Agent, why is your air compressor selling at a high price

Agent, why is your air compressor selling at a high price

Although almost everyone likes high prices in order to get more profits, many air compressor agents have gone into a misunderstanding in the process of realizing them. People who can achieve high prices by playing a good hand Rarely. Therefore, this article would like to chat with you, how do our agents sell high prices? Note that the high price mentioned in this article does not refer to the pursuit of huge profits, but to increase the value of products or services through one's own efforts, so that the company can maintain a reasonable profit, rather than trying to price.

Choice determines profit

Until now, many people in the air compressor industry are still struggling with price, as if price is the only competitiveness. But in fact, this approach is killing one thousand enemies and hurting one hundred thousand, exhausting yourself, starving colleagues, and killing users.

　The technicians of some air compressor manufacturers seem to be busy every day, but they are more of the cost control personnel. They are not thinking about how to make the product better, but often thinking about how to minimize the cost so that the machine can be used, instead of pursuing good use, which leads users to buy cheap and expensive.

　Similarly, some air compressor agents are looking for superior machines to sell all over the world every year, and their so-called advantages are cheaper machines. On the surface, this kind of agents are doing well, and the goods are delivered one after another, and the actual competitiveness is very poor. Because most of the customers they attract are inferior customers, not only the sales of the whole machine are not profitable, but the maintenance also makes no money. Moreover, once there is a slight disturbance in the market, the user groups of such agents will be greatly affected, and such agents will feel particularly sad, so they are the ones who scream the most in the market.

On the contrary, agents who represent high-quality air compressors have relatively higher profits when selling the whole machine, but also higher profits for maintenance and maintenance. When faced with an economic downturn, their user groups will be much more resistant to fluctuations. This is also the main reason why more and more agents choose high-quality air compressors to sell, because many people have gradually realized this.

I have been in the market for nearly 20 years and discovered a very interesting phenomenon: In addition to those who sell air compressors wholesale, just say that they are agents of direct sales users. Those who mainly promote low-end machines are busier than those who mainly promote middle and high-end machines. Tired, but not as much money as the latter. Although this is not absolutely accurate, and it is impossible to have a one-to-one correspondence, the overall situation is basically inseparable. The difference in their business vehicles also confirms this point of view: most agents who mainly promote low-end models drive cheaper cars; and, most of the bosses who mainly promote low-end models are also busier, because they need Run a larger amount to maintain the total profit. It can be seen that choosing the main low-, medium-, and high-end machines basically determines the level of profit in the later period.

As we all know, the initial purchase cost of an air compressor occupies only a very small part of the overall cost of the air compressor, and the operating cost is the absolute bulk. A high-quality air compressor, although the initial purchase cost will be relatively higher, because of its higher energy efficiency and higher stability, it will be much cheaper if you calculate the general ledger. Users are not experts. It is natural for us to be greedy for the cheap when we initially buy a new machine. As a professional agent, we need to guide users with our professional knowledge, instead of following the trend and selling low-end machines to users. The main promotion of medium and high-end air compressors to customers is not only responsible for users, but also responsible for themselves, which is a real win-win situation with users.

Holding a golden rice bowl to beg

Holding a golden rice bowl to beg, mainly refers to some agents holding good machines, but they don’t know how to effectively introduce the advantages of their machines to users, which leads to the end begging from customers for food (a lot of effort is required to deduct meager profits) ). For example, introduce users to the host computer used by their own machine and how powerful the host is. If the main engine is the main engine developed exclusively by the air compressor factory itself, if it is the machine assembled by the main engine purchased by the air compressor factory, this kind of introduction is likely to pave the way for competitors. When you encounter competitors who use the same host, it will become a hard-fought price. Even if it is done in the end, the profit will be extremely meager.

The performance of the main engine is really important for an air compressor, but the main engine is only a part of the whole machine. The performance of the main engine does not represent the performance of the entire air compressor. A group of good performance hosts also needs the entire air compressor. Only with good cooperation with other aspects of the machine can its performance be fully reflected.

The correct approach is to summarize sales words that do not have negative effects based on the actual situation. In addition to introducing the host to customers, we should also focus on the advantages of the main brand air compressor factory, such as design rationality, detail optimization, assembly process and so on. Let the real advantages of the air compressor that you promote are reflected, so that the probability of a deal will be much greater and a reasonable profit can be maintained. If you don’t understand the real advantages of the machine, and you don’t know how to effectively introduce the advantages of your machine to the user, the quality of the user is not as good as the one you buy, and the price may be more expensive than your own machine. This can be said to indirectly harm the user. Directly hurt myself. If this happens frequently, the air compressor manufacturer of the agent brand must reflect on whether their own training is not adequate.

　Avoid the real, then the virtual

　 In the past few years, most air compressor manufacturers have focused on energy-saving products, and it is not uncommon for agents to PK energy efficiency on site when they pull new machines. Because the energy efficiency is 0.1-0.2kW lower than the competition, I have also heard about the dingy pulling of the machine. Such a simple and rude competitive method has a certain truth, and it also caters to the psychology of users using data to speak. But is this the best choice for users? Not necessarily, this kind of competition is likely to avoid the truth and hide the true strength of the players on both sides.

Perhaps many people do not realize that, in fact, the energy efficiency of a new machine does not represent the true operating energy efficiency of a device. The most important thing for users is the final operating energy efficiency determined by factors such as machine design, configuration, and detail optimization. For example, for a 75kW air compressor, the size of the oil content, the size of the oil barrel, the filtration accuracy of the air filter and the suction resistance in the middle and later stages, and even the pros and cons of the oil, will affect the actual operation energy efficiency of the air compressor in the future. The new machine PK can be reflected.

In addition, the high energy efficiency of the machine does not mean that the stability of the machine must be stronger than that of its competitors. Under the premise that the energy efficiency is not far away, the agent can see if the stability of the machine will be higher, because the stability of the machine It is also the key to competition. In the competition, knowing the enemy and confidant, although it can not be said that there are hundreds of battles, at least the chance of winning will be greater and the profit of selling may be better.

Value determines profit

In terms of air compressor maintenance and maintenance, I have seen many people choose the cheaper one because of the 10-30% difference in unit price of air filter, oil filter, oil, and oil. They make purchases with the mentality that what you save is what you earn, and some agents buy cheap goods to cater to this market demand. For users, it does not mean that expensive is necessarily good, and cheap is not good, but purely cheap, in fact, not much money can be saved. Air compressor agents who serve such users generally have relatively low profits for maintenance and repair. Instead of digging out their minds to buy cheap goods, why not spend their thoughts on improving their professional level, relying on their professional knowledge to help users do better maintenance and maintenance, so that customers can really benefit and their own profits Is it better?

For example: In order to save 10-30% of the purchase cost, someone chooses a cheap and inferior air filter. If the user's use environment is poor, it is easy to waste thousands of kilowatt-hours in a maintenance cycle, and the machine is improved. The probability of a problem. If agents can correctly guide users and let users understand the value of high-quality air filters, choosing high-quality air filters will really save him money. I believe that most users can accept higher unit prices. In this way, the profit of the agent will be slightly higher, and the user will achieve a win-win situation.

If someone else is doing maintenance at a unit price of 3500 yuan, you can grab 2500 yuan to do it, which is not necessarily helping the user save money. If someone else is doing maintenance at 3,500 yuan, if you have more professional knowledge, you can use 4,500 yuan to do it, but the maintenance and maintenance of the machine are more energy efficient and more stable. This is the real help for the user. Save money and worry for users. At the same time, the profit will be better than others, which is truly a win-win situation with users.

　Note: The 10-30% difference in unit price mentioned in this paragraph is just an example. In reality, it is normal that the unit price difference between inferior and high-quality oil filters, air filters, oil separators, and engine oils is one time or more. In addition, the 3500 yuan, 2500 yuan, and 4500 yuan written in the article are just examples.

summary

Whether it is air compressor sales or maintenance, almost everyone wants to achieve high prices, but many people don't know how to help users by improving their professional knowledge to maintain reasonable profits. To put it bluntly, it is one; lazy; word, I don't like to learn, use my brain to improve my professional level, and I don't like to find ways to deal with problems.

　　 How to sell high prices? How to maintain a reasonable profit? In fact, there is no hard and fast method. The only constant law is to learn more, research more, think of ways when things happen, and maintain reasonable profits by fully demonstrating and increasing the value of products and services, helping users to achieve their own goals. It is a real win-win situation. Just like the content posted by many air compressor agents in WeChat Moments, on the surface it feels that business is getting more and more difficult, but in fact, all walks of life are becoming more and more professional and more and more refined; it seems to be shuffling In fact, it is washing people, washing away people who are not enterprising and lazy in thinking.

postscript

Today I wrote an article on how to sell at high prices. I really have some special feelings. Since even my former supporter of low prices hopes that products can sell at high prices, it can be seen that selling high prices to maintain reasonable profits is something that almost all normal people like. But it's one thing to like it, and another to be able to do it. Just like you like other girls, it doesn't mean that they will like you, unless they are happy. Selling at high prices is the same, everyone likes it, but only choose high-quality air compressor agents, learn more, study more professional knowledge and machines, think of ways when things happen, ask for price from value, let users understand the value for money, and be willing to accept you The high price is what we really should do as an agent. This is also the original intention of the author in writing this article!