走在都(dou)市(shi)的(de)大街小巷，隨時可以看到各(ge)類汗(han)蒸(zheng)房(fang)(fang)、汗(han)蒸(zheng)房(fang)(fang)的(de)招牌，每隔一段時間街邊就(jiu)會有新的(de)汗(han)蒸(zheng)房(fang)(fang)的(de)門頭出現，新型移(yi)動房(fang)(fang)如何吸引(yin)客源，成為各(ge)位(wei)老板最關注的(de)問(wen)題。就(jiu)以上(shang)問(wen)題沐熙康汗(han)蒸(zheng)房(fang)(fang)專家談移(yi)動汗(han)蒸(zheng)房(fang)(fang)如何吸引(yin)客源。

（一）創(chuang)造吸引顧客的(de)條(tiao)件

汗(han)蒸(zheng)房的(de)(de)營運(yun)目標(biao)，若僅(jin)僅(jin)只(zhi)著(zhu)眼于顧(gu)客(ke)外(wai)在(zai)(zai)的(de)(de)認可(ke)，那(nei)是無法令顧(gu)客(ke)完全滿意的(de)(de)。因(yin)(yin)為(wei)(wei)，外(wai)在(zai)(zai)的(de)(de)認可(ke)和(he)(he)暫時的(de)(de)認可(ke)，并不能帶來顧(gu)客(ke)永久(jiu)的(de)(de)忠誠。因(yin)(yin)此，汗(han)蒸(zheng)房在(zai)(zai)提供(gong)常規的(de)(de)服務同時，更應該了解(jie)顧(gu)客(ke)內(nei)心(xin)(xin)的(de)(de)真(zhen)實感受(shou)(shou)，也就(jiu)是說，汗(han)蒸(zheng)房與其坐(zuo)待顧(gu)客(ke)上門(men)，還不如給予(yu)顧(gu)客(ke)“到汗(han)蒸(zheng)房是種享受(shou)(shou)”的(de)(de)觀念(nian)來的(de)(de)主動和(he)(he)有效。汗(han)蒸(zheng)房在(zai)(zai)擬(ni)定開發(fa)顧(gu)客(ke)的(de)(de)策略時，亦應針對(dui)此種想法來設定計劃。近日(ri)在(zai)(zai)歐美養生(sheng)界已(yi)成(cheng)為(wei)(wei)一種流行時尚的(de)(de)“五感養生(sheng)”療(liao)法，就(jiu)是這個概念(nian)的(de)(de)完美體現，希望(wang)借著(zhu)讓顧(gu)客(ke)經歷“身心(xin)(xin)和(he)(he)諧”的(de)(de)放松與舒緩(huan)，讓顧(gu)客(ke)“渴(ke)望(wang)”再次(ci)享受(shou)(shou)到這種緩(huan)解(jie)壓(ya)力的(de)(de)愉快經驗，而成(cheng)為(wei)(wei)固定光顧(gu)的(de)(de)老客(ke)戶。

（二）利用介紹(shao)卡開(kai)發(fa)新(xin)顧客(ke)

開發顧(gu)(gu)客(ke)的(de)(de)(de)方法之(zhi)一，可以(yi)利用介(jie)(jie)紹卡(ka)(ka)(ka)。此種(zhong)介(jie)(jie)紹卡(ka)(ka)(ka)的(de)(de)(de)目(mu)的(de)(de)(de)在于(yu)加強口(kou)碑的(de)(de)(de)效果，來積極開拓會員(yuan)。方法是分(fen)發介(jie)(jie)紹卡(ka)(ka)(ka)給來店光顧(gu)(gu)的(de)(de)(de)顧(gu)(gu)客(ke)，凡(fan)介(jie)(jie)紹新顧(gu)(gu)客(ke)五(wu)人以(yi)上者，可獲(huo)禮品(pin)或特(te)殊優待。對使用介(jie)(jie)紹卡(ka)(ka)(ka)的(de)(de)(de)顧(gu)(gu)客(ke)的(de)(de)(de)各種(zhong)優待方法及優待措施，應配(pei)合當時營運情形(xing)、季(ji)節特(te)色、流(liu)行(xing)趨(qu)勢(shi)等，使汗蒸房的(de)(de)(de)意愿創意化(hua)，達到真(zhen)正(zheng)提高養生(sheng)動(dong)機的(de)(de)(de)目(mu)的(de)(de)(de)。

（三）運用顧客地圖

汗(han)蒸房的(de)顧客(ke)來自(zi)各方，必(bi)須分辨何(he)地(di)區(qu)(qu)的(de)顧客(ke)較多(duo)或何(he)地(di)區(qu)(qu)的(de)顧客(ke)較少，有效地(di)加以運用(yong)。

例如，來自A地(di)區者(zhe)非(fei)常多，而來自B地(di)區者(zhe)極少時，應(ying)詳(xiang)細(xi)判斷：

（1）為(wei)什(shen)么(me)A地區的(de)顧客較多(duo)？

（2）為(wei)什(shen)了(le)B地區(qu)顧客較少？

于(yu)是(shi)(shi)，從(cong)(cong)(cong)顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)上(shang)可發現A地(di)(di)(di)(di)區(qu)(qu)(qu)(qu)顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)較(jiao)(jiao)(jiao)多的(de)(de)(de)原(yuan)因(yin)是(shi)(shi)：汗蒸(zheng)房在(zai)位于(yu)往車站的(de)(de)(de)途(tu)中(zhong)，做(zuo)了比(bi)較(jiao)(jiao)(jiao)醒目的(de)(de)(de)廣告招牌，加(jia)上(shang)熟客(ke)(ke)(ke)(ke)(ke)(ke)口(kou)(kou)頭(tou)介紹，消費價格又符合該(gai)(gai)地(di)(di)(di)(di)區(qu)(qu)(qu)(qu)顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)的(de)(de)(de)消費能力(li)等等。相(xiang)反的(de)(de)(de)，B地(di)(di)(di)(di)區(qu)(qu)(qu)(qu)的(de)(de)(de)顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)較(jiao)(jiao)(jiao)少(shao)，是(shi)(shi)因(yin)為(wei)(wei)(wei)有(you)(you)(you)多家類(lei)似(si)汗蒸(zheng)房在(zai)競(jing)(jing)爭(zheng)。從(cong)(cong)(cong)B地(di)(di)(di)(di)區(qu)(qu)(qu)(qu)前來(lai)(lai)本汗蒸(zheng)房的(de)(de)(de)交通又不(bu)(bu)太方(fang)便宣傳廣告做(zuo)得不(bu)(bu)夠或(huo)者(zhe)價錢不(bu)(bu)合該(gai)(gai)地(di)(di)(di)(di)區(qu)(qu)(qu)(qu)顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)的(de)(de)(de)要求(qiu)(qiu)(qiu)等等。如此(ci)(ci)在(zai)顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)所(suo)在(zai)地(di)(di)(di)(di)區(qu)(qu)(qu)(qu)的(de)(de)(de)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)上(shang)，做(zuo)種(zhong)種(zhong)的(de)(de)(de)判(pan)斷(duan)(duan)和(he)記(ji)號，找出相(xiang)應的(de)(de)(de)方(fang)法，此(ci)(ci)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)即(ji)是(shi)(shi)所(suo)謂的(de)(de)(de)“顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)”。顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)的(de)(de)(de)制作方(fang)法：準備以(yi)自己店(dian)(dian)(dian)(dian)(dian)為(wei)(wei)(wei)中(zhong)心的(de)(de)(de)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)（1=10000的(de)(de)(de)比(bi)例(li)較(jiao)(jiao)(jiao)為(wei)(wei)(wei)適當）。地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)上(shang)以(yi)自己的(de)(de)(de)汗蒸(zheng)房為(wei)(wei)(wei)中(zhong)心，各畫以(yi)250公(gong)尺(chi)、500公(gong)尺(chi)、750公(gong)尺(chi)、1公(gong)里等4種(zhong)距離為(wei)(wei)(wei)半徑(jing)的(de)(de)(de)圓。從(cong)(cong)(cong)顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)消費記(ji)錄中(zhong)，查出顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)地(di)(di)(di)(di)址(zhi)，在(zai)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)上(shang)做(zuo)出其所(suo)在(zai)地(di)(di)(di)(di)的(de)(de)(de)記(ji)號。從(cong)(cong)(cong)固定會員卡(ka)(ka)名錄中(zhong)，查出顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)地(di)(di)(di)(di)址(zhi)，用不(bu)(bu)同(tong)(tong)(tong)(tong)顏色標示在(zai)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)上(shang)將同(tong)(tong)(tong)(tong)類(lei)競(jing)(jing)爭(zheng)店(dian)(dian)(dian)(dian)(dian)亦畫記(ji)在(zai)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)中(zhong)。接(jie)著(zhu)，就(jiu)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)做(zuo)判(pan)斷(duan)(duan)：從(cong)(cong)(cong)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)上(shang)認識(shi)(shi)該(gai)(gai)地(di)(di)(di)(di)區(qu)(qu)(qu)(qu)的(de)(de)(de)特性。例(li)如，顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)集(ji)中(zhong)于(yu)社區(qu)(qu)(qu)(qu)或(huo)公(gong)寓較(jiao)(jiao)(jiao)多地(di)(di)(di)(di)區(qu)(qu)(qu)(qu)時(shi)，必須采取適合該(gai)(gai)地(di)(di)(di)(di)區(qu)(qu)(qu)(qu)生活水準的(de)(de)(de)消費價格，如來(lai)(lai)自高(gao)級住宅(zhai)區(qu)(qu)(qu)(qu)的(de)(de)(de)顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)較(jiao)(jiao)(jiao)多時(shi)，必須采取提高(gao)服(fu)務(wu)品質或(huo)商店(dian)(dian)(dian)(dian)(dian)形(xing)象的(de)(de)(de)對(dui)(dui)策(ce)。來(lai)(lai)自某地(di)(di)(di)(di)區(qu)(qu)(qu)(qu)顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)較(jiao)(jiao)(jiao)少(shao)，若原(yuan)因(yin)不(bu)(bu)在(zai)同(tong)(tong)(tong)(tong)業(ye)競(jing)(jing)爭(zheng)，則(ze)該(gai)(gai)考慮是(shi)(shi)否價格或(huo)商店(dian)(dian)(dian)(dian)(dian)形(xing)象與該(gai)(gai)地(di)(di)(di)(di)區(qu)(qu)(qu)(qu)顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)的(de)(de)(de)要求(qiu)(qiu)(qiu)不(bu)(bu)符，應力(li)求(qiu)(qiu)(qiu)改善。顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)用例(li)同(tong)(tong)(tong)(tong)業(ye)動向:M店(dian)(dian)(dian)(dian)(dian)位于(yu)Y車站前的(de)(de)(de)商店(dian)(dian)(dian)(dian)(dian)街(jie)尾，附(fu)近五百公(gong)尺(chi)范圍內有(you)(you)(you)A、B、C、D四家店(dian)(dian)(dian)(dian)(dian)競(jing)(jing)爭(zheng)，都是(shi)(shi)員工5~7人規模(mo)，A、B店(dian)(dian)(dian)(dian)(dian)的(de)(de)(de)主要訴求(qiu)(qiu)(qiu)為(wei)(wei)(wei)減肥排(pai)毒，C、D店(dian)(dian)(dian)(dian)(dian)則(ze)以(yi)理療保健為(wei)(wei)(wei)主要訴求(qiu)(qiu)(qiu)。認識(shi)(shi)自店(dian)(dian)(dian)(dian)(dian):M店(dian)(dian)(dian)(dian)(dian)員工三人，20平(ping)方(fang)米大(da)小，規模(mo)小于(yu)同(tong)(tong)(tong)(tong)業(ye)，但(dan)經營(ying)者(zhe)的(de)(de)(de)技術(shu)和(he)經驗(yan)有(you)(you)(you)口(kou)(kou)皆碑，服(fu)務(wu)亦不(bu)(bu)輸同(tong)(tong)(tong)(tong)業(ye)。地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)判(pan)斷(duan)(duan)棗制作顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)地(di)(di)(di)(di)圖(tu)(tu)(tu)(tu)(tu)后加(jia)以(yi)判(pan)斷(duan)(duan)，發現顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)多集(ji)中(zhong)于(yu)同(tong)(tong)(tong)(tong)業(ye)競(jing)(jing)爭(zheng)店(dian)(dian)(dian)(dian)(dian)不(bu)(bu)存在(zai)的(de)(de)(de)S區(qu)(qu)(qu)(qu)。宣傳對(dui)(dui)象：向顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)做(zuo)會員卡(ka)(ka)招募(mu)時(shi)，應以(yi)現在(zai)顧(gu)(gu)(gu)(gu)(gu)(gu)(gu)客(ke)(ke)(ke)(ke)(ke)(ke)較(jiao)(jiao)(jiao)多、競(jing)(jing)爭(zheng)較(jiao)(jiao)(jiao)少(shao)的(de)(de)(de)S區(qu)(qu)(qu)(qu)為(wei)(wei)(wei)主，但(dan)若做(zuo)開拓新(xin)客(ke)(ke)(ke)(ke)(ke)(ke)源的(de)(de)(de)廣告時(shi)，則(ze)應對(dui)(dui)準另外4家店(dian)(dian)(dian)(dian)(dian)所(suo)在(zai)的(de)(de)(de)區(qu)(qu)(qu)(qu)域，才會有(you)(you)(you)效(xiao)。宣傳方(fang)式既然A、B店(dian)(dian)(dian)(dian)(dian)所(suo)在(zai)的(de)(de)(de)區(qu)(qu)(qu)(qu)域已有(you)(you)(you)減肥排(pai)毒的(de)(de)(de)強力(li)宣傳，M店(dian)(dian)(dian)(dian)(dian)在(zai)這個地(di)(di)(di)(di)區(qu)(qu)(qu)(qu)的(de)(de)(de)宣傳廣告就(jiu)要有(you)(you)(you)別于(yu)減肥排(pai)毒，而以(yi)其他的(de)(de)(de)養生為(wei)(wei)(wei)主要廣告訴求(qiu)(qiu)(qiu)。同(tong)(tong)(tong)(tong)樣(yang)的(de)(de)(de)，在(zai)C、D店(dian)(dian)(dian)(dian)(dian)所(suo)在(zai)的(de)(de)(de)區(qu)(qu)(qu)(qu)域，也(ye)要以(yi)同(tong)(tong)(tong)(tong)樣(yang)的(de)(de)(de)方(fang)式來(lai)(lai)考慮。

（四）營(ying)造吸引顧客的氛圍，汗蒸房必須根據所在地區的特性，設計店(dian)面的形象和活(huo)動氛圍，以迎合(he)當地消(xiao)費者的心(xin)理。有鑒于國內養生(sheng)保(bao)健同仁(ren)們(men)對“專業養生(sheng)知識”、“專業護理技術”以及“汗蒸房經營(ying)與管理”的熾熱需求(qiu)。