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“为什么你总是很忙,效率却非常低” Reasons for Low-efficiency

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发表于 2016-1-6 11:28:24 | 显示全部楼层 |阅读模式
2015匆忙而过,2016掀开新的一页,而我们依然每天都过得很忙,每天都加班至深夜,但为什么就是没有订单?
2015 has past and we usher in 2016! Though we are busy every day until the night, why can’t we get orders?

作为一名业务员,将就客户的上下班时间来跟进客户已经是我们的常规工作,基本上每天都是早上最早到达办公室,晚上最晚离开办公室。但最终却与收获不成正比。那么问题来了,我们每天都那么忙着跟进处理客户的各种问题,每一件都必须处理,那我们每天到底应该怎么样去合理跟进我们的工作才对呢?阿连今天就和大家来聊聊这个。
As a salesman, following up with customers in accordance with customers’ work time is our regular work. Even we get to office early and the last one to leave the office, the harvest is out of step with pay. Here comes a question: we are busy in dealing with many problems about customers, how should we arrange our work reasonably? Let’s discuss this matter.

**首先**因为我们手头上已经有了部分在合作的客户,所以每天都需要处理一些关于客户的事情,有可能是客户的翻单安排,有可能想谈价格,也有可能是客户的质量投诉,等等。除此之外,我们还得抽出时间跟进新的意向客户,再者,从网上搜索资料,开拓新品牌,发开发信,如此这类。
**First, **because we have cooperative customers, some matters should be handled like price, quality complaints, and so on. In addition, we have to arrange time to follow up with new customers who have procurement intention, furthermore, searching information on Internet, developing new brands, sending development emails and so on.

看似每天的事情都很多,很多事情都需要花费比较多的时间处理。是的,每天如此循环,确实需要花费很多的时间,那如何从中发现我们哪些事情阻碍了我们的效率,又该如何提升呢?
It seems that there are a lot of things every day which cost much time. Yes, it is true. How can we find those matters which reduce our efficiency, and how to improve it?

先从阿连同事的一个问题开始,他问我:如果同时有客户要下单,投诉和询盘,你的处理顺序是什么?因为他觉得这三件事情都很重要。
Let’s see from a case of my colleague, he asks me: if there are few customers placing orders, complaining and inquiring, what is your order to deal with them? He regards these three matters as the same important things.

阿连给出的建议是,先处理投诉,再处理订单,最后处理询盘。理由是必须先处理紧急而重要的事情,再处理重要但不紧急的事情,最后处理不太重要和次要的事情。但是在实际的工作当中往往会忘记这么一个准则,如果倒乱了顺序来处理问题,可能会增加很多不必要的麻烦,比如说如果客户投诉不及时处理,采取拖延战术,有可能激怒客户,使事态变得更加严重,那到时候处理起来必定更加耗时耗力,拖慢其他工作的效率。又比如处理客户的订单要及时回应,体现我们的专业和对客户的重视,将直接影响到下一个订单客户对你的信任。
My suggestions are: first, deal with complaints, second, deal with order and then inquiry. Because emergency and important thing should be prior, important but not emergency thing is the next, and at last we can deal with not so important thing. But this rule generally will be forgotten. Many extra problems may occur once you don’t follow this rule in work. For example, if you fail to timely deal with customer complaints but put it aside, you may irritate them and the situation has become more serious. As a result, more time and energy should be cost at that time to lower your efficiency. Another example, timely dealing with orders is needed which reflect our professional and paying more attention to the customer. It will directly affect their trust on you.

**其次,**对于其他开拓工作,如发开发信,有些人认为必须每天发送一定量的开发信才能取得一定的效果,这个观点本身是没有问题的,但阿连觉得具体情况需要具体分析,例如你手上的客户资源并不丰富,每天对特定的客户发同样给的信息,如果第一次,第二次你都得不到客户的回复,那基本剩下来的几天再继续发也将收不到客户的任何回复。所以在对这件事情上,与其每天花费大量的时间发送开发信,不如做一定的调整,不如每隔一两天发一次,即保持了联系,也留出了更多的时间开发处理其他的新客户。同样地,对于新资源的搜索,因为往往我们习惯于某种思维,就会产生一定的习惯,当遇到瓶颈的时候,如果没能调整自己的思维,很难跳出窘境,所以我们也需要对搜索的工作做好调整和安排,使时间得到充分的利用。
**Secondly, **for the other developing work, such as the development emails, specific circumstances require specific analysis. For example, you don’t have lots of customers but keep on sending emails to certain customers. For the first time, you fail to receive reply, so does the second time and the next few days. You’d better change like send emails once a week so to keep contact and also have more time to develop other new customers. Similarly, when searching for new resources, we generally have certain habits with certain thinking, once encountered bottleneck, it is difficult to jump out of the dilemma. Therefore, we also need to adjust and arrange search work well so as to make full use of time.

**最后,**阿连觉得还有一个大家需要注意的地方就是管理好自己的客户资源,清楚客户的各种动向,跟进起来就不容易出错,错误少,自然无形当中也为我们节省大量的时间,从而提高了自己的效率。所以,2016年你试试阿连以上所说的方法吧。
**At last, **I think another point that you should pay attention to is to manage your own customer resources, getting to know their situation clearly, so we won’t make mistake easily. Naturally, we save lots of time to improve our efficiency. So, in 2016, please try the above method.

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