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    手機版 最近更新
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    我眼里的企業家

    更新時間: 2017-03-14 閱讀:

      首先要理解生意的本質,你才能開始做生意。

      在中國的各個群體中,如果說有一個群體不能落后,那就是企業家。

      企業家每時每刻都在接受新思維、新挑戰,并且勇于改變和改造自己。他們不僅僅在尋求變化,而且必須把自己的企業、事業及其個人放在變化面前考慮,在變局產生之前就必須布好局。

      抓住"痛點",別被表象迷惑

      你只有改變自己,才能改變別人。而且,你必須從思維本質上改變自己。舉個例子,你開發廊追求高大上,把每一個理發師的名字都改成非常洋氣的名字。有顧客來理發,接待人員問,你需要麥克老師還是杰克老師給你理發?顧客說,就叫杰克老師吧。可是呼叫了十幾次都沒有任何回應。結果喊,李二蛋,你出來,就有人出來了。這是因為李二蛋從內心深處不認可自己是杰克老師。

      原來我一直認為自己是做培訓的個體戶,但我敢于把徐小平叫回來,一起做培訓機構賺錢,我認為我們組合在一起,就能做成中國最大的教育集團。你把自己定下來了,你就能改變了。所以,你要先給自己定位,你內心深處要真的相信你就是杰克老師,你不是李二蛋。

      我跟馬云同時開外語培訓班,我第一個班有13個人,3年以后變成了3000人。馬云第一期班上有20個人,3年之后還是20個人。但是他厲害在什么地方?阿里巴巴十八羅漢,有8個來自這個班。用人能力和挖掘人的潛力的能力,馬云很厲害。

      所謂抓住客戶的痛點,就是要引起客戶的注意。我們有可能會被客戶的表面現象迷惑,所以核心是要搞清楚客戶到底需要什么。我聽說過這樣一個說法:20世紀50年代的女性喜歡工人,60年代的女性喜歡軍人,70年代的女性喜歡讀書人,80年代的女性喜歡詩人,90年代的女性喜歡富人。這說明在這個世界上,女性是多變的。

      但是,在工人、軍人、讀書人、詩人、富人背后有一個核心,這個核心就是在那個時代,這個身份所代表的是男性成功者,女性只追求有社會地位的成功男性。

      什么是另類思維?舉個例子,如果你走到樓道里被人搶劫了,千萬不要喊救命,我在1998年曾經被搶過一次,在醫院里被搶救了7小時才活過來。我當時在樓道里喊的就是救命,喊了半天,整個樓道12戶人家沒有一戶敢出來。一說到救命,自己的命可能就沒有了。你光跟客戶說你的產品好是不管用的,要有另類銷售模式才行。"著火"和"救命"有重要的關聯,關鍵是喊哪個能救命。

      真正的敵人不在你的名單上

      在這樣一個跨界的時代,光努力是不管用的,必須動用智慧。現在講顛覆也不管用了,因為顛覆是自然發生的。"互聯網"和o2o業務,不管是教育產業還是養豬產業,都一模一樣,我們全都在做。我們要做的是在被別人顛覆以前,就把自己的商業模式顛覆。

      也就是說,你的敵人根本就不在你的名單上。比如,做教育的人,顛覆新東方的可能性不大,但是陳東升顛覆新東方是有可能的。比如凡是買泰康人壽保險產品的人,所有教育開支都免費,我可能就沒法做了。

      2014年,新東方開會討論,干脆把線下全部關掉,全部轉到線上。后來我說這件事情還不能隨便做,教育從本質上來說,是如何能讓學生更加健康地成長。

      首先要理解生意的本質,你才能開始做生意。

      我最喜歡《阿甘正傳》里的一句話--"我知道自己不夠聰明,但是我知道愛是什么"。當你愛你自己的事業,當你愛你自己的生命,當你愿意把你的生命和事業結合起來時,你一定會無往而不勝。商業模式是任何時候都可以學習的,但愛卻來自你的內心。

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