Huang Zixuan then asked: "Well, if you become such a person, what kind of selling point do you think the design can attract target customers?"

Zhang Xiaoxiao thought about it seriously and said: "Ordinary people's consumption psychology is to buy up and not buy down, if you want to attract customers, you must create a sense of shortage for others, so that people mistakenly think that our house is very popular." Of course, before that, we also have to solve the problem of selling points, from the external environment, the development zone project really has no advantages, I think it is better to start with ourselves. ”

Huang Zixuan nodded in agreement.

Zhang Xiaoxiao continued: "I just thought about it, most of the projects in the development zone are local developers, and there are basically no well-known developers, so the houses in the development zone are really poor in terms of housing quality and greening, etc., you see that there is a real estate in the east of our real estate, because the wall crack has just been on the provincial satellite TV news, and the south side of the Yipin Jiangnan villa area where many high-level cadres live, the outer wall has begun to be mottled." ”

Zhang Xiaoxiao looked at Huang Zixuan's expression as he spoke, and saw that he was listening carefully, so he continued with confidence: "We have an advantage in this point, we are a famous real estate company, we can start to build high-end residences, and use this as a selling point to publicize, so that customers feel that our house is different from other houses in the development zone, and our houses are for high-end people." ”

"What do you think are the elements of a high-end home?"

"For example, the introduction of heating, the introduction of gyms and swimming pools and other sports venues, the implementation of the separation of people and vehicles, improve the greening rate. Especially for heating, there is no community heating in the development zone, if heating can be implemented, it can definitely make our community become the top brand in the development zone. However, our house has already been built, is it too late to change the heating?"

Huang Zixuan thought for a while and said: "Yes, some things are a little late to change now, but if it can really play a decisive role in real estate sales, then you can find a way." ”

Zhang Xiaoxiao continued: "The high-end real estate in the new city and the old city are all heated, and there is no community heating in the north district and development zone in the price depression, which proves that for Huaiqing people, heating is one of the necessary characteristics of high-end communities." And our community has an advantage, although there is no district heating in the development zone, but the thermal power plant is at the junction of the development zone and the new urban area, which is relatively close to our community, and there is no cost consideration for heating. ”

"According to the report of Mr. Yang of the development zone project, the first batch of subscription rate is about 1.2:1, what do you think of this?" asked Huang Zixuan.

Zhang Xiaoxiao was a little confused: "How high is the subscription rate of other projects?"

"The subscription ratio for the new city project is 4.5:1, and the north project is 2.5:1."

Zhang Xiaoxiao replied: "The subscription rate of the development zone project is low, but the attractiveness of the development zone project is poor, and it is normal for the subscription rate to be a little lower. ”

Huang Zixuan shook his head and said: "Since the price increase in 2016, the house sales model in third- and fourth-tier cities has changed a lot. In the past, the opening was to start selling, but now it is basically liquidated at the opening. If the opening house cannot be cleared, it will be difficult to sell the remaining houses, and it will also give customers a very bad hint: that is, the houses in our real estate are not easy to sell!"

"You mean that we must ensure that the actual subscription can reach more than 90% at this opening?" Zhang Xiaoxiao asked.

Huang Zixuan nodded and said: "The subscription rate of the new city project is so high, but after the opening, it took a long time to sell the remaining houses, which is what you said about buying up or not buying down, everyone wants to grab what others can't grab, and others don't want the rest of the things, besides, it's ......."

Zhang Xiaoxiao asked, "What's more?"

Huang Zixuan sighed and said: "In order to encourage sales in the early stage, the project of the development zone implements a subscription reward for salesmen, that is, according to the number of subscription places, the threshold level is issued to issue sales rewards, and now, I very much doubt that there is a lot of water in the 1.2 subscription rate." That's what I just found out today. ”

Zhang Xiaoxiao: "Then the market will open in a week, what should I do?"

Huang Zixuan asked rhetorically: "What do you think should be done?"

Zhang Xiaoxiao sighed and said, "The selling points I said can't be raised for a while. However, is it possible to consider the feasibility first, if you can, you can publicize it in the early stage, such as the first heating community in the development zone, the first family car diversion community, the first park-style community, the first comprehensive community of cultural and sports activities, and now these self-media can also be launched to build momentum, saying that we are in short supply and so on, and then engage in a small program to grab a house. ”

Huang Zixuan approvingly: "Yes, the children can be taught." ”

Zhang Xiaoxiao pouted proudly.

"Sort out what you just said for the evening, and show it to me tomorrow. ”

Early the next morning, Zhang Xiaoxiao took advantage of the absence of anyone in Huang Zixuan's office to hand Huang Zixuan the materials that had been sorted out all night. Huang Zixuan took it, read it hastily, and then took the document and asked Zhang Xiaoxiao: "Do you remember these yourself?" Zhang Xiaoxiao replied in surprise: "Of course, I sorted it out myself." ”

When Huang Zixuan heard this, he threw the document into the shredder and shredded it. Zhang Xiaoxiao was anxious and shouted: "I stayed up all night to sort it out, why did I tear it up." Huang Zixuan said quietly: "The meeting is about to start, you hurry up and prepare." You go out first, I'm going to prepare a speech too. ”

Until the meeting, Zhang Xiaoxiao was still depressed. However, she is a little strange in her heart, there are many participants in this meeting today, in addition to special training, the general meeting only needs the project of the following projects to participate, today the engineering manager and sales director of each project have participated, and the heads of various departments of the city company and all manager-level employees have participated.

"Today, we convened everyone to come to a meeting, mainly to discuss the opening of the project in the development zone next Saturday. The development zone project is the weakest project of Xinjing Group Huaiqing City Company, so it is also the one I am most concerned about. In general, the first launch of a property is important, and its results can be decisive for all sales of the project. Next, the person in charge of the project in the development zone is invited to introduce the preliminary subscription situation and the progress of the project construction. Huang Zixuan's speech was concise and straightforward, straight to the point.

Mr. Yang, the general manager of the project in the development zone, cleared his throat and said: "Buildings 1 and 2, which are ready to be opened, have been completed according to the planned project schedule, and the pre-sale permit has been successfully obtained last week. The main underground structure of Buildings 3 and 4 has been completed, and the relevant pre-sale procedures are also being prepared. I have communicated with the comrades in the early stage of the run and the comrades in the engineering department, and the opening of buildings 3 and 4 in early August should be no problem. Subscribe to this piece, please ask our sales director Bai to report to you. ”

Director Bai: "As of yesterday afternoon, we have a total of 256 houses in Buildings 1 and 2, with a subscription rate of about 1.2:1, which is a little worse than several other brother projects. However, the projects in the development zone are the worst in terms of geographical location and other supporting facilities, and our subscription rate is much higher than that of several projects around us, they are basically maintained at about 0.8, and the subscription period is twice as long as ours. So, I'm quite happy with the results of our salespeople. ”

At the end of the report of the two, Huang Zixuan did not express his opinion, but looked up at the participants and asked: "The two CEOs have finished their report, I want to hear everyone's opinions." Although it is not the same project, we all belong to the same city company. As you know, our year-end performance depends not only on the performance of our own projects, but also on the performance of regional companies, and we do not have regional companies for the time being, so the performance of city companies will also determine your year-end performance. ”

Speaking of this, Huang Zixuan stopped, looked at the personnel of the other three projects, and then said: "The development zone project is not only the shortcoming of our city company, but also your shortcoming. If the performance of several projects is good this year, I will apply for the bonus of 1.5 times higher with the group. However, if the development zone project can't get off, maybe no matter how good your own project is, you won't be able to get 100% performance, so don't be stingy with your experience today, and take a look. ”

After Huang Zixuan finished speaking, there was a slight commotion in the venue. However, Huang Zixuan has not yet spoken on the two CEOs of the development zone project and expressed his views, so the people below don't know what the main theme is, and they don't know how to follow behind. Marketing has always been a thunderstorm, and he saw that everyone was reluctant to come out to speak, so he had to take the lead in making a statement.

"Let me start with two sentences, the subscription rate of the development zone project reached 1.2, although compared with other projects, a little worse, but I think all the marketing personnel in the development zone have made great efforts, our subscription cycle is only a short month, a total of 20 marketing personnel, subscribed to 307 intentional targets, which is a great achievement. ”

After Lei Yu finished speaking, Guo Feile echoed: "We all know that those who are willing to pay for the fundraising are really interested in buying, after all, if you don't buy the money, you won't return it, so although 1.2 is not very high, I don't think it's a big problem." ”

The two vice presidents expressed their attitudes, and the people below finally dared to speak boldly with confidence. They are all brother projects, of course, they are applauded, and Guo Fei is right, after all, there are a few people who have paid the subscription fund and run away, and the development zone project is funded according to the house number, only a small number of people have not booked their favorite floor, and the subscription fund is to queue up and wait for the opportunity.

After everyone finished talking, Huang Zixuan was still silent. Zhang Xiaoxiao was a little puzzled, he already knew that there were some problems with the subscription of the development zone project, and according to his character, he would not wait for everyone to speak before he would point it out, but now, he calmed down and didn't say a word. Zhang Xiaoxiao suddenly had a stir: Shouldn't it be a chance to give me a speech?

Thinking about it like this, Zhang Xiaoxiao suddenly became nervous, and began to sweat all over, the things she wrote last night were already messed up in her mind, and she couldn't figure it out. Fortunately, Huang Zixuan glanced at her, and did not name her to speak, but continued: "Although the situation is very good, we can't take it lightly, let's see if we can put forward some reasonable suggestions for the development zone project, and then make an article." ”

This is a question and answer question, not a true or false question, and it is much more difficult than just now. Several project owners have a little truth in their hearts, but they are all cunning and cunning, afraid of offending people, and afraid of not guessing the leader's mind and speaking crookedly, one by one pretending to be deaf and dumb, pretending to be serious and taking notes. There was no way, Lei Yu had no choice but to speak: "I probably looked at the ...... of the development zone project this morning" Before he finished speaking, Huang Zixuan waved his hand and signaled him not to say any more.

"Our Xinjing Group is a relatively young company, and it has grown very fast in recent years. I believe that only when the young blood of a company surges, the company is truly dynamic and has a future. Next, those of us will stop speaking, give the opportunity to speak to young people, and give young people a chance to perform. As soon as Huang Zixuan finished speaking, the venue burst into laughter.

Huang Zixuan is only thirty-two years old, and there are not many people younger than him in the entire venue, this sentence sealed most people's mouths and amused everyone. Huang Zixuan himself couldn't help laughing, and added: "I'm sorry, in fact, I've only been in the company for two years, what I mean is that people like Mr. Lei, Mr. Guo and Mr. Wan don't need to speak, leave it to our small-scale meeting to discuss, I want to listen to the voice of grassroots talents, after all, I usually communicate with everyone less." ”

Huang Zixuan added, afraid of being cold, and then said: "Song Yin and Xia Xiaodong will start first, and other supervisors and below can talk about it, of course they don't force it, just say it if they want to, give you a chance to perform, if you can't catch it, then I can't help it." Remember, there are opportunities that you don't want to have, and those opportunities may determine your future at some point. ”

After Huang Zixuan finished speaking, the audience was silent, and his prompt could not be clearer. The news of the establishment of a regional company has quietly spread within the city company, and the vacancies left by the high-level after leaving have become the target of these grassroots cadres, and no one wants to move to the top, including Zhang Xiaoxiao. Zhang Xiaoxiao took out a pen and began to write the outline of the documents that were sorted out last night on paper.

Song Yin has never been stage frightened, but his voice trembled a little today. First, he was really unprepared, he was engaged in administrative work, and it was a matter for the whole group, and he didn't know about the marketing of the development zone project at all. The second is that Huang Zixuan's chips are too tempting, and he wants to perform himself too much, causing him to be too nervous.

"I think the development zone project also needs to strengthen personnel training, we know that the development zone project except for the sales director and a few team leaders, the rest are outsourced to marketing companies, outsourcing marketing companies focus on performance, not brand image. For example, there are non-standard operations in the process of external sales, failure to maintain the image of Xinjing Company, lack of sense of belonging of employees, etc., which are all areas that need to be improved. ”

After Song Yin finished speaking, he looked at Xia Xiaodong, Xia Xiaodong continued: "I am responsible for the procurement project, and I have more dealings with the procurement of projects in the development zone, and I have not paid attention to the project marketing. ”

After Xia Xiaodong finished speaking, Song Yin's face changed a little. Usually Song Yin can speak well, every time he has a meeting, the limelight has always overwhelmed Xia Xiaodong, but today Xia Xiaodong has stolen the limelight. In fact, for Huang Zixuan's problem, the two of them are at the same level, and to put it bluntly, they don't know anything, but Xia Xiaodong successfully rounded the field, and by the way, he lined Song Yin, who was talking nonsense, like a fool.