Sunflower points shouding-walk out of the software Workshop: how to become a regular army with more than a dozen guns from three to five people (24)

My employees often face the following problem: Customers must ask us to change as needed. What do you think?

You may be familiar with this scenario. You can handle a business either in this way or in that way. Your software uses your Processing Method

The customer uses the customer's own processing method. There are no advantages or disadvantages for the two methods. However, customers are used to their methods, so they must

The software is changed to the customer's own method.

Don't change. There is no reason, because both solutions are similar, but the customer is the customer, and the customer has the upper hand, otherwise the final payment will not be accepted. Change it

What is the significance? This customer is used to this method, and the next customer does not adapt to this customer's method. What should I do? To change one?

This is all about it.

I am also deeply troubled by this problem, so far there is no good solution. But I still try to find some ways to improve it. I am such a person,

Only one improvement is possible, and quantitative changes will lead to qualitative changes (of course, such managers need to observe and analyze questions in the R & D process from time to time

Question ). I have looked at Toyota's management methods over the past few days. Toyota has made a detailed analysis of how many times a worker's left and right hands are idle and his arm height is raised. Because

Raising the height and frequency of the arm determines the effective working time and intensity of the worker. If we need to twist our neck when we work

Son, I believe that cervical spondylosis will happen soon.

After years of development and continuous customer implementation, a software has been added to the needs of many customers. The returned header may find such

Like: We walked too much, and we even forgot why we went. At that time, we thought that what the customer was talking about was justified.

So we made changes, but after a long period of time, we found that the main problems to be solved by the software have been extended by numerous functions left and right

It is no longer a piece of software that can tell exactly what it is. Therefore, there is a joke about enterprise management software: ERP is a basket, everything

Dare to install in.

It is a big problem to tell what a software is doing. The customer cannot understand the sales, but the old employee cannot understand the new employee (or even

New employees do not know the value and significance of the Software.) gradually, the entire group of employees is confused,

If you have this product, you can call to sell the product as a documentary. If you ask anything, you can say that all the software can meet your requirements. R & D, customers can modify as needed

. Implementation: If you sign the list, you can implement it. If you have any software functions, you can teach the user how to enable it, and then try to make it as much as possible,

He is in urgent need, not in urgent need. Yes. If you have any questions, answer them. Everyone is working as a monk and hitting the clock for a day.

I think of one of the methods Microsoft has seen:

For customers in any target market (you must accurately describe your target market, and never use words like small and medium enterprises,

What products or services do you provide (for such target customers, what products or services do you provide? This product or service must be consistent with your

Target customer matching), what are the main values provided (to be precise, never mention improving the management level. Management is very vague, just like

It seems that this enterprise has a low level of management, and what exactly it refers to), because what uniqueness does your product or service provide (must be unique,

Otherwise, why do people buy you instead of others ).

This is a product positioning method of Microsoft.

There is also a method I can summarize myself: What to do, what to use.

For example, use rising as the anti-virus tool. Chat, use QQ. Watch the news and go to Sina. Write an article in word. The positioning is clear. We know that QQ has

There are many functions, not just chat, but Sina news. However, we can make this clear about our enterprise management software.

. Accounting, using XX software. Record inventory and purchase, using XX software. But the world has invented several very high words and explained them in the fog.

More, the more explanations the customer can hear. Such as SCM, ERP, CRM, Web2.0, and SOA. However, enterprise management software often requires

These words are met. Whether or not the implemented products are SCM, ERP, CRM, Web2.0, and SOA is clear to both customers and customers.

The current requirements of users (this requirement may not fall into these categories at all.

In order to prevent software from becoming a hodgedge (when I think of it, I never knew what the network was doing, so I had to locate it in a strange and concentrated place,

It seems wrong. The portal for young people does not seem to be correct either .), I often use Microsoft's method and my own simple method to verify the product,

It is regularly delivered to you, so that you can get a clear picture of your products.

We will also discuss frequently what kind of customers our products are most suitable for, what kind of customers we are most suitable for, and what kind of customers we are most suitable.

Customer. As a result, we constantly correct our target customer groups and adjust our marketing, sales, pricing, and service strategies.

And customized requirements.

We use anthropomorphic methods to describe exactly what customers are most suitable.

We will not talk about it in general. We will find out the most suitable customers who have purchased and used our products from our current customer base. Describe them one by one

Organization structure, corporate culture, boss personality, boss management style, management process and assessment methods of intermediate cadres. However, we often cannot

Finding a perfect customer can make all the functions of our software a good customer, so we put together and use each function well.

And then describe them according to the organization structure, corporate culture, boss character... and so on.

Together, a perfect customer came out.

During the discussion, we often put the company names of these customers, cities (China is really very different, people in northeast China, Zhejiang

Jiang Ren, Guangdong, totally different), user name, department, age, gender, marital status, career experience, personality, and how to think about problems,

What he hates, what he likes, what he cares about, his hometown, his graduation from any school, his computer skills, and working environment.

Describe everything. For example, we always say that xx companies like to oppose others' opinions, whether they are right or wrong, always say

Your opinions are unique. I still love to shave my hair with my hands. Alas, he's a 35-six-year-old man, but he's still a little girl.

Er, I always feel that my boss is not appreciated.

In this way, a living image will come out. All of us have a foundation for the discussion. It is easy for people to mention: it is impossible to have such a thing,

Who is so stupid. But when it comes to practical examples, we all know that it is indeed Lin zida, and all birds can fly. (Possible

There are also birds)

We will compare the current customer with the best customer we designed in the future for sales and implementation, and we will soon be able to analyze it separately.

Which part of the customer is most suitable for use, where its advantages are, where its disadvantages are, how big its gaps are, and how to improve it. So

As a sales engineer, we can always grasp the customer's renewal point quickly. During implementation, we can quickly break through and improve according to the customer's focus. Actually

This method has a very standard name in the industry, "benchmarking ".

After describing the best customer, we need to list the Needs of the best customer. What problems should we solve for this best customer?

The operation of an enterprise has a difficult experience. There are troubles at each stage, a small amount of pressure, a great deal of bloated, not slide back

It cannot be difficult. There will be problems in all aspects, from the management style of the boss, to the enterprise financial accounting, to the enterprise financial reimbursement, to the enterprise assessment,

From recruitment training to sales to service, it involves various levels and perspectives. I really want to count the problem. I think this company doesn't

Saved, but in fact such a company still lives well. So, you should look at things peacefully, and you will always stare at the dark, and you will think that the real world is

It's too dark. It's too painful for you to live. This is really hard for you to get through (there is a joke: You are hungry for two days, you are not dark at all

You can eat your nest, and you are also touched by it ).

Therefore, if we really want to solve so many problems of the Enterprise, we are not a omnipotent company, nor can we solve them. We can only solve this problem.

Long-Resolved issues. But the problems we are good at solving are really urgently needed by enterprises? This is another problem. It does not hurt

How can enterprises pay?

Therefore, we urgently need enterprises and what we are good at, and our solutions are implemented by our target customers (don't come up with

The solution is to ask for money. Where are the sufficient conditions? This solution is not feasible .)

Obvious effect (many things can only see the effect for a long time, and the solution to such problems is quite painful. We don't want to do this, it will make the wait and see

And customers are willing to pay for this solution, and the amount paid meets our profit target (I

They are not Lei Feng ).

After such screening, there are really a few issues that need to be solved urgently. Sometimes, when we talk about it, we will talk about nothing left.

So stop and try again. Don't be so extreme as to be discussed. Then we all agree on these issues. For marketing

We provide solutions to these problems. Our software development orientation also tends to solve these key issues. In this way, our camp

Sales and products are unified. We will not see some of the old phenomena: Marketing is about one thing and getting it is another thing.

The company has the same idea and goal, which is the most amazing. (This reminds me of some people who used UML to put customers, design, development,

All tests are listed together ). In software companies, it is very difficult to put marketing, sales, development, implementation, and service together.

The customer experience is different, and the focus is different. Therefore, this method is used to describe the customer, describe the customer's problem, and the whole company

(Of course, except those with the highest technology, they may only want to use the company's resources to train themselves as masters. I have been

It is not clear how to become a master and cannot solve the customer's problem. I used to go deep into component technology and build a business platform architecture.

To learn about the database technology, all of which are to solve the problems that customers urgently need. The customer only wants to solve the problem. No technology is needed.

The solution can be solved, preferably the simpler the better ).