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 can't help but think of a whole process of a small project I have recently made, I will show this how all is how to do it, I hope this may give you a little inspiration:
SOHO log: UFER ERP U852 printing program
Project time: 2005-1-7 to 2005-15
Project amount: 1000RMB
Customer Source: A friend I know in QQ named "Software Business Channel", because asked several related print problems in U8 ERP, everyone is familiar with. It is further informed that it is a sales company of a proxy U8 ERP in Hebei;
Customer demand: In the UF ERP U8, the delivery order is similar to the bank's passbook. It is estimated that the workload of the program is 5 people / day, according to 200RMB / day, the project amount is 1000RMB;
Project Process Description: Since the needs of customers are only given a style of report printing results, the data source is extracted from sales orders and shipments, leading to customers, departments, staff, materials. Information makes an information editing window, allowing users to make a function similar to order editing; also doing related reports until it is submitted to the user, the user is mentioned to ask the data source to be from sales orders and shipping orders. Data; the program is expected to be reworked, but because the customer is not willing to pay more costs, this feature is left next time.
Some problems encountered in the project and the solution:
1, the problem of incorrect demand: It is also mentioned earlier, although it is a very simple need, but due to inaccurate demand, the function of the software is still a deviation, but through negotiation with the other party, if it is not added to realize new Demand; if it is the function of this function, it is true when the new customer is reached. After all, "woolen is in the sheep";
2. Familiar with U8 software: Due to the database data written by the software of Kingdee before this, because there is no access to U8; and there is no installation disk; no U8 data dictionary, want to develop The difficulty can be imagined; it is ok, all of which provides relevant information and procedures from the client's technicians, soon enter the status;
3, the problem of payment: Because many people are worried that there is no advance payment, we start writing procedures, our risk is too big, so I have received 30% of the deposit before the software started, after the program is finished, With a software usage and time-related encryption, I don't worry that the customer will no longer pay after receiving the Demo program; of course, the worst case is: You can't receive the tail. 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.
result:
1. Users pay for 3/4/3 and three times, before the software is written, software DEMO is submitted, and the software test is running normally;
2. Since the company does not have software development capabilities, we have established a long-term relationship, although the amount of business is very small, but due to the need for secondary development in U8 software, it will cooperate later. The development has a lot of opportunities; 3. Through this development, there is a more in-depth understanding of U8 software, and also learned some of the concept of U8 database design through the U8 software data dictionary. The problem has played a very good role;
4, this program has been further improved and has established long-term cooperative relationship with the other party. It is determined that the price of 200 yuan / set is sold to each other, which can be sold as a small software;
Ideological expansion:
1. The next step is to provide this software to the local user branch, allowing us to use this software to establish long-term cooperation with the local UFS software branch;
2. Because this software itself does not actually have much value, because I know a software sales staff so I can use this software sales personnel, I have a special characteristic, and I don't conflict with U8 software and the best. Complementary software products are provided to each other to make it an obligation software sales personnel;
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Published on January 19, 2005 9:15 PM
comment
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Reply: the whole process of actual combat SOHO
2005-01-21 12:46 PM
Bfox
I will not be so lucky, there is a customer, to be a FTP software, it is going to have a good fortune, and finally, I will contact it.
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Reply: the whole process of actual combat SOHO
2005-01-21 12:49 PM
Cekel
Oh, yes, I think SOHO is not big software, but it is very targeted. This is why SOHO software can sell money.
I usually practice is
1, first understand the needs of customers (collect information, or to our customers "to work"),
2, design software, and pay the customer test, charge some commissions.
3. The customer trial is satisfactory, the transaction is completed.
4, since the software is targeted, then it is very helpful for customers' peers to sell software. I have a point of view: Let customers do your agents, sell his peers, and save troubles.
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Reply: the whole process of actual combat SOHO
2005-01-22 2:18 PM
Net205
good article. . . .
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Reply: the whole process of actual combat SOHO
2005-01-23 2:06 PM
Wkoji
Me too, I dragged me for four months on the list of TMD's 1500. I just started to believe in people, and finally add time limit when they have maintained him, and I don't plan to make it. I don't take the initiative to let them die.
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Reply: the whole process of actual combat SOHO
2005-01-24 11:03 AM
Andersonmao
The first time I made a Windows software with my own name, I didn't have a good price, I only talked about it. Software uses a dongle, press set pricing. After doing it for a few months, the customer can sell two consecutive times, because they confiscate customer deposit, so there is no way, it can only make up for sales, but after the year, I will recover the development cost, and I will improve it later. Sale point.
Lessons: Let's write software to learn the market, in price, negotiations, and market.
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Reply: the whole process of actual combat SOHO
2005-01-24 1:33 PM
OO
200 / day, the price is low. #
Reply: the whole process of actual combat SOHO
2005-01-25 10:59 AM
Dreamlx
My 10K list has been doing 4 months.
After 20 days, I finished writing, after which it was dragged and modified.
I finally settle the payment in the year ago.
The payment is written after the line, one-time payment
Although the contract is signed before the project, a money is dragged for more than 2 months, it can't stand it.
The lesson is that the next time you must pay a fee.
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Reply: the whole process of actual combat SOHO
2005-01-25 3:23 PM
ESTREET.CN
It seems that I am very lucky, 3 months of 3.5W, huh, huh
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Reply: the whole process of actual combat SOHO
2005-01-27 1:12 am
Someone
8 months 150,000.
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Reply: the whole process of actual combat SOHO
2005-01-27 10:37 AM
fish
Let me introduce the experience.
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Reply: the whole process of actual combat SOHO
2005-01-27 11:02 AM
~~~
I have helped others to graduate design, the whole process is almost!
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Reply: the whole process of actual combat SOHO
2005-01-27 4:11 PM
Boybluesky
what? What? ? Project amount: 1000RMB? ?
Don't you don't have a pit?
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Reply: the whole process of actual combat SOHO
2005-01-27 4:16 PM
Xelen
Hello everyone, if the user wants the source code?
What should I do if the price and charge?
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Reply: the whole process of actual combat SOHO
2005-01-27 4:17 PM
FSD
FSDF
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Reply: the whole process of actual combat SOHO
2005-01-27 6:30 PM
ZDWaiter
RE
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Reply: the whole process of actual combat SOHO
2005-01-28 9:33 AM
zephyr.luo
3 months, 3,000, be a mail fax gateway, later known, other people have to have 200,000, so unfortunately. Do not understand the market :(
http://www.ohye.net
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Reply: the whole process of actual combat SOHO
2005-01-28 4:43 PM
Alex
The list of more than 10,000 is not connected. It is really a very chicken.
According to my experience, I have to do the most, I can only receive half of the contract amount.
In the past three people and a domestic top university cooperation, cooperation is 500,000, the first single child is 150,000, the result is half a year, before the two partners are the kind of monthly salary of 20,000.
In China, the money is not in your hands, you do something well, Party A doesn't give you money, you can't grab? He doesn't give you money, he does not break the law. You go to grab, you will break the law.
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Reply: the whole process of actual combat SOHO
2005-01-29 11:37 AM
Jimi
Oh, it's so familiar.
I am in internship in UF now, and I'm going to go in, it is turning. Now I am also writing such a small program, the function is the same as you --_- I used to give me the opportunity, and I also see me I understand computer technology.
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Reply: the whole process of actual combat SOHO
2005-02-01 5:11 PM
Terry
Nice article.
My experience is: I definitely can't give someone else before you get the money.
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Reply: the whole process of actual combat SOHO
2005-02-01 10:25 PM
Qiu Shui Sen
I also have related questions, as if the rivers and lakes are too dangerous! ! A customer has more than 5K, my day, I finally made a cooperation with our sales manager, huh, I will come back tomorrow, but I will succeed. Ha ha! ! ! #
Reply: the whole process of actual combat SOHO
2005-02-02 5:41 PM
Pioneer
In fact, SOHO and the same company are just small, it is 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.
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Reply: the whole process of actual combat SOHO
2005-02-02 5:43 PM
Pioneer
In fact, SOHO and the same company are just small, it is 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.
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Reply: the whole process of actual combat SOHO
2005-02-04 12:31 PM
FT
Real E above up, get everywhere
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Reply: the whole process of actual combat SOHO
2005-02-04 5:03 PM
Ah ah ah ah ah
Smithredsun This person is really garbage
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Reply: the whole process of actual combat SOHO
2005-02-05 5:02 PM
s
The monologist of the thousand yuan is also baked, it is honest, misunderstood.
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Reply: the whole process of actual combat SOHO
2005-02-08 12:38 AM
AA
A game platform is related.
After the price is 10K, the other party has no sound. In fact, there are a lot of things, 10K, I don't have it, I have nothing to do.
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Reply: the whole process of actual combat SOHO
2005-02-15 11:41 am
Interactive note
I took a network company's business management system, starting 6k, for three months, in fact, the workload arrived at 3W, the first cooperation is given, and later after two upgrades, there are 3W Let's have a small amount of upgraded, there is also a function to expand, I have already proposed 1.5W, still talking about it, this time the workload is not small, so I have to stick to it, because it is I developed. It is difficult to find someone else, so my opinion is to pick up SOHO's order, first analyze user needs, after the main function implementation, slowly expand a good way.
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Reply: the whole process of actual combat SOHO
2005-02-15 11:54 AM
WZH
Yes, it's really good. I can also write a little, but I don't know how to write someone, so I am not gold. Ugh !!!!!!!!!!
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Reply: the whole process of actual combat SOHO
2005-02-16 5:04 PM
Sloth
Don't work hard, people don't work, the biggest stuff is just more than 1k, embarrassing
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Reply: the whole process of actual combat SOHO
2005-02-17 12:29 AM
Wayen
Just finished, 8K (in fact, it can be higher, because it is a friendship, so I will recognize it), because I have had cooperation, more familiar, so there is no need for deposit, but this company is still quite regular Every time you sign a contract. Cool is that the workload is not big, the encoding is only 4 days, I feel that it is not bad.
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Reply: the whole process of actual combat SOHO
2005-02-17 1:30 PM
Laden
It's good, how can you do more, you can accumulate experience?
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Reply: the whole process of actual combat SOHO
2005-02-17 7:46 PM
Ask
How many years have you been working for a few years?
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Reply: the whole process of actual combat SOHO
2005-02-18 10:38 AM
CFASPMASTER
I also want to do a project, I don't know the market quotes and user needs, I don't know how to start.
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Reply: the whole process of actual combat SOHO
2005-02-18 4:56 PM0
The project charges are highly grasped.
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Reply: the whole process of actual combat SOHO
2005-02-19 7:11 PM
Frequent guest
Earn big money is software development, in fact, many industries may wish to learn more.
