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I can take questions at this point. Answer one question.
大家现在可以向我提问。就问一个问题
Yeah. One question? So one question online was,
我在网上看到一个问题
if your users have a product that they're already somewhat comfortable with,
在你进入这个市场之前，人们已经在用着一些不错的产品
how do you get them to switch to your's?
那么你如何让这些用户成为你的客户呢？
Right so, there's a switch over costs. I'll tell you the example of Homejoy.
好的，这就需要用到转换成本。给大家举一个Homejoy的例子
So, Homejoy, we actually were creating a new market in the sense that
有两种情况，如果客户之前从没有
a lot of our initial users never had cleaning before.
雇佣别人打扫房间的话
So, it was pretty simple to get them on board.
那么说服他们选择Homejoy是比较容易的
And a lot of people who have cleaners already, really trust their cleaner and they will.
实际上，很多人之前有过请别人打扫房间的经历，已经有了熟悉信任的清洁公司
To get them to come and use something else is actually, probably the most difficult task in the world.
要想得到这些客户这是非常非常困难的
And so, when you're billing things and trying to get people to switch over to you,
那么如何使这部分人转变呢？
what you really need to do is find the moments where your product or what your offering is much better
那么你就要找到你的产品优于其他产品的地方
or very much differentiated from the existing solution they have.
或者说你们的解决问题方案与众不同
So, an example is someone who had a regular cleaner
例如，有位用户之前有一位固定的清洁工为他打扫
and maybe they had a party one day and they needed a cleaning almost the next day.
某一天，他举办了一场派对，第二天需要整理派对现场
And because Homejoy, in most of the areas has next day availability,
Homejoy当时的日程安排比较宽裕
they would just come to Homejoy and use it, because they knew they couldn't get their regular cleaner.
而那位固定的清洁工没有时间。于是，这个用户就选择了我们为他打扫
And once they start using the product, then that's when they start realizing the advantage,
一旦他选择了我们，就会发现我们的优势
the little advantages of using Homejoy which adds up to a big advantage.
日积月累，慢慢地就会发现用Homejoy有很多方便
So, a lot of things are, realizing that, leaving cash out, or leaving checks was really annoying,
比如，以前用现金或者是支票结账很不方便
and so billing through online payments was more convenient.
现在Homyjoy可以用网上支付，更加便捷
Being able to book, cancel, and reschedule, according to your own schedule was very convenient and so and so forth
在网上还可以预定、取消或者是修改预定时间完全根据用户的时间，非常方便
And so, it's just, it's really hard to, a lot of people when they build the product,
很多人在设计产品的时候
they're like, and these 50 things are better than, a little bit better than, the existing solution.
想让它有50多个优点优于传统的产品
It's really hard, even if the benefits outweigh the switch-over costs.
但是即使成果高于转换成本，接受度也会受到影响
It's really hard to actually tell that to a user
要想让客户把一种新产品的
and try to get them to aggregate all those benefits over many little things.
所有优点都接受这是非常困难的
It's better to just have one or two things that clearly differentiate yourself from the product so.
起初最好只有一两个明显优势
Thank you very much. That was awesome.
谢谢。太棒了。
