Cao Guocheng, the owner of Tianjin Yahao lubricating oil, has been a veteran of the sales industry for 22 years. Although once facedSales bottlenecks, misappropriation of payments, and difficulty in recovering arrearsand a series of troubles, but he led an introverted and united sales team, successfully breaking through 10 million salesAnd in just three years, the performance soared to 30 million.
In this interview, Cao Guocheng will share his entrepreneurial experience, how to run a business, how to deal with team crises, and how to better communicate and cooperate with customers.
In order to fight for a breath, the counterattack of an introverted teenager
Speaking of entrepreneurship, Cao Guocheng said that he was fighting for a breath.
Cao Guocheng grew up in a poor family, and his father was down-to-earth and capable but taciturn. During a family party during the Chinese New Year, the eldest uncle said to the two brothers Cao Guocheng in front of his father: "It would be good if you two brothers could mix better than your father in the future." This sentence deeply stung Cao Guocheng, and he secretly determined that he must make a name for himself.
In 2002, Cao Guocheng went to Tianjin to seek development, he first worked in a lubricating oil company, it took only four months to figure out the sales model, and after four months, he resolutely resigned and started a business. A person runs the market to accumulate customers.
At that time, most terminals did not accept door-to-door sales, and regarded salesmen as **, and Cao Guocheng was often bombarded away with scolding.
Faced with such a predicament, Cao Guocheng just smiled: "Go hard, go as usual, go every day, and scold me as if I didn't hear it." ”
Cao Guocheng recalled the experience of visiting a mom-and-pop shop, although he had been following up for half a year at that time, but no matter how much the price was reduced, the boss was still unwilling to let go of the goods.
One day at noon, Cao Guocheng came to visit this store again, and happened to meet the husband and wife unloading, he went up to help without saying a word, because of his introverted personality, he silently did most of the day's work, and left without saying a word.
However, unexpectedly, after returning home, he received a ** from the boss, and the other party took the initiative to talk about the purchase plan and let the delivery start tomorrow.
When asked whether introverts are suitable for sales, Cao Guocheng firmly believes that as long as they are diligent and serve well, others will feel it even if they don't speak. He said that Yahao company only looks at the quality of recruitment, not sticking to character.
Profit sharing broke the game, breaking 30 million in three years!
By 2012 or so, Cao Guocheng's sales had exceeded 8 million, but sales were always stuck in the next three or four years.
Eight or nine million, despite trying various incentive methods and expansion models, has never been able to break through the threshold of 10 million.
During this time, Cao Guocheng continued to study and practice, until 2015, when he met a fellow villager from Zhangjiakou, who also faced a growth bottleneck, and learned from himA unique approach to business – profit sharing.
After returning to the company, Cao Guoguo decisively divided Tianjin into six regions. Each area is in charge of a different person, who shares the cost and distributes the net profit.
But when it came to taking risks, everyone began to hesitate, so Cao Guocheng adopted itClever payroll accounting, while using the basic salary plus commission and profit sharing system, let employees choose for themselves. Whichever way earns more, the salary is calculated according to the method.
After a quarter of practice, we found that the sharing system was more profitable, and at that time, the company's funds were tight, so six team members jointly invested a total of 1.2 million shares in the company.
This incentive mechanism for working for oneself makes everyone highly motivated, and the amazing thing is that in the second year, everyone's income exceeded 200,000, and within a year, the investment quickly paid off. In the next three years, Cao Guocheng's company developed rapidly, successfully exceeding 30 million in sales.
Rapid expansion sequelae, diligent strategy to solve the crisis!
However, due to the rapid expansion, it led to management negligence. Some employees change their mindset after making money, picking and choosing customers, not wanting to put in the effort towards small customers, and becoming less enthusiastic about service. Cao Guocheng said: Big customers are small customers who have grown up, how can there be a big customer from the beginning?
In order to solve this problem, Cao Guocheng made internal adjustments in a timely manner, which also involved some personnel changes. In the process of replacing the old and new businesses, Cao Guocheng saidDiligenceIt helped the company a lot.
Since all business processes are carried out on Qince, the customer has accurate positioning, and the new business can be directly navigated to the customer's site after taking over, which will not cause customer losses.
Moreover, all customer follow-up records, historical orders, sales, customer historical transactions**, preferential policies, etc. are also recorded, and new business only needs to communicate with customers according to the historical information recorded by Qince. It's quick to get started and the training costs are very low.
In addition, Cao Guocheng said that there would always be a problem of pressure or shortage of goods in the previous procurement, and after using Qince, you can directly pull the monthly sales data and order according to the best sales volume, which provides great help for cost control.