Unit 21
Getting a client buy-in
Part 1
職場攻略/市場業務
Workplace English/Communication skills
BRAIN STORM
Share your ideas with your teacher and try to make sentences.
What do you think is a product buy in?
VOCABULARY
Repeat these sentences after your teacher.
1. eager (adj.) 熱切地
Why are you so eager to buy this?
您為什麼這麼急於購買呢？
2. solid (adj.) 堅實的、穩固的
We need to have solid customers.
我們需要有堅實的客戶。
3. leveraging (n.) 利用
We should try leveraging our product for a greater profit.
我們應該嘗試利用我們的產品獲得更大的利潤。
4. merge (v.) 合併、結合
The two lanes merge going into the tunnel.
兩條車道合併進入隧道。
5. concern (v.) 擔憂、顧慮
You can raise your concerns to us miss.
您可以向我們小姐提出您的擔憂。
6. cannibalizing (v.) 損害、蠶食
Stop cannibalizing small businesses.
停止蠶食小型企業。
7. granted (v.) 固然
Granted that you are correct, you may find it hard to prove your point.
只要您是正確的，您可能會發現很難證明您的觀點。
Dialogue
Read the dialogue aloud with your teacher.
Terry, thanks for coming in today. I took a good look at your proposal. I’ve got a few questions that I was hoping you could answer.
Terry，感謝你今天能來。我仔細看了你的提案，有幾個問題希望你能回答一下
Of course. I’m eager to hear your feedback, Rudy.
當然。我非常想听聽你的反饋，Rudy
Now we have a solid retail operation, but I must admit that we haven’t been very successful in leveraging mobile technologies.
我們雖然有穩固的零售業務，但是，我必須承認我們在利用移動技術方面不算成功。
I believe we could help you make that difference. We’ve worked with many offline retailers to help them merge the best of both their offline and online experiences.
我相信我們能幫你改變這一點。我們已經和很多線下零售商合作，幫助他們完美地把線上線下體驗結合起來。
Well it makes sense. But my main concern is that wouldn’t your product be cannibalizing the offline shopping experience? If a customer chooses to come into one of our stores, I want them to be buying things there and then. I don’t want them to be comparing prices online, Facebooking and Instagramming.
這是大勢所趨。不過我主要的顧慮是你們的產品會不會損害到我們的實體購物體驗？如果客戶來了我們的實體店，那我希望他們直接在店裡買東西。我可不想他們在店裡，一邊上網比價格，一邊玩Facebook, Instagram。
But they’re already doing that. We’ve carefully studied your customers while they were in your stores. Granted some of them come in, grab what they want and leave within minutes. But a lot of them were doing exactly what you just described.
但是，他們現在已經在這麼做了。我們仔細研究了你到你店裡的消費者。當然，有些人進來買了東西幾分鐘就走了。不過很多人就在店裡做你剛剛說的事情。
That’s why we have a problem. Our shoppers are engaged with their smartphones instead of our products. The last thing we want to do is to push them further down that direction.
這就是我們遇到的困難。我們的客戶都忙著玩手機，而不是體驗我們的商品。我可不想把他們進一步往引導到那個方向。
Or therein lies the opportunity for you. What we’re proposing is that you nudge and improve the shopping experience by using mobile tools that will make shopping more engaging, rewarding and social.
但是，你的機會也藏在這裡。我們所建議的是你要引導用戶、提升他們在手機上的購物體驗，讓購物變得更有吸引力、更有價值、更有社交性。
And you think that’s going to increase our bottom line?
你覺得這樣做能幫我們提高利潤？
From our experiences, yes. And here’s how…
從我們的經驗看，可以。這是具體的做法……
Grammar
The suffixes -ed/-ing
In today’s lesson, we have two words that are very similar, but with very different meanings: engaged and engaging. Many English learners, even at high levels, often confuse adjectives that end with the suffix “ing” or ed”. For example, it’s not uncommon to hear a bored person say (usually to some laughter) “I am very boring”. Remember that something that has the “ing” suffix, such as something that is boring, will make someone have or feel the word with the “ed” suffix, such as bored. Or, if something is interesting, you will be interested. Here are a few more examples.
1. I’m really interested in her. I’d like to get to know her better.
2. She’s really interesting. I’d like to get to know her better.
3. The professor showed her students a fascinating film about history.
4. The students were all fascinated by the film their professor showed.
5. It’s an intriguing idea, but I’m afraid we don’t have the resources to develop it.
6. Although they were intrigued by the idea, the company didn’t have the resources to develop it.
7. _________________________________________________________________.
8. _________________________________________________________________.
DISCUSSION
Make a conversation with your teacher.
1.What factors do you think will influence a client to buy or not buy from you?
