? ? ? 很多事情你想完成它，方法往往比努力更重要。公司想教他們的員工如何把事情落實(shí)下來(lái)，最巧妙的方法是什么呢？

? ? ? 答案就是：掌握正確的跟進(jìn)方法！

? ? ? 你肯定要問(wèn)，為什么要跟進(jìn)呢?這有什么必要？我是說(shuō)，人與人初次見(jiàn)面以后再聯(lián)系，這難道不是人之常情嗎？就好像大家分別時(shí)都說(shuō)“再見(jiàn)再見(jiàn)”，“再見(jiàn)”這個(gè)詞不就是再聯(lián)系的意思嗎？ 好吧，讓我給你展示一些有意思的數(shù)字吧:我最欣賞的激勵(lì)講師/企業(yè)教練曾提過(guò)，他之前給數(shù)千個(gè)來(lái)自于不同行業(yè)銷售人員的推銷電話錄過(guò)音，然后從中發(fā)現(xiàn)超過(guò)45%的人在第一通電話后就被拒絕了，而只有1%銷售人員能在的第一通電話就結(jié)單，事實(shí)表明，超過(guò)80%的銷售人員需要到第五通電話才能結(jié)單。能看出來(lái)問(wèn)題了嗎?現(xiàn)今很多企業(yè)都浪費(fèi)了超多的銷售機(jī)會(huì)和線索，因?yàn)樗麄儧](méi)有強(qiáng)調(diào)員工們要跟進(jìn)客戶。

? ? ? ?現(xiàn)在想象一下這樣，一個(gè)企業(yè)為了做出好的產(chǎn)品花費(fèi)了大量工作，為了策劃出一個(gè)有創(chuàng)新想法的線上營(yíng)銷活動(dòng)需要付出巨大的時(shí)間、精力、金錢(qián)。那么如果當(dāng)員工不跟進(jìn)，就會(huì)導(dǎo)致我們?yōu)榇俗龅乃信凸ぷ鞫急惠p而易舉地被“沖下馬桶”，白白浪費(fèi)掉這些努力后，回過(guò)神來(lái)哭都來(lái)不及。

? ? ? ?而且如果你不跟進(jìn)，你最終肯定無(wú)法滿足你客戶的需求，這也就也意味著未來(lái)可能會(huì)發(fā)生兩種情況。第一種，他們直接跑到你競(jìng)爭(zhēng)者的懷抱里來(lái)滿足自己需求，這種被拋棄的感覺(jué)你絕對(duì)不想體驗(yàn)一次；而這第二種，他們發(fā)現(xiàn)自己的需求其實(shí)根本沒(méi)有那么急迫或重要。但這兩種情況無(wú)疑都指向同一個(gè)未來(lái)——喂，你離金錢(qián)越來(lái)越遠(yuǎn)啦！所以為了避免這個(gè)慘劇的發(fā)生，跟進(jìn)是必須要的呀朋友們！

? ? ? 你看，其實(shí)讀完這個(gè)文章后，某些人可以很容易從中找一個(gè)很垃圾的借口，舉個(gè)例子，“等等Andy Z老師，像我這種在公司后勤部門(mén)工作的，應(yīng)該和您這些針對(duì)業(yè)務(wù)部的建議完全不搭邊吧？”嘖， 錯(cuò)！大錯(cuò)特錯(cuò)，打個(gè)比方，如果你是在企業(yè)內(nèi)部IT部門(mén)工作，然后你并沒(méi)有及時(shí)跟進(jìn)一個(gè)很稀少的高質(zhì)量外包(你懂得，那種本身就不接很多項(xiàng)目而且還很屌的項(xiàng)目)，你極可能會(huì)因此錯(cuò)過(guò)一個(gè)提出快速解決技術(shù)瓶頸的解決方案的機(jī)會(huì)，從而也錯(cuò)過(guò)了在老大們面前展示自己的機(jī)會(huì)。因此顯而易見(jiàn)地，這個(gè)建議適用于任何部門(mén)的員工，有的時(shí)候舉一反三也是一門(mén)學(xué)問(wèn)喲。

? ? ? 我說(shuō)了這么多，你肯定要問(wèn)，那么公司到底要如何讓員工跟進(jìn)呢？既然你誠(chéng)心誠(chéng)意的發(fā)問(wèn)了，那請(qǐng)感謝自己看到了這篇文章關(guān)注了我！很重要的一點(diǎn)是，企業(yè)管理層一定要下定決心讓這個(gè)公司開(kāi)始培養(yǎng)一種積極跟進(jìn)的意識(shí)。

? ? ? 最后一點(diǎn)是，毅力和耐心是必須的。因?yàn)榫退隳愀M(jìn)一遍，對(duì)方很有可能不能完全同意甚至在最初就直接拒絕了你，這并不代表說(shuō)你已經(jīng)失去了一切，不代表這個(gè)客戶已經(jīng)把你拉黑。如果你還記得我之前跟你提到過(guò)的，80%的推銷員的單子是在第五通電話后才能順利結(jié)單——五、五、五！朋友們，想想看，你愿意跟進(jìn)一個(gè)人5次，就為了讓他說(shuō)出YES，這種情況什么時(shí)候發(fā)生過(guò)？

? ? ? 那么如果公司想要搭建一種具有跟進(jìn)思維的企業(yè)文化，哪些因素是最關(guān)鍵的呢？我認(rèn)為很簡(jiǎn)單，首先，企業(yè)一定要倡導(dǎo)員工們要行動(dòng)起來(lái)！是的，這是所有問(wèn)題的本源。與人再度聯(lián)系其實(shí)是一個(gè)很重要的事情，但是大部分人都習(xí)慣忽視了這點(diǎn)~

? ? ? 其次呢，系統(tǒng)化的跟進(jìn)方式要怎么跟進(jìn)和實(shí)行？充滿創(chuàng)意的方法少不了！這樣做可以避免在挑戰(zhàn)還沒(méi)開(kāi)始前就被對(duì)方殘酷地OUT，也就是說(shuō)需要找到點(diǎn)去吸引他們，同時(shí)也要很按照邏輯的去做事情——每天騰出一個(gè)時(shí)間段來(lái)完成跟進(jìn)任務(wù)，畢竟跟進(jìn)是把事情做好的最佳技巧，所有如果你還沒(méi)有一步一步按照流程來(lái)跟進(jìn)所有的目標(biāo)，那么我只能祝你好運(yùn)了……

? ? ? 現(xiàn)在你明白了吧？把事情做好的最好辦法是跟進(jìn)。當(dāng)然，如何實(shí)踐跟進(jìn)—這是我對(duì)公司和員工培訓(xùn)的一個(gè)最重要話題。信不信由你.

————————以下為Andy老師英文原稿————————

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老師簡(jiǎn)介:

- Multicultural and multilingual: Grew up and lived in a number of countries,? American-born Chinese and Third Culture Kid (TCK)

多文化和多語(yǔ)言:在多個(gè)國(guó)家成長(zhǎng)和居??；美籍華人， 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

為企業(yè)培訓(xùn)和招聘人士提供領(lǐng)先評(píng)估體系和游戲化的項(xiàng)目式學(xué)習(xí)的職場(chǎng)教學(xué)法領(lǐng)袖

- Decade of experience in education and training, and expert in China

十年以上的學(xué)生教育和企業(yè)培訓(xùn)的經(jīng)驗(yàn):并被很多本土和國(guó)外人士稱為“中國(guó)通”

- UC Berkeley Alumni Club Ex-Leader and Recruitment Ambassador

畢業(yè)于世界名校加州伯克利大學(xué)并擔(dān)任校友俱樂(lè)部前任負(fù)責(zé)人和前任招生大使

- Third-party Interviewer for College Admissions

美國(guó)第三方面試官(很多大學(xué)現(xiàn)在需要學(xué)生在提交申請(qǐng)書(shū)與第三方機(jī)構(gòu)進(jìn)行面試)

- Helped build a number of college admissions counseling departments

負(fù)責(zé)搭建多個(gè)海外升學(xué)指導(dǎo)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

相比其他所謂的“教育專家”，從小上過(guò)十幾所學(xué)校，親自體驗(yàn)過(guò)AP、IB、英國(guó)、新加坡和香港的教育制度

歡迎大家關(guān)注其自媒體平臺(tái)Andy Z老師。