Chapter 61: It’s actually not difficult to get customers (please vote for support)

On Monday afternoon, there was a press conference in Gaoyang. I originally wanted Fang Jian to experience it, but suddenly I remembered that Fang Jian didn’t even have a mobile phone.

After going out in the afternoon, Gao Yang asked Fang Jian to go downstairs with him and pointed him to this street to the north near the Third Ring Road. There was a brand electrical appliance chain selling mobile phones and asked Fang Jian to buy a mobile phone.

In this era, cheap mobile phones can cost more than a thousand yuan.

A pre-editing meeting was held on Tuesday morning, and two new reporters were assigned to contact clients.

They are all on probation and have no media experience, so they are not allowed to contact important clients.

Gao Yang is currently in contact with about a dozen IT companies, large and small, leaving 5 companies including COMPAQ, IBM, Shenma, etc., and the other 7 companies have been assigned to Fang Jian.

Gao Yang is now the executive editor, so it is no longer appropriate to contact too many clients.

Zhang Tao also arranged for 6 small and medium-sized companies to work with Xu Feng and contacted them first.

At the meeting, Wan Hong revealed that a regional reporter and a local reporter will report for duty next week.

The national edition continues to recruit in Beijing to see if it can recruit two more reporters.

If that doesn't work, consider hiring regional reporters and local reporters.

Gao Yang said: "We hold the pre-editing meeting every Tuesday morning. It feels a bit early, so I suggest it be held on Thursday morning. By then, reporters will have more clues for topic selection, a wider range of choices for cover stories, and reporters will also have

Time to write.”

Zheng Haidao: "I agree with this. The time of the pre-editing meeting should have been changed long ago."

Zhang Tao said: "It is indeed more appropriate to put it on Thursday morning."

Wan Hong nodded: "Then change it to Thursday morning. In addition, after getting to know each other during this period, I feel that there is obviously a disconnect between our editing and sales. The advertising department also hopes to have a regular project meeting every week.

Let salespeople and reporters fully communicate and cooperate in order processing.

In addition, at this regular meeting, reporters and salespeople will share the latest customer status that they have tracked.

At each regular meeting, one or two cases can be discussed, and everyone can discuss and analyze them together. At each regular meeting, reporters and salespeople must alternate to talk about their own cases, which is an exercise for everyone.

This regular meeting will be held on Friday afternoon, from two to three o'clock."

Female reporter Qin Ke said: "Clients often hold press conferences on Friday afternoons. I suggest changing it to the morning."

Immediately, two or three reporters echoed Qin Ke's words.

Wan Hong said: "Everyone, please get over it. We are working on the edition on Friday afternoon. In principle, we do not go out for meetings. Except for activities held by key customers, we do not go out on Friday afternoon. Sales are our foundation. Only when sales are stable

, only when it is improved, everyone’s income will be guaranteed.”

Gao Yang knows that Wan Hong is a very thoughtful person with a rather stubborn personality. After taking charge of the national version of the project, Wan Hong will naturally promote the entire project according to his own ideas, especially the sales performance.

Theoretically, every working day, IT companies may have press conferences or exclusive interviews. The newspaper office must always coordinate its internal work and make time for this regular meeting.

The regular meeting is scheduled on Friday afternoon, which is naturally the best choice.

Therefore, Gao Yang said with a smile: "If you have to run for a meeting on Friday afternoon, try to overcome it. Most of the conference interviews are usually scheduled around 3 p.m. We have a meeting here, and there are reporters who have to run for a meeting, so rush over and sign in

It's too late to arrive.

There is indeed a bit of a disconnect between our editorial and sales staff. There is relatively little communication and each of them is doing their own thing. If the coordination is in place and straightened out through this regular project meeting, it will not necessarily have to be a regular meeting every week. Maybe it can be changed to

Once a month, right, Wan Hong?”

Wan Hong nodded: "Yes, if the two departments cooperate smoothly, it is okay to hold a regular meeting once a month. The purpose of the meeting is not to solve the problem and promote the sales work. Once the problem is solved, the reporter and sales can maintain daily communication.

That’s enough, everyone doesn’t like meetings, and I don’t like them either.”

This time, no one made any objections, and only a few reporters made objections.

Wan Hong and Gao Yang had just taken office, so they still had to give people face.

In the afternoon, Fang Jian and Xu Feng's reporter business cards and work badges were prepared, the intranet and email were opened, and they also received this month's phone recharge card and room subsidy.

Gao Yang asked the two of them to contact clients and public relations companies, send emails, and make phone calls to introduce themselves.

On Wednesday afternoon, both Fang Jian and Xu Feng started running for a meeting. When Gao Yang came back from the interview, he saw that both of them looked pleased with themselves.

It was just like the first time I ran a race in my previous life, with the same excitement.

At two o'clock on Friday afternoon, Wan Hong convened the editorial department and advertising department for the first regular project communication meeting.

People from the two departments spoke freely. Even if there were some arguments, it was all for work and they just had different positions.

Gao Yang liked this kind of discussion atmosphere, just like in his previous life.

Most of the salesmen and reporters have spoken. Fang Jian and Xu Feng are newcomers, so they naturally act as listeners.

At this time, Gao Yang got up to speak and first drew a simple diagram on the whiteboard.

"Everyone, I have been an IT reporter for a relatively short time. I have learned a lot from what you have just said about various customer situations. This is the effect of communication and the benefits of teamwork.

What I feel is that there is indeed some fragmentation among our reporters and salesmen when it comes to cooperating on orders. Of course, this is not a question of whose responsibility it is. It is a problem that Wan Hong said we must work together to solve.

Now, both sales and reporters feel a little far away from customers.

Sales people often contact advertising companies, and reporters often contact public relations companies. Of course, reporters have more opportunities to contact various managers of IT companies because of press conferences or exclusive interviews.

Therefore, sales believes that reporters should play more active roles and create sales opportunities for sales. This view is essentially correct.

However, sales cannot wait and wait, but must also create conditions to proactively find and visit customers.

I feel that the biggest problem we face now is the lack of goals, or in other words, we have not found the real goals among many customers.

The larger an IT company is, such as a company like IBM, HP or COMPAQ, it has many product lines and divisions within it.

They have a marketing department at the Greater China or China level, but the funds for advertising usually come from product lines and business departments. The product lines and business departments report media advertising plans and execute them through the marketing department.

Some companies' product lines and business divisions themselves also have departments similar to marketing departments.

If sales want to win orders, they must first find the person in each department who controls advertising funds and has the power to screen and decide cooperative media and advertising quotas.

Only after completing this step can we start.

To complete this step, sales and reporters need to work together. Sales can make inquiries through advertising companies, and reporters can make inquiries through their own customer contacts, and then lock in the target together.

The next step is how to solve the customer's problem. This is mainly the task of sales. The reporter can get to know the target person through his own channels and then introduce him to the salesperson.

Some people may think it is difficult to lock the target and get the customer in the next step. From my personal point of view, as long as you find the right method, it is actually not difficult..."

Whether it was the advertising department or the editorial department, many people found it a little funny when they saw Gao Yang's eloquent words.

You've only been working in the capital for a few days, will you die if you don't show off?
Chapter completed!