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マーケティングで一番大切なこと | 伊堂寺義則のクチコミデザイン
- HOME
- マーケティング
- マーケティングで一番大切なことは、常に見込み客リストを持っていること、いつもそれを集め続けること
マーケティング伊堂寺 義則
マーケティングで一番大切なことは、常に見込み客リストを持っていること、いつもそれを集め続けること
こんにちは、クチコミデザインの伊堂寺義則です
この間、生まれてはじめて「富士」に行ってきた
三協アルミ社の沼津支店さんから、営業研修のご依頼をいただいての出張でね
富士山のふもとなので「富士山が生で見れたらいいな」と思っていたけど、駅に着くと、全く何も見えない曇り空で残念!
研修では
・見込み客リストの重要性
・見込み客リストをどうやって集めるのか?
・そのアイデアのつくりかた
をメインに、いくつかの事例をあげながらお伝えしてきた
今回は、マーケティングで大切なポイントをお伝えするね
三協アルミさんの営業研修は、昨年の11月に浜松支店でさせていただいた
そこから今回の沼津支店につながったので、本当にありがたい
まずは参加者の皆さんの感想を載せておくね
今までの営業対象に「そのうち客」さんが全く入っていませんでした。商品の話ではなく、お客さんに寄り添ったトークで新しいお客さんを増やしていきたいと思います。本日のセミナーで受け取った一番のことは、差別化は商品ではなく、お客様で!
販売する為の手段など、今まで気づけなかった事など、多くの事を教えていただきました。ありがとうございました。今後、仕事をする上で大変ためになりました。
自分自身が思っていた事・考えていた事が単純で、伊堂寺先生のお話を聞き、簡単な事であるが、掘り下げて考えるとすごく奥深い事を気づきました。頑張ります。ありがとうございました。
見込み客フォローがいかに大事か。仕事は楽しく、正しいことも大事だが、楽しいことはもっと大事。
本当に楽しかったです。私はお客様と打ち合わせする時「楽しい話をしていたか?」疑問です。これからは“ストーリー(夢)”のある楽しい話をしていきたいです。ありがとうございました。
先生の入りの話が、とてもつかみが良かったです。営業トークの中でも、一番はじめが大切だと感じました。もっと時間を頂いてセミナーを聞きたい。
楽しい人になりたい。楽しい人から買いたい。人は感情で買う。その通りだと思った。人の情報を聞き出し、関連したものを提供する。勉強になった。
もっともっと喜びの声を頂いているけど、長くなるので、これぐらいね
最初はちょっと雰囲気が固い感じだったんだけど、グループワークをやってるうちにほぐれてきたみたいで、皆さんに楽しんでもらえてよかった
研修では、見込み客リストを集める重要性を、一貫して、強調してお伝えしたんだけど、そういったことを初めて聞いた方も多くて新鮮だったみたい
売れない原因は主に2つある
こういう営業の話って聞いたことがない?
「断られてからが、なんぼじゃ〜」っていうのとか「『No』と言われた後、それをいかに覆すのか?」
これができたら”優秀な営業マン”みたいな考え方が一昔前はあったと思うんだけど、ハッキリいって、それ時代遅れ
少なくてもボクたちの考え方とは全く違う
売れない原因は主に2つあって
1. 営業トークや文章が下手くそな場合と
2. そもそも売る相手がいない(見込み客リストがない、少ない)
なんだよね
で、この2つでは、圧倒的に後者の場合が多いんだよね
一生懸命やってても、売れる時もあれば、売れない時もある・・・
こちらにミスがなくても、お客さんの都合でセールスが決まらない時もある
どんなに素晴らしい商品やサービスでもね
だから、クチコミデザインの考え方は、売れなかった時に次にアタックできる見込み客を常に持っていること
その見込み客リストをたくさん持っている、という状態をつくること
それが一番大事なことですよ、といつもお客さんにお伝えしてる
そうすると、そもそも売る相手がいないって、アタック先に困ることがないんだよね
じゃ、どうやって、その見込み客リストを集めるのか?
これだけで壮大なテーマなので、とてもここで、ひと言では言えないけど、結局は、市場に対してセールスをする、という考え方は同じ
だからアクションとしては、市場に集客用商品(フロントエンド)を売って、見込み客リストを集めるということ
それは、例えば、資料請求かもしれないし、何かイベントに参加してもらうことかもしれないし、メールマガジンへの登録かもしれない
新商品・新サービスをつくっていくのと同じように、集客用商品もその都度つくっていかないとね
このテーマについては、いつかまとめるから、日頃から見込み客リストをしっかり集め続けてね
P.S. 今回も一番多かった感想が「これから楽しく仕事をしようと思います」というものだったよ
シンプルに、楽しい人の方が売れるし、楽しい人の方がクチコミされるからね
楽しい講演ありがとうございました。明日から、いや、今から楽しい人になるように頑張ります。
FUN=FAN。楽しさという事・言葉に気づかされました。楽しい所に人は集まるという事に気づきました。
とても楽しく話を聞く事ができました。
いつの間にか、忘れてしまっていた事を改めて思い出させて頂きました。常にお客さんの声を聞きながら、楽しく仕事をしたくなりました。
4月から入社2年目になり、担当を持ち、営業が始まるので、製品を目的ではなく手段として捉え、人のストーリーを交えて、顧客との人間関係を築けていけたらいいなと感じました。また、自分が楽しむことが大切という事を、理由からすごく納得でき、楽しんで仕事をしようと思いました。ありがとうございました。
自分と同感するところが多数あった。確認という意味でも良かったです。
「言い訳」が購入のひと押しにつながるのは、なるほどなあと思った。
園児は一番楽しく遊んでいる子のマネをする、大人も同じです、というデータは納得しました。いかに楽しそうな会社づくりが出来るか考えていきたいです。今までアフターケアが苦手でした。FUN=FANと言っておられましたが、喜んでくれたお客様と末長くお付き合いしていくことが大切なんだな、と改めて感じました。
人と人とのつながりを大切にする気持ちが伝わりました。FUN=FANを大切にしていきたいと思います。売ったら売りっぱなしではなく、大切にすることで長い付き合いになるという部分を改めて感じました。
「楽しく仕事をすること」という単純かつ忘れがちな大切なことを思い出させていただきました。誰よりも楽しく仕事をしていれば、社員も巻き込まれるのかな・・・ありがとうございました。
楽しい人、大切ですね。楽しい人になれるよう考えます。そしてとても楽しかったです。
こういう交流があるとは思わなかった。最初の方は緊張したけど、やっていくうちにほぐれて楽しく話していた。
「今すぐ客」と「もうすぐ客」2つのお客様がいることに気づいた。多くのことをセミナーで感じました。これから営業にいかして頑張れそうです。
「そのうち客」を育てる事の重要性、頭ではわかっていても、どうしても目先の「今すぐ客」を追いかけるのに必死になってしまい、毎月安定した売上の確保ができてないので、「そのうち客」を育てる時間をしっかりつくりたいと思いました。楽しい人や事に影響される事、多忙になると、どうしても楽しく仕事をする事を忘れがちになってしまうので、楽しむ心を忘れないようにしていきたいと思いました。
本当に売るものは、モノではないとなんとなく感じていましたが、やはりそうなんだなと話を聞いて思いました。人の欲しいものを見抜く力が必要なのは、全てに共通することだと思いました。
4ステップ集客システム考え方と、クチコミは理屈じゃなくて感情ということが心に残りました。
今回お世話になった三協アルミ 静岡支店 沼津営業所 エクステリア課 主事の恒行将州さん
ABOUTこの記事をかいた人
伊堂寺 義則
クチコミデザイン代表 スモールビジネス専門のクチコミマーケッター
スモールビジネス専用の新クチコミ理論【フラット・クチコミ】の提唱者。現在までに、小さな会社の経営者や個人起業家を対象に1,000件以上ものクチコミ支援を行っている。