2016年11月23日 星期三

52週人脈計畫 -第45週  運用自己的影響力去解決問題



第45週  運用自己的影響力去解決問題

如果你已經具備良好的人脈、備受尊敬、又是業界的專家,卻從來不曾運用這些優點的話,那又有什麼意思呢?你這週的任務便是要找出自己人脈中遭遇問題的成員,並協助對方解決。該怎麼做?你可以直接問當事人、觀察周遭的狀況、做一些研究,還有和其他業界人士討論。

當你發覺問題並鎖定自己想要協助的對象之後,就要想一些有創意的方法,讓你得以運用自己的專業地位來幫助他們。可能的方式有:
.可以寫一封信表達支持;
.可以支持他們正在從事的公益活動;
.可以寫封信給某個刊物的編輯;
.可以向當地的市議會請願,要求改變;
.可以寫信給產業期刊的編輯;
.可以推動公開的活動表示支持;
.可以扮演某種催化變革的角色;
.可以接觸其他人並取得他們的支持;
.做一切幫得上忙的事。





Week 45  Use your influence to solve problems

What's the fun of being well networked, highly regarded and an expert in your field if you don't use it? Your assignment this week is to find a member of your network who has a problem and help them solve it. How do you do that? Ask them. Look around. Do some homework. Talk to other people in the same industry.

Once you uncover a problem and decide who your preferred target is, think of some creative ways you can use your professional status to help them. Possibilities:
.You might write a letter of support.
.You might support some cause they are active in.
.You might write a letter to the editor of a publication.
.You could petition your local city council for changes.
.You might write to the editor a trade journal.
.You could launch a public showing of support on some matter.
.You could act as a catalyst for change in some way.
.You might approach others and enlist their support.
.You can do anything that is appropriate to get involved.

2016年9月30日 星期五

52週人脈計畫 -第44週  善用其他和你往來的公司



第44週  善用其他和你往來的公司

這週的首要工作是要列出你固定往來的公司。從資金的流向來看,你可能是某家公司每個月消費數百美元甚至數千美元的顧客。現在要反過來,想想這些公司能夠如何協助你這位忠實顧客。他們可能願意幫你發行的快報提供一些內容;可能願意在他們的櫃台上擺放你的名片;也可能願意贊助你下一次拓展人脈的活動。挑一家公司並向對方提出自己的想法,看看能夠得到什麼樣的回應。最壞的結果便是遭到他們拒絕,但是成果也可能會相當豐富。




Week 44  Capitalize on other companies you deal with

Job #1 for this week is to draw up a list of the companies you do business with on a regular basis. If you follow the money trail, you might be spending hundreds or even thousands of dollars each month as a customer of that business. Now turn it around and consider what those businesses can be doing to help you, their loyal customer. They might be willing to contribute something to your newsletter. Or they might display your business cards on their counter. Or perhaps they will sponsor your next networking event. Pick one establishment and approach them with some ideas and see where that takes you. The worst they can do is say no, but the upside potential is quite substantial.

52週人脈計畫 -第43週  採取主辦人的心態



第43週  採取主辦人的心態

這週要努力調整你的心態,每當你參加能夠拓展人脈的活動時,不要帶著和大多數人相同的心態去參加,而是要像個主辦人。提早到達現場,並去認識負責主辦的人員,了解會場陳設和活動預計的流程。找出有哪些人可能會參加,然後去招呼隨後蒞臨的來賓,幫助他們進入狀況。設定目標至少要介紹3個人給他們素不相識的人,然後等待他們的善意回應。要表現得像是活動的主辦人,而不是一心只想著認識別人拉生意的樣子。




Week 43  Adopt the attitude of a host

Work this week at changing your mind-set. Whenever you attend a networking event, don't approach it like the majority of people would. Instead, act like a host. Get there early and meet the people who are in charge. Learn the layout of the venue and get some idea of the flow of planned events. Find out who is expected to attend. Then greet others who arrive later and help them get into the flow of everything. Set a goal to introduce at least three people to someone they have never met before and then sit back and wait for them to respond in kind. Act more like an event host and less like a desperate networker trolling for business.

2016年9月12日 星期一

52週人脈計畫 -第42週  時時請客戶提供意見



第42週  時時請客戶提供意見

本週的任務是請客戶提供意見。請他們指出你事業的優點和缺點,然後採取行動以改善現狀。製作一些簡單的工具(或許可以運用網路民調),讓你可以定期與顧客接觸,並了解他們希望見到哪些改善。如果能將意見蒐集流程整合到你的銷售制度當中,那就更理想了。


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Week 42  Always ask for feedback from clients

Your assignment this week is to ask your clients for feedback. Ask them to identify your business's strengths and weaknesses. Then get into action making things better. Create simple tools (perhaps involving an online survey) that you can use to periodically check in with customers and get their ideas on improvements they'd like to see. Even better, integrate a feedback process right into your sales system.

2016年9月9日 星期五

52週人脈計畫 -第41週  不要怕自吹自擂



第41週  不要怕自吹自擂

當你和口碑行銷團隊碰面時,他們最有可能會問你的3個問題是:
.「最近狀況如何?」
.「有什麼新鮮事?」
.「生意如何?」

這週的任務是想出一些比:「一切都很順利。我忙翻了!」或是「還不錯。」更好的答案。不要讓大家在離開時覺得你太忙了、無法應付他們的引薦,因此你必須事先準備好理想的答案。以下提出一些建議:

「最近狀況如何?」

「日子還過得去。我的生意一直有進展,但我還是一直對新的機會有興趣。」
「有什麼新鮮事?」

「嗯,我正在參加一項有趣的訓練課程,讓我產生了一些新的想法。我也正在找機會發表一些自己寫的文章。」

「生意如何?」

「業績有成長,因為我今年有8位新客戶,但是我原本的目標是20位。還有,我也在找新的員工。」


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Week 41  Don't be afraid to toot your own horn

When you meet with your word-of-mouth marketing team, the three questions they are most likely to ask you are:
."How's it going?" 
."What's new?" 
."How's business?" 

Your assignment this week is to come up with better answers than: "Things are going great. I'm swamped!" or "Fine. " You don't want people to walk away thinking you're too busy to attend to their referrals, so you need to have some good answers ready to roll in advance. Some suggestions:

"How's it going?"

"Life is good. My business is moving ahead, but I'm always interested in new opportunities. "

"What's new?"

"Well, I'm involved in an interesting training course at the moment that has brought some new ideas in mind. I'm also looking for opportunities to publish some articles of my own. 

"How's business?"

"Sales are up as I've got eight new clients this year, but my goal was to get twenty. I'm also looking for new staff. "

2016年9月1日 星期四

52週人脈計畫 -第40週  撰寫事業簡介



第40週  撰寫事業簡介

當你的口碑行銷團隊成員向他們的朋友或同事提起你的時候,他們可能不知道該說些什麼。幫幫他們的忙,你這週的任務就是寫出可以讓他們運用的事業簡介。應該納入幾項的重要資訊有:
.你的事業名稱;
.你提供的商品;
.你的某些認證和成就;
.你的宗旨或目標;
.最近曾協助的知名客戶;
.其他有趣的數據和想法。



Week 40  Write a personal introduction

6When people in your word-of-mouth marketing team talk about you to their friends and associates, they probably don't know what to say. Help them out. Your assignment this week is to write a personal introduction you can give them to use. Key bits of information to include would be:
.The name of your business.
.What you offer.
.Some of your credentials and accomplishments.
.Your mission statement or purpose.
.Noteworthy clients you have helped lately.
.Other interesting facts and ideas.

2016年8月29日 星期一

52週人脈計畫 -第39週  寫下2則成功故事



第39週  寫下2則成功故事

這週要花點時間寫下幾則故事,在故事中你的事業就是最佳主角,為顧客締造了不起的成果。稍稍加油添醋也無妨,但是內容必須真實而且正確。接著就要把這些故事散布到你的口碑行銷團隊中,當他們讀到這些故事,就會讓他們想起其他狀況類似、可能需要你幫助的人。這樣也會讓他們在腦子裡更清楚想像出你的理想顧客屬於哪種類型,這當然不是件壞事。





Week 39  Write down two success stories

Spend some time this week putting down on paper some stories in which your business is the hero and you achieve some amazing things for customers. Ham it up, but be factual and accurate in what you say. You then take these stories and circulate them to your word-of-mouth marketing team. As they read your stories, it will jog their memories on other people in similar situations you might be able to help. It will also sharpen in their mind their view of who your perfect client is, which can't be a bad thing at all.