経営コンサル日誌

NISHIコンサル日誌のバックナンバーブログです。

日記

やっぱりビジネスは場所とタイミングな話。

投稿日:

こんにちは。NISHIです。

ビジネスにはやはり
「タイミング」は、
ビジネスの成否をわける
極めて重要なファクター。

KSF、keysuccessfactor、
といっても、
言葉の使い方としては
間違いではありますが、
ニュアンスの表現としては
間違いでもないかと思います。


さて、
先日梅田の某大型書店に
立ち寄った時のことです。

春のこのシーズンといえば、
何でしょう?
突如として雨後の筍のように
現れ始める人たちがいます。

そうです。就活生ですね。

確か、
3月1日からエントリー開始
だったような気がしますから、
まさにウブ中のウブ。

King&Queenオブウブな就活生が
就活本コーナーに群がります。

そこに1人の女性が
近づいてきます。
そして何やら話しかけます。

その後ろで
会話内容に耳をそばだてていると、

「エントリーに使用している
 サイトは何です?」

「○○のサイト、
 気をつけて下さいね!」

などなど、
アンケート兼ヒアリング、
情報提供を巧みに行いながら、
就活生の懐に入っていきます。

次第に解けていく警戒心。
そろそろ「オチ」に入る頃です。

一体、何がオチなのか?
アンケートやヒアリングの皮を
明らかに被った営業活動。
その目的は何なのか??

クライマックスが近づくにつれ、
さらに耳をそばだてていきます。
すると明らかになった目的は、

【無料セミナーへの誘導】でした。

まぁ予定通りと言いますか、
予想の範疇を超えるものではない。

この女性の営業トークの巧みさは
それなりにありますが、
少し驚いたのが、その「成約率」。

合計1時間ほど滞在しましたが、
5人程、セミナー登録の手続きに
移行していたように記憶しております。

繰り返しますが、
トークはそれなりで、
マニュアル化とトレーニングで
標準的な営業マンを育成できる
レベルではあります。

つまり、誰でも出来るレベル。
で、成約率は非常に高い。

これ、ポイントは1つで、
【場所とタイミングがいい】
という、この1点につきます。

大型書店の就活本コーナー
=就活生が、多く、集まる
=アプローチの場所として◎

就活のエントリーが始まったばかり
=就活生はウブである
=余計な情報、知識に染まっていない
=アプローチのタイミングとして◎

このように、とてもシンプル。
場所とタイミングは完璧。
だから成約率が高いのです。
当たり前のことですね。

F総研時代にも
よく上司が言っていたことの1つは
「初心者マーケットを狙いなさい」
というもので、

もっとヒドイ方になると明確に、
「バカ探し」という表現を
される方もいらっしゃいました。

それだけ、
ビジネスには場所とタイミングが大事。
いや、それだけでも8割は決まるんじゃ
ないでしょうかね。

では。

NISHI

-日記

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