Cum e in afaceri – despre specialisti, profesionisti si incarcare
De ceva vreme sta aici frumos la mine in drafts o insemnare de afaceri legata de profesionisti, de modalitatile de colaborare (cu agentii de PR dar pana la urma cu absolut orice furnizor de servicii din orice domeniu), de imagine si de castig. Cumva tot nu ii gaseam o forma potrivita pentru a transmite mesajul – mai ales ca exemplele pe care le-as fi putut utiliza (din PR) erau confidentiale. Avand insa parte de experiente “minunate” acum cu constructia casei o sa dau pilde din aceasta zona insa, repet, informatiile si principiile sunt valabile pentru orice domeniu. Veti vedea.
Intai sa discutam putin despre ce ai nevoie atunci cand lucrezi cu cineva. Sunt cateva elemente (probabil lista e mai lunga si depinde de fiecare in parte) care trebuie avute in vedere:
- promptitudine;
- calitate a serviciilor;
- intelegere;
- comunicare eficienta si deschisa intre parti;
- sprijin si consiliere (impartasirea diferitelor variante/oportunitati disponibile)
- respect reciproc;
- respectare a termenelor;
- disponibilitate – raspuns la telefon (mai ales cand se stabileste o discutie), email etc.
Deseori este usor sa castigi o colaborare, un client. Sunt atat de multe strategiile de “furat ochii” incat este des usor sa atragi noi clienti. Desigur, cel mai usor e atunci cand acea persoana/firma are nevoie de serrviciile/produsele tale. E situatia ideala, evident.
De castigat il castigi, dar de pastrat nu se pastreaza asa de usor! Niciun client nu e legat pe viata de un furnizor. Nici macar un contract nu trebuie dus la capat cu acelasi furnizor daca el nu respecta termenii contractului. Asa ca, sfat pentru oricine, introduceti in contract precizarile importante, relevante, altfel nu veti putea solicita incheierea colaborarii si anularea contractului in baza nerespectarii termenilor.
Uneori contractele se castiga X fiind recomandat tertilor de prieteni, unde X poate fi atat o persoana, cat si o firma si unde prietenii se refera si la prieteni efectiv, si la alte firme, colaboratori, parteneri. Numai ca ii recomanzi doar pe cei in care ai incredere si care nu i-au dezamagit pe cei carora i-ai recomandat. Daca auzi mai multe plangeri venite de la cei carora le recomanzi pe cineva, clar nu il/o vei mai recomanda pe viitor!
La fel, mai ales daca ajungi sa colaborezi cu cineva recomandat de un tert ar trebui sa te porti frumos si sa iti faci treaba bine. Altfel, oricat de recomandat ai fi tu, nu se va lucra cu tine.
Ajungem acum la imaginea de specialist/profesionist.
Multi spun ca un specialist e vezi Doamne greu de gasit, ca doar e bun. Cu alte cuvinte discuti cu el doar cand poate el. Sa dau exemple, ca sa fie mai clar. Tu ii scrii agentiei/consultantului cu care lucrezi, dar el poate sa iti raspunda peste cateva zile sau deloc – dupa cum are timp – chiar daca pentru tine e urgent. La fel, poti sa il suni ore in sir, daca el nu vrea nu iti raspunde. In cazul unei firme de constructii, din dorinta de a “prinde contracte” ti se spune in prima faza – da, sigur ca facem. E disponibil pentru intalnire omul. Dupa aceea – cand incepe “distractia” – cu ales proiectul de casa si detaliile efective ale constructiei (ce ajuns la a construi efectiv!) descoperi ca persoana nu e disponibila uneori cu ziua, ca sunt telefoanele inchise.
Cum sa colaborezi insa cu cineva care nu e disponibil de la inceput? Cum sa ai incredere ca intr-adevar se va ocupa cum se cuvine de tine? – si nu vei fi doar un nume in portofoliu/inca un client etc.? In cazul cu casa de exemplu sa inteleg ca pornim acum, discutam ca e gata in martie si de fapt sa fie gata abia la anul pe vremea aceasta?!? La fel in cazul unei agentii: discutam ca facem, ca vom fi mai vizibili etc. dar eventual doar pentru ca nu e un buget demn de o super corporatie esti lasat la o parte?
Eu am avut potentiale colaborari pe care le-am refuzat pentru ca nu as fi putut sa ma ocup de cu atentia pe care o meritau! Mi se pare insa ca acesta este modul in care trebuie sa procedeze un adevarat profesionist/specialist, indiferent de domeniul de activitate. Spune-mi adevarul in fata: nu am timp acum, nu pot, ma depaseste etc. si o sa iti fiu mult mai recunoscator in calitate de client. Nu iti pun pistolul la tampla pentru a colabora – dar asa cum nu te incurc, nu ma incurca!
Respectul pentru clienti se demonstreaza si in acest fel. Si inca un lucru esential – ca tot vorbim despre imaginea profesionistului/specialistului intr-un domeniu. Crezi ca daca ai zis da unei colaborari si apoi nu te ocupi de ea cum trebuie acea persoana o sa te recomande si mai ales nu va impartasi lumii cat de dezamagit e de tine?!? Unde crezi ca va ajunge in aceste conditii firma ta?
Voi ce experiente similare ati avut? Cum ati solutionat problemele?
Insemnari similare
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