很多事情你想完成它，方法往往比努力更重要。公司想教他们的员工如何把事情落实下来，最巧妙的方法是什么呢？
答案就是：掌握正确的跟进方法！
你肯定要问，为什么要跟进呢?这有什么必要？我是说，人与人初次见面以后再联系，这难道不是人之常情吗？就好像大家分别时都说“再见再见”，“再见”这个词不就是再联系的意思吗？ 好吧，让我给你展示一些有意思的数字吧:我最欣赏的激励讲师/企业教练曾提过，他之前给数千个来自于不同行业销售人员的推销电话录过音，然后从中发现超过45%的人在第一通电话后就被拒绝了，而只有1%销售人员能在的第一通电话就结单，事实表明，超过80%的销售人员需要到第五通电话才能结单。能看出来问题了吗?现今很多企业都浪费了超多的销售机会和线索，因为他们没有强调员工们要跟进客户。
现在想象一下这样，一个企业为了做出好的产品花费了大量工作，为了策划出一个有创新想法的线上营销活动需要付出巨大的时间、精力、金钱。那么如果当员工不跟进，就会导致我们为此做的所有努力和工作都被轻而易举地被“冲下马桶”，白白浪费掉这些努力后，回过神来哭都来不及。
而且如果你不跟进，你最终肯定无法满足你客户的需求，这也就也意味着未来可能会发生两种情况。第一种，他们直接跑到你竞争者的怀抱里来满足自己需求，这种被抛弃的感觉你绝对不想体验一次；而这第二种，他们发现自己的需求其实根本没有那么急迫或重要。但这两种情况无疑都指向同一个未来——喂，你离金钱越来越远啦！所以为了避免这个惨剧的发生，跟进是必须要的呀朋友们！
你看，其实读完这个文章后，某些人可以很容易从中找一个很垃圾的借口，举个例子，“等等Andy Z老师，像我这种在公司后勤部门工作的，应该和您这些针对业务部的建议完全不搭边吧？”啧， 错！大错特错，打个比方，如果你是在企业内部IT部门工作，然后你并没有及时跟进一个很稀少的高质量外包(你懂得，那种本身就不接很多项目而且还很屌的项目)，你极可能会因此错过一个提出快速解决技术瓶颈的解决方案的机会，从而也错过了在老大们面前展示自己的机会。因此显而易见地，这个建议适用于任何部门的员工，有的时候举一反三也是一门学问哟。
我说了这么多，你肯定要问，那么公司到底要如何让员工跟进呢？既然你诚心诚意的发问了，那请感谢自己看到了这篇文章关注了我！很重要的一点是，企业管理层一定要下定决心让这个公司开始培养一种积极跟进的意识。
最后一点是，毅力和耐心是必须的。因为就算你跟进一遍，对方很有可能不能完全同意甚至在最初就直接拒绝了你，这并不代表说你已经失去了一切，不代表这个客户已经把你拉黑。如果你还记得我之前跟你提到过的，80%的推销员的单子是在第五通电话后才能顺利结单——五、五、五！朋友们，想想看，你愿意跟进一个人5次，就为了让他说出YES，这种情况什么时候发生过？
那么如果公司想要搭建一种具有跟进思维的企业文化，哪些因素是最关键的呢？我认为很简单，首先，企业一定要倡导员工们要行动起来！是的，这是所有问题的本源。与人再度联系其实是一个很重要的事情，但是大部分人都习惯忽视了这点~
其次呢，系统化的跟进方式要怎么跟进和实行？充满创意的方法少不了！这样做可以避免在挑战还没开始前就被对方残酷地OUT，也就是说需要找到点去吸引他们，同时也要很按照逻辑的去做事情——每天腾出一个时间段来完成跟进任务，毕竟跟进是把事情做好的最佳技巧，所有如果你还没有一步一步按照流程来跟进所有的目标，那么我只能祝你好运了……
现在你明白了吧？把事情做好的最好办法是跟进。当然，如何实践跟进—这是我对公司和员工培训的一个最重要话题。信不信由你.
————————以下为Andy老师英文原稿————————
The number one way companies can teach their employees to get things done
What is the number one way skill that companies can teach their employees to get things done? Master the follow up.
Why the follow up? I mean it’s common sense to actually get in touch with people after speaking with them the first time. Let me hit you with some numbers then! One of the my favorite motivational speakers/business coaches mentioned that among thousands of calls he recorded of salespeople from different industries, around 45% of people give up after the first follow up phone call, and only 1% of sales are closed on the first call, with over 80% happening over the fifth. Do we see the problem here? Companies today are wasting possible opportunities and leads by not ensuring their employees are following up.
Now imagine this, the business has done a huge amount of work (presumably) by building a nice product, a great marketing campaign meshed with innovative ideas and investing time and money. By not following up, this causes everything to go down the drain! The reason why many companies are frustrated that their products or services don’t sell isn’t because of inferior quality or market issues, it’s simply because sales just does not follow up!
If you don’t follow up, you do not end up satisfying your customer’s needs, meaning one of two things will end up happening. Either your customer is going to going to turn to your competitor to fulfil that need, or they realize that need wasn’t that immediate or important to begin with. Stay close to the money and follow up!
Look, it’s very easy to say oh I only work in the back office of my company, and all of AndyZ’s examples are sales related. For example, if you are in IT and you are not following up outstanding vendors that do not take on too many assignments, you are missing out on a golden opportunity to solve potential technical bottlenecks. This applies in all departments across any industries.
So how can companies make employees follow up? Well, they need to create a culture of following up, from an executive level that decision needs to be made to commit this follow up culture.
What are some key elements for companies to incorporate a follow up culture? First, it’s taking action. Yes this is the mother of all problems. Most people just tend to ignore getting back in touch with people as an important concept.
The next step to do this is balancing being creative with your follow-up so you don’t run the risk of elimination before the “game” has even begun, as well as putting a systematic approach in place, which means setting aside a certain amount of time every day to do this - after all follow-up is the number one to get things done properly, so if you don’t have a step by step methodology to do this, something is seriously wrong.
Finally, persistence and commitment needs to be there. Just because you follow-up once and the other person does not fully consent or may even initially outright reject you, does not mean all is lost. If you remember the stats I mentioned earlier, 80% of deals happen after the 5th call...FIVE times. When was the last time you even bothered following up with the same person five times just to get that person to say “Yes!”
There you go, the number one way of getting things done is followup and of course how to actually followup, and this is one of the most important topics that I train companies and individuals on, believe it or not.
AndyZ老师简介:
- Multicultural and multilingual: Grew up and lived in a number of countries, American-born Chinese and Third Culture Kid (TCK)
多文化和多语言:在多个国家成长和居住；美籍华人， 典型第三文化人士(TCK)
- Leader in empowering corporate training and recruitment professionals with assessment methodologies and project-based learning andragogy
为企业培训和招聘人士提供领先评估体系和游戏化的项目式学习的职场教学法领袖
- Decade of experience in education and training, and expert in China
十年以上的学生教育和企业培训的经验:并被很多本土和国外人士称为“中国通”
- UC Berkeley Alumni Club Ex-Leader and Recruitment Ambassador
毕业于世界名校加州伯克利大学并担任校友俱乐部前任负责人和前任招生大使
- Third-party Interviewer for College Admissions
美国第三方面试官(很多大学现在需要学生在提交申请书与第三方机构进行面试)
- Helped build a number of college admissions counseling departments
负责搭建多个海外升学指导中心
- Unlike most “education experts”, personally attended more than a dozen schools growing up and personally went through the AP, IB, British, Singaporean and Hong Kong education systems
相比其他所谓的“教育专家”，从小上过十几所学校，亲自体验过AP、IB、英国、新加坡和香港的教育制度
欢迎大家关注其自媒体平台Andy Z老师。
