2015年9月21日 星期一

52週人脈計畫-第7週 掌握經營人脈的10大特性


《 52週人脈計畫 - 第7週 掌握經營人脈的10大特性 》

這星期要用來思考人脈高手的10大特性,以及你該怎麼做才能在各項特性上做得更好:

1.成功的人脈高手在經過引薦之後會迅速把握,並且將結果回報給介紹人。

2.卓越的人脈高手都抱持著具有感染力的正面態度,和他們相處非常有趣。

3.優秀的人脈高手都十分熱忱,他們會努力為自己和朋友創造出理想結果。

4.頂尖的人脈高手完全值得信任,無論在任何條件及狀況下都可以讓人依靠。

5.卓越的人脈高手非常善於聆聽,並且時時都會運用同理心。

6.成功的人脈高手每天24小時都在經營人脈,他們會善用每一個浮現的機會。

7.厲害的人脈高手時時都會對他們的同事及客戶表達誠摯的感謝。

8.頂尖的人脈高手會助人一臂之力,並密切注意能夠增進他人利益的機會。

9.良好的人脈高手非常真誠,會全心關注他人,不會一心多用。

10.本事高強的人脈高手全心全意在經營人脈,他們會創造機會和自己人脈中的成員互動,並且做出成果。


<<關鍵思惟>>


「卓越企業知道如何持續找到合適人才。要提高你的眼界,這麼做的回報會遠遠超過你現在的想像。切記:能夠加入你的口碑行銷團隊是一種榮耀。」── Ivan Misner & Michelle Donovan

「卓越的人脈高手會推動自己的事業向前邁進,但不會全憑一己之力;他們會訂定計畫、努力拓展人脈、加倍努力、了解如何讓自己的時間發揮最大價值、有效傳達自己的訴求、成為專家、善用最有宣傳效果的故事,並且做其他人不想做的事;卓越的人脈高手也不太需要推銷,因為很多人會主動上門,準備掏錢購買。」── Ivan Misner & Michelle Donovan


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Week 7  Master the top ten traits of networking

Spend this week thinking about the top ten traits of master networkers and what you can do to get better at each:

1. Successful networkers follow-up on referrals quickly and give feedback to the referrer.

2. Great networkers have a positive attitude that is contagious. They're fun to be around.

3. Superior networkers are enthusiastic—they make good things happen for themselves and their friends.

4. The best networkers are entirely trustworthy and can be relied on in all circumstances and situations.

5. Great networkers have superb listening skills and apply empathy at all times.

6. Successful networkers are networking 24/7—they take advantage of every opening that presents itself.

7. Effective networkers express gratitude to their associates and clients with sincerity all the time.

8. The best networkers are helpful to others—they keep their eyes and ears open for opportunities to advance other people's interests.

9. Good networkers are sincere. They give people their full attention rather than trying to multi-task.

10. Highly effective networkers are dedicated to working their network. They create opportunities to interact with people in their network and to make things happen.


Key Thoughts

"Great companies know how to keep looking for the right people. Set your sights very high. The payoff to you will be far greater than you can imagine right now. Always remember: It's an honor for someone to be on your word-of-mouth marketing team. "

"Great networkers move their business forward, but they don't do it alone. Great networkers have a plan, work to expand their network, go the extra mile, know how to get the most value for their time, communicate their messages effectively, become the experts, capture their best stories, and do what others don't want to do. Great networkers don't need to do much selling because many people come to them, ready to buy. " — Ivan Misner & Michelle Donovan


2015年9月17日 星期四

52週人脈計畫-第6週 建構人脈資料庫


《 52週人脈計畫 - 第6週 建構人脈資料庫 》

在經過一段期間之後,會很難記清楚誰曾經幫助你讓事業成長、他們曾做過哪些事,以及他們本身的需求有哪些。不要光倚賴自己的記憶,應該要建立資料庫來追蹤這些資訊,並供未來使用。

利用任何一種資料庫、顧客關係管理軟體或其他你熟悉的系統,用來建立你的人脈資料庫,然後開始記錄各種資訊。應該包括的細項有:

.哪些顧客對你感到滿意;

.有哪些職業的人會定期與你的顧客互動;

.誰曾幫你引薦,而引薦的結果又如何;

.誰幫助你建立人脈,以及他們是如何協助的。


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Week 6  Build your networking database

After a little while, it becomes difficult to keep track in your mind of who helped you grow your business, what they did and what their own needs are. Don't try to do that. Instead, set up a database where you can track this information and use it in the future.

Use whatever database or customer relationship management software or other systems you are familiar with to create your own networking database and start recording what's happening. Include details like:

.Who your satisfied customers are.
.What professionals interact with your customers regularly.
.Who gave you referrals and how they turned out.
.Who has helped you network and what they did.


52週人脈計畫-第5週 先付出再求回報


《 52週人脈計畫 - 第5週 先付出再求回報 》

有效經營商業人脈的一個根本原則,就是一定要先為他人付出。如此不僅能和口碑行銷團隊建立良好關係,還能為你納入團隊的所有成員創造出雙贏結果。越積極為自己人脈中的成員製造引薦機會,他們就越會認為你掌握了一些絕佳的資源。

買些名片本,並養成習慣隨身攜帶自己人脈中成員的名片,然後在自己所處的各種場合中找機會發送這些名片。

寄一封簡短信函給全部的現有顧客,在信中列出自己人脈中的所有成員。向顧客推崇他們可靠、有職業道德,而且又專業。提供機會讓你的顧客和團隊成員接觸。


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Week 5  Give before you get

A cornerstone principle of effective business networking is you always give to others first. Not only will this build the relationship you have with your word-of-mouth marketing team, but it will create a solid win-win outcome for everyone you involve. The more active you become in generating referrals for the people in your network, the more they will come to view you as the gatekeeper to some great resources.

■Buy some card carriers and get into the habit of carrying the business cards of the other people in your network wherever you go. Look for opportunities to hand these out in all the different settings you find yourself in.



■Send a simple letter to all your current clients with a list of the people in your network. Recommend them as being credible, ethical and professional. Offer to put your own clients in touch with all your team members.



2015年9月2日 星期三

52週人脈計畫-第4週 招募口碑行銷團隊

《 52週人脈計畫 - 第4週 召募口碑行銷團隊 》
第4週  召募口碑行銷團隊

現在你已經清楚界定出理想客戶的類型,
下一步則必須建立為他們量身訂做的行銷團隊,藉以接觸這類客戶。

召募時得精心挑選人才,由具備活力與熱忱、能夠幫你推動經營人脈活動的成員組成堅強團隊。理想上,口碑行銷團隊的成員要具備下列條件:

.會定期與理想客戶互動;
.非常了解你並信任你;
.受到高度敬重,因此具有影響力;
.有親自接觸你商品的經驗。

在建立你的口碑行銷團隊時,要設法妥善結合不同社交性格的人。
試著納入:

.推廣大使──對你的商品具有熱忱的人;

.企業主──能夠成為其他人典範的人;

.使徒──在某種能力上特別擅長的人;

.有力人士──意見會廣泛受到敬重的人。

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Week 4  Recruit a word-of-mouth marketing team

Now that you've clarified what your ideal clients look like, you next need to put together your own personalized marketing team to get through to these kind of people. Be selective in doing this and put together a strong team who will be able to propel your networking activities forward with vigor and enthusiasm. Ideally, you want word-of-mouth marketing team members:


.Who interact with your preferred clients on a regular basis.

.Who know you well and trust you.

.Who are highly respected and therefore influential.

.Who have firsthand experience with your offerings.


In putting together your word-of-mouth marketing team, try to get a good mix of the different types of networking personalities. Try to include:
.Evangelists—people who are passionate about your offering.
.Business owners—who can serve as role models.
.Apostles—people who are highly skilled in some competency.
.Influencers—those whose opinions are widely respected.

52週人脈計畫-第3週 設定理想客戶的類型

《 52週人脈計畫 - 第3週 設定理想客戶的類型 》

第3週 設定理想客戶的類型
每一家企業都會有理想客戶,也就是你喜愛往來的對象。

利用這星期的時間製作書面的理想顧客描述,
其中要記錄以下幾點:
.這些客戶分布的地區等屬性資料;
.他們通常所屬的產業或職業;
.讓這些客戶與眾不同的特質。

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Week 3  Profile your preferred client

Every business has preferred clients—people you love doing business with.

Take the time this week to develop a written profile of who your ideal customers are. 

Write down:

.Where these clients are located and other demographics.
.What industry or profession they tend to be in.
.What it is makes these clients stand out.