Domov > Podjetništvo > 5 NASVETOV, KAKO Z BESEDAMI PRITEGNITI STRANKE

5 NASVETOV, KAKO Z BESEDAMI PRITEGNITI STRANKE

10. 12. 2019

V ulici, na kateri stanujem, deluje tudi zelo kreativen fant. Njegovi izdelki so ne le dobri, so naravnost fantastični. A kljub temu je imel težave s pridobivanjem strank in ni mogel razumeti, čemu je temu tako. Niti jaz, dokler se nisva srečala v kavarni, kjer sem opazoval njegovo pisanje e-pošte potencialni stranki. Šlo je za najslabše e-sporočilo, kar sem jih prebral.

Uporabil je napačne besede, niti malo ni razumel osnov psihologije prodaje, ni imel sočutja do pisnih zahtev stranke. Bil je pisna polomija. Kar je bilo po svoje zelo nenavadno, saj je sicer zanimiv fant, dober sogovornik in sodelavec. A njegova e-poštna komunikacija se je brala podobno, kot če bi bil ujetnik v ruskem zaporu v Sibiriji in opravljal prisilno delo. In ker je svoje delo opravljal v digitalnem svetu, je imel večino naročnikov iz tujine, torej je bila e-pošta njegovo primarno orodje za komunikacijo s strankami. Ojej.

Če ste digitalni podjetnik ali kreativec, je vaš slog pisanja pomemben. Nadvse.

Tudi sam večino dela opravim za naročnike iz tujine. Z njimi si dopisujem elektronsko, zato moje sposobnosti pisnega izražanja odločajo o tem, ali bom ustvaril prihodke za preživetje. V petletni kreativni karieri sem se naučil, kako pritegniti stranke, kako jih zadovoljiti in poskrbeti, da se bodo vrnile. Vse to sem dosegel zgolj z besedami. Pri tem sem se držal naslednjih 5 nasvetov:

1. nasvet: Obveščajte svoje stranke. Redno.

Se spomnite obvestil vašega računalnika, da je na voljo nova posodobitev programske opreme? Ko to prvič preberete, ste veseli, saj nova posodobitev pomeni boljšo različico, boljšo izkušnjo, pa še posodobitve so zastonj. Toda čez nekaj časa, po n-ti posodobitvi, začnete kričati v računalnik.

“Posodobi se peklenska škatla,” se derete, stroj pa vam hladnokrvno odvrne: “Zahtevan je ponovni zagon računalnika.”

Najraje bi ga ponovno zagnali s kladivom.

Prav zato večina ljudi sovraži posodobitve programske opreme, skoraj vsi pa ljubimo obvestila s strani ljudi. Če s stranko sodelujete na projektu in se bo ta podaljšal, jo o tem redno obveščajte. Nekateri moji projekti trajajo tudi po več mesecev, a tudi v teh primerih stranke vsak teden obvestim o napredku in novostih.

2. nasvet: V sporočilih uporabljajte le pozitivne besede

V vseh svojih dopisih strankam uporabljajte pozitivne besede. Toda ne pišite stvari, kot sta “VI STE NAJBOLJŠA STRANKA VSEH ČASOV” ali pa “bodimo srečni”.

S pozitivnimi besedami in frazami, kot so: “Naloga bo enostavno opravljena.”, “Prepričani ste lahko, da bom pravočasno končal.” ali “Rad bi slišal tudi vaše mnenje.” in podobnimi boste dosegli zastavljene cilje. Besede imajo čustveno moč in naboj. Uporabite le tiste besede, za katere veste, da jih vaša stranka želi slišati. Ne vključujte pa besed, kot so problem, težava, skrb in podobnih.

3. nasvet: Ne pogovarjajte se o denarju, ko govorite o denarju

Menite, da vas hecam? Toda zgornji stavek ima smisel. Podobno kot pozitivne besede.

Ko se pogovarjam s potencialno stranko in pogovor nanese na plačilo ali karkoli drugega, povezano z denarjem, zelo skrbno izbiram svoje besede. Resnično zelo premišljeno.

Pogovor o ceni lahko odloča o vašem uspehu ali neuspehu. En napačen stavek in stranka se zahvali in umakne.

Pogovor o denarju je občutljiv del vsakega pogajanja, toda konec dne si vsi želimo plačila za svoje delo. A o njem se moramo pravilno pogovoriti.

Izogibajte se besedam, kot so denar, cena in strošek.

Jaz večini strank rečem takole: nakažite mi X dolarjev na Y račun.

Tudi, ko želim predujem (praktično vedno zahtevam polovico honorarja vnaprej), uporabim nevtralne besede in stavka, kot sta: “Želim 50 % predujem.” ali “50 % zneska mi že vnaprej nakažite na …”

Ko govorite o postopku plačila, naj bo ta enostaven. Pri tem pa bodite pozorni na sleherno besedo. Vsaka beseda je pomembna.

4. nasvet: Pojasnite stranki, kako delate

Nemški pregovor pravi, da moraš vse znati enostavno pojasniti. Dejstvo je, da je nam samim način dela kristalno jasen, saj vemo, kako nekaj začnemo, obdelamo in končamo. Naše potencialne stranke pa (vsega) tega ne vedo. Sploh za nove stranke smo popolni tujci. In če mi popoln tujec nekaj plača prek spleta, ga seveda zanima, ali mi lahko zaupa. Zanima ga, ali bom še delal zanj, ko mi bo nakazal predujem. Bo najino sodelovanje obrodilo sadove? Stranke imajo seveda še milijon podobnih vprašanj.

Zato je treba strankam pojasniti, kako delate. Če boste stranko zmedli, boste izgubili posel. In prihodke. Zmeda torej ne pride v poštev. Stranki pojasnite vse osnove sodelovanja. Sam pravim takole: “Takole delam – želim 50 % predujem, preostalo plačilo pa ob zaključku projekta.”

Nato strankam izdelam 3 do 4 barvne ilustracije o nalogi in jim jih pošljem v pregled. Glede na odziv nato pripravim popravljeno različico in jo pošljem v odobritev. Po prejeti odobritvi izdelam dogovorjen izdelek in dodam željo po plačilu preostalih 50 %. Stranka tako razume delovni proces in je bolj pomirjena. Pomirjena stranka pa je srečna stranka.

5. nasvet: Dajte strankam to, kar potrebujejo, ne to, kar želijo

Seth Godin je nekoč dejal, da je skrivnost Applovega uspeha v tem, da je svoje stranke naučil stila. Tudi Applovi izdelki so bili nekoč grde sive škatle. A čim je Apple uvedel barve, zaobljene linije in druge stilske elemente, je začel potencialne stranke navduševati za privlačne računalnike in telefone.

To je najtežja lekcija, tudi sam se je še vedno učim.

Pogosto stranka pričakuje specifičen rezultat in vas najame zaradi sposobnosti, ki jih imate, da dosežete zastavljeni cilj. Toda včasih to, za kar stranka meni, da je učinkovito, sploh ni učinkovito. Od mene včasih pričakujejo neko grafično podobo, ki bo privabila obiskovalce in naročniku zagotovila ogromno klikov. Jaz pa vem, da bi drugačna podoba oziroma slog pritegnil bistveno več gledalcev. Kaj naj storim? Naj stranki dam tisto, kar želi, čeprav vem, da bo rezultat slabši, ali naj ji raje dam tisto, za kar sam menim, da je najboljše in bo prispevalo k (še) boljšemu rezultatu? Težka izbira.

V pisni komunikaciji lahko izbiro zapeljete nekako takole: “Menim, da bi ta slog imel boljši učinek in pritegnil več obiskovalcev.”

Pomnite: stranki vedno pokažite, kako lahko vaše delo prispeva k doseganju njenih ciljev.

V nadaljevanju pa ugotovite, kaj si stranke resnično želijo – je to pozornost, miren spanec, višji prihodki ipd. In šele nato svoj izdelek prilagodite temu cilju.

Pojasnite strankam, kako lahko še izboljšate želene rezultate.

Mene ljudje ne najemajo zaradi hecnih ilustracij. Najemajo me zato, ker si želijo več pozornosti spletnega občinstva (kar vodi do višjih prihodkov).

Zaključek

Srečal sem podjetnike in kreativce, ki so bili skorajda brez komunikacijskih sposobnosti. Posledično so bili v poslu neuspešni in brez denarja.

Ker imamo v življenju in poslu opravka z drugimi ljudmi, moramo za uspeh razumeti, kako učinkovito komunicirati z njimi. Tudi sam se tega še učim. 😉

avtor: Mars Dorian

Ne zamudite najboljših člankov na našem portalu!

Naročite se na naš tedenski izbor, v okviru katerega vam bomo enkrat tedensko brezplačno poslali povzetek najboljšega novega članka!

Author

  • Mars Dorian

    Mars Dorian je ozdravljeni svetovni popotnik, spletni ilustrator in avtor indie ter znanstveno-fantastičnih del. Ustvaril je umetniške podobe številnih zagonskih podjetij in priljubljenih podcastov, kot npr. The Unmastakable Creative. Je tudi avtor člankov na uglednem marketinškem spletnem dnevniku Grow, številni med njimi so postali viralni. Kot avtor obožuje pripovedovanje zgodb v sliki in besedi, vsebinsko pa so mu najbližje tehnologije prihodnosti in njihov vpliv na življenje ljudi. Njegove knjige se lotevajo futurističnih tem, kot so zasebne vojske, stiki ljudi in vesoljcev ter kibernetsko človeštvo. Link: http://www.marsdorian.com/

Pri Business Titans priporočamo

Hitre zmage - brezplačni program

Izjemne tehnike, ki jih boste spoznali, vam bodo pomagale skokovito povečati učinkovitost marketinga in pridobiti več strank. Vsaka tehnika je predstavljena na eni strani in vsebuje tudi konkreten primer uporabe v podjetju. Avtorja programa sta mednarodni bestselling avtor Robert Rolih in podjetniška svetovalka Sara Brezigar.

Kliknite tukaj za več informacij!

Sorodne teme

Komentarji

kuhniwag

Кухни на заказ в Москве - это идеальное решение для тех, кто ценит индивидуальность и функциональность. Решая заказать кухню, вы получаете возможность оптимально организовать пространство в вашем доме. Каждый заказ разрабатывается с учетом ваших предпочтений и потребностей. Применение передовых материалов и технологий гарантирует долговечность и стильный вид вашей кухни. Опытные дизайнеры и мастера помогут вам подобрать идеальные решения, которые будут соответствовать вашему вкусу и бюджету. Кухни на заказ - это вложение в комфорт и уют вашего дома. Читать дальше: https://kychnia.com/blagoustroim/v-chyom-udobstvo-delat-kuhnyu-na-zakaz.html

Jurgen

Hi Businesstitans, Are you ready to dive into a revolutionary way of earning passive income? Introducing Auto-Affiliate AI – the only automated affiliate system that can generate $5,000/week without sales funnels, email marketing, or advertising. =>>> https://auto-affiliate-ai.blogspot.com Zero technical skills required. Run your business in just 2 hours per week. All traffic comes from free sources. I’ve taken the fastest, most beginner-friendly commission strategy and trained a ChatGPT system to implement it all for you. Imagine earning money while you sleep, with everything handled by AI! Curious to see how it works? Click here to watch a live demo. =>>> https://auto-affiliate-ai.blogspot.com Don't miss out on this chance to transform your financial future! Best, [Jurgen Witte]

Douglasneifs

For people who love the charm of luxury bags but cringe at the hefty cost, fake handbags provide an appealing alternative. This article unravels the secrets of the replica bag market, emphasizing its attraction to trend lovers and high-end lovers alike. From understanding what replica bags are to suggestions for executing smart buys, we'll cover all you need to know to enjoy in elegance without busting the budget. Imitation handbags are premium imitations resembling luxury handbags, designed to closely closely mimic the authentic versions. Although these bags might never carry the authentic brand logo, these imitations often reflect the same design, materials, and craftsmanship of their more expensive originals. http://tiny.cc/seq3yz Caliber and Artistry Contrary in popular belief, many replica bags are being created with careful focus on detail. Expert craftsmen utilize high-quality resources to ensure the fact that the replicas possess the similar look and feel to the original luxury items. Availability and Variety vast. lovers.Ethical Considerations While fake bags provide an budget-friendly method to enjoy high-end style, it is essential to recognize the ethical implications. The and distribution of fake knockoff purses might violate upon intellectual property, bringing up questions about the ethics of owning purchasing and possessing them.Access to Luxury Designs Why Opt for Knockoff Purses? Knockoff bags have attracted a notable following among fashion enthusiasts enthusiasts for various many compelling justifications. In this article, we explore explore why these stylish choices have grown become so popular popular. Cost-effectiveness Among the most key evident pros of replica fake purses is their. Premium knockoffs might give the equivalent equivalent stylistic satisfaction as genuine branded bags without the exorbitant exorbitant price. Imitation bags enable this feasible for style enthusiasts toward enjoy the newest high-end designs, regardless of budget restrictions. This accessibility permits additional individuals to participate with haute fashion and express one's style.Experimentation Without Commitment For those whom enjoy experimenting experimenting with different fashion styles bags bags a way to explore to try out trends trends without monetary commitment. Such versatility is especially to fashionable individuals that enjoy changing their ..How to Spot the High-Quality Replica Bagplica bags. Exploring the replica handbag industry can be tricky, however with proper right information, one will easily execute wise purchases. Here are several suggestions on spotting high-quality reproduction bags Material and Stitching Pay close attention to the materials used and the quality of the stitching. High-quality replicas often use genuine leather or premium synthetic alternatives and exhibit clean, precise stitching. Hardware & Information Check the hardware, like fasteners, clips, and logos. Premium copies have hardware that nearly matches that of the original luxury bags, with without coarse edges or badly finished aspects. Though imitation purses cannot legally use the exact trademark of the authentic ones, a few could feature slight indications that imitate the style features of luxury brands. Check for these elements to determine the precision of the imitation.Popular Replica Bag Brands Specific labels are famous renowned for top-quality imitations, providing style aficionados an diverse selection of stylish stylish choices. Here, we feature a few of the highly popular copy purse labels. AAA Handbags Bags is recognized for producing a few of the highest quality imitations on the market. Their bags have notable care to meticulousness and, making them a favorite among replica fans. Purse Bags sells an extensive selection of replica purses, like designs influenced by prestigious names. With a focus on excellence and quality and customer customer satisfaction, they've established created a solid standing within the replica bag market. Discreet Designer Products focuses on making high-quality imitations that closely closely imitate the authentic versions. Their collection range includes bags from legendary designers, offering fashion enthusiasts with ample plenty of choices. An Art of Designing Fake Bags Fake bags can seamlessly merge into any wardrobe, enabling you to craft chic and fashionable outfits. Following are some advice for integrating fake handbags into your style collection.Handling with Care Pairing with Timeless Ensembles A classic outfit, such as a black dress or a fitted outfit, can be improved with a well-chosen imitation bag. Select enduring patterns that match your attire and add a hint of sophistication. Blending Luxury with Casual Style Combine premium fake handbags alongside low-cost fashion items to craft a well-rounded and fashionable look. This approach permits you to display your fashion at the same time remaining economical. Adorning using Assurance When styling fake purses, assurance is key. Handle your fake purse with the same consideration and pride as you would a authentic luxury item, and it will enhance your complete look. Looking after the Imitation Purse Correct attention and upkeep are necessary to keep your imitation handbag appearing its optimal. Adhere to these tips to maintain its durability. Consistent Cleaning Clean your replica purse frequently with a mild cloth and gentle cleaning solution. Avoid harsh substances that can harm the fabric or shade. Saving Tips Keep your fake handbag in a cool, arid place, distant from direct sun. Use dust covers or gentle materials to protect it from dirt and scuffs. Treat your imitation purse with, avoiding rough areas and overstuffing. It will assist preserve its form while also preventing any damage. Replica bags offer a affordable option for designer brand pieces without sacrificing fashion and durability. By using proper fashion styling & maintenance, they could effortlessly integrate into any any fashion wardrobe, making them a favored choice among fashion enthusiasts. Regardless if you're searching for a timeless design or the trendy statement piece, there's numerous reputable imitation purse brands which provide high-quality options to suit every taste. So go ahead to include a few fashionable imitations to your collection - none will be able to notice a variation.The Social Aspect of Replica Bags Treat your own imitation handbag with proper attention, avoiding overburdening it by weighty objects. Doing so will help preserve the shape and avoid wearing and tearing. Fake bags are just concerning fashion; they additionally foster an feeling of camaraderie among enthusiasts. In this article, we examine the societal aspects regarding having and talking about fake handbags.Online Communities Several online networks and discussion boards are dedicated to discussing imitation handbags, where fans share hints, reviews, as well as recommendations. These sites offer helpful insights and guidance for those exploring the copy market.In-Person Meetups Certain imitation bag lovers arrange in-person gatherings to showcase their collections and discuss their love for fashion. These gatherings offer chances to network with like-minded people and share ideas.Influencers and Reviews Bloggers as well as influencers frequently review fake handbags, providing honest opinions and comparisons with genuine designer pieces. Following these reviews can assist you in making well-informed choices about your purchases.Legal and Ethical Considerations Understanding the statutory along with principled aspects concerning purchasing imitation purses is essential for making educated selections. Here, we tackle some common issues.Intellectual Property Rights Replica handbags can violate on the intellectual ownership assets of high-end labels. Be aware of the juridical implications and possible risks associated with acquiring and possessing imitations.Ethical Shopping Consider the ethical implications of supporting the replica bag industry. While it provides cheap options, it may also lead to unfair labor conditions and environmental issues.Making Informed Choices Upcoming Patterns within Replica Bags The replica handbag industry is continually evolving, featuring novel trends and innovations emerging. Here, we will explore some possible upcoming advancements. Eco-friendly MaterialsConclusion As environmental responsibility grows as a increasing concern, the copy handbag sector may move towards employing eco-friendly components. This transition might draw to green-minded consumers and decrease the sector's ecological footprint. Advanced Tech Advancements in tech, such as 3D printing, could change the creation of copy purses. These advancements might produce even higher-quality imitations that are hard to distinguish from the authentic ones. Shifting Buyer Attitudes Buyer attitudes on imitation bags could persist to change, with more approval and valuing for high-quality replicas. This shift could boost demand and affect industry patterns. Replica bags offer a stylish and affordable alternative for fashion enthusiasts and luxury lovers. By understanding the intricacies of the replica bag market, you can make informed choices and enjoy the benefits of high-quality imitations. Whether you're drawn to the affordability, variety, or the ability to experiment with different styles, replica bags provide a gateway to the world of luxury fashion. Ready to explore the world of replica bags? Join our community of fashion enthusiasts and start your stylish journey today!

Dodaj komentar

Vaš e-naslov ne bo objavljen. * označuje zahtevana polja