保安公司如何赢得客户信任来开拓自己的业务? - 常见问题

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保安公司如何赢得客户信任来开拓自己的业务?

点击次数:    发布时间:2018-02-23
对于业务来源问题,每个人都有自己的理解、体验、经验或教训。这里,我们换一种方式来理解和分析它。首先,既然安保业务总是特定客户的业务,因此,有关业务来源问题也就转化为客户问题。找到客户也就找到业务,如何开拓业务也就是如何赢得客户。其次,让我们再换一个角度,如果从客户的角度看,客户更愿意找什么样的安保安防公司?学问大的还是经验多的?名气大的还是闷头干活的?收费低的还是坚持不降价的?萝卜白菜,各有所爱。但是有一点可以肯定,那就是客户之所以愿意把自己的安全委托安保公司是因为信任。从这一点讲,赢得客户的信任是获得业务的前提。
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.
客户信任意味着什么?
What does customer trust mean?
虽然,赢得客户信任是赢得客户的前提。但是,遗憾的是,安保经理们对客户信任的认识差距较大。信任的一半是基于一个人的诚实,另一半是基于他的能力。我们可以结合具体业务来理解这一点。在安保公司接受客户委托进行尽职调查过程中,安保经理对于客户不是原原本本、而是在“筛选”后向其提供资料是什么态度?
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"?
安保公司当然是希望客户不要把加工过的资料给它们。这时,安保公司是怀疑客户的诚实吗?绝大多数情况下不是。事实上,并不是无端地怀疑客户的诚实,只是没有理由也不必相信客户的安保专业能力,担心客户缺乏专业的眼光去“筛选”资料。
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.
另一方面,由于客户与安保公司的处境不同,在选择安保公司这一问题上,客户是否信任在客户的评价中所占的分值将会格外高。由于角色不同,在心理上、判断力上,以及由此表现出来的行动、对问题的处理方式等方面都是会有差异的。因此,安保经理要充分理解客户的心理和处境。律师要想赢得客户,就首先应当站在客户角度考虑自己,考虑你是否获得了客户的信任(至少包括诚实和能力两方面),以及如何获得客户的信任。
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.
所以我们也不难见到这样的情况,一些成熟的客户,特别是公司内部的安全主管,他们不会轻信那些大包大揽的律师。在外包业务之前,面对众多信誓旦旦、斗志昂扬的保安公司,客户可能更愿意听到不同的声音。这时,能够给出“低风险”和稳妥方案的安保公司往往更容易获得客户的信任。
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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