ທ່ານໄດ້ລົງທືນການປະມູນໃນບາງວຽກແລະສົ່ງຂໍ້ສະເຫນີຈໍານວນຫນຶ່ງໃຫ້ກັບລູກຄ້າໃນອະນາຄົດ, ດັ່ງນັ້ນເຈົ້າຢູ່ໃນເສັ້ນທາງຂອງເຈົ້າໄປສູ່ຄວາມສໍາເລັດ, ຖືກຕ້ອງ? ບໍ່ຈໍາເປັນ.
ການໄດ້ຮັບການສອບຖາມແມ່ນສິ່ງຫນຶ່ງ. ການປ່ຽນການຕອບສະ ໜອງ ນັ້ນເປັນເງິນສົດໃນທະນາຄານແມ່ນສິ່ງອື່ນອີກ. ວິທີທີ່ທ່ານຈັດການກັບການຕິດຕໍ່ເບື້ອງຕົ້ນ, ແລະພັດທະນາຄວາມສໍາພັນຕໍ່ມາກັບຄວາມສົດໃສດ້ານນັ້ນ, ຈະມີຜົນກະທົບອັນເລິກເຊິ່ງກ່ຽວກັບວ່າຜູ້ນໍາພາກາຍເປັນລູກຄ້າ, ຫຼືໂອກາດທີ່ສູນເສຍໄປ.
ໃນພະແນກການຕະຫຼາດຂອງບໍລິສັດໃຫຍ່, ອັດຕາການປ່ຽນແປງ – ອັດຕາສ່ວນຂອງການສອບຖາມທີ່ຕົວຈິງແລ້ວໄດ້ປ່ຽນເປັນການຂາຍ – ແມ່ນໄດ້ຮັບຮອງເອົາເປັນບູລິມະສິດສູງຫຼາຍ. ແລະມັນງ່າຍທີ່ຈະເບິ່ງວ່າເປັນຫຍັງ. ຖ້າທ່ານໄດ້ໃຫ້ຄໍາຫມັ້ນສັນຍາກັບຕົວທ່ານເອງໃນການໂຄສະນາການຕະຫຼາດທີ່ສໍາຄັນ, getting a return on that investment depends on getting the best possible conversion rate.
To increase the number of conversions, such companies will invest heavily in testing exploring different approaches to marketing, holding focus groups with prospective customers, and a great deal more. All this costs money, but if it results in the conversion rate increasing significantly, it’s all worthwhile. More sales mean more money in the bank, and a greater profit for a known investment.
For freelancers, maximizing conversion rates is perhaps even more important. ຫລັງຈາກນັ້ນ, you are likely to get only a handful of qualified responses to a particular campaign, so you can’t afford to throw any of them away. You need to convince these potential clients that they did the right thing in contacting you, and that they need your help as soon as possible.
In the last paragraph, I mentioned ‘qualified responses’, and this is an important issue to consider. While you may get a certain number of inquiries, not all of them will be serious prospects. Inevitably, you will encounter some who are just idly curious, or perhaps even researching their own plans for a future career. You may find that the contact is someone junior, and the actual decisions will be made further up the chain.
If it becomes clear that the prospect is not a serious buyer, or has expectations that you cannot meet (such as very low prices, qualifications you don’t have, extremely tight deadlines), then politely decline, and suggest they try elsewhere. Should you discover that you really need to speak to someone higher up the hierarchy, try to arrange a meeting with a more senior person.
OK, so you’ve done all that, and you now have a genuine, qualified prospect interested in doing business with you. They’ve taken the bait, but how do you ensure that they don’t get off the hook before you reel them in? Let’s find out.
Delivering the right impression
We all know the maxim you don’t get a second chance to make a first impression. Yet the importance of that first contact is perhaps far more important that we realize.
Research shows that we do indeed make up our minds about people within the first minute of meeting them. We make a snap decision, based on their appearance, manner, approach and speech. And once entrenched, those opinions are very difficult to shift. In the online world this is just as important and the wording of your job bid, your resume and your portfolio are the first impression potential clients are going to get of you.
So be sure to start on a positive note in order to ease the whole sales conversion process. Making the right impression begins with the very first time the prospect gets in touch.
The initial contact
Let’s imagine that you’ve bid on a particular job from our VIP job database, ແລະບາງຄົນຕອບກັບຂໍ້ສະເໜີຂອງເຈົ້າດ້ວຍຄຳຖາມຕິດຕາມ. ໃນໂລກມື້ນີ້, ພວກເຂົາເຈົ້າມີແນວໂນ້ມທີ່ຈະຕອບສະຫນອງໃນເບື້ອງຕົ້ນບໍ່ວ່າຈະໂດຍການໂທຫາ skype ຫຼືທາງອີເມລ໌.
ຫ້ອງການຂອງທ່ານກໍ່ຄວນຈະຢູ່ຫ່າງຈາກສິ່ງລົບກວນຂອງຊີວິດພາຍໃນປະເທດ. ແນວໃດກໍ່ຕາມ 'ທໍາມະຊາດ' ມັນອາດຈະສຽງທີ່ຈະໃຫ້ລູກຂອງທ່ານຫຼິ້ນໃນພື້ນຫລັງ, ມັນບໍ່ຫນ້າຈະປະທັບໃຈລູກຄ້າໃນອະນາຄົດ. ຖ້າເຈົ້າສົງໄສວ່າມີຜູ້ໃດຜູ້ໜຶ່ງຢູ່ປາຍສາຍຂອງສາຍໂທສາມາດໄດ້ຍິນໂທລະພາບນັ້ນຢູ່ໃນຫ້ອງອື່ນຫຼືບໍ່, ຫມັ້ນໃຈໄດ້ວ່າເຂົາເຈົ້າສາມາດເຮັດໄດ້.
ຖ້າເຈົ້າສາມາດຮັບສາຍໃນຊື່ບໍລິສັດຂອງເຈົ້າ, ດີກວ່າຫຼາຍ. ລູກຄ້າໃນອະນາຄົດອາດຈະຮູ້ດີວ່າເຈົ້າເປັນກຸ່ມຄົນດຽວ, ແຕ່ຄວາມຈິງທີ່ວ່າທ່ານສະແດງຮູບພາບທີ່ເປັນມືອາຊີບຈະເປັນຄວາມຫມັ້ນໃຈຫຼາຍ.
ເຈົ້າສຽງຢູ່ໃນໂທລະສັບແນວໃດ? 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.
Following up
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, an email message can come across as being cold and impersonal – but it doesn’t have to be like that. Adopt a friendly approach, using short words and everyday phrasing. Talk about how ‘I can help you’, and be sure to thank the prospect for getting in touch and taking an interest.
If the prospect asks you to send samples in the post or by email, pick your best examples and take some time to create a quality presentation. This person is already half way to becoming a customer, so it’s well worth taking the time and effort to do this well.
And don’t delay. If someone expresses an interest, respond immediately while their level of interest is still high. If you are slow in replying, you may find that your potential customer has lost interest, ຫຼືເອົາກຳໄລຕາມປະເພນີຢູ່ບ່ອນອື່ນ.
Meeting the prospect
ຖ້າທ່ານສາມາດຈັດກອງປະຊຸມກັບລູກຄ້າໃນອະນາຄົດຂອງທ່ານ, ທ່ານມີໂອກາດທີ່ດີທີ່ຈະສ້າງຄວາມປະທັບໃຈແລະຊັກຊວນໃຫ້ລູກຄ້າຊື້ບໍລິການຂອງທ່ານ. ໃນຂະນະທີ່ມັນເປັນໄປໄດ້ໃນປັດຈຸບັນທີ່ຈະເຮັດວຽກສໍາລັບລູກຄ້າທີ່ທ່ານບໍ່ເຄີຍພົບ, ເຈົ້າຈະມີຄວາມໄດ້ປຽບສະ ເໝີ ຖ້າເຈົ້າສາມາດສ້າງຄວາມສໍາພັນກັບໃບຫນ້າ.
ປັດໄຈທີ່ໃຫຍ່ທີ່ສຸດໃນການຮັບປະກັນການປະຊຸມທີ່ປະສົບຜົນສໍາເລັດແມ່ນຢູ່ໃນການກະກຽມ. ໃຊ້ເວລາບາງເວລາເພື່ອຄົ້ນຄວ້າບໍລິສັດລູກຄ້າ, ການນໍາໃຊ້ອິນເຕີເນັດແລະໄດ້ຮັບແຜ່ນພັບທີ່ກ່ຽວຂ້ອງ, ແລະອື່ນໆ. ໃຫ້ແນ່ໃຈວ່າເຈົ້າຮູ້ວິທີການຊອກຫາບໍລິສັດ, ອະນຸຍາດໃຫ້ໃຊ້ເວລາຫຼາຍສໍາລັບການຊັກຊ້າແລະບັນຫາອື່ນໆ. ມັນດີກວ່າທີ່ຈະມາຮອດກ່ອນເວລາໜຶ່ງຊົ່ວໂມງ, ແລະຢຸດບາງບ່ອນເພື່ອກິນກາເຟ, ກ ່ ວາ ທີ່ ຈະ ເຮັດ ໃຫ້ ຫ້າ ນາ ທີ ຊ້າ – flustered ແລະ ອອກ ຫາຍ ໃຈ.
ມັນຂຶ້ນກັບເຈົ້າແທ້ໆວ່າຈະໃສ່ຊຸດໃດເພື່ອປະເຊີນໜ້າກັບກອງປະຊຸມຕ່າງໆ ແຕ່ຖ້າສົງໃສ ພະຍາຍາມສະຫຼາດກວ່ານັ້ນແບບສະບາຍໆ., ສິ່ງທີ່ສໍາຄັນແມ່ນຄວາມເຂົ້າໃຈຂອງລູກຄ້າ. ເຖິງແມ່ນວ່າທ່ານຈະເລືອກເຄື່ອງນຸ່ງແບບ ທຳ ມະດາ, ມັນເປັນສິ່ງສໍາຄັນທີ່ຈະເອົາໃຈໃສ່ກັບລາຍລະອຽດເຊັ່ນການເຮັດຄວາມສະອາດເກີບຂອງທ່ານ. ເວລາແລະຄວາມສົນໃຈທີ່ທ່ານໃຊ້ກັບຕົວທ່ານເອງຈະຖືກສົມມຸດວ່າສະທ້ອນໃຫ້ເຫັນເວລາແລະຄວາມເອົາໃຈໃສ່ທີ່ທ່ານລົງທຶນໃນວຽກງານຂອງທ່ານ.
ທ່ານອາດຈະກັງວົນໃຈຖ້າທ່ານກໍາລັງພົບກັບຄວາມສົດໃສດ້ານທີ່ສໍາຄັນຫຼືຖ້າທ່ານໃຫມ່ໃນທຸລະກິດຂອງ freelancing.. ນີ້ແມ່ນປົກກະຕິຢ່າງສົມບູນ, ແລະບໍ່ຄວນກັງວົນເຈົ້າເກີນໄປ. ພຽງແຕ່ພະຍາຍາມແລະເວົ້າດ້ວຍຄວາມຫມັ້ນໃຈ, ແລະໃຫ້ສໍາພາດການສັກຢາທີ່ດີທີ່ສຸດຂອງທ່ານ.
ການສໍາພັດສ່ວນບຸກຄົນທີ່ໄດ້ຮັບຜົນໄດ້ຮັບ.
People do business with people they like
ມັນເປັນທຸລະກິດສູງສຸດອື່ນ, ແຕ່ອີກເທື່ອຫນຶ່ງມັນຖືຄວາມຈິງຢ່າງຫຼວງຫຼາຍ. 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.
ໃນຄວາມເປັນຈິງ, 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. Be friendly and helpful. If you want friends, be friendly.
5. Be cordial. Speak and act as if everything you do is a genuine pleasure.
6. Be genuinely interested in people. You can like almost anybody if you try.
7. Be generous with praise, cautious with criticism.
8. Be considerate with the feelings of others. There are usually three sides to a controversy; yours, the other fellow’s and the right one.
9. Be ready to give service. What counts most in life is what we do for others.
10. Add to this a good sense of humor, a big dose of patience and a dash of humility,
and you will be rewarded many-fold.
Making every contact count
Don’t be too surprised if your client doesn’t immediately start writing out a purchase order. ການເລືອກ freelancer ສາມາດເປັນການຕັດສິນໃຈທີ່ສໍາຄັນທີ່ມີ ramifications ເກີນຄ່າໃຊ້ຈ່າຍທີ່ງ່າຍດາຍຂອງເວລາຂອງທ່ານ. ວຽກທີ່ເຈົ້າຜະລິດສ່ວນຫຼາຍແມ່ນຈະເປັນສ່ວນໜຶ່ງຂອງວຽກທີ່ໃຫຍ່ກວ່າ, ເຊິ່ງອາດຈະຖືກທໍາລາຍຢ່າງຮ້າຍແຮງຖ້າທ່ານບໍ່ສົ່ງສິນຄ້າ.
ສະນັ້ນໃຫ້ເວລາຄວາມສົດໃສດ້ານທີ່ຈະກາຍເປັນສະດວກສະບາຍກັບແບບແລະວິທີການຂອງທ່ານ. ນີ້ອາດຈະມີສ່ວນຮ່ວມຫຼາຍກວ່າຫນຶ່ງກອງປະຊຸມ, ຫຼືການສົນທະນາໂທລະສັບຫຼືອີເມລ໌ຈໍານວນຫນຶ່ງ.
ເພື່ອເຮັດໃຫ້ຫຼາຍທີ່ສຸດຂອງແຕ່ລະຈຸດຕິດຕໍ່ເຫຼົ່ານີ້, ຄິດວ່າຕົນເອງເປັນທີ່ປຶກສາ, ບໍ່ແມ່ນເປັນພະນັກງານຂາຍ. ທ່ານຄວນຊ່ວຍລູກຄ້າຜ່ານ 'ການຂາຍທີ່ປຶກສາ' - ສະຫນອງການແກ້ໄຂບັນຫາສະເພາະ, ບໍ່ພຽງແຕ່ການຂາຍເຄື່ອງຂອງທ່ານ.
ເພື່ອບັນລຸນີ້, ທ່ານ ຈຳ ເປັນຕ້ອງມີສ່ວນຮ່ວມໃນການສົນທະນາ. Listen to her as she explains exactly what is required, and aim to gain the best possible understanding. 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.
Closing the sale
Even with the softest and most consultative approach, ແນວໃດກໍ່ຕາມ, 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.
Sell the benefits
First of all, remember to focus on the benefits you can offer. We looked at this subject earlier in the book, when we talked about ‘selling the sizzle’ when planning your business. Stressing the benefits is particularly important when you are reaching the point of sale.
People commonly confuse features with benefits, and so lose half the impact of their presentation. If you’re looking to buy – say – a power drill.
What’s important to you? Is it the speed of the drill, the range of bits available, or the power rating? Nope. What’s really important is the ability to drill holes. Speed, power, and so on are just features that enable you to reach this goal.
The same is true when freelancing. The fact that you have great qualifications and lots of experience means nothing in itself. These are just ‘features’ which demonstrate your ability to do the job. So when selling your services, don’t focus on what you have done in the past – concentrate on what you can do for the prospect now.
Counter objections
Even the most enthusiastic prospect will have some objections that you will need to overcome.
People need to be reassured that they are making the right decision, that they have considered every likely difficulty and haven’t overlooked anything important.
The key to handling objections is preparation. Most of the issues prospects will raise are predictable, which means you can work out your response in advance. If your rates are high, ຍົກຕົວຢ່າງ, you know that the client may raise a price objection. If you’re prepared in advance, you can then handle this by showing how the quality of your work enhances results and minimizes risks.
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…
Ask for the order
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.
Don’t give up
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, ມີເຫດຜົນທີ່ຈະຄາດຫວັງວ່າຄວາມສໍາເລັດຈະມາຕາມກໍານົດເວລາ.
Brian Epstein, ຜູ້ຈັດການຂອງ Beatles, ຖືກປະຕິເສດໂດຍເກືອບທຸກບໍລິສັດບັນທຶກສຽງໃນອັງກິດເມື່ອພະຍາຍາມຮັບປະກັນສັນຍາບັນທຶກສໍາລັບວົງດົນຕີທີ່ມີຄວາມຫວັງຂອງລາວ..
ວົງດົນຕີສຸດທ້າຍໄດ້ລົງທະບຽນໂດຍການປະຕິບັດບໍລິສັດສຸດທ້າຍທີ່ລາວສາມາດພະຍາຍາມໄດ້, ປ້າຍຊື່ທີ່ປົກກະຕິຂາຍດົນຕີຄລາສສິກ.
ຈະເປັນແນວໃດຖ້າລາວຍອມແພ້ຫຼັງຈາກການປະຕິເສດຄັ້ງທໍາອິດ, ຫຼືທີສາມຫຼືແມ້ກະທັ້ງສິບ?
ພະນັກງານຂາຍມັກຈະຖືກສອນວ່າທຸກໆ 'ບໍ່' ແມ່ນບາດກ້າວໄປສູ່ 'ແມ່ນ'. ຖ້າເຈົ້າກຽມພ້ອມທີ່ຈະອົດທົນ, ແລະມີການບໍລິການຂອງມູນຄ່າທີ່ແທ້ຈິງທີ່ຈະສະເຫນີ, ທ່ານສາມາດຄາດຫວັງວ່າຄວາມສົດໃສດ້ານໃຫມ່ຈໍານວນຫຼາຍຂອງເຈົ້າຈະກາຍເປັນລູກຄ້າໃນໄລຍະຍາວ.
ດາວໂຫລດ Smart Poke 2. Smart Poke 2 ເປັນແອັບພລິເຄຊັນທີ່ຈະຊ່ວຍໃຫ້ພວກເຮົາຊອກຫາPokémonໄດ້ງ່າຍຂຶ້ນໃນPokémon GO. ທ່ານພຽງແຕ່ຕ້ອງກົດປຸ່ມສະຖານທີ່ອັດຕະໂນມັດ, ລໍຖ້າສອງສາມວິນາທີ, ແລະຫຼັງຈາກນັ້ນພວກເຮົາຈະເລີ່ມເຫັນPokémonທັງຫມົດທີ່ຢູ່ໃກ້ກັບພື້ນທີ່ຂອງພວກເຮົາ. ໂດຍການຄລິກໃສ່ Pokémon ໃດໆທີ່ພວກເຮົາສາມາດເຫັນໄດ້ວ່າພວກເຮົາມີເວລາຫຼາຍປານໃດກ່ອນທີ່ມັນຈະຫາຍໄປ.
ການຈັດອັນດັບໂດຍລວມຂອງ APK ຂອງ Garena ແມ່ນ 4.4 ກະລຸນາສັງເກດວ່າການຈັດອັນດັບເຫຼົ່ານີ້ແມ່ນການໃຫ້ຄະແນນສະສົມເນື່ອງຈາກວ່າ app ໄດ້ລະບຸໄວ້ໃນຮ້ານຫຼິ້ນກູໂກ. 4 ແລະເຖິງຈໍານວນການທົບທວນຄືນທັງຫມົດ 22589 ຈໍານວນທັງຫມົດຂອງການທົບທວນຄືນຫ້າດາວທີ່ໄດ້ຮັບ.: 17,231 ແອັບນີ້ຖືກຈັດອັນດັບ. 1 ດາວ (ບໍ່ດີ) ໂດຍຜູ້ໃຊ້ 1,972 ຈໍານວນຂະຫນາດໃຫຍ່ຂອງໄລຍະການດາວໂຫຼດ app ລະຫວ່າງ 1000000 ແລະ 5000000 ອີງຕາມ Google Play Store, ການຈັດອັນດັບເນື້ອຫາ Garena ແມ່ນບຸກຄົນທຸກຄົນ app ນີ້ແມ່ນລະບຸໄວ້ໃນປະເພດການບັນເທີງຂອງ Play Store ແລະພັດທະນາໂດຍ http.://mobile.garena.com/ ທ່ານສາມາດເຂົ້າເບິ່ງເວັບໄຊທ໌ Garena Online ເພື່ອຮຽນຮູ້ເພີ່ມເຕີມກ່ຽວກັບບໍລິສັດ. / ຜູ້ພັດທະນາທີ່ພັດທະນາຜະລິດຕະພັນນີ້, Garena, ສາມາດດາວໂຫລດແລະຕິດຕັ້ງມັນຢູ່ໃນອຸປະກອນ Android ໃດໆທີ່ສະຫນັບສະຫນູນແອັບພລິເຄຊັນ. 16 ລາຍຊື່ຂຶ້ນ, ດາວໂຫຼດແອັບ, ຈາກນັ້ນຍ້າຍໄຟລ໌ APK ໄປໃສ່ SD ກາດ Android ຂອງທ່ານ, ຈາກນັ້ນໃຊ້ຕົວຈັດການໄຟລ໌ທີ່ຕ້ອງການເພື່ອເລືອກເບິ່ງ ແລະ ຕິດຕັ້ງ. ກະລຸນາຮັບຊາບວ່າພວກເຮົາສະໜອງໄຟລ໌ apk ຕົ້ນສະບັບ ແລະບໍລິສຸດ ແລະໃຫ້ຄວາມໄວການດາວໂຫຼດໄວກວ່າ Garena apk mirrors ເຊັ່ນ zippyshare mega super users., ພື້ນທີ່ສົ່ງ, mediafire, ຕົວເລັ່ງດ່ວນ, ແອັບພລິເຄຊັ່ນທີ່ອັບໂຫລດມານີ້ສາມາດໃຊ້ໄດ້ກັບພວກເຮົາ: 2.3.3.102, 2.3.2.100, 2.2.10.100, 2.2.9.100 ນອກນັ້ນທ່ານຍັງສາມາດດາວນ໌ໂຫລດ Garena apk ແລະດໍາເນີນການ emulator Android ເຊັ່ນ: nox app player, bluestacks player ແລະ koplayer..
