Strategic Leverage: Pick one out of nine

20200416

Strategic Leverage: Choose One from Nine

The current epidemic has impacted every individual in every industry, every company, and as a human resources professional For me, who has served thousands of small and medium-sized enterprises in the resource industry, this is a heavy winter.

But even so, life still has to go by, companies still have to do things, and jobs still have to be found. Today, we must also have more faith and mission to solve problems for our customers. Especially during this special period, we need to find ways to help our customers find talents with outstanding abilities who can accompany them through this economic recession. And we are also working tirelessly and exhaustively to collect talent information for the enterprise, striving to recruit better talents for the enterprise who can adapt to the general environment and the existence of the enterprise.

Okay, let’s get straight to the point. Yesterday, I signed two contracts, one for dental clinics in two different counties. I won’t explain too much about the contents of the contract here. Because the previous article has already written about mismatched competition and the need to do things thoroughly, so this time I will share my understanding, methods and skills in this signing.

First of all, let’s talk about today’s theme:

Strategic Leverage: Pick One from Nine

What is “Take One from Nine”? Giving up one of the nine does not mean giving up other abilities, but using it as a foundation and an absolute reference to use it to command other abilities. The opposite of a good way of working is definitely a good way of working. "Take out nine and choose one" means discarding nine good ways of working and choose a working way that suits you. This is called "taking one out of nine." ".

Here I can give you a few examples. In our work, there are generally many ways to get customers. For example, compare mainstream marketing models: telephone marketing, WeChat marketing, new media marketing, etc., non-mainstream marketing models: door-to-door marketing, and unsatisfied regional marketing. For me, I will weigh it inside, which model will be more suitable for me, so I obviously misplace the competition: door-to-door marketing (three love meetings), unsatisfied regional marketing (few others and unwilling to get involved) ).

There is an important point and misunderstanding here. The so-called "picking one out of nine" does not mean that you only have one method, but that multiple methods work to infinitely magnify the method that suits you best.

First of all, let me share my experience of door-to-door marketing. When it comes to the premise of door-to-door marketing, we still have to use the old ideas to create it. First of all, before we contact a customer, you need to have a certain understanding of their company, including the company's products, peer cases, recruitment positions, and most importantly, its location and surrounding landmark buildings. I usually use the cases of my colleagues as the first attraction after making a phone call. After the customer expresses interest, we will invite them to visit the surrounding area. For drop-in visits, if there is demand, certain interest and time, we will usually contact us. meet.

Then I shared about unsatisfied regional marketing. Many colleagues may say that we don’t contact or meet there because there is less data there. We go there to sign customers instead of Cheating customers? But I want to say that just because those places are relatively marginal, we have to make breakthroughs because they are more difficult to recruit and they clearly understand the marginal areas. We analyze the local market with them. As far as the current local platform is concerned, we are the only one that can help you recruit talents with a higher probability. Only through this probability can you have the opportunity to usher in better development. Another important issue is that if we want to start a growth flywheel, then we must consolidate our enterprise side. If we consolidate our enterprise side, we will naturally have more users. Therefore, I would like to appeal to all my colleagues in the future large-scale enterprises in edge cities to find ways to run more and attack more. As long as you win this one, it will gradually grow and help you achieve your legend.

To summarize

My strategic leverage is about to emerge: misplaced competition

No matter how much we do, it is better to be different than to be better

Finally An easter egg, this is a pattern I learned recently, and through this I hope to let colleagues discover the fun of learning.

In the past, we always thought that as long as we kept spending, customers would sign orders, and it would be easier for customers to pay if we often worked overtime at night. However, a few people have understood the basic logic behind it. Fortunately, Fan Deng Reading recently updated a book "Willpower". Through this book, I learned that human willpower is limited. The reason why we acquired customers through the above methods before was because we combined the willpower of customers. It is exhausted or the client’s willpower has been exhausted that day.

Here I will share the wonderful moments of these two customers yesterday!

First of all, dental clinic 1: When I contacted them at 9 a.m. the day before yesterday, their employee told the boss that they were having a consultation. I asked about what I could contact her and she told me to contact them at 11 a.m. I was very excited at that time because it gave me a big signal that their boss would be very tired today and his willpower would be exhausted. So I did not contact him at 11 o'clock, but at around 7 o'clock in the afternoon (when I had dinner, all the blood had gone to the intestines and stomach, and my brain was weak) I gave him a call, and as I expected, he was very tired and After a brief communication, he expressed that he needed help and made an appointment for an interview the next morning. So when I arrived at their clinic the next day, he was seeing a patient again. At that time, I put this uncertain client in my stomach with peace of mind, because the patient was killing his willpower for me again.

Ha, okay, let’s share this much. If you don’t go out, you will be late! To be continued...

20200416 Zhong Wei'an