Shopee 对折，药房贵 RM16.40，为什么还卖得动？
English summary available ↓
While doing market research I found an interesting case. L'Oréal's Revitalift Triple Action Serum was selling for RM55.50 on its official Shopee store, half price. In a pharmacy, the same product was RM71.90. You'd expect a gap that obvious to kill offline sales, but the pharmacy owner told me it actually sells quite well. We tend to believe price is king, but customers aren't comparing prices, they're making a choice. On Shopee everything is cheap, but you have to do your own research, read reviews and worry about fakes and whether it suits you. In the pharmacy, the owner looks at your skin, listens to your concerns and recommends what fits, not the same product for everyone and without a hard sell. What earns a premium isn't the product but the relationship, not recommendation power but trust. That is what e-commerce people call private traffic, yet many think it means adding friends, blasting coupons and pushing sales every day. Valuable private traffic is like this pharmacy owner: understanding you, listening, then recommending what you really need. Three reflections: low prices aren't a master key, trust is the pass; brands must think about keeping people, not just attracting them; and in people, product and place, people matter most.
Read full English version →最近在做市场调查，看到一个很有趣的案例。
L'Oréal 的一款产品，Revitalift Triple Action Serum，在 Shopee 官方旗舰店卖 RM55.50，整整对折促销。
但我在一家线下药房看到同一款产品，卖 RM71.90。你可能以为这么明显的价格差，线下肯定卖不动。
结果我问了药房老板，他说：「其实这个还蛮好卖的。」
我一开始也愣了一下。
我们一直以为：价格就是王道，便宜才有人买。但现实不是这样。
因为顾客不是在比价，而是在做选择。
在 Shopee 上，确实什么都便宜，但你必须自己研究、看评论、担心真假、担心适不适合自己。
而在药房，老板看着你皮肤状态、听你讲困扰，再推荐你适合的产品。不是谁进来就推同一款，也不会硬推。
真正能溢价的，不是商品，是关系；不是推荐力，而是信任感。
这就是我们电商常说的「私域」，但很多人误会私域等于疯狂加好友、群发优惠券、天天催买买买。
可是真正有价值的私域，是像这个药房老板一样，懂你、听你、然后再推荐你真正需要的东西。
那种关系，就算贵 RM16.40，顾客也觉得安心、值得。
几点反思：
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低价不是万能钥匙，信任才是通行证。 （有信任，才有复购；有关系，才有溢价。）
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做品牌和做电商不能只想着「引流」，要想「留人」。 （留不住人，流量再便宜都没用。）
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所谓「人货场」，最重要的还是「人」。 （产品再好、场景再酷，如果没有一个值得信任的「人」去沟通和推荐，终究只能靠价格打架。）
你可能忘记是谁给你最低价，但你一定记得是谁帮你解决了问题。