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

大福帳を育てる。

投稿日:2016年9月29日 更新日:

こんにちは。NISHIです。

昨日の「海外販路開拓セミナー」でも
お話ししていたことなのですが、

自社の、そしてご自身の
「大福帳」って、おろそかにしていないです?

ご存知の通りNISHIは呉服業界の出身。

その時代に研修でセールスの「イロハ」を
叩き込まれるわけです。

そこで耳にタコができるくらいに
聞かされたフレーズが「大福帳」。

大福帳とは、現代でいう
「顧客リスト」のことです。
——————

「お前はお客が何人いるんだ?」
「見込み客は何人いるんだ?」
「今月の売上、どれだけいくんだ?」

上司からそんな問いかけが日常茶飯事的に
繰り返されたのを、今でも思い出しますね。

大昔から続く呉服の世界では、
この大福帳が何より大事とされていました。

火災や災害などの緊急時に真っ先にすること。

それは、大福帳を井戸に投げ込むこと。

そうすれば、ひとまず顧客リストは無事です。

そのため、
井戸に投げ込んでも耐えられるよう、
大福帳にはこんにゃくでつくった
紙が用いられていたといいます。

真偽のほどは不明ですが、おそらく
通常の紙より耐性が強いのでしょう。

3.11の東日本大震災の時も、
昔から続く商店は同じことを
していたようです。

災害時に最優先で持ち出したのは顧客リスト。

HDDをリュックに入れておくなど、
予めいつでも持ち出せるようにしておいた
というような話を聞いたことがあります。

なんでそんなことをするかって、
顧客リストさえあれば、
いつでも商売を再開できるから。
——————————

顧客リストさえあれば、
なーーんにもなくなったとしても、
無一文で寒空に放り出されたとしても、
顧客リストに何かを売ればいいわけです。

DRMの超基本でもありますよね。

リストを集め、育て、売る。

すべての商売の超基本なのですが、
案外おろそかになりがちなこと。

そりゃ呉服業界時代にも
耳にタコができるくらい言われますよ。

これ、事業主だけの話じゃありません。

サラリーマンでも同じ。
なので「自社の、そしてご自身の」という
問いかけをしたわけです。

前職のコンサル時代でも、
ベテランのコンサルタントや賢い人ほど、
顧客を抱えた上で退職、独立していました。

応援してくれる人がいる状態にする。
すでに顧客がいる状態にする。

独立は、すでに顧客がいる状態、
売上見込が立っている状態で
スタートさせるのが吉。

事業主かサラリーマンか。
見込み客が多いか少ないか。

そのあたりの立場や事情は関係ありません。

大福帳をつくり、育てることは
今すぐにでもできることです。
そう、立場に関係なく。

では。

NISHI

-日記

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