介紹自己和公司——介紹一種新產品 Introducing a New Product

介紹一種新產品　Introducing a New Product

如果你的新產品對消費者來說是聞所未聞的（unheard）新生事物，那應當詳細介紹產品的成分、功效、維護保養(yǎng)、使用注意事項（notes）等?？傊M可能全面；如果某種產品是對舊產品的改良，則需重點突出進步之處，如更實惠、更方便、更耐用等。

介紹產品時切忌空洞，通過比較（comparison）和舉例，讓客戶感覺到“看得見、摸得著”的好處。

☉Our newest model is economical and practical.It costs 20%less than the previous model, and is much more durable.

我們的最新款式既經濟又實用，比舊款節(jié)省了20%的費用，而且更加持久耐用。

☉We now have improved longevity.This product is not only reliable, but also boasts consistency and durability.

我們現(xiàn)在提高了它的壽命。這個產品不僅值得信賴，而且在持久耐用上也值得稱道。

☉If you do a price comparison with our products and the leading competitors, you will clearly see the advantage of our products is their affordability.

如果你將我們的產品和我們主要競爭對手的相比較，你可以很清楚地看到我們產品的優(yōu)勢在于它的實惠。

☉With our new patented design, we can blow the competition away.

用我們最新的專利設計，我們可以將對手一舉擊潰。

對不同客戶群體采用不同的介紹方式

明確界定潛在客戶群體（potential customer），從而決定介紹產品的方式。如果是高科技產品或工業(yè)產品，面對面介紹是個不錯的選擇；如果目標客戶群是時尚意識較強的年輕人（young），則可以考慮網絡上圖文并茂的介紹；如果希望引起分銷商（distributor）或代理商（agent）的興趣，可以選擇郵寄樣品和目錄，通過電話解答疑問或者請其到公司召開介紹會。

☉Our new product appeals to a younger audience.We need to market heavily on the Internet and other teen-friendly media.

我們的新產品主要是迎合那些較年輕的人群。我們需要將營銷重點放在互聯(lián)網和年輕人鐘愛的媒介上。

☉What’s our demographic?Should we focus on direct mailing?

我們的目標客戶群是什么人？我們是否應該將精力集中到直接郵寄上？

☉Our target audience will most likely find our products online.We don’t need to worry so much about retail issues.

我們的消費人群大多數(shù)可能通過網絡了解我們的產品，我們不需要過多擔心零售的問題。

☉What’s our profit margin?Can we afford more aggressive marketing?

我們的利潤呢？我們是否還有能力來承擔積極主動的營銷呢？

知己知彼

人們喜歡貨比三家，你應當對競爭對手（competitors）的同類產品（similar products）認真研究和調查，總結新產品在價格、質量等諸多方面的優(yōu)勢。在介紹中，用比較的方式向聽者說明你們的產品更勝一籌的理由。

☉What is our competition doing to boost their sales in this market?

我們的競爭對手正在采取哪些措施來促進市場銷售呢？

☉Have you got the marketing reports back yet?We need to know what it is they are doing so that we can get our product off the ground！

你拿到市場報告了嗎？必須對他們現(xiàn)在的行動了如指掌，我們才能使產品的銷售順利進行！

問與答

有效的產品介紹不是大段背誦準備好的演講稿，而是在與聽眾的互動中有針對性地回答聽眾的提問，因為來自聽眾的問題關系到他們的切身利益。此外，可以將產品初期投入市場的反饋作為介紹的參考內容，調整營銷策略。

A：What's the feedback on our product launch?

B：According to the numbers, we're not doing so well with the traditional target audience. I think we need to go back to square one.

A：What we ought to do is to pursue non-traditional market arenas.

A：我們的產品上市后反饋怎么樣？

B：通過數(shù)字來看，我們在傳統(tǒng)目標客戶群中做得還不夠好。我想我們需要重頭再來。

A：我們應該著手在非傳統(tǒng)市場領域的推廣。

A：We've lost money already?I thought the product launch campaign was going pretty well……Maybe I was mistaken！

B：No, you weren't mistaken. The product launch was very successful.

Primary research indicates a positive reception by our target audience. The only problem is, it will take a little time to show up in the numbers.We just need to be more patient.

A：It's hard to be patient when there's pressure on the pocketbook.

A：我們已經賠錢了嗎？我還以為我們的產品上市顯示一切順利……也許我搞錯了！

B：不，你沒有搞錯。我們的產品上市非常成功，初步的市場反饋顯示我們的目標客戶群很有興趣，只不過在數(shù)字的顯現(xiàn)上可能要些時間。我們只是需要更加耐心一些。

A：囊中羞澀的時候是很難保持耐心的。

總結

“酒香不怕巷子深”雖然有理，但是與其坐等客戶聞到酒味上門，不如主動出擊。介紹一個新產品需要將專業(yè)技能、調查研究、客戶心理相結合。鋪天蓋地的吹捧不一定能讓聽者動容。抓住產品的特點，介紹最吸引客戶的部分，在互動中做到有效宣傳。

Words　單詞表

aggressive積極主動的

anyway無論如何

demographic人口；人群

durable耐用的，結實的

economical經濟的，實惠的

feedback反饋

launch上市，發(fā)行

longevity持久的

number crunching數(shù)字運算

online在線

practical實際的，客觀的

reception接受；歡迎

retail零售

Phrases　短語表

blow（sb）away橫掃/打敗（某人）

boost sales促進銷售，增加銷售額

direct mailing直接郵寄

focus on……集中精力在……

get（sth）off the ground開始/起始（某事）

go on進展，正在進行

research（a market）研究（市場）

in the black有盈余，順差

in the red赤字，虧損

market arena市場領域

marketing campaign營銷/促銷活動

not so fast不要太快

patented design專利設計

There's pressure on the pocketbook.囊中羞澀。

target audience目標人群

show up in the numbers數(shù)字顯示/表明

play for（a market）經營/致力于（某市場）profit margin利潤額sell itself銷路很好，暢銷

實景對話1

A：So how are we going to market this new product anyway?I don't even know how to get started！

B：It's not too difficult. I believe in the strengths of this product, so I think it might even sell itself！To start with, let's make a list of the advantages……

A：Well, as I see it, our newest model is economical and practical. It costs 20%less than the previous model, and is much more durable. If you do a price comparison with our products and the leading competitors, you will clearly see the advantage of our products is their affordability.

B：Not only that, but also we have improved longevity. This product is not only reliable, but also boasts consistency and durability.

A：With our new patented design, we can blow the competition away.

B：Not so fast. We did some research into this market, and it might be more difficult than we think to get our share of the market.

A：What is our competition doing to boost their sales in this market?

B：They've got a really aggressive marketing campaign going on. We have to figure out if we share the same demographics, or if there is a nitch market we can play for. Bob is working on the report now, I think.

A：Have you got the marketing reports back yet?We need to know what it is they are doing so that we can get our product off the ground！

A：那我們到底該如何將這種新產品投放市場呢？我都不知道該從哪里入手！

B：并不是很難。我對這種產品的實力滿懷信心，我覺得它一定會很暢銷。讓我們先把優(yōu)勢列出來……

A：正如我所看到的，我們的最新款式既經濟又實用，比上一款節(jié)省了20%的費用，而且更加持久耐用。如果你將我們的產品和我們主要競爭對手的相比較，很顯然，我們產品的優(yōu)勢在于它的實惠。

B：不僅僅是那樣，我們現(xiàn)在提高了它的壽命。這個產品不僅值得信賴，而且持久耐用也值得稱道。

A：用我們最新的專利設計，我們可以將競爭對手一舉擊潰。

B：沒有那么快。我們也做過一些市場調查，市場份額的占有也許沒有我們想象得那么簡單。

A：我們的競爭對手正在采取哪些措施來促進市場銷售呢？

B：他們開展了一個卓有成效的營銷活動。我們要明確的是，要和他們爭奪同一客戶群還是另辟蹊徑。我想，鮑勃正在跟進相關的報告。

A：你拿到市場報告了嗎？我們必須對他們現(xiàn)在的行動了如指掌，才能使產品的銷售順利進行！

實景對話2

A：What's the feedback on our product launch?

B：According to the numbers, we're not doing so well with the traditional target audience. I think we need to go back to square one.

A：What we ought to do is to pursue non-traditional market arenas.

B：What's our demographic?Should we focus on direct mailing?

A：I'm not so sure direct mailing would be effective. Our new product appeals to a younger audience. We need to market heavily on the Internet and other teen-friendly media.

B：There are practical benefits to a younger target audience. Because theywill most likely find our products online, we don't need to worry so much about retail issues.

A：That's true. But I still feel we ought to be more aggressive.What's our profit margin?Can we afford more aggressive marketing?

B：Like I said, we're not operating in the black.

A：We've lost money already?I thought the product launch campaign was going pretty well……Maybe I was mistaken！

B：No, you weren't mistaken. The product launch was very successful， primary research indicates a positive reception by our target audience. The only problem is, it will take a little time to show up in the numbers.We just need to be more patient.

A：It's hard to be patient when there's pressure on the pocketbook！

A：我們的產品上市后反饋怎么樣？

B：通過數(shù)字來看，我們在傳統(tǒng)目標客戶群中做得還不夠好。我想我們需要重頭再來。

A：我們應該著手在非傳統(tǒng)市場領域的推廣。

B：我們的目標客戶群是什么人？我們是否應該將精力集中到直接郵寄上呢？

A：直接郵寄的方式是否有效不敢肯定。我們的新產品主要是吸引那些較年輕的人群。我們需要將重點放在互聯(lián)網上和年輕人鐘愛的媒介上。

B：在年輕的目標人群中存在著許多很實際的利益。因為他們大多數(shù)可能通過網絡了解我們的產品，我們無須過多擔心零售的問題。

A：那倒是真的，但是我還是覺得我們應該更加主動。我們的利潤呢？我們是否還有能力來負擔積極主動的營銷呢？

B：正如我所說的，我們沒有盈利。

A：我們已經賠錢了嗎？我還以為我們的產品上市顯示一切順利……也許我搞錯了！

B：不，你沒有搞錯。我們的產品上市非常成功，初步的市場反饋顯示我們的目標客戶群很有興趣，只不過在數(shù)字的顯現(xiàn)上可能要花些時間。我們只是需要更加耐心。

A：囊中羞澀的時候是很難保持耐心的。