Law 250

American salesman Joe Girard summed up in the battle to the He believes that behind every customer, roughly 250 friends and family. If you win the goodwill of a customer, it means to win the goodwill of 250 individuals; the other hand, if you offend a customer, it means that offended the 250 customers. The law of a powerful demonstration of the Thus, we can obtain the following revelation: to be taken seriously around everyone, because everyone has a relatively stable behind, not a small number of groups. Treat a person, just like dial light a lamp to illuminate a large area.
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Introduction Introduction to the main content applications Joe Girard application of McDonald's merchandising applications
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About in the back of each customer are approximately 250 standing individuals, which is relatively close relationship with his people: colleagues, neighbors, relatives and friends. If a salesman at the beginning of the next week to see 50 people,chi turbo flat iron, including two customers as long as his attitude was unpleasant, to the end of the chain there might be 5,000 people unwilling to deal with the salesman to know one do: Do not do business with the salesman. 250 This is the law of Joe Girard. As a result, Joe Girard conclusion: In any case, even if it is not to offend a customer. Joe Girard's career in marketing in law of each day will be 250 in mind, the attitude that holds the business first, always control their emotions, do not make things difficult for the customer, or do not like each other, or their state of mind not so good reasons, neglect customers. Joe Girard when he said: the world's greatest salesman, he topped the world for 12 years Ji Sini big worldwide sales of the first record of the throne, he has maintained the world record car sales: the average daily sales for 12 consecutive years of 6 cars, so far no one can broken.
Joe Girard
Joe Girard is the world's most popular lectures by masters and many Fortune 500 companies who have taught him valuable experience in the elite from around the world millions of people by his The speech touched, inspired by his deeds. Thirty five years ago, Joe Girard is an overall failure, he was suffering from very severe stuttering, still nothing changed in the work of forty, or even had been a thief, the ############ opened; however, who can imagine , like this one who is not good, but the back of a debt almost desperate people could have climbed in just three years, first in the world, was the Guinness Book of World Records as . How did he do it? Learn, work persistence, focus on service and faith sharing is Joe Girard four most important key to success. Joe Girard, sold more than 13,000 vehicles due to create a record sale of goods was the Guinness Book of Daquan. He had 15 consecutive years as the world's largest number of new cars sold, of which 6 years the average car sold in 1300. 【250 main law: not to offend a customer】 behind in each customer, are about 250 people standing, which is relatively close relationship with his people: colleagues, neighbors, relatives and friends. If a salesman at the beginning of the next week to see 50 people, including two customers as long as his attitude was unpleasant, to the end of the chain there might be 5,000 people unwilling to deal with the salesman, they know a thing: Do not do business with the salesman. 250 This is the law of Joe Girard. As a result, Joe Girard conclusion: In any case, even if it is not to offend a customer. Joe Girard's career in marketing, he will be 250 day law of mind, grasp the logic of the attitude of the business first, always control their emotions, do not make things difficult for the customer, or do not like each other, or their state of mind is not so good reasons, neglect customers. Joe Girard when he said: Ladd different approach: he explains his visiting cards, pay the bill when dining in the restaurant, he wanted contacts in the bill; in the sports arena, he put a lot a lot to business cards into the air. Card filled the air, like snowflakes, released into the atmosphere every corner of the stadium. You may be surprised by this practice. But Joe Girard believes that this approach made him a sum of pen business. Joe Girard that every salesperson should try to let more people know what he is doing, what goods sold. This way, when they need his product, they will think of him. Joe Girard is a scatter cards unusual things that people do not forget such a thing. When people buy a car, it will surely think of that scatter card salesman, think of the name on the card: Joe Girard. Meanwhile, the point lies, some people have the customer, if you let them know where you are, what you sell, you are likely to get more business opportunities. 【Create customer files: Learn more about customer】 Joe Girard said: have a good impression on your customers, you hope to increase turnover. To make the customer believe that you like him, care about him, then you must understand the customer, to collect all relevant information of customers. Joe Girard pertinent to point out: days willing to spend some time to understand their customers, ready to pave the way, then you do not worry about their own customers. I started the job, Joe Girard to collect customer information on a separate sheet of paper , into the drawer. Later, on several occasions because of the lack of a particular order and forget to track potential customers, he began to realize their own hands to establish the importance of the customer file. He went to a stationery shop to buy a diary and a little card folder, the original data written on scraps of paper all made of record, established his customer files. Joe Girard that the salesman should be like a machine, with tape recorders and computer functions and customer contacts in the process, the customer said useful information are recorded, from which to grasp some useful material. Joe Girard said: their children, hobbies, qualifications, duties, achievements, travel over the place, age, cultural background and any other things associated with them, these are useful marketing information. All this information can help you close to the customer, so that you can effectively discuss issues with customers, talking about their own topics of interest, with these materials, you will know what they like and do not like anything, you can let them talk , jubilant, dancing ... ... as long as you have the means to make customers feel comfortable, they will not let you disappointed. Customers who bought something) to help the results. Joe Girard's famous remark that program brochures to customers. brochures tell the customer that if he introduced others to buy a car, after the sale, he will be 25 dollars per vehicle reward. A few days later, Joe Girard will send thank you card and a customer stack of business cards, after a year he will receive at least the one with a hound Joe Girard plan letter reminding him Joe Girard's commitment to remain valid. If Joe Girard found that the customer is a leading figure Other people will listen to him, then, Joe Girard will be more efforts to promote trade and try to make it a hound. implementation of the hound is the key word plan - the customer must pay 25 dollars. Joe Girard The principle is: would rather pay the 50 people the wrong,chi pink dazzle hair straightener, do not miss a person be paid. In 1976, Joe Girard hound plans to bring 150 pen business, accounting for about one-third of the total transaction volume. Joe * Girard paid $ 1,400 in dogs cost of harvesting the $ 75,000 commission. 【honest: the Best Strategy to promote honest, the best strategy is to sell, and is the only strategy. but absolute honesty is foolish The. marketing allow lies, which is selling the It is your job to pursue the best interests of the tools. Therefore, there is a degree of honesty issue. marketing process is sometimes necessary to tell the truth, first, one, two is two. tell the truth often good salesman, in particular, a salesman said, customers can check things later. Joe Girard said: a cylinder. Customers have to yixian car cover and count distribution line, you're dead. The different is the truth, but they still like to listen to people kissing *. a little a few compliments, can make the atmosphere more enjoyable, not hostile, it is even more likely to promote trading.? Sometimes even scatter Joe Girard a little lie. salesman Joe Girard seen as telling customers the truth, not Kensa fib, loss of business for no reason. The customer asked the salesman how much his old car can be equivalent to money, and some rude salesman said: 【taste of their products: make products to attract customers】 each product has its own flavor, Joe Girard in particular to promote their products taste good. and is to find ways for customers to first to his own wife, children and leaders to show off in front, customers will soon be the new car No do not buy his car. Even if do not buy immediately, soon will come to buy. new car or try to operate, people are curious. no matter what you sell, must find ways to display your products, and to remember that customers personally participate in, if you attracted to their senses, then you will be able to grasp of their feelings. 【】 sale began selling real Joe had a famous saying: bigger and bigger, more and more customers. later, but continued to care for them, and properly represented. Joe to give him a month more than 1 million customers send a greeting card. Happy New Year in January, February, commemorating Washington's Birthday, March St. Patrick's Day Congratulations ... ... Joe who bought a car in person, have received the Joe's greeting cards, also remember Joe. is because Joe did not forget their customers, the customer will not forget Joe Girard. application of the McDonald's application fast-food industry, To this end, McDonald's system through the development and improvement of a range of equipment, by improving our procedures to improve the efficiency of restaurant service to meet the needs of customers. In some of the rules set by McDonald's, the design of some equipment and tools, reflects the McDonald's The Originality. if they do not hard to understand, difficult to find McDonald's many business processes that can improve the efficiency of the > McDonald's
1, points from the consumer into the McDonald's meal began, consumers started to receive McDonald's service, it entered a McDonald's high-efficiency service system. in the McDonald's restaurant, the cashier is responsible for customer record points meals, cash registers and the provision of food. McDonald's in personnel arrangements, the point is to record meals, cash registers and the provision of food and other tasks into one, eliminating the link between information transmission, saving cost, but also improve the efficiency of the service . the customer point of meal, they often need to provide food restaurants to choose which customers to spend some time to decision-making. The McDonald's menu is very simple, generally only 9 (25 categories in the original) about the food, each class or category divided by the amount of 2 to 3 specification; so that customers do not need to spend a lot of time to choose, choose to save the customer time, potentially improving the efficiency of the customer choice. In the customer point of meal, the cashier will also recommend time. In addition, McDonald's has strict rules, a customer is only recommended once. This means that customers do not need in order to choose the recommendation of staff, also reduces the for a long time, McDonald's will send the customer service personnel to pre-point line of food, so the cash register when the customer arrives, simply point the menu can be provided to the cashier to raise a point of feeding speed; the same time, so that the customer service staff Pre-point implementation of the food, but also reduce the queue of customers, consume time and increase the efficiency of point feeding areas. 2, the cash register after the end of the customer point of meal, and then the cashier's cash register and give change is the link. McDonald's cash register through the use of (Japan's first McDonald's,CHI Pink Dazzle Flat Iron, after the promotion in the world) to improve the speed of clearing accounts, can also be the point clear response to the food pantry workers, prepared well in advance meal preparation. McDonald's cashier in the cash register provides process must clearly that the amount of the customer delivery, such as: , sir, to charge you 50 put, customer inventory. In this way, you can reduce or eliminate disputes arising in the process the cash register. excluded from the dispute, which is the process of reducing the interference of normal services, natural also to improve the efficiency of the service. In order to improve the efficiency of the service, McDonald's requirements; appears when a cashier is idle, it should be standing in line to checkout other customers said loudly: population, then the other will start immediately free checkout. As McDonald's operating data of each shop a detailed statistical analysis, and reference to the activities surrounding areas, thus able to more accurately estimate a peak of a shop people's time; therefore,chi iron, to prepare staff in advance to cope with the sudden arrival of the peak population. Keep the change, the cashier also points customers to provide timely food and drink. 3, supply McDonald's in the food supply is very high on the efficiency of the , just after the meal the customer point of about 30 seconds so you can get the point of food. in the food supply, McDonald's took a different approach to improve efficiency. McDonald's provides employees with the food supply when they should trot, to enhance the operational speed. In order to prevent actions which affect the speed of fall and spill food, McDonald's drinks are added to the plastic cover, a tray of food. Of course, drinks can add a plastic cover to prevent spills when the customers drink, food tray can be extended holding time, the customer, it is also beneficial. In addition In addition, McDonald also supply equipment for the reforms. as in the beverage supply, many beverage beverage equipment exports, employees only need to click the button to can guarantee the flow of quantitative drink cup. This not only saves staff improvement, only to semi-Heat (mainly high-temperature frying the way) can greatly enhance the food production rate, but customers can also get just a little hot pan of food. in the amount of finished goods inventory arrangements, McDonald's restaurants also based on the location, and today's date, the reference in previous years, the supply of the restaurant at different times, different times of the day to develop the amount of customers to buy and buy varieties. will be subdivided into six hour time period (10 minutes each time) for different time periods of demand, can be well in advance to the next time the number of required by the stock of finished products prepared in advance (through the thermal insulation box), to quickly meet customer needs.
250 Law in the food supply process, McDonald's employees by improving the speed of action to improve the food production process to co-ordinate arrangements for appropriate inventory, greatly increased the supply of food and speed of processing speed, the customer waiting time of more than 50 seconds from the initial reduced to 30 seconds. 4, consumer stands to reason that consumption rate is determined by the customer, McDonald's is how to achieve the high consumption efficiency? a dining experience at McDonald's customers know that McDonald's does not provide chopsticks, forks, spoons and other eating aids All solid food is to crawl through the hand, drinks with a straw (the straw diameter is often coarse). the customer is not only easy to grab his hand, and, much higher than the efficiency of capture using chopsticks and forks and other tools efficiency. Therefore, the customer directly with your hands fries, hamburgers, pies, chicken wings and other meals to eat unconsciously increase speed. In addition, McDonald's seats and tables are often too small, not sedentary, if the long sat often uncomfortable, which makes the customer do not want to sit a long time, natural increase efficient use of seating. Also, McDonald's often use a small table, up to 2 to 4 seats allocated; Therefore, McDonald's the restaurant is not suitable for more friends to meet. through the design of the restaurant, customers often do not stay long in the restaurant; Moreover, McDonald's will also be spending a long time that the exclusion of potential consumers within the customer; the same time, small seats and tables are also increasing the effective operating area.
250 Law
at the same time, McDonald's also offers take away services, these take-away foods are not occupy the space of McDonald's business; therefore, take-out service exclusively for McDonald's beverage designed to provide specialized plastic bag for easy carrying and use of customers. which to some extent, but also to encourage the customer take-out food. 5, clean the cleaning, McDonald also has a method and system to ensure clean and speed. First of all, McDonald's extensive use of paper, plastic and other disposable tableware, the customer left in a clean napkin, straw, coke cups, paper cups, just down to the cutlery in the trash can to save the recovered tableware, cutlery cleaning, disinfecting, drying, and many other processes. Second, the use of plastic trays and trays of paper, not only bring convenience to customers, but also advertising for the restaurant, reducing the chances of your desktop to be dirty, clean desktop, saving time. McDonald's has also developed a staff to readily clean, any person in any position around the post to be Shunshou Jiang wipe clean sweep with a rag. This is not easy to grease and other waste deposition, after repeated cleaning, and very easy to clean. In addition In addition, McDonald's table , benches, etc. that are used to clean the plastic cover, stainless steel kitchen equipment are used not only easy to clean, but also easy to show the effect of cleaning and improve the cleaning efficiency. McDonald's restaurants did not take as general coverage of wallpaper, etc. used approach not only reduces the cost, but also improve efficiency. In closing, the McDonald's employees will be organized once again for all the equipment clean; Therefore, the staff readily be cleaned,cheap chi straighteners, and finally became clean, very easy. For knocked over by the customer drinks, McDonald's provides for an immediate clean to prevent contamination to expand. At the same time, McDonald's also a variety of formulations of the cleaning fluid, for different stains to take a different cleaning solution to clean, to improve the cleanliness of the targeted. merchandising application used to good sales of goods Gilad's those who bought the product from the customers here, to basically be able to confirm their What product or service can solve the problem? competitors? products What is special? have any special competitive advantages? find the target most profitable customers and leads the customer to identify the industries where these customers, size, decision-making who, buying patterns and so on. Next action plan is to do well. This means that need to determine the budget, including the ability to invest money and time. also need to list the specific actions you will take and when will implement these actions. should work Which direction do? need to be 60% of the budget to customers, 30% of the clues used to obtain the target customers, 10% of the building for the brand. existing customers is the most likely source of new business, but each salesperson should be to look for new opportunities and customers. to tap into the good sales leads, you need to implement a plan. The following are some actions you can take these steps: 1, creating a easy to navigate, updated and timely, informative site, to encourage customers to interact with you. ensure that the site clean and professional. 2, create email newsletters, and regular mailing list to send each member. presentation should be informative, accurate, and to an appropriate, easy to read. 3 in investment clubs, associations and other occasions, high-tech initiative to speak on related topics. In these situations, try to collect more cards. If you are a speaker, in a speech near the end to provide some meaningful information. 4, to participate in all relevant fairs, and an appointment as individual interviews with potential customers. If a booth at the trade show, to ensure that employees present at any time, set between the customer and to avoid blocking material. In addition, try to collect more cards, if necessary also provide some valuable things. 5, every season the new information to the media. including new products or services, successful customer case, new processes or methods. 6, if there is a new story to tell, there is innovative products to show, or a unique expertise to teach, its compiled out of the White Paper release, and its market report issued as a free Web site visitors. 7, set up local organizations in a particular industry . 8, and old friends, colleagues and business partners to keep in touch. a customer leads to sharing. 9, if the local newspaper has published some of the people promoted to some of the company's new president, vice president or by other promotion opportunities, Congratulations on a promotion, and wished success. In addition, remember to add contact list. 10, parties, sports or the neighborhood meeting, take the initiative to introduce themselves. 11, and may provide complementary products or services to enterprises to establish a relationship. such alliances can provide customer leads. 12, regular visits to existing customers to seek feedback on customer service. For example,chi pink dazzle limited edition, how the customer service satisfaction? obtain the required product or service support? in the application of Girard's the first month, may not be able to reach a large business. But as time goes on, as their careers rise Gilad track have shown that this method of training potential customers will give up the idea of playing a strange phone market. More Atlas Atlas entry Open Category: Management, Science, Theorem