経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

中高年を集客する「最も単純な方法」。

投稿日:

こんにちは。NISHIです。

事例、しっかりストックしてます?

販促もコンサルも
センスがモノを言います。

センスは量を見ること、
仮説と検証の量をストックしていくこと。
そこからスタートです。
量稽古なしには始まりません。

先日から販促の話になっていますので、
今日もその続きを早速。


先日、Yahoo!ニュースでも流れていて、
違う人からも同じ日に同じ情報を聞く。

こういった偶然が重なると
「本当に流行っているのかも」なんて
錯覚してくるから不思議なものです。

それが「コチラ」。

http://grass-ex.jp/Lo30/1331

「実際に通ってハマっている人」=一次情報

から

「直接、話を聞いた人」=二次情報

から

「私が聞いた話」=三次情報

ということで、
前から一次情報が大事と言いながら、
数人の隔たりがありますよね…(汗

逸れました。
少し中身を見てみましょう。
記事中の話題の中で今回取り上げるのは、
【自転車によるフィットネスの例】ですね。

==

・スタジオに自転車運動用の
バイクマシンがある。
・スタジオには暗闇の中、
米英ヒットチャートの音楽が流れる
・暗闇で流れる音楽に包まれながら、
バイクを使ってメニューをこなす
・利用者は30~40代の女性中心
・40代女性曰く
「暗い中で音楽に乗って集中できる」
・男性客も3割いる

==

要約するとこんなところでしょうか。
で、記事中での結論としては、

==

「暗いと、必死でペダルをこいでいる
自分を恥ずかしいと感じない。
暗闇が後押ししてくれるんです」

==

なんて論旨になっていまして、
記事中のネタをまとめると
こうならざるを得ない気もしますが、
話を聞く限りでは
ポイントはそこじゃないようです。

ポイントは、

本能を刺激する要素を埋め込む
—————————————

ことでしょう。

実際に、

「通っていて」
「ハマっている」人

の話だと

週に2回いかないと気持ち悪い
————————————–

らしいんです。

これ、完全に「中毒状態」ですよね?

暗闇の中で音楽が流れる。
いわゆる「クラブ」のような空間。
ちょっとした「非日常」ですよね。

そんな「非日常の空間」に加え、
こなすトレーニングメニューも
結構ハードなようなんです。

バイクをガーーーーーッとこぐことで
心拍が上がり、興奮指数もさらにアップ。
完全にアドレナリンが出ますよね。

そこにとどめを刺すのが
インストラクター。

女性客が多いクラスには【イケメン】が、
男性客が多いクラスには【美人】が、
インストラクターを担当する(らしい)。
ま、結果論もあるでしょうが。

そこで【美人】のインストラクターが、
お尻を【クイッ】とする瞬間もあるよう。

するとどうなるかわかりますよね?

インストラクターに近い、
前方のバイクマシンが

オッサンで埋まります。
————————–

これ、単純ですが有効ですよね。

・暗闇×音楽→クラブ的に五感を刺激
・ハードなトレーニング→心拍を刺激
・美人の先生→性欲を刺激

という風に、
本能を刺激する要素を
商品にうまく埋め込んでいます。

実際に通ってハマっている人の
中毒症状っぷりを見ると、
あながち仮説としては
的外れでもないでしょう。

販促や演出って、結構単純なものです。

「マーケティングは五感を刺激せよ。」

使い古された言葉ですが、
今も昔も変わらない原則かと。
人間は感情の生き物ですからね~。

では。

NISHI

-日記

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