Everyone has their own understanding, experience, experience, or lessons for the problem of business origin. Here, we can understand and analyze it in a different way. First of all, since the security business is always a particular customer's business, the problem of business sources is transformed into a customer problem. Find the customer to find the business, how to exploit the business is how to win the customer. Second, let's change an angle, if from a customer's point of view, what kind of security security company would customers prefer to find? Is there a lot of knowledge or more experience? Big names or bulkhead work? Is there a low price or no price reduction? Turnip cabbage, all have love. But one thing is certain, that is, the reason why customers are willing to entrust their security to security companies is because of trust. From this point of view, to win the trust of the customer is the premise of getting the business.
What does customer trust mean?
Although winning customer trust is the premise of winning customers. However, unfortunately, security managers have a large gap in understanding customer trust. Half of trust is based on one's honesty, and the other half is based on his ability. We can understand this with specific business. Accept the client due diligence process in the security company, the security manager is not exactly what attitude to customers, but to provide information on the "screening"?
The security company, of course, wants customers not to give them the processed information. At this time, is the security company doubtful of the honesty of the customer? In the vast majority of cases, it is not. In fact, it is not unwarranted to doubt the honesty of customers, but there is no reason or need to trust customers' security professional ability, and worry that customers lack professional vision to "filter" information.
On the other hand, due to the different situation of customers and security companies, whether customers trust in the evaluation of customers will be particularly high in choosing the issue of security companies. Because of different roles, there are differences in psychology, judgment, action and the way of dealing with the problem. Therefore, the security manager should fully understand the customer's psychology and situation. If a lawyer wants to win customers, he should first consider himself in the customer's perspective, consider whether you have gained the trust of the customer (including at least two aspects of honesty and ability) and how to get customer's trust.
So it is not difficult to see such a situation, some mature customers, especially the head of security within the company, they will not believe those on lawyers. In the outsourcing business before, in the face of many promises, the security company customer A fighting spirit soars aloft., may be more willing to listen to different voices. At this time, the security companies that give a "low risk" and a safe solution tend to be more likely to gain the trust of their customers.
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