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- (Do hard things. Get uncomfortable., Buyer persona, 12 contacts = 1 lead…
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Buyer persona
- name your persona
- you paint them
- what do they look like
- it's never been easier to ai avatar
- you colour them in
- what do they watch
- where do they hang
- what do they do
find out what media companies they follow and basically copy the homework
12 contacts = 1 lead
5 leads = 1 appointment
and 2 appointment = 1 contract
120 contracts
*talk to people + go on appointments = make money
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团队运作管理模式
切流程
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1.寻找客户的信息：做客户档案 （internet source, industry website, tender web)
- 了解客户信息：筛选 (打电话，需要我们的模板吗，我们的产品好在哪里，要不要了解一下）寻产品阐述，异议处理
- 成交: 带brochure拜访客户 （转换率,成交率）
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Visit Jos Singapore Trip
- Company values embedded in their DNA (from the ways they share and talk) those who stay with the company is somewhat agree to that
- The importance certification to attend this group of tier 1 company. They do take action into several practices for ESG/sustainability (refer JOS slide for what they did)
- JOS put package of sustainability as selling points to differentiate with others, as value added for success story, and currently also focus new emerging (IOT, smart solutions) including environment impact report to let stackholder know their concern on it
- Accessories that they survey a lots to find best match the project demands.
- To the perfection of whole project (from customer perspective) show how to create good impression / touch for customer.
- They will introduce their after sales service team leader (what kind of service they did) for example, after 6 months of usage, the team will revisit to see client using experience, to see any issues encounter while using, to guide customer the proper ways of using, etc
- Very often to ask their client for lunch/dinner together
- Have done a lot of collaboration with those designer for some activities together. e.g. they did collaborate with secondary school to design and build, JOS provide recycle material, invited ID as guidance in comment the design and judger (topic sustainability)
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- Project workflow
- Mockup setup (from designing, decorative, lighting, flooring - focus customer experience) not just display product, but how to bring customer the vibes)
- ESG/sustainability/certification (greenguard)
- Project reference for success case
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- Project handling and professionalism: To be more structure in project workflow & teamwork enhancement. JOS strives for perfection in their projects, to make outstanding impression on customer through attention to details. Efforts that they put in as one team, to what extent they did (from customer perspective) to make outstanding impression to customer. For example, mockup setup (from designing, decorative, lighting, flooring - focus customer experience) not just display product, but to bring customer the vibes
- Company values: Embedded well in their culture, from the ways how the staff sharing, talk and behave. Somewhat the employees agree on that in surpass themselves. Attitudes of employees which is aggressive.
- Sustainability practices: Increase focus on ESG, get green certifications, greenguard for greenbuilding practices . JOS do take several action on their sustainability practices. JOS uses this as package of value-added in their success story to differentiate others in their offerings. Include they using new emerging (IOT, smart solutions), they also have environment impact report to let stockholders know their concern on it
- Better structure for after-sales service: List out our after-sales service for follow up to standardize the process. Kind of real service not just a survey sheet. For example; revisit clients after 6-month to study their using experience, any issues, guidance on proper usage. Which helps in manage client and ensure ongoing customer satisfaction
- Collaboration and networking: Build engagement with designers, society, and organization in Malaysia for more interactive and meaningful activities. JOS have done some collaboration with designer for sustainability related activities together. They do go to secondary school discuss about design and build activities, they provide recycled materials, invited ID to guide and comment to the student’s design and in terms how to do it, and last they received recognition from Singapore Ministry of ?
- Build relationship: Encourage team to schedule informal lunch/dinner meetings actively and frequently for customer engaging practices
- Product matching: Survey more products/parts/accessories that meet match of project demands in the offerings. JOS do survey a lots to find best monitor arm that quality and price are competitive
商业模式
（赚现金流, 玩模式, 整合资源）
- 找消费的入口
- 占据market share
- 把自己的主流产品当作引流品
- 跨行业引流变现的过程
- 考车学费3000-5000 给免费学车，倒贴1000，占据市场份额
- offer 学车的人
交3000的安全驾驶保证金，安全驾驶一年，期间违章事故不超过2次，获得1000奖励，连续安全驾驶4年，奖励4000
- 免费学车的条件 车险要在这里买
- 同一个时间 跟保险方合作 （比正常市场价格更低）赚保险佣金
- 在这里买车zero down payment, 但是要pay interest 赚利息差
- 把驾校做成买车& 汽车消费的入口
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