الرئيسية / عصير الكتب / الجزء الثاني من تلخيص كتاب“ضاعف أرباحك” تأليف:كاميرون هيرولد

الجزء الثاني من تلخيص كتاب“ضاعف أرباحك” تأليف:كاميرون هيرولد

“ضاعف أرباحك”

تحرر من الروتين وابدأ

❂تخلص من العمل المكتبي الروتيني ووظف الحاسب الآلي لأدائه وإنجازه.
❂أدخل عمليات البيع والشراء والمحاسبة المتكررة التي تستغرق وقتًا طويلاً في نظام إلكتروني يوفر عليك بعض المهام التقليدية.
❂عظم استفادتك من المواقع الاجتماعية مثل ”فيسبوك“ و”تويتر“ و”لينكد إن“ وغيرها من المواقع التي شكلت سوقًا مكتمل العناصر، فاستطاعت أن تحدث تغييرات وتطورات في مختلف المجالات.
❂أنشئ منتدى خاصًا بشركتك يمكنك من التواصل الدائم مع العملاء، حيث تتميز المنتديات بقدرتها على معرفة رأي العميل ومتطلباته وشكواه بحرية مطلقة دون مكالمات هاتفية رسمية ومقابلات شخصية، مما يدعم قسمي خدمة العملاء والعلاقات العامة.
❂خصص بعض منتجاتك للبيع الإلكتروني فقط، واترك البرنامج لإتمام عمليات التسويق والبيع وحتى شكر العميل!

كيف تحقق النمو في ظل الركود؟

توقف عن الشكوى واختلاق الأعذار، فمن الطبيعي أن يمر الاقتصاد بحالات ركود وأن ينخفض الطلب ويقل الشراء والبيع في الأسواق بين فترة وأخرى. وقد يزيد الأمر صعوبة كثرة الحديث في وسائل الإعلام المختلفة عن الركود الاقتصادي وتوقف عجلة
الإنتاج من قبل رجال الاقتصاد والسياسة والصحفيين أيضًا، لكن الضجة الإعلامية لا تعكس الواقع، وما هي إلا رؤية مشوشة لا تهدف أحيانًا إلى أكثر من الإثارة وجذب الجمهور.

كيف تحقق دخلاً في أثناء الركود ؟

-1 زيادة الإنفاق
من الوسائل المؤكدة لزيادة النفقات هي زيادة عدد العاملين في الشركة أو مكافأة العاملين الحاليين، وذلك لأن بند رواتب الموظفين يعد أكبر بنود الميزانية في أي شركة. على سبيل المثال: عين مندوبي مبيعات في الوقت الذي يتخلى فيه منافسوك عن العاملين وهم يعيشون حالة قلق شديد بشأن الركود. في هذه الظروف بادر أنت إلى تعيين موظفين جدد لتنشر روح الإيجابية في الشركة.
كما ستسمح لك فترة الركود بتعيين موظفين متميزين حيث يتملك الجميع في هذه الفترة الخوف من فقدان وظائفهم.
-2 التخلي عن بعض عملائك
يتحقق 80 ٪ من دخلك ومبيعاتك من 20 ٪ فقط من عملائك، والنسبة الأكبر هي التي تحتاج إلى التخلص منها! قد تبدو فكرة التخلص من العملاء غريبة، ولكن في فترات الركود الاقتصادي لا يحقق لك هؤلاء العملاء سوى أرباح قليلة، بينما يكلفونك أموالاً
طائلة، وهنا عليك التخلص من العملاء المكلفين وتركيز خدماتك وعلاقاتك على العملاء المربحين.
إذا كنت تتساءل أي العملاء تحديدًا عليك التخلي عنه، اطلب من إدارة المبيعات والمالية وخدمة العملاء تحديد هؤلاء العملاء. ستحصل منهم جميعًا على نفس القائمة تقريبًا، فالأمر لا يستدعي التدقيق الشديد لأن العميل المتعب والمكلف يكون معروفًا
لكل هؤلاء.
بالتخلص من هذه النسبة من العملاء (الذين يمتنعون عن دفع الفواتير مثلاً) ستوفر ما كنت تنفقه لدعمهم، وتوفر الوقت أيضًا لتستثمره في العملاء الملتزمين بالسداد وتسمح لهم بالفرصة للتعاون معك بشكل موسع.
-3 الحصول على المال ممن يمتلكه
”الشركات القوية والعملاء الأثرياء دائمًا يملكون السيولة والأموال“ أثبتت هذه الجملة صحتها حتى في أوقات الكساد، فالسيولة هي المتحكم الأساسي في سوق يمر بفترة ركود، وذلك لأن الشركات الكبرى تفضل الشراء وعقد الصفقات في أوقات الركود،
وهنا يأتي دورك في التعامل معها وعدم التردد في البيع لها، فينتقل بعض الأموال التي تكتنزها الشركات الكبرى إلى شركتك!
-4 الفوز على منافسيك
ممارسة الأعمال تشبه ممارسة الرياضة في كثير من الأوجه، حيث يلعب المنافس دور الخصم، فإذا نزلت إلى أرض الملعب دون تمرين واستعداد للتحدي، فسوف تهزم لأن هناك من هو على استعداد للتغلب عليك، وعندما يحدث ذلك سيتخلى عنك أفراد فريقك وربما ينتقل بعضهم إلى الفريق المنافس، وربما براتب أعلى. ولكن حين تعين وتجذب مندوبي المبيعات (أو اللاعبين) الذين
يعملون في شركات المنافسين فأنت تجذب عملاء تلك الشركات، مما يساعد في إعادة تسعير منتجاتك أو خدماتك فتجذب عددًا أكبر من العملاء وتتغلب على المنافسين.
-5 سرقة العملاء!
ينصرف العملاء عن منافسيك ويأتون إليك إذا قدمت لهم تخفيضات وعروضًا بسيطة، فلا تتردد في أن تسرق العملاء، ليس بأنانية وطرق لا أخلاقية، ولكن بأساليب الجودة والتخطيط والخدمة المتميزة، ومن أجل العميل والمجتمع أيضًا. لا تقدم خصومات كبيرة لأن العملاء في ظل الكساد يقبلون بأي قدر من التوفير. ولكن ركز مباشرة على عملاء منافسيك وقدم لهم العروض التي تحرك ركود منتجاتك وخدماتك؛ وستتمكن خلال فترة قصيرة من إعادة رفع أسعارك.
-6 البحث عن المال في كومة قش
إذا كان لديك الكثير من المنتجات أو الخدمات بالفعل، فلم لا تجددها وتبحث عن أساليب جديدة للترويج لها؟ من استراتيجيات توفير التمويل هي بيع حصة صغيرة من الشركة فتستعيد المال الموجود لديك بالفعل في شكل حصص تباع لشركاء ومستثمرين جدد. وهذه قد تكون فرصة جيدة لعرض إحدى حصص الشركة على مورد كبير أو مسوق واسع الانتشار، فإذا امتلك أحد الشركاء الاستراتيجيين 5٪ من شركتك فسوف تستفيد أنت منه بنسبة 10٪

7 الحفاظ على الإيجابية
يجب تقبل الركود كأمر واقع. يحتاج السوق في فترات الكساد إلى المزيد من التنقيح، ولا يجب أن تؤثر هذه الفترة على الشركات القوية، لأنها يمكن أن تخرج منها أقوى مما كانت، وليس عليك سوى أن تجعل شركتك من بين هذه الشركات القوية، فكن إيجابيًا لتجذب كل من وما هو إيجابي.
-8 عدم فقدان التركيز
لا تواصل إضافة مهام جديدة إلى قائمة أعمالك، الأفضل أن تراجع القائمة وتلغي كل ما يمكنك إلغاؤه من مهام. إذا لم يكن إلغاء إحدى المهام مؤثرًا على نمو المبيعات والربح وتقليل التكاليف فلا تتردد في إلغائه. دوِّن أهم خمسة أعمال تريد إنجازها كل صباح
وابدأ فورًا في إنجازها. إذا تمكنت من الالتزام بهذه العادة يوميًا ونشرتها بين أفراد فريق العمل، فتأكد من أنك ستخرج بسلام من فترة الكساد، وستتمكن من تطوير مهاراتك ومهارات الفريق خلالها.
-9 ترسيخ العلاقات
من أبرز إيجابيات فترة الركود الاقتصادي توفر وقت فراغ يمكنك استغلاله في تعزيز العلاقات داخل الشركة وخارجها. داخل الشركة يمكنك التعرف فعلاً على الموظفين، ومشاركتهم النشاطات التي تلاحظ أنهم يستمتعون بها. اصطحبهم معك في اجتماعات مجلس الإدارة أو اجتماعات الأقسام أو جلسات العصف الذهني والتخطيط الاستراتيجي. يمكنك أيضًا أن تدعوهم لتناول الغداء معك لتوطيد علاقتك بهم ورفع روحهم المعنوية وزيادة ثقتهم بأنفسهم. وبينما يشكو منافسوك من وضع الاقتصاد تنتبه أنت
إلى الترويج لمنتجاتك وخدماتك وتعزز علاقاتك وتجذب المزيد من العملاء بأساليبك المبتكرة.
-10 مراقبة السيولة النقدية
راجع جميع الأقسام لديك في الشركة، وابحث عن الأقسام التي يمكنك تقليل نفقاتها باستثناء الإعلان والتسويق لأن تقليل نفقات هذا القسم يؤثر سلبًا على وضع شركتك. تخلص من كل ما هو زائد عن حاجة الشركة بسرعة، واعتبر فترة الكساد فرصة مواتية لفصل الموظفين الكسولين الذين طالما ترددت في فصلهم. حاول أيضًا زيادة فرص وخطوط الائتمان في البنك الذي تتعامل معه كل 6 أشهر إن أمكن. توقف عن شراء أي شيء لا تحتاجه واحتفظ بالسيولة ما استطعت إلى ذلك سبيلا.

قطار العمل الحر

ما هي الحالات الشعورية التي ستنتابك وأنت تحاول مضاعفة حجم الشركة، وما هي الأفكار التي ستدور في رأسك وكيف ستستثمرها لصالح مشروعك وماذا ستتعلم منها؟
عليك أنت والعاملين معك فهم كيف يسير قطار العمل الذي يشبه قطار الملاهي، وكأي صاحب مشروع من الطبيعي أن تتأثر ثقافة الشركة بمواقفك وأفعالك. فإذا فهم من حولك كيفية عمل القطار الذي تقوده؛ فسوف يستمتعون بالركوب ويساعدونك على تركيز انتباهك على اللوحة الملونة واستشعار كل لحظات الإثارة والتألق والتفوق.
ستتغير مشاعرك يوميًا، فتشعر في أحد الأيام بالنشوة لأنك امتلكت زمام الأمور، ثم يتملكك الإحباط في اليوم التالي وكأنك لن تخرج أبدًا من الأزمة، وهكذا! سيتملكك الشك أحيانًا فيمن حولك وفي كل ما تقوم به، وتدور الأسئلة في رأسك: هل سيصل المنتج في الموعد؟ هل سيقبله العملاء؟ هل ستسير الأمور بالسرعة المطلوبة؟ هل سنرتكب الكثير من الأخطاء؟ هل سيتمكن العملاء من استخدام منتجاتنا بسهولة؟ هل ستكون أفضل من منتجات المنافسين؟ هل سنحقق الربح المتوقع؟ هل سيقبل المستثمرون تمويل شركتي؟ وهكذا. سيسير العمل بالشكل المطلوب في بعض الأيام، ثم تسوء الأحوال في أيام أخرى، وسوف تؤثر عليك الضغوط التي تتعرض لها فتجعلك تضخم أحيانًا بعض الأحداث العابرة.

ومن هنا عليك أن تعرف بأن معظم الرياديين ورجال الأعمال يجيبون عن الأسئلة الآتية ب ” نعم ” 

❂هل تملك الطاقة الإيجابية الكافية؟
❂هل يكتنز ويمتلىء عقلك بكثير من الأفكار الخلاقة؟
❂هل أنت نشيط وكثير الحركة؟
❂هل تتعب دائمًا ولكن تواصل التقدم؟
❂هل تشعر بشيء من الإهانة ممن يرفضون رؤيتك لكن تستمر في ملاحقتهم؟
بغض النظر عن درجة قبولك لفكرة ركوب قطار العمل الذي شبهناه بقطار الملاهي؛ فإنك كرجل أعمال وقائد مسؤول تستطيع أن تفعل الكثير وتحقق المزيد! ليس شرطًا أن تكون ”ريتشارد برانسون“ أو ”بيل جيتس“ لكي تحقق نجاحات خارقة. بل يمكنك فعلاً كرجل أعمال جريء أو عادي أو مبتدىء ركوب القطار في كل الأحوال، ولكن سيكون دائمًا أمامك خياران: إما أن تصرخ من الخوف والتردد وأنت تحاول تمالك  أعصابك؛ أو تلوح بيديك في الهواء وتستمتع برحلة النجاح في  العمل والحياة!

نقلا عن www.edara.com

تم نشر هذا المحتوي علي جريدة عالم التنمية برعاية

أكاديمية “بناة المستقبل” الدولية و” المنظمة الامريكية للبحث العلمي”

برئاسةأم المدربين العرب – الدكتورة “مها فؤاد” مطورة الفكر الإنساني

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#بناة_المستقبل

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#راعي_التنمية_بالوطن_العربي

 

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