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

アプローチする客層、それで合ってる?

投稿日:

こんにちは。NISHIです。

大阪の心斎橋筋商店街を
歩いていると、
一時期ほどではない気がしますが、
未だ外国人観光客は後を絶たず。

「時代は変わったな」

と、思わせる出来事は
何も大げさな出来事ばかりでなく、
ほんの些細なところにも
「違い」があらわれるものです。

その1つ、感じた「違い」は、

店頭の呼び込み
—————–

でした。

店頭の呼び込み、
本当はもっと前から
変わっていたかもしれません。
単に、私が気づかなかった
だけかもしれませんが。

で、何が「違い」だったかというと、
「中国語」だったのです。
店頭での呼び込みの掛け声が。

いや、正確に言いますと、
「たぶん中国語」なんです。
中国語、わかりませんからね…。

で、ここは大事なところかと。

外国人観光客が増える

店前通行客の中にも
外国人観光客が増える

店前通行量における
外国人観光客比率が高まる

店前通行客は
外国人観光客がメインになる

という流れになったのなら、
店前通行客の中で
シェアが高いのは当然、
外国人観光客になります。

店頭での呼び込みの目的は、
店内にお客を入れること、
その結果購入していただくこと
なりますから、
当然、呼び込みの対象となる
客数のパイが大きい方がいい。
かつ、購買確率が高い客層を
対象にする方がいい。

売上
=店頭通行客数×誘導率
×購入率×単価

であらわせられるなら、

店頭通行客は、
対象が少ないよりも多い方が、
購入確率が低い客よりも
高い客の方がいいのは明白。

だからこそ、店頭通行客における
メインストリームになりつつある
外国人観光客に「わかる言語で」
呼び込みをするのは理にかなっている。
そんな風に思います。


先日も、
何のテレビだったか忘れましたが、
ショッピングセンター内で、
店舗誘導の呼び込みをしている
風景が映し出されていました。

防虫剤か何かだったので、
最初は風船持ちながら、
子連れのファミリー客を
ターゲットにしていました。

ここまで見ると、
戦略は一見正しそうに見えます。

でも、結果は全然ダメ。
とにかくお客が来ないし売れない。
なぜなのか?

そもそもファミリー客が少ないから。
————————————-

そのショッピングセンター、
見たところの印象でしかありませんが、
メイン客層が10代後半から20代中盤。
ファミリーがとにかく少ない。

そう、呼び込みの対象となる
パイが少ないので、
そりゃひっかからなくて当然。
売りに行っていないのと同じ。

船井流のよい原則の1つに
「時流適応」という言葉があります。
時代の流れ、いわば時流にうまく
適応することが繁盛の原則だと。

この場合、
心斎橋筋商店街にしても
ショッピングセンターにしても、
店舗はすでに固定されている
わけですから、
メインとなる客層に
アプローチしなければなりません。

ここの本筋を取り違え、
「自分たちがやりやすいこと」
ばかりやっていると、
ただの自己満足でしかない。

目的を取り違えないことが
肝要かと思います。

では。

NISHI

-日記

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