{"id":4221,"date":"2019-12-16T17:06:34","date_gmt":"2019-12-16T10:06:34","guid":{"rendered":"https:\/\/bizuni.vn\/kien-thuc-quan-tri\/?p=4221"},"modified":"2022-10-15T22:47:44","modified_gmt":"2022-10-15T15:47:44","slug":"tam-quan-trong-cua-cold-call","status":"publish","type":"post","link":"https:\/\/bizuni.vn\/kien-thuc-quan-tri\/tam-quan-trong-cua-cold-call\/","title":{"rendered":"T\u1ea7m quan tr\u1ecdng c\u1ee7a “Cold Call”"},"content":{"rendered":"

Th\u00e0nh c\u00f4ng y\u00eau c\u1ea7u b\u1ea1n ph\u1ea3i b\u1ee9t ph\u00e1. H\u00e3y b\u1eaft \u0111\u1ea7u b\u1eb1ng vi\u1ec7c “cold-calling” cho kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng.<\/span><\/em><\/p>\n

Grant Cardone<\/strong> – chuy\u00ean gia b\u00e1n h\u00e0ng qu\u1ed1c t\u1ebf<\/em><\/p>\n

V\u00e0o m\u1ed9t v\u00e0i th\u1eddi \u0111i\u1ec3m trong s\u1ef1 nghi\u1ec7p c\u1ee7a b\u1ea1n, b\u1ea1n s\u1ebd \u0111\u01b0\u1ee3c y\u00eau c\u1ea7u g\u1ecdi cho nh\u1eefng ng\u01b0\u1eddi m\u00e0 b\u1ea1n kh\u00f4ng bi\u1ebft v\u1ec1 h\u1ecd v\u00ec m\u1ee5c \u0111\u00edch n\u00e0o \u0111\u00f3. Vi\u1ec7c g\u1ecdi \u0111i\u1ec7n tho\u1ea1i nh\u01b0 v\u1eady s\u1ebd mang \u0111\u1ebfn m\u1ed9t tr\u1ea3i nghi\u1ec7m ho\u00e0n to\u00e0n m\u1edbi. Khi b\u1ea1n tham gia v\u00e0o l\u0129nh v\u1ef1c n\u00e0y, b\u1ea1n s\u1ebd c\u00f3 th\u00eam s\u1ef1 t\u1ef1 tin, n\u0103ng \u0111\u1ed9ng h\u01a1n v\u00e0 ki\u1ebfm \u0111\u01b0\u1ee3c c\u1ea3 kh\u1ed1i ti\u1ec1n nh\u1edd v\u00e0o n\u00f3. B\u1ea1n s\u1ebd ph\u1ea3i b\u1eaft \u0111\u1ea7u nh\u1eefng cu\u1ed9c g\u1ecdi n\u00e0y n\u1ebfu nh\u01b0 b\u1ea1n mu\u1ed1n \u0111\u1ea1t \u0111\u01b0\u1ee3c th\u1ee9 m\u00ecnh mu\u1ed1n trong s\u1ef1 nghi\u1ec7p.
\n“Cold-calling” kh\u00e1c bi\u1ec7t r\u1ea5t nhi\u1ec1u so v\u1edbi “warm-calling” – cu\u1ed9c g\u1ecdi gi\u1eefa b\u1ea1n v\u00e0 kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng \u0111\u00e3 c\u00f3 li\u00ean h\u1ec7 v\u1edbi nhau t\u1eeb tr\u01b0\u1edbc. “Warm-calling” s\u1ebd x\u1ea3y ra khi tr\u01b0\u1edbc \u0111\u00f3 gi\u1eefa hai ph\u00eda \u0111\u00e3 c\u00f3 nh\u1eefng cu\u1ed9c g\u1ecdi \u0111\u1ec3 b\u00e1n h\u00e0ng, do \u0111\u01b0\u1ee3c gi\u1edbi thi\u1ec7u ho\u1eb7c bi\u1ebft qua internet. C\u00f3 th\u1ec3 l\u00e0 m\u1ed9t ng\u01b0\u1eddi b\u1ea1n g\u1eb7p \u1edf s\u1ef1 ki\u1ec7n ho\u1eb7c s\u1ef1 ph\u1ea3n h\u1ed3i t\u1ef1 m\u1ed9t qu\u1ea3ng c\u00e1o. Kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng nh\u1ea5t s\u1ebd g\u1ecdi \u0111i\u1ec7n cho b\u1ea1n “T\u00f4i mu\u1ed1n s\u1ea3n ph\u1ea9m c\u1ee7a b\u1ea1n, khi n\u00e0o ch\u00fang ta l\u00ean l\u1ecbch \u0111\u1ec3 gi\u1edbi thi\u1ec7u v\u1ec1 n\u00f3?”
\nTrong khi \u0111\u00f3 “cold-calling” \u0111\u01b0\u1ee3c bi\u1ebft \u0111\u1ebfn nh\u01b0 l\u00e0 cu\u1ed9c g\u1ecdi ch\u00e0o m\u1eddi t\u1eeb c\u00e1c doanh nghi\u1ec7p \u0111\u1ebfn c\u00e1c kh\u00e1ch h\u00e0ng ti\u1ec1m n\u0103ng m\u00e0 h\u1ecd kh\u00f4ng h\u1ec1 bi\u1ebft tr\u01b0\u1edbc. Kh\u00e1i ni\u1ec7m n\u00e0y \u0111\u01b0\u1ee3c xem nh\u01b0 l\u00e0 m\u1ed9t k\u1ef9 thu\u1eadt m\u00e0 trong \u0111\u00f3 nh\u00e2n vi\u00ean b\u00e1n h\u00e0ng, k\u1ef9 thu\u1eadt vi\u00ean ho\u1eb7c nh\u00e2n vi\u00ean d\u1ecbch v\u1ee5 ch\u0103m s\u00f3c kh\u00e1ch h\u00e0ng li\u00ean h\u1ec7 v\u1edbi c\u00e1c c\u00e1 nh\u00e2n ho\u1eb7c doanh nghi\u1ec7p tr\u01b0\u1edbc \u0111\u00e2y ch\u01b0a t\u1eebng \u0111\u01b0\u1ee3c bi\u1ebft ho\u1eb7c quan t\u00e2m \u0111\u1ebfn s\u1ea3n ph\u1ea9m. “Cold-calling” kh\u00f4ng ch\u1ec9 l\u00e0 nh\u1eefng cu\u1ed9c g\u1ecdi qua \u0111i\u1ec7n tho\u1ea1i m\u00e0 bao g\u1ed3m c\u1ea3 vi\u1ec7c ti\u1ebfp c\u1eadn, ch\u1eb3ng h\u1ea1n nh\u01b0 vi\u1ec7c qu\u1ea3ng c\u00e1o t\u1eadn nh\u00e0. Vi\u1ec7c s\u1eb5n s\u00e0ng g\u1ecdi \u0111i\u1ec7n cho nh\u1eefng ng\u01b0\u1eddi ch\u01b0a bi\u1ebft tr\u01b0\u1edbc \u0111\u00f3 l\u00e0 m\u1ed9t \u0111\u1eb7c \u0111i\u1ec3m \u0111\u01b0\u1ee3c \u0111\u00e1nh gi\u00e1 cao c\u1ee7a c\u00e1c doanh nh\u00e2n th\u00e0nh c\u00f4ng. S\u1eb5n s\u00e0ng li\u00ean h\u1ec7 v\u00e0 g\u1eb7p g\u1ee1 nh\u1eefng ng\u01b0\u1eddi ch\u01b0a t\u1eebng bi\u1ebft \u0111\u1ebfn theo m\u1ee5c \u0111\u00edch \u0111\u01b0\u1ee3c g\u1ecdi l\u00e0 “cold-calling”. C\u00e1 nh\u00e2n t\u00f4i \u0111\u1ecbnh ngh\u0129a “cold-calling” ch\u00ednh l\u00e0 khi nh\u1eefng ng\u01b0\u1eddi b\u1ea3n l\u0129nh d\u00e1m th\u1ef1c hi\u1ec7n n\u00f3, c\u00f2n nh\u1eefng k\u1ebb ch\u1ec9 bi\u1ebft ng\u1ee5y bi\u1ec7n s\u1ebd kh\u00f3c v\u00e0 than phi\u1ec1n v\u1ec1 \u0111i\u1ec1u n\u00e0y.<\/span><\/span><\/span><\/p>\n

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L\u00fd do t\u00f4i n\u00f3i nh\u01b0 v\u1eady l\u00e0 v\u00ec m\u1ecdi ng\u01b0\u1eddi th\u01b0\u1eddng gh\u00e9t d\u00f9ng \u0111i\u1ec7n tho\u1ea1i \u0111\u1ec3 th\u1ef1c hi\u1ec7n “cold-calling”. V\u00ec sao \u01b0? \u0110\u00e2y l\u00e0 nh\u1eefng l\u00fd do:
\n1. Ai c\u0169ng mu\u1ed1n m\u00ecnh \u0111\u01b0\u1ee3c l\u00ean thi\u00ean \u0111\u01b0\u1eddng nh\u01b0ng l\u1ea1i kh\u00f4ng mu\u1ed1n ch\u1ebft
\n2. Ai c\u0169ng mu\u1ed1n c\u00f3 c\u01a1 th\u1ec3 s\u00e1u m\u00fai nh\u01b0ng kh\u00f4ng mu\u1ed1n t\u1eadp luy\u1ec7n
\n3. Ai c\u0169ng mu\u1ed1n tr\u1edf th\u00e0nh \u00f4ng ch\u1ee7 nh\u01b0ng l\u1ea1i kh\u00f4ng mu\u1ed1n t\u1ef1 l\u1eadp
\n4. Ai c\u0169ng mu\u1ed1n tr\u1edf th\u00e0nh tri\u1ec7u ph\u00fa nh\u01b0ng l\u1ea1i kh\u00f4ng mu\u1ed1n \u0111\u1ea7u t\u01b0
\n5. C\u00f3 r\u1ea5t nhi\u1ec1u ng\u01b0\u1eddi r\u1ea5t gi\u1ecfi v\u1ec1 vi\u1ec7c b\u00e0y v\u1ebd nh\u01b0ng l\u1ea1i d\u1edf vi\u1ec7c ph\u00e1t tri\u1ec3n
\n6. H\u1ea7u h\u1ebft kh\u00f4ng ai tr\u00e2n qu\u00fd th\u1eddi gian c\u1ee7a b\u1ea1n<\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/p>\n

Cold Calling r\u1ea5t kh\u00f3 nh\u01b0ng n\u1ebfu kh\u00f4ng th\u1eed th\u00ec b\u1ea1n s\u1ebd kh\u00f4ng ph\u00e1t tri\u1ec3n s\u1ef1 nghi\u1ec7p ho\u1eb7c doanh nghi\u1ec7p c\u1ee7a m\u00ecnh. H\u00e3y ghi nh\u1edb r\u1eb1ng khi b\u1ea1n s\u1eb5n s\u00e0ng l\u00e0m nh\u1eefng vi\u1ec7c m\u00e0 kh\u00f4ng ai l\u00e0m, b\u1ea1n s\u1ebd l\u00e0m ch\u1ee7 \u0111\u01b0\u1ee3c cu\u1ed9c s\u1ed1ng m\u00e0 b\u1ea1n mong mu\u1ed1n tr\u01b0\u1edbc \u0111\u00e2y. V\u1eady th\u00ec ai n\u00ean l\u00e0 ng\u01b0\u1eddi d\u00f9ng k\u1ef9 n\u0103ng “cold-calling”? D\u01b0\u1edbi \u0111\u00e2y l\u00e0 m\u1ed9t s\u1ed1 \u00edt v\u00ed d\u1ee5 nh\u1eefng ng\u01b0\u1eddi n\u00ean tham gia l\u0129nh v\u1ef1c n\u00e0y:
\n1. Startup
\n2. C\u00e1c t\u1ed5 ch\u1ee9c b\u00e1n h\u00e0ng
\n3. Gi\u00e1m \u0111\u1ed1c marketing v\u00e0 nh\u00f3m m\u1ea1ng l\u01b0\u1edbi marketing
\n4. Nh\u1eefng ng\u01b0\u1eddi t\u00ecm vi\u1ec7c
\n5. Nh\u00e0 ph\u00e1t minh ho\u1eb7c c\u00f4ng ngh\u1ec7
\n6. V\u0103n ph\u00f2ng gi\u1ea3i tr\u00ed, th\u1ec3 thao, ng\u01b0\u1eddi n\u1ed5i ti\u1ebfng, PR, nh\u00e0 qu\u1ea3ng b\u00e1, nh\u00e0 s\u1ea3n xu\u1ea5t
\n7. Ng\u01b0\u1eddi mua, ng\u01b0\u1eddi b\u00e1n, ng\u01b0\u1eddi m\u00f4i gi\u1edbi, ng\u01b0\u1eddi cung c\u1ea5p b\u1ea5t \u0111\u1ed9ng s\u1ea3n
\n8. T\u1ed5 ch\u1ee9c qu\u1ef9 \u0111\u1ea7u t\u01b0
\n9. Ng\u01b0\u1eddi g\u00e2y qu\u1ef9
\n10. C\u00e1c nh\u00e2n vi\u00ean ng\u00e2n h\u00e0ng, lu\u1eadt s\u01b0, k\u1ebf to\u00e1n, ch\u00ednh tr\u1ecb gia, b\u00e1c s\u0129, b\u00e1c s\u0129 v\u1eadt l\u00fd tr\u1ecb li\u1ec7u, nha s\u0129, h\u1ecdc vi\u00ean th\u1ea9m m\u1ef9 vi\u1ec7n chuy\u00ean nghi\u1ec7p
\n11. L\u0129nh v\u1ef1c d\u1ecbch v\u1ee5 nh\u01b0 th\u1ee3 l\u00e0m v\u01b0\u1eddn, th\u1ee3 l\u1ee3p nh\u00e0, th\u1ee3 \u1ed1ng n\u01b0\u1edbc, nh\u00e0 th\u1ea7u<\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/span><\/p>\n

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Ai n\u00ean d\u00f9ng k\u1ef9 thu\u1eadt n\u00e0y? T\u1ea5t c\u1ea3 nh\u1eefng ai mu\u1ed1n ki\u1ebfm ti\u1ec1n \u0111\u1ec1u n\u00ean s\u1eed d\u1ee5ng. T\u1ea1i sao ph\u1ea3i m\u01b0\u1ee3n ti\u1ec1n khi b\u1eaft \u0111\u1ea7u kh\u1edfi nghi\u1ec7p? Mark Cuban \u0111\u00e3 n\u00f3i r\u1eb1ng vi\u1ec7c m\u01b0\u1ee3n ti\u1ec1n \u0111\u1ec3 th\u00e0nh l\u1eadp c\u00f4ng ty l\u00e0 vi\u1ec7c l\u00e0m ngu ng\u1ed1c nh\u1ea5t. Ch\u1ec9 nh\u1eefng ng\u01b0\u1eddi k\u00e9m c\u1ecfi m\u1edbi d\u00f9ng c\u00e1ch n\u00e0y. C\u00f3 t\u1ea5t c\u1ea3 28 tri\u1ec7u doanh nghi\u1ec7p \u1edf M\u1ef9 bi\u1ebft c\u00e1ch l\u00ean k\u1ebf ho\u1ea1ch kinh doanh nh\u01b0ng kh\u00f4ng ai bi\u1ebft \u0111\u1ebfn c\u00e1ch n\u00e0y. B\u1edfi v\u00ec b\u1ea1n s\u1ee3 s\u1ebd ph\u1ea3i g\u1ecdi \u0111i\u1ec7n tho\u1ea1i v\u00ec b\u1ea1n ch\u01b0a t\u1eebng \u0111\u01b0\u1ee3c h\u1ecdc v\u1ec1 n\u00f3. Ch\u01b0\u01a1ng tr\u00ecnh “cold-calling” c\u1ee7a t\u00f4i \u0111\u01b0\u1ee3c \u0111\u01b0a v\u00e0o \u0111\u1ea1i h\u1ecdc Harvard. N\u1ebfu b\u1ea1n c\u00f3 th\u1ec3 g\u1ecdi \u0111\u01b0\u1ee3c cu\u1ed9c “cold-call” th\u00ec b\u1ea1n \u0111\u01b0\u1ee3c ch\u1ea5m cho qua. V\u00e0 chi\u1ebfc \u0111i\u1ec7n tho\u1ea1i ch\u00ednh l\u00e0 th\u1ee9 gi\u00fap t\u00f4i ph\u00e1t tri\u1ec3n h\u01a1n. \u0110\u00e2y l\u00e0 m\u1ed9t c\u00e1ch gi\u00fap t\u00f4i c\u00f3 th\u1ec3 n\u00f3i chuy\u1ec7n \u0111\u01b0\u1ee3c v\u1edbi 15 ng\u01b0\u1eddi trong v\u00f2ng 15 ph\u00fat. T\u1eeb \u0111\u00f3 t\u00f4i \u0111\u01b0\u1ee3c trau d\u1ed3i v\u00e0 ph\u00e1t tri\u1ec3n h\u01a1n. Trung b\u00ecnh ng\u01b0\u1eddi M\u1ef9 g\u1ecdi 8 cu\u1ed9c m\u1ed9t ng\u00e0y, kho\u1ea3ng 250 cu\u1ed9c m\u1ed9t th\u00e1ng v\u00e0 3000 cu\u1ed9c m\u1ed9t n\u0103m. V\u00e0 t\u00f4i mu\u1ed1n nh\u1eafc cho c\u00e1c b\u1ea1n nh\u1edb r\u1eb1ng ng\u01b0\u1eddi M\u1ef9 ki\u1ebfm \u0111\u1ed3ng n\u00e0o ti\u00eau \u0111\u1ed3ng n\u1ea5y. B\u1edfi v\u00ec v\u1eady b\u1ea1n n\u00ean d\u00f9ng k\u1ef9 n\u0103ng n\u00e0y, h\u00e3y h\u1ecdc s\u00e2u v\u1ec1 n\u00f3\u00a0 t\u1ea1i \u0111\u1ea1i h\u1ecdc Cardone.<\/span><\/p>\n

www.entrepreneur.com<\/span><\/strong><\/p>\n

C\u00e1c kh\u00f3a h\u1ecdc c\u00f9ng ch\u1ee7 \u0111\u1ec1<\/span><\/strong><\/em><\/p>\n

M\u1eddi b\u1ea1n tham kh\u1ea3o:<\/p>\n

L\u00c3NH \u0110\u1ea0O KI\u1ec6T XU\u1ea4T<\/a><\/strong><\/span> (GV: Brian Tracy<\/a><\/strong><\/span>)<\/p>\n

C\u00f3 nh\u1eefng nh\u00e0 l\u00e3nh \u0111\u1ea1o th\u00e0nh c\u00f4ng\u00a0l\u00e0 do t\u1ed1 ch\u1ea5t b\u1ea9m sinh, v\u00e0 c\u0169ng c\u00f3 nh\u1eefng nh\u00e0 l\u00e3nh \u0111\u1ea1o th\u00e0nh c\u00f4ng l\u00e0 do r\u00e8n luy\u1ec7n, do ho\u00e0n c\u1ea3nh. V\u1edbi h\u01a1n 9 ch\u1ee7 \u0111\u1ec1 v\u00e0 h\u01a1n\u00a03 gi\u1edd h\u1ecdc, \u00a0kh\u00f3a h\u1ecdc “L\u00c3NH \u0110\u1ea0O KI\u1ec6T XU\u1ea4T C\u00d9NG\u00a0BRIAN TRACY” cung c\u1ea5p nh\u1eefng ki\u1ebfn th\u1ee9c v\u00e0 ph\u00e2n t\u00edch nh\u1eefng t\u00ecnh hu\u1ed1ng th\u1ef1c t\u1ebf\u00a0c\u1ea7n thi\u1ebft nh\u1eb1m gi\u00fap h\u1ecdc vi\u00ean\u00a0n\u1eafm v\u1eefng nh\u1eefng y\u1ebfu t\u1ed1 \u0111\u1ec3 r\u00e8n luy\u1ec7n tr\u1edf th\u00e0nh nh\u00e0 l\u00e3nh \u0111\u1ea1o t\u00e0i ba v\u00e0 \u0111\u1ea1t \u0111\u01b0\u1ee3c th\u00e0nh c\u00f4ng trong s\u1ef1 nghi\u1ec7p.<\/p>\n

TRI TH\u1ee8C CHO CH\u1ee6 DOANH NGHI\u1ec6P<\/a><\/strong><\/span> (GV: Nguy\u1ec5n C\u1ea3nh B\u00ecnh<\/a><\/strong><\/span>)<\/p>\n