通过这种引客→锁客→拓客→锁客，不断循环的闭环模式，源源不断的为店铺带来新流量。
1. 行业痛点
这个案例是2017年8月份，我帮一位服装店老板做的策划。他经营自己的男装店已经 6 年了，生意平平淡淡一直想要突破，苦于没有方法。
通过交流了解到，他的服装款型和质量都挺不错购买过他们产品的顾客都比较认可。
但是，门店所在的那条街上有 12 家品牌服装店！这些品牌店的定位都和他差不多！大家开发客户都是传统的做法“营业员门口招揽，发传单，打折宣传”。
通过认真的分析，我发现在 6 年的经营过程中，张老板积累了一大批老客户，我给他设计了一套方案。
2. 解决方案
第一步：赠送鱼饵，激活老客户
给每一位老客户发一条短信：
尊敬的某某某（称呼），非常感谢您一直以来对我们店的认可与支持。为此，我们为您精心准备了两双共价值 60 元的竹炭纤维保健功能袜。请于下周一之前凭此条短信到店领取！【XX 店】欢迎您的光临！
经统计：有 70%的老客户都回来领取袜子。
第二步：引导成交，锁定追销
当顾客过来时，先给他袜子，并引导说，有新款上架，鼓励试穿。顾客一边选衣服，导购员一边说：
某某先生/女士，您好！为感谢老顾客，领取礼品的前 50 名如果您今天购买金额达到 800 元，你只需要将你今天消费的金额再加 1000 元，一共 1800 元，预存在你的会员卡就可以了以后你任何时候都可以过来消费，还可以享受我们钻石VIP 的 8 折优惠。（金额需要根据产品具体利润结构设计）
经统计：有 50%来领袜子的客户，再次购买了店里其他产品并充值。
第三步：人情关怀，转介绍设计如何轻松让老顾客转介绍新顾客？
当老顾客购买结束时，告诉他：
因为您是我们今天前 50 名顾客，同时您也是我们最忠实的老顾客针对您这样的贵宾，我们还推出了一个‘知心朋友欢乐送’活动，一共只有 50 个名额，现在，我们为您的两位朋友争取了两份礼品一张可享受 9 折的 VIP 会员卡一个价值 120元的礼品您只需要留下您朋友的手机号码和姓名，我们会通知他来领取。请您登记一下吧！
一般情况下，客户都不会拒绝。因为他觉得是在为朋友谋取福利。
第四步：借力老顾客拓展新客
循环锁定销售当老客户的朋友来到我们店里领取礼品的时候，进行信息确认我们这回到第二步对老客户的朋友进行同样流程的销售。
同时，在店里设计一个广告牌，本店任何一款产品在购买后的 30 天内，有任何不满意，都可以随时来换。展现出对顾客的负责的态度。
通过这样一个活动策略，张老板快速突破了生意平淡的局面。其实，这个案例有以下营销策略：
（1）引客：激活回头客，为店铺引流；
（2）锁客：锁定老顾客，多次追踪消费；
（3）拓客：通过借力老客户进行裂变，快速开拓新客户；
（4）再次锁客：新客到店，锁定新客户，多次追踪消费。
通过这种引客→锁客→拓客→锁客，不断循环的闭环模式，源源不断的为店铺带来新流量。
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