.
Strategy 25: “Makeover” Effect – Give women a different feeling. Example: A clothing store advertises: “Bring a few dozen yuan here, and we guarantee to make you a new person.” Customers receive styling services, feeling refreshed, and those who accept the “makeover” get discounts and small gifts.
Strategy 26: Love Me, Love My Dog – Target star-struck girls. Example: Attach trendy items as gifts to increase sales among fans.
Strategy 27: “Lover Dolls” – Keep single women from feeling lonely. Example: On Valentine's Day, offer a “lover doll” with purchases, combined with advertising for great effect.
Psychological and Emotional Promotions
Strategy 28: Shop Around – Build customer trust. Example: Advise customers to “compare prices” before buying to increase trust.
Strategy 29: Eat for Luck – Crazy consumption for luck. Example: A restaurant offers lucky draws with meals; more consumption means more chances. Winners' photos are posted on the wall with the slogan “Luck, the more the better.” Advantages: Product advantage – customers can refuse to buy but not to eat; luck ratio advantage – higher spending yields higher prizes and win rates, controlled by the store to avoid losses and stimulate enthusiasm.
Strategy 30: The More Capable, the More You Get – A trick to entice sales. Example: A snack shop offers a card flip with each purchase; answer correctly and get the same snack as a gift. The gifts are small but appealing. This taps into children's desire to show off and the satisfaction of small gifts.
Strategy 31: File Management – Move customers emotionally. Example: Send greetings and gifts on special days to touch customers.
Strategy 32: Add a Little More – Make customers like you. Example: A “Little More Store” starts with a small amount and gradually adds more, giving customers a sense of increase. Customers care about the feeling.
Strategy 33: Model Couple – Stick to cultural traditions. Example: An elderly products store holds a “Model Couple” selection, choosing “Longevity Star” and “Filial Piety Star,” increasing brand awareness.
Enthusiasm – Ignite the Undying Sales Passion
Display Promotions
Strategy 34: “Green Leaf Effect” – Fresh fruit for customers to choose. Example: A fruit shop shows freshness by keeping leaves on the fruit.
Strategy 35: Chaotic Management – Win by disorder. Example: A clothing stall's success through chaos. Lesson: Sales shouldn't be static; sometimes do the opposite. Displays can reflect price information.
Strategy 36: Good vs. Bad – Good products need bad ones as contrast. Example: Place items of vastly different quality but similar appearance together for obvious effect.
Strategy 37: Placement Secrets – Cheap items in front. Example: Put cheap items at the front, advertise low prices to attract people.
Packaging Promotions
Strategy 38: Mysterious – Satisfy customers' sense of class. Example: Re-package products luxuriously to turn them into gifts.
Strategy 39: Hearts in Sync – Witness love. Example: A flower shop re-packages and partners with a matchmaking agency to host a collective wedding, with couples holding heart-shaped flowers to witness love. It's the same re-packaging, but the event conveys the message to customers.
Strategy 40: All Together – Bundled bestsellers. Example: A fruit shop puts various fruits in a basket, making it attractive and affordable. Combining similar products is a good sales method.
Advertising – The Shortcut to Sensational Promotions
In-Store Advertising Promotions
Strategy 41: Live Effect – Advertise on the spot. Example: A down jacket store opens the clothes and bedding on the spot to show the filling. Selling points: seeing is believing, word of mouth, and inviting customers to participate.
Strategy 42: Suggestion Effect – Let customers think they're smart. Example: A restaurant displays photos of celebrities dining, suggesting it's a celebrity haunt. Selling point: increase store visibility by exploiting customer psychology.
Strategy 43: Name Effect – Make customers notice your brand. Example: Organize PR activities to boost store awareness.
Strategy 44: Contrast Effect – Show customers real results. Example: A car wash places an unwashed car and a washed car in front to attract attention.
Media Advertising Promotions
Strategy 45: “Exaggeration Effect” – Attract customers' eyes. Example: Sell watches in water. Selling point: demonstrate product quality and pique curiosity.
Strategy 46: Use Witnesses – Real living ads.
Strategy 47: Celebrity Effect – Let celebrities advertise for the store.
Strategy 48: Ride the Coattails – Leverage others' success. Example: Get front-row seats at major events to gain exposure and promote.
Public Welfare Promotions
Strategy 49: Warm One Yuan – A supermarket's charity drive. Example: Spend 38 yuan in the supermarket and request the service desk to put 1 yuan into a donation box for Project Hope schools.
Strategy 50: Free Adoption – Turn prizes into adoption rights. Example: Advertise for people to adopt abandoned animals; a pet store signs agreements to prevent abandonment and provides a week of free food.
Strategy 51: “Buy” Tuition – Another form of educational promotion. Example: A bookstore offers a lucky draw with cash prizes for purchases over a certain amount, limited slots.
Strategy 52: Hope Mall – Turn profits into children's hope. Example: During an earthquake, a mall runs a promotion keeping prices unchanged and donating all profits to charity to help children return to school. For example, Wang Laoji's approach. Anchor on influential events and fulfill promises.
PR Activity Promotions
Strategy 53: Destruction Effect – Make customers truly confident. Example: Run a steamroller over a mattress to prove its quality.
Strategy 54: Effect Demonstration – Let quality speak for itself.
Strategy 55: Consumer Guardian – Cater to customer psychology. Example: Publicly remove defective items from the store.
Strategy 56: Megaphone – Let customers promote for you. Example: During the Olympics, a national sports event, an electric bike dealer follows behind, letting those who fall behind ride to never fall behind. The megaphone is a word-of-mouth sale.
Holidays – Gold-Mining Techniques for Prime Time
Traditional Festival Promotions
Strategy 57: New Year Red Envelopes – Spring Festival gift promotions.
Strategy 58: Special 1+1 – Qingming Festival flower promotions. Example: 1+1 = one-stop shopping, selling points: convenience and reasonable prices.
Strategy 59: 55 Gifts – Dragon Boat Festival zongzi promotions. Example: Note that the scheme doesn't need to be novel but must be practical; offer big discounts and use one point to drive overall sales.
Foreign Festival Promotions
Strategy 60: Valentine's Price – Valentine's Day flower promotions.
Strategy 61: Peace is Blessing – Christmas Eve apple promotions.
Strategy 62: Holy Day “Holy” Love – Christmas cake promotions.
Holiday Promotions for Specific Groups
Strategy 63: March 8th Luck – Women's product promotions.
Strategy 64: Happy Childhood – Children's Day toy promotions. Example: A children's shopping mall plays favorite cartoons to warm up, then games, answering questions to win prizes, and discounts on toys during the event.
Strategy 65: Family Kitchen – Make your mother's life easier. Example: Mother's Day kitchenware promotions, buy and get carnations, and a chance to win a “Family Hainan 3-Day Trip.”
Strategy 66: Subtle Fatherly Love – Father's Day gift promotions.
Strategy 67: Teacher's Desk – Creative promotions to honor teachers. Example: A cross-stitch shop's Teacher's Day ad: “Teachers blend their sweat and knowledge into every stroke of chalk. As a student, why not stitch your respect and gratitude into a cross-stitch and give it to your teacher? During Teacher's Day, every customer who buys cross-stitch gets a beautiful Teacher's Day card.”
Themes – The Magic of Creating Something from Nothing
Opening Promotions
Strategy 68: Big Red Envelope Giveaway – A strategy where everyone gets a share.
Strategy 69: Crazy Dance Party – Make customers love your store. Example: A KTV's grand opening dance party.
Strategy 70: Rising Step by Step – A pun-filled game promotion. Example: A digital store's “CS Elite Tournament.”
Anniversary Promotions
Strategy 71: Points Privilege – Sincere rewards for loyal customers.
Strategy 72: Self-Service Sales – Attract more new customers. Example: On the anniversary, choose any 3 items for 50 yuan.
Strategy 73: Prize Contest – Boost influence on the anniversary. Example: Collect advertising slogans.
Other Theme Promotions
Strategy 74: Gold on Gold – Use gold to attract customers' eyes. Example: A phone store offers a gold slide phone; buy it and draw to win real gold “cash prizes.”
Strategy 75: Store Botanical Garden – Let environmental protection remember customers' names.
Strategy 76: Happy Quintuplets – Wish customers lasting happiness.
Staff – The Unstoppable Promotional Sword
Service Staff Promotions
Strategy 77: Beauty Effect – Make customers feel beautiful.
Strategy 78: Dwarf Restaurant – A fresh laugh.
Strategy 79: Love of Beauty – Tap into women's competitive nature. Example: A cosmetics store's trial makeup event: “Are you beautiful? Do you want to be as beautiful as me? Then come to CC and try?”
Promotional Staff Promotions
Strategy 80: Alternative Models – A novel promotional scene. Example: A clothing store hires elderly models with the slogan: “If we can do it for the elderly, imagine what we can do for you young folks.”
Strategy 81: Beauty and Ugliness – A shocking visual effect.
Strategy 82: Win-Win Model – Make the most of promotional staff.
Strategy 83: Human Touch – Satisfy customers' emotional needs. Example: Use the excuse of a relative to promote.
Strategy 84: Anchoring Effect – Creative service language. Example: Instead of asking if the customer wants beer, ask if they want 1 or 2 bottles.
Service – The Promotional Method to Lock In Customers
Pre-Sale Service Promotions
Strategy 85: Sample Distribution – A more direct trial experience.
Strategy 86: Appropriate Overstepping – Give customers a little more.
Strategy 87: Give Before Taking – The art of service trade-offs.
In-Sale Service Promotions
Strategy 88: Self-Service Restaurant – Everything to serve customers.
Strategy 89: Go with the Flow – Make customers satisfied.
Strategy 90: Follow the Pattern – Give customers a blueprint.
Strategy 91: Supply on Demand – Don't disappoint any customer.
After-Sales Service Promotions
Strategy 92: Name on the List – Give customers the best service.
Strategy 93: Always Available – Think what customers think.
Strategy 94: No-Questions-Asked Returns – A service that earns reputation.
Free Service Promotions
Strategy 95: Free Service – A forward-looking emotional investment.
Strategy 96: Extra Service – Serve customers sincerely.
Strategy 97: Graffiti Service – Make customers fall in love with your store.
Other Service Promotions
Strategy 98: Invite Customers In – Small services bring big profits.
Strategy 99: Plant the Tree to Attract Phoenix – Convenient for customers and the store.
Strategy 100: Intimate Service – Know their preferences and cater to them.
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About Us: WeChat ID: FMCG Distributor Professional Consulting Management Account Intro: 20 years of FMCG distributor operation and management experience, specializing in distributor internal affairs.
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