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“看我72变” 湖南省岳阳投注站之华丽转身
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湖南省岳阳市云溪区43109430号投注站业主周艳创新营销方法、热情服务、诚信经营，刮刮乐月销量迅速从2000元攀升到4万元，连续两年销量排名全区第一。回忆两年来的风风雨雨，业主周艳感慨地说：“落后则变，变则通！”
2 k; p) V, I% g9 `5 s1 ~[b] 环境变，从小店到彩民之家[/b]
; F/ B$ u4 F3 c! J! w+ ~$ h 2009年7月，周艳申请设立了一个福彩投注站。为了节省房租，她仅租了一间6平方米的门面，店内就两张桌子、三把椅子，夏天热冬天冷。“这样的环境别说吸引彩民，连我自己都吸引不了。”周艳说。" S# s( O+ K5 |8 z4 ]8 a
后来周艳咬牙租了20平方米的门面，添置了电脑、空调、桌椅，装修后店面美观舒适。一走进店内，满眼都是刮刮乐，精致的玻璃展示柜台和多样的刮刮乐装饰品吸引了不少彩民。环境改善后，大家可以坐在一起交流、探讨，分享刮刮乐的趣味，气氛热烈友好。( s! O- [! ^+ E) h( [- i
[b] 思想变，从赚钱到服务彩民[/b]
7 |4 N6 r- p- \ 起初，周艳销售刮刮乐总盘算着怎么花最少的力气换取最高的回报，对彩民只是简单说 “要买什么刮刮乐”，似乎少说几句话可以省点力气。可越这样，刮刮乐销量越是上不去。
8 ^& \5 [, C# f. }7 k0 W 为了提高销量，周艳开始转变观念，添置了长3米、宽80厘米的玻璃展示柜放在醒目位置，挂起了刮刮乐做的彩旗，有意识地放置一些彩民刮过的票，店内店外到处张贴刮刮乐宣传画。同时主动出击，散发刮刮乐宣传单，吸引新彩民。“说实话，我做好一年收回投资的准备，没想到这些措施很快吸引彩民，销量直线上升，投入早收回来了。”周艳说。
% `+ ^* `! C7 J9 V1 D1 e[b] 业务变，从懵懂到了然于心[/b]
0 j0 n* I) j, @ M 开始销售刮刮乐时，周艳只是为了应付市、区福彩管理部门的检查，认为销售刮刮乐赚钱不多、麻烦事多。因此，她很少主动去掌握刮刮乐的业务知识，也缺乏推销技巧，更谈不上创新销售模式。
) ^7 m' z" a9 S5 G 通过不断学习，周艳的业务水平、营销方式都发生了巨大的变化。首先对刮刮乐票种如数家珍，熟记各种中奖表、中奖符号；其次制作了刮刮乐销售专用记录本，对不同彩民进行分类登记，根据彩民的不同喜好销售刮刮乐；三是延长销售时间，经常深夜才关门；四是口碑宣传，她经常和彩民聊中奖故事，与他们分享中奖喜悦，店内彩民大都成为了免费的宣传员。* Z/ ~; e3 s% V# |
“落后则变，变则通。销售刮刮乐要紧紧跟着彩民的脚步变化，这样销量才能不断攀升。只要想到了，马上去做，事情就有转机。”周艳总结到 |
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