Сегодня слушал обучение одного очень стоящего эксперта по теме «Методы положительного влияния на людей». Так вот среди прочих важных пунктов есть такой «Мне необходимо обучать своих клиентов и конкурентов». Речь шла с фокусом на тренинговый и MLM бизнес.
Это заставило меня задуматься. И если с обучением клиентов еще более или менее понятно, то утверждение об обучении конкурентов достаточно неоднозначно. Хотя надо сказать, что и с клиентами не все очевидно. Для некоторых компаний обучение клиентов это не приоритет т.к. есть опасение, что клиенты станут умнее и перестанут пользоваться их товарами/услугами. Кстати, на подумать: действительно ли я помогаю своему клиенту не просто покупать у меня, а разобраться, какое решение для него будет наилучшим? Ведь не всегда лучшее решение для клиента это купить у меня!!
Однако подумайте о том, какую степень доверия вы формируете с человеком, когда искренне говорите ему: «Вы знаете, конечно я могу рекомендовать вам наш товар за 1000 долларов, однако в вашей конкретной ситуации вам достаточно будет купить в магазине за углом товар за 100 долларов и он сможет решить ваш вопрос. А ко мне вы сможете обратиться, когда у вас будет вот такая ситуация (далее описание ситуации, или описание другой существующий сейчас проблемы) и тогда именно мое решение будет для вас наилучшим».
Это доверие! Отношения к клиентам, например в США, во многих отраслях давно строятся именно по такому принципу. Там все понимают, что цикл работы с клиентом сейчас сильно увеличивается, однако и дивидендов потом этот клиент приносит в разы больше чем просто разовое «впаривание»! Это называется жениться на клиенте:)
Мой фокус не на разовой сделке, а на долгосрочных отношениях. Отсюда и образ действий по обучению клиентов. Это инструмент построения долгосрочных отношений. Обучайте своих клиентов!
Например, в моей компании Reworld у нас есть огромное количество бесплатного контента по вопросам юридической грамотности в различных отраслях. И люди, совершенно бесплатно, могут получить решения большого числа жизненных вопросов. Зачем? Это обучение потенциальных клиентов и одновременно повышение их лояльности.
Вернемся к конкурентам.
Тут вобще три знака вопроса:) Зачем мне обучать партнеров с параллельных структур? Зачем мне обучать партнеров других MLM компаний? Это же конкуренты!
Причина в том, что когда вы выходите на рынок (имею ввиду в интернет)и начинаете генерить массу реально полезного обучающего контента с вашими личными наработками и фишками, то люди сначала в шоке от вашей наглости, а потом начинают за вами внимательно следить. Это и есть влияние. Ваша точка зрения и ваш материал. И после полугода беспрерывного соприкосновения с вами люди начнут задавать вопросы: а как пройти обучение, а проведи вебинар, мы готовы заплатить. Уверен, что любой предприниматель из сферы MLM не прочь заработать на своих знаниях и опыте! И более того, эти люди станут проситься к вам в первую линию.
Смело делитесь с людьми своим опытом, это будет толкать вас вперед и заставит обучаться и расти. Не бойтесь, что вас обойдут. Скорее к вам захотят присоединиться!!
Успехов вам в делах!
Сергей Чекмаев.
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