Ungenza njani iifowuni ezibandayo xa unxungupheka kuluntu? Ubungozi obubiza ukuxhalaba kukuba ukwesaba ababenokuthengwa ngaphambili nangethuba lokubiza kubathengi abangazange bathethe nabo. Uphando lubonisa ukuba i-40% yabathengisi baza kuba nexhala elikhulu malunga nokwenza iifowuni ngexesha elithile kwimisebenzi yabo.
Indlela yokwenza iifowuni ezincinci
Kulabo abaneengxaki zokuxhalaba kwabantu (SAD) , iinkalo ezininzi zokuba ngumthengisi zingakwazi ukudala uxhalaba; nangona kunjalo, ukubiza okubanda kungabomnye kunzima kakhulu.
Ukuhlanganiswa kokuzihlola okungekubi kunye neempendulo ezingalunganga ezivela kubaxumi zingabangela uxhalabo. Ngezantsi ngezinye iingcebiso zokukunceda ukujamelana nale nxalenye yokuthengisa.
- Yiba nomxholo
Nangona unokulingwa ukuba ufunde ngokucacileyo kwiskripthi, kungcono ukuba ube nesicatshulwa esiqhelekileyo ongasethetha kuso. Ukufunda kwi-script kukukhupha kumxholo wezinto othethayo kwaye uvumela ingqondo yakho ukuba ihambe.
Umntu ngenye inxalenye unokukwazi ukuxelela ukuba ufunda kwiskripthi, kwaye unokungena ngaphantsi nje.
- Yenza Uphando Lwenu
Ngaphambi kokuba uthabathe ifowuni, qiniseka ukuba uyazi igama lomntu kunye nenkampani obizayo, nendlela yokubiza ngayo zombini. Fundisisa iimfuno zabathengi abanakho kunye nendlela onokuzifumana ngayo. Cacisa engqondweni yakho yintoni injongo yakho phambi kokuba ubize; Oku kuya kukuvumela ukukhokela incoko ngokulula.
- Yiba Ntle
Ukuba unxhala malunga nefowuni ngokubanzi, zama ukwenza njengokungathi unesabi . Hlala ngqo xa uthetha, gcoba ebusweni bakho, uthethe ngokuqiniseka njengoko unako.
Ngethuba nje ukuba ubeke ixesha lokulungiselela kakuhle, akukho sizathu sokuba ungeke "ufebe" ukuba wenze oko ". Ekugqibeleni, ukuzithemba kwakho kuya kukhula kunye namava.
- Zenza
Ziqhelise oko uza kuthetha , zirekhode u kuthetha, ulalele ukurekhoda, uze wenze utshintsho ngokusekelwe kwinto oyivayo. Ukuba ungacingi ukuba unenjongo ngokwaneleyo, cela umntu othembelayo ukuba akunike ingxelo.
Ukwenza lo msebenzi kuya kukunceda uqaphele iinkalo zendlela yokunxibelelana enokuthi ufune ukuguquka, njengokuba uthetha ngokukhawuleza okanye umthamo wezwi lakho.
- Thatha umqaphela
Ngangoko kunokwenzeka, bhala amanqaku ngexesha lakho incoko . Oku kuya kukunceda ukuba ugweme ukungena kwiipatheni zokucinga ezingalunganga kwaye ugxininise kulowo omnye umntu athethayo. Kuza kunika kwakhona irekhodi ebhaliweyo yezinto ezithethwa ukuba ungabhekisela kwiingxoxo ezizayo.
Uphando lweeCold Calls
Kwisifundo esenziwe yi-Keller Centre eYunivesithi yaseBaylor, ama-agente angama-50 ase-United States enza ii-6264 ezibandayo. Kule fowuni, i-72% ayiphenduliwe okanye ayinamanani angalunganga. Kwama-28% aphendulwayo, ngokulinganiselwe kuphela abantu aba-1 kwabangu-59 bavumile ukusetyundela ukuqesha kunye ne-arhente. Ekugqibeleni, ixesha elifanelekileyo lokwenza ifowuni liphakathi kwe-10 ukuya kwe-2 ntambama.
Zithini ntoni ezi ziphumo?
- Amakholi amabini kwiintetho ezintathu azange aphendulwe, ngoko cinga ngalawa "abafileyo" ukubiza njengamathuba okubamba umoya phakathi kokuthetha nabathengi nabathengi.
- Ukuba ufumana "amaninzi" ngokulandelana, khumbula ukuba oku kuqhelekileyo kwaye kulindeleke. Uzakufuna ukwenza umthamo omkhulu weefowuni ukufumana umthengi onomdla-oko kukubakho ukubiza okubandayo kwaye akubonakali ngetyala lakho lokuthengisa. Ukuze uphefumulelwe, jonga i-movie ethi "Ukuphandelelwa koNwabile" kunye noWill Smith kwaye ubone indlela enzima ngayo ukufaka umnxeba.
- Ukuba unokukhethwa kwexesha, fowuna ngexesha elithile phakathi kwentsasa-ntsasa kunye naphakathi kwemini. Nangona akucaci ukuba kutheni eli lixesha elifanelekileyo lokufowunela umnxeba, mhlawumbi ukuba ungabamba abantu ngexesha lokubanjwa kwentsasa okanye kusasa.
Iindlela ezingakumbi kwiifowuni ezincinci
Ukuba iifowuni ezibandayo zingabonakali zisebenza kuwe, khangela ukuba akukho ndlela engcono ongayiphakamisa kuyo kumphathi wakho. Imibutho emininzi iyasuka kwiifowuni ezibandayo kuba zingasebenzi kunokuba zilandele abathengi abakhona nabanomdla.
ILizwi
Ekugqibeleni, ukuba uxhalaba lwakho lwentlalo lunzima kangangokuba kukuphazamisa ukusebenza kwakho emsebenzini, kwaye ungakhange uhlolwe yintlupheko yokukhathazeka kwentlalo , kusenokuba ixesha lokufuna iingcebiso zobuchwepheshe .
I-SAD yimeko ephathwayo, kwaye ukwesaba imisebenzi efana nokwenza iifowuni kunokunqotshwa ngonyango olunjenge-cognitive-behavioral therapy (CBT).
Imithombo:
IYunivesithi yaseBaylor. Ngaba iCold Calling Gone Cold?
I-Verbeke W, iBagozzi RP. Ukuthengisa ukuxhalabisa uxanduva: Ukuhlola oko kuthetha ntoni xa ukwesaba kulawula ukuthengiswa kweentengiso. Journal of Marketing . 2000: 64; 88-101.
Abasetyhini ukuze baqeshwe. Cold Calling 101.