Koj tau tshaj tawm qee qhov kev twv ntawm qee txoj haujlwm thiab xa tawm ob peb lub tswv yim rau cov neeg siv khoom yav tom ntej, yog li koj nyob ntawm koj txoj kev mus rau txoj kev vam meej, txoj cai? Tsis tas li.
Tau txais kev nug yog ib yam. Hloov cov lus teb rau hauv cov nyiaj ntsuab hauv tuam txhab nyiaj yog lwm yam tag nrho. Txoj kev uas koj lis kev sib cuag thawj zaug, thiab txhim kho kev sib raug zoo tom qab nrog qhov kev cia siab ntawd, yuav muaj kev cuam tshuam loj heev ntawm seb tus neeg siv lead ua puas yog tus neeg siv khoom, los yog poob lub sijhawm.
Nyob rau hauv lub lag luam department ntawm loj corporations, hloov pauv tus nqi - feem pua ntawm cov lus nug uas tau hloov mus rau hauv kev muag khoom - tau lees paub qhov tseem ceeb heev. Thiab nws yooj yim pom vim li cas. Yog tias koj twb tau cog lus rau koj tus kheej rau kev tshaj tawm kev lag luam loj, tau txais qhov rov qab los ntawm qhov kev nqis peev no nyob ntawm qhov tau txais qhov zoo tshaj plaws hloov pauv tau.
Txhawm rau nce tus naj npawb ntawm kev hloov pauv, cov tuam txhab lag luam no yuav nqis peev ntau hauv kev sim tshawb nrhiav kev sib txawv rau kev lag luam, tuav cov pab pawg tsom nrog cov neeg siv khoom yav tom ntej, thiab ntau yam ntxiv. Tag nrho cov no raug nqi nyiaj, tab sis yog tias nws ua rau kev hloov pauv tus nqi nce ntxiv, nws yog txhua yam tsim nyog. Kev muag khoom ntau txhais tau tias muaj nyiaj ntau hauv lub txhab nyiaj, thiab muaj txiaj ntsig ntau dua rau kev nqis peev uas paub.
Rau freelancers, maximizing conversion nqi tej zaum tseem ceeb dua. Tom qab tag nrho, koj tsuas yog yuav tau txais qee qhov lus teb tsim nyog rau ib qho kev sib tw tshwj xeeb, yog li koj tsis muaj peev xwm muab pov tseg ib qho ntawm lawv. Koj yuav tsum tau yaum cov neeg muaj peev xwm no tias lawv tau ua qhov yog hauv kev tiv tauj koj, thiab hais tias lawv xav tau koj kev pab sai li sai tau.
Hauv kab lus kawg, Kuv hais 'cov lus teb tsim nyog', thiab qhov no yog ib qho teeb meem tseem ceeb uas yuav tau xav txog. Thaum koj tuaj yeem tau txais qee qhov kev nug, tsis yog txhua tus ntawm lawv yuav yog qhov kev cia siab loj. Inevitably, koj yuav ntsib ib co uas yog idly xav paub, lossis tej zaum txawm tshawb nrhiav lawv tus kheej cov phiaj xwm rau kev ua haujlwm yav tom ntej. Koj tuaj yeem pom tias qhov kev sib cuag yog ib tus neeg junior, thiab cov kev txiav txim siab tiag tiag yuav raug txiav txim siab ntxiv rau cov saw hlau.
Yog tias nws pom tseeb tias qhov kev cia siab tsis yog tus neeg yuav khoom loj, los yog muaj kev cia siab uas koj tsis tuaj yeem ntsib (xws li tus nqi qis heev, kev tsim nyog koj tsis muaj, cov hnub kawg nruj heev), ces tsis kam lees, thiab hais kom lawv sim lwm qhov. Yog tias koj pom tias koj yuav tsum tau tham nrog ib tus neeg siab dua li ntawm hierarchy, sim teem caij ntsib nrog ib tug neeg laus dua.
OK, yog li koj tau ua txhua yam ntawd, thiab tam sim no koj muaj qhov tseeb, tsim nyog prospect xav ua lag luam nrog koj. Lawv tau txais lub cuab yeej, tab sis koj yuav ua li cas kom paub tseeb tias lawv tsis tau tawm ntawm tus nuv ua ntej koj rub lawv hauv? Cia peb kawm paub.
Muab qhov kev xav zoo
Peb txhua tus paub qhov siab tshaj plaws uas koj tsis tau txais lub sijhawm thib ob los ua thawj qhov kev xav. Txawm li cas los xij qhov tseem ceeb ntawm kev sib cuag thawj zaug yog tej zaum tseem ceeb dua uas peb paub.
Kev tshawb fawb qhia tau hais tias peb yeej ua rau peb lub siab xav txog tib neeg hauv thawj feeb ntawm kev ntsib lawv. Peb txiav txim siab snap, raws li lawv cov tsos, yam, mus kom ze thiab hais lus. Thiab ib zaug entrenched, cov kev xav no nyuaj heev los hloov. Hauv ntiaj teb online no tsuas yog qhov tseem ceeb thiab cov lus ntawm koj txoj haujlwm twv, koj qhov kev xav tau thiab koj cov ntaub ntawv khaws tseg yog thawj qhov kev xav zoo uas cov neeg siv khoom yuav tau txais ntawm koj.
Yog li nco ntsoov pib ntawm daim ntawv zoo thiaj li yooj yim rau tag nrho cov txheej txheem kev muag khoom hloov dua siab tshiab. Ua qhov kev xav zoo pib nrog thawj zaug uas lub zeem muag tau ntsib.
Thawj qhov kev sib cuag
Cia peb xav txog tias koj tau twv rau ib txoj haujlwm tshwj xeeb los ntawm peb cov ntaub ntawv VIP txoj haujlwm, and someone replies to your proposal with some followup questions. In today’s world, they are likely to respond initially either by a skype call or by email.
Your office should also be away from the noise of domestic life. However ‘natural’ it may sound to have your children playing in the background, it’s unlikely to impress a prospective client. If you’re wondering whether someone on the other end of the call can hear that TV in the other room, rest assured that they can.
If you can answer the call in your company’s name, so much the better. The prospective client may well be aware that you’re a one-man band, but the fact that you portray a professional image will be very reassuring.
How do you sound on the phone? Probably not as cool and authoritative as you may think.
Try recording a few of your phone conversations and playing them back. You are likely to find that your speech is full of umms, aahs and repetitions of pet phrases. If you can learn to cut these out and speak with confidence, you will make a much better impression.
Ua raws li
Once the prospect has made the first move, you need to develop the opportunity by following up in a professional manner. If the client contacts you by email, call them back on the phone – unless they specifically ask you to reply by email. The call allows you to make more of an impact with expressions, discussion and tone of voice.
If you do reply by email, try to overcome the limitations of this form of communication. Handled badly, email xov xwm tuaj yeem hla dhau los ua txias thiab tsis yog tus kheej - tab sis nws tsis tas yuav zoo li ntawd. Txais yuav ib tug phooj ywg mus kom ze, siv cov lus luv luv thiab cov lus txhua hnub. Tham txog yuav ua li cas 'Kuv tuaj yeem pab koj', thiab nco ntsoov ua tsaug rau lub zeem muag kom tau txais kev sib cuag thiab kev txaus siab.
Yog tias lub zeem muag nug koj kom xa cov qauv hauv kev tshaj tawm lossis email, xaiv koj cov qauv zoo tshaj plaws thiab siv sij hawm los tsim kev nthuav qhia zoo. Tus neeg no twb yog ib nrab txoj kev los ua tus neeg siv khoom, yog li nws tsim nyog siv sijhawm thiab siv zog los ua qhov no zoo.
Thiab tsis txhob ncua. Yog ib tug neeg qhia txog kev txaus siab, teb tam sim ntawd thaum lawv qib kev txaus siab tseem siab. Yog koj teb qeeb, koj tuaj yeem pom tias koj cov neeg siv khoom muaj peev xwm poob kev txaus siab, los yog coj tau txiaj ntsig kev cai rau lwm qhov.
Ntsib qhov kev cia siab
Yog tias koj tuaj yeem npaj lub rooj sib tham nrog koj tus neeg yuav khoom, koj muaj lub sijhawm zoo los ua qhov kev xav thiab yaum cov neeg siv khoom los yuav koj cov kev pabcuam. Thaum nws muaj peev xwm tam sim no los ua haujlwm rau cov neeg siv khoom koj tsis tau ntsib, koj yeej yuav muaj qhov zoo dua yog tias koj tuaj yeem tsim kev sib raug zoo ntawm lub ntsej muag.
Qhov tseem ceeb tshaj plaws hauv kev ua kom lub rooj sib tham ua tiav yog nyob rau hauv kev npaj. Siv qee lub sijhawm los tshawb fawb cov neeg siv khoom lag luam, siv Internet thiab tau txais cov ntaub ntawv muaj feem xyuam, lwm. Xyuas kom koj paub yuav ua li cas nrhiav tau lub tuam txhab, tso cai rau ntau lub sijhawm rau ncua sijhawm thiab lwm yam teeb meem. Nws zoo dua tuaj txog ib teev ntxov, thiab nres qhov chaw rau kas fes, tshaj li tig mus txog tsib feeb lig - npau taws thiab ua tsis taus pa.
Nws yog tag nrho ntawm koj yuav hnav li cas rau lub ntsej muag no mus ntsib cov rooj sib tham tab sis yog tias tsis ntseeg sim ua kom ntse dua li qub, qhov tseem ceeb yog qhov kev xav ntawm cov neeg siv khoom. Txawm hais tias koj xaiv cov khaub ncaws ncaj ncees, Nws yog ib qho tseem ceeb uas yuav tau xyuam xim rau cov ntsiab lus xws li ntxuav koj nkawm khau. Lub sijhawm thiab kev saib xyuas koj siv rau koj tus kheej yuav raug suav tias yuav cuam tshuam lub sijhawm thiab kev saib xyuas koj nqis peev hauv koj txoj haujlwm.
Tej zaum koj yuav ntshai yog tias koj ntsib qhov kev cia siab tseem ceeb lossis yog tias koj tshiab rau kev lag luam ntawm kev ywj pheej. Qhov no yog ib txwm zoo kawg nkaus, thiab yuav tsum tsis txhob txhawj koj unduly. Cia li sim thiab hais lus nrog kev ntseeg siab, thiab muab qhov kev xam phaj koj txhaj tshuaj zoo tshaj plaws.
Tus kheej kov uas tau txais txiaj ntsig.
Cov neeg ua lag luam nrog cov neeg uas lawv nyiam
Nws yog lwm lub lag luam maxim, tab sis dua nws tuav ntau qhov tseeb. There are plenty of freelancers to choose from, so why do business with someone they don’t get on with?
That doesn’t mean you have to possess a winning smile or a fantastic sense of humor to get on with people. It means that you need to put some effort into building a business relationship that benefits both parties. To do this, you have to be prepared to ‘give’ something to the client. You need to be friendly, approachable, and understanding.
Qhov tseeb, you won’t go too far wrong if you follow the Ten Commandments of Human Relations.
1. Speak to people. There is nothing as nice as a cheerful word of greeting.
2. Smile at people. It takes 72 muscles to frown, only fourteen to smile.
3. Call people by name. The sweetest music to anyone’s ears is the sound of his or her own name.
4. Ua phooj ywg thiab pab tau. Yog koj xav tau phooj ywg, ua phooj ywg.
5. Ua siab ntev. Hais thiab ua raws li txhua yam koj ua yog kev txaus siab tiag tiag.
6. Txaus siab rau cov neeg tiag tiag. Koj tuaj yeem nyiam yuav luag txhua tus yog tias koj sim.
7. Ua siab dav qhuas, ceev faj nrog kev thuam.
8. Ua tib zoo xav txog tej kev xav ntawm lwm tus. Feem ntau muaj peb sab rau kev sib cav; koj, lwm tus neeg thiab tus yog.
9. Npaj txhij los muab kev pabcuam. Qhov suav feem ntau hauv lub neej yog qhov peb ua rau lwm tus.
10. Ntxiv rau qhov no kom muaj kev lom zem zoo, ib tug loj npaum li cas ntawm kev ua siab ntev thiab ib tug dash ntawm kev txo hwj chim,
thiab koj yuav tau txais nqi zog ntau zaus.
Ua txhua qhov kev sib cuag
Tsis txhob xav tsis thoob yog tias koj tus neeg siv khoom tsis tau pib sau daim ntawv xaj tam sim ntawd. Xaiv ib tus neeg ua haujlwm ywj pheej tuaj yeem yog qhov kev txiav txim siab tseem ceeb uas muaj kev cuam tshuam ntau dua li tus nqi yooj yim ntawm koj lub sijhawm. Cov haujlwm uas koj tsim yuav feem ntau yog ib feem ntawm qhov loj dua, uas tuaj yeem cuam tshuam loj yog tias koj tsis xa cov khoom.
Yog li muab lub sijhawm rau yav tom ntej los ua kom xis nyob nrog koj cov style thiab mus kom ze. Qhov no tej zaum yuav muaj ntau tshaj ib lub rooj sib tham, los yog ib tug xov tooj los yog email sib tham.
Txhawm rau ua kom tau qhov zoo tshaj plaws ntawm txhua qhov kev sib cuag no, xav txog koj tus kheej li tus kws pab tswv yim, tsis yog tus neeg muag khoom. Koj yuav tsum tau pab tus neeg siv khoom los ntawm 'kev sab laj muag' - muab kev daws teeb meem rau cov teeb meem tshwj xeeb, tsis yog muag koj cov khoom xwb.
Kom ua tiav qhov no, koj yuav tsum koom nrog lub zeem muag hauv kev sib tham. Mloog nws thaum nws piav raws nraim qhov yuav tsum tau ua, thiab tsom kom tau txais kev nkag siab zoo tshaj plaws. Only then will you be in a position to show how you can resolve these issues and problems with the services that you have to offer.
Kaw qhov muag
Even with the softest and most consultative approach, txawm li cas los xij, you must persuade the customer to purchase your services at some point. Closing the sale is a phrase that immediately brings to mind tough-negotiating sales reps who won’t leave without the order. Yet closing the sale is a natural part of the business process.
Although you can’t force the customer to purchase (and shouldn’t want to), you can take steps to lead the discussion in the right direction.
Muag cov txiaj ntsig
First of all, remember to focus on the benefits you can offer. We looked at this subject earlier in the book, thaum peb tham txog 'muag lub sizzle' thaum npaj koj lub lag luam. Kev ntxhov siab txog cov txiaj ntsig yog qhov tseem ceeb tshwj xeeb thaum koj mus txog qhov muag.
Cov neeg feem ntau tsis meej pem nrog cov txiaj ntsig, thiab yog li poob ib nrab ntawm lawv qhov kev nthuav qhia. Yog tias koj tab tom nrhiav yuav - hais - lub zog xyaum.
Qhov tseem ceeb rau koj? Puas yog qhov ceev ntawm qhov xyaum, qhov ntau ntawm cov khoom muaj, los yog lub zog ntsuas? Tsis yog. Qhov tseem ceeb tshaj plaws yog lub peev xwm los laum qhov. Ceev, zog, thiab lwm yam tsuas yog cov yam ntxwv uas ua rau koj mus txog lub hom phiaj no.
Tib yam muaj tseeb thaum ua haujlwm ywj pheej. Qhov tseeb tias koj muaj cov txuj ci zoo thiab ntau qhov kev paub txhais tau tias tsis muaj dab tsi hauv nws tus kheej. Cov no tsuas yog 'tus yam ntxwv' uas qhia koj lub peev xwm los ua txoj haujlwm. Yog li thaum muag koj cov kev pabcuam, tsis txhob tsom ntsoov rau yam koj tau ua yav dhau los - tsom ntsoov rau yam koj tuaj yeem ua rau lub zeem muag tam sim no.
Kev tawm tsam
Txawm tias qhov kev cia siab tshaj plaws yuav muaj qee qhov kev tawm tsam uas koj yuav tsum tau kov yeej.
Cov neeg yuav tsum tau txais kev pom zoo tias lawv tau txiav txim siab raug, tias lawv tau txiav txim siab txhua qhov kev nyuaj siab thiab tsis tau saib xyuas qhov tseem ceeb.
Tus yuam sij rau kev tuav cov kev tawm tsam yog kev npaj. Feem ntau ntawm cov teeb meem kev cia siab yuav nce yog kwv yees, uas txhais tau tias koj tuaj yeem ua tiav koj cov lus teb ua ntej. Yog koj tus nqi siab, piv txwv, koj paub tias tus neeg siv khoom tuaj yeem nce tus nqi tawm tsam. Yog tias koj npaj ua ntej, koj tuaj yeem daws qhov no los ntawm kev qhia seb koj txoj haujlwm zoo li cas txhim kho cov txiaj ntsig thiab txo qhov kev pheej hmoo.
Do this methodically. Put yourself in the prospects shoes, and think of every possible objection that could be raised against using your services. Then prepare honest but persuasive arguments that show why this is not really an issue.
If you can counter every objection with a reasonable response, you will remove just about every obstacle to the sale. All that remains then is to…
Nug qhov kev txiav txim
This is something that many people fail to do, but which is critical in getting the sale. If you leave the buying decision solely in the clients’ hands, you will lose business unnecessarily.
If you have been through the processes we have looked at in this chapter, your prospect should be ready to buy. You have understood the problem, suggested a solution and overcome objections. Now don’t throw away all that hard work by failing to ask for the order.
If you think the client is not yet ready to commit to an entire project, suggest starting on a small piece of work as a ‘test’ piece. This reduces the risk to the client, but sets all the wheels in motion for a long-term relationship. Once you have completed the first project successfully, it is highly likely that the client will continue using you, rather than risk starting the process again with another freelancer.
Tsis txhob tso tseg
With the best will in the world, you are not always going to be successful in achieving a sale in the short term. But if you persevere, there is every reason to expect that success will come in due course.
Brian Epstein, the manager of the Beatles, tau raug tsis lees paub los ntawm yuav luag txhua lub tuam txhab sau ntawv hauv tebchaws Askiv thaum sim ua kom tau txais daim ntawv cog lus rau nws pab pawg neeg muaj kev cia siab.
Cov qhab thaum kawg tau kos npe los ntawm kev xyaum ua lub tuam txhab kawg uas nws tuaj yeem sim, ib daim ntawv lo uas ib txwm muag classical music.
Yuav ua li cas yog tias nws tau tso tseg tom qab thawj qhov tsis lees paub, los yog thib peb los sis thib kaum?
Cov neeg muag khoom feem ntau qhia tias txhua qhov 'tsis yog' yog ib kauj ruam ntawm txoj kev mus rau 'yog'. Yog koj npaj siab ua siab ntev, thiab muaj kev pab cuam ntawm tus nqi tiag tiag los muab, koj tuaj yeem cia siab tias ntau yam ntawm koj qhov kev cia siab tshiab yuav kawg dhau los ua cov neeg siv khoom mus sij hawm ntev.
