Some time ago, a lot of netizens asked me the same question: How to find customers? How to talk about price? How to cooperate? How to expand business? I couldn't help but think of a whole process of a small project I did recently, I would like to show this how to do it, I also hope this may give you a little inspiration: SOHO log: UF ERP U852 print program Time: 2005- 1-7 to 2005-1-15 Project Amount: 1000RMB Customer Source: Friends known in the "Software Business Channel" group in QQ, because asked several related print problems in U8 ERP, everyone Familiar. It is further informed that it is a sales company for a proxy U8 ERP in Hebei; a year of graduation, learning is a business management, does not understand programming; customer needs: in the UF ERP U8 according to sales orders, delivery order similar The document of bank passbook. It is estimated that the workload of the program is 5 people / day, according to 200RMB / day calculation, the project amount is 1000RMB; Project Procedure Description: Since the customer's first proposed demand is just a style of report printing results, there is no statement Source is extracted from sales orders and shipping orders, resulting in an information editing window according to customer, department, staff, material information, allowing users to make a function similar to order editing; also doing related reports, Until the user is submitted to the user, the user needs the data source to be data from the sales order and the ship; the program is expected to be reworked, but because the customer is not willing to pay more costs, this feature left a next cooperation Finish. Some problems and solutions encountered in the project: 1. Inaccurate demand: It is also mentioned earlier, although it is a very simple need, but due to incorrect demand, the function of software is still deviation, but through With the negotiation of the other party, if it is not a new demand; if it is the function, it is true that the function is reached again. After all, "woolen is in the sheep"; 2. Familiar with U8 software: due to Before this, although the database data of Kingdee's software is written, but because there is no exposure to U8; and there is no installation disk; there is no U8 data dictionary, it is difficult to know; ok, all this Both the customer's technicians provide relevant information and procedures, soon enter the status; 3, the problem of payment security: Because many people are worried that there is no advance payment, we will start writing procedures, so our risk is too big, so I have received 30% of the deposit before the software. After the program is finished, I use a software usage and time-related encryption, so I don't worry that the customer will not pay after receiving the Demo program. Of course, the worst case is: You can't receive the end. Fortunately, this customer is very generous, there is no such problem; and this is a small project, there is no need to implement and maintain, this is what I mentioned earlier, why SOHO is only suitable for the reason for the small project.
RESULTS: 1, the user was submitted three times three times three times, and the software demo was submitted before the software was written. After the software test was running normally; 2. Due to the company's own software development capabilities, we have established a long time. The relationship between cooperation, although the amount of this business is very small, but due to the need for the secondary development in U8 software, there is a lot of opportunities for cooperation development; 3. Through this development, the U8 software has been A more deep understanding, and also learned some of the U8 database design through the U8 software data dictionary, and has played a very good role in solving some of our problems in software development; 4. This program has been further improved. The other party has established a long-term cooperative relationship, and it is determined that the price of 200 yuan / set can be sold to the other party. This can be used as a small software to sell; ideas expansion: 1. The next idea is to provide this software to the local user branch Let it use to establish a long-term cooperation through this software and the local user software branch; 2. Because this software itself does not have much value, because I know a software sales person, so I can pass this Software sales staff, it is characteristic, and the U8 software does not conflict and the best software product is provided to the other party, so that it will make a duty software sales personnel; in fact, SOHO and the same company, just scale Small.
Share my experience and opinion:
1. Be sure to prepare the other party (unless it is a very reliable customer, or this money doesn't matter).
2, during the signing contract with the customer, the other party will not pay any remuneration. But you have to pay labor (talk about the needs, making a plan). This time is positioned to you: I am an expert, come to help you ask for a solution Program; rather than a salesman, prepare to order to make money. There is equal time. You can take the initiative during this period, but don't be weak (that is, it is active in work. Cooperation in the work. Weak, you don't give me a loss of your loss). At the same time, you should find ways to mobilize the other party's initiative (for example, the other party provides text information, the development needs discussion, the two sides carry out demand design.) The purpose is to remind each other: This is Your business is very important to you. Drag the other side to the water.
3, the price negotiation can not be deserved. We are a bit "embarrassment", and if you talk about the price, it is "breathing", as if you have developed the procedure, there is a problem, so our offer It is generally very low, and the other party will cut the bargain, then his loss is very big. Therefore, the quotation must be straightforward (of course, it must be reasonable, not a sky price). The other party is not allowed to step. Remember this principle: Never Concession, unless exchange. There is a trick here: When the other party is bargaining or unreasonable requirements, the method of using "if ...... ...". For example, you offer 30,000, the other party is butched for 20,000 You can say: If you don't need XXX function, or if you do not include the implementation of training, we can cooperate.
4. Be sure to sign a contract or agreement. Attach the acceptance standard. This is very important, or you will have a chance to fall into the "Project Black Hole". For those hundreds of thousands of dollars, get a few months It is not good for legal responsibility, which is too uncomfortable.
5, prevent excessive needs. Customers generally have "strange" ideas and needs. For example, implementing XXX is very fancy function. In fact, these functions are not big and the main business relationship is not big. And achieve a lot of time energy. This It is necessary to take the identity of the "Expert" to clear the customer's business focus and goals, and tell him how much the feature will pay more, let the other party to take this price, and it is not easy to promise.
6. The following are technical problems. Of course, you pick up the project, you have to get this ability.
