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

絞り込む勇気。

投稿日:

こんにちは。NISHIです。

今となっては
ビジネスモデルはだいぶ
変化をしてきていますが、
前職のコンサル会社での
受注パターンは、

セミナー開催

受注

というもので、
現在の研究会を中心とした
顧客ストック型のビジネス
というよりもむしろ、
顧客刈り取り型の狩猟型の
ビジネスといってよいかと
思います。

と、なりますと、
一発のセミナーで
一発の受注が必要ですから、
一発勝負のセミナーになる。

故に、
一発で相手を刺さないとダメ。

「あぁ、これ、ウチのことだ。
 今ここでお願いしないと…」

と、コンサルティングの
必要性を痛感していただかないと
いけないわけですね。

で、この状況で
受注にあくせくしながら
過ごしたことによって、
ひとつ、【よい癖】がついた
ように思います。

その【よい癖】ですが、
これとはちょっと違う「この話」で
同じようなことが書かれているので、
少し見てみましょう。コレです。

http://grass-ex.jp/Lo30/12601

地方のパン屋での
AIを活用したレジの話ですが、
やっぱり商売って「執念」は
大事な要素ですよね。
実現させるまであきらめない。
この態度は持ち続ける必要が
あるように改めて思います。

で、この記事を見ていると、

==

今では関西圏を中心に、
全国約100店舗に
約180台が導入されている。

その中には個人経営らしい
小規模店も目立つ。

ベテランスタッフが在籍
している店にも売れるのか――
と問うと、

原さんは
「そういうお店には売れません」
とあっさり言う。

==

という箇所がありまして、
これ、まさに同じことかと。

セミナーでも決して
全員にウケることはなく、
全員にウケたように感じるなら、
そのセミナーは失敗ということ。

不思議なことに、いや、
セミナーも実際にやってみると
不思議でも何でもないのですが、

【1人だけに絞って】

話すようにすればするほど、
受注確率も高まりますし、
セミナー全体のウケもいいもの。

パン屋のAIレジに関しても、
必要とされるお店と
そうでないお店にわかれます。
だからこそ、
ベテラン選手のいるお店には
売れないと割り切っているし、
何より、売る気もない。

ターゲットを絞り込む。
それ以外はバッサリ捨てる。

「そんなの当たり前」と
思われるでしょう。

でも、
意外にやってしまいがちなんです。

誰にでもウケようとしてしまうこと。
誰にでも売ろうとしてしまうこと。

ダン・ケネディが言っていた
「1日1人に嫌われろ」は、
この意味で正解と言えるでしょう。

たった1人に絞り込む勇気を。
では。

NISHI

-日記

執筆者:


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