One. Overspeed entrepreneurship
Boss rule one: to start a business, be prepared to lose money or win money;
The quickest way to make a lot of money is to be your own boss.
Of course, there are two possibilities for being a boss. One is to make big money, and the other is to lose money. Today I will teach you how to make big money and reduce the risk of losing money.
Boss rule 2: learn the thinking mode of the richest man in the world, and you can double your performance;
Today, since we are talking about how to make money, especially how to start a business to make money, we must talk about one person, and that person is Bill Gates, the richest man in the world.
Bill Gates,/kloc-started his business at the age of 0/9, unknown. By the time he is in his thirties, he may become the richest man in the world from scratch. So Bill Gates' mode of thinking and way of doing things must be different from that of ordinary entrepreneurs.
Boss's Rule 3: The key to the success of speeding entrepreneurship is to have a good eye;
When Fortune magazine and Forbes magazine visited Bill Gates, they asked him: Bill, as the richest man in the world, how did you become the richest man in the world? Because only you can tell us the secret of becoming the richest man in the world.
Maybe our goal is not to become the richest man in the world, but by learning the thinking mode of the richest man in the world, I believe that our performance should be multiplied by running our company and our enterprise.
Bill Gates said: In fact, the reason why I really become the richest man in the world is that besides knowledge, contacts and good marketing of Microsoft software company, there is also a premise that most people have not discovered. This key is called good eyesight.
Boss Rule 4: You know, not all industries make money equally;
The first time I heard Bill Gates say that he became the richest man in the world because of his good eyes, I was not very happy in my heart, because what did this mean? This means that our eyes are not very good. So some people say, Bill Gates, it's easier said than done. You have a good eye. Please clearly define what a good eye is. How can we adjust our eyes so that we can see as clearly as you?
Two. Taste good
Bill Gates first had an idea: not all industries earn the same amount of money.
Boss Rule 5: Be sure to evaluate your industry first;
Not all industries earn the same amount of money. What it really means is that some industries will make more money! Therefore, we in China often say: Men are afraid of choosing the wrong line and women are afraid of marrying the wrong person! This is the eternal truth.
Therefore, when we decide to be an enterprise, we must first evaluate the industry and study whether it is successful or not and whether it can make a lot of money. Just like Sun Zhengyi, the richest man in Asia, before he started his business at the age of 24, he studied 40 industries and wanted to find out which one was the most profitable.
Boss rule 6: mastering trends is more important than mastering information;
Bill Gates said that a good eye basically requires three conditions. Before talking about these three conditions, let's take a look at how good Bill Gates's vision is.
The English name of Microsoft is Microsoft. This Microsoft is actually two words, micro and soft. What does micro mean? Tiny? This micro actually means microcomputer, not just micro, but microcomputer; What does this soft representative mean? No, it stands for software, which means software and software. In other words, the software designed by Microsoft is aimed at microcomputers.
But 25 years ago, when Bill Gates started his business at the age of 20, the first and top company in the world was called IBM. Thomas watson, then president of IBM, was the richest man in the world. 25 years ago, a computer was as big as our whole house. But Bill Gates has seen that in 25 years, there will be a small computer on your desk. So his eyes are different from others.
Three. Grasp the trend
Why did this IBM company face failure and then reorganize (recently began to make money again)? The reason is that the company name is not very good. What do I mean? I stands for international, international; What does B stand for, business, business; M stands for Machine International Business Machine Company. So who does IBM think its main customers are? Are they all individuals or companies? Company! The company uses large ones.
But 25 years ago, there was a man named Steve Jobs in America. He founded Apple Computer Company. Apple brand computer is called Applepc. The real meaning of pc is personal computer. So at the age of 24, Jobs' assets were as high as $500 million. At that time, Jobs was the idol and idol of young Americans. At that time, Bill Gates didn't even have a door, but 25 years later, Bill Gates was worth more than 60 billion dollars. Jobs is certainly not bad, exceeding $6,543.8 +0 billion. Bill Gates is worth 65 times as much as Jobs.
Is Bill Gates 65 times smarter than Jobs? The answer is impossible, so it can be seen that Bill Gates has more vision than Jobs.
Bill Gates often said: Is it important to master information in the information age? In fact, this is not very important, it is more important to master the future trend!
Rule 7 of the boss: to master the trend, we must master the biggest trend;
Many people have information, but Bill Gates, the most profitable entrepreneur, has trends. They not only have trends, but also have the biggest trends in the world.
Jobs has mastered the trend of personal computers, but Bill Gates knows that it is its software that controls computer hardware, and software should be a bigger trend. So Bill Gates will become the richest man in the world today, just because his vision is different from ours.
Four. Immediate success
Recently, there was a company in Japan, ranking eighth among the top 500 companies in the world, and it is the first enterprise in Japan at present. Is the first Japanese enterprise Toyota or Honda? Or Mitsubishi? Or Panasonic? Or Sony?
In fact, the number one company in Japan is called NTT. Why haven't many people heard of it? Because NTT Company succeeded too fast, you have succeeded before you had time to listen, and the speed of success is as fast as lightning. This NTT has only been in operation for ten years, and it is already the first in Japan and the eighth in the world. If you start a business from scratch today, after ten years, your company's turnover will reach more than 654.38+00 billion US dollars. Can it be called the god of management? This is an incredible thing!
So how does NTT do it? It's for mobile phones. I often went to Japan to give lectures two years ago and a year and a half ago. When I saw their NTT mobile phone, I immediately hid the brand I used at that time (I don't know which brand to call), because my mobile phone looks almost as old as an antique as long as I take it out and put it next to it. I see that NTT mobile phones are smaller than us, more than half lighter than any models we use now. You can surf the Internet, and the price is only 100 USD! I think we should know how much our mobile phone is really worth.
Good quality, light weight, beautiful appearance, internet access and low price, so NTT relies on such marketing methods, technology and innovation, and then almost everyone in Japan has NTT mobile phones.
Therefore, mastering information is not as good as mastering trends, and mastering trends is not as good as mastering the biggest trends. A few years ago, the communication industry was a very big trend, and NTT seized this trend.
Boss rule 8: it is better to ride a horse than to race with a horse, so as to get immediate results;
Do you like to eat cake by yourself, or do 30 people scramble to eat it? Help yourself, of course. So ordinary people often have a wrong idea: seeing that this person is easy to make money, which industry he is engaged in, then I will join his industry. It's like seeing a person eating a cake. He has eaten the rest. He ate with relish. You said I would join him. What can you only eat from him? The rest.
Five. When the river rises, the boat will rise/float higher-as the overall situation improves, the situation will also improve.
Think about it. If I let you go to the horse race today, who will win? Did the horse win or did you win? Horse! This horse is very healthy. If you ride it, who will win? Remember that you are sitting on a horse! The horse will still win, but we are only a little short of the horse, only a little short. Therefore, if our enterprise is to succeed, we don't have to race like horses. We need to find a horse, ride it and follow it. Even if we don't overtake the horse, at least our success is close. This method is called immediate effect!
What is a horse? Taking the lead is like grasping the general trend, and a rising tide lifts all boats.
Boss rule 9: the speed of success depends on whether we have the best tools;
Let me ask you another question: If you compete with Formula F- 1 champion michael schumacher, will Schumacher win or will you win? It should be Schumacher. But if I make a bet: you will win the world racing king Schumacher, bet 1 10,000 dollars! Some people say, Mr. Chen, you have lost a lot, obviously Schumacher is better. But I haven't finished yet. I'll let you drive a Ferrari and Schumacher drive a Santana. Who will win?
Therefore, in the market, better technology and more experience may not necessarily make more money. Our success is the fastest when we have the best tools.
Boss rule 10: it is the boss's responsibility to find the best products to operate in Malaysia;
Therefore, if you want to race with a horse, it is better to find a horse to ride; If the experience is not as good as Schumacher's, we might as well drive a Ferrari and let others drive a Santana.
Therefore, in an enterprise, the president of a company is responsible for finding the best products to sell. This is called horse accumulation; Or find the best people to help him work.
Six. Win without resorting to war
Boss rule 1 1: find the best person to work for you, and you will succeed immediately;
For example, the Chicago Bulls basketball team used to ask Mike Jordan to help him play basketball, and won three NBA championships in a row, and then won three NBA championships, with a gap of two years. Why did it break for two years? Because Jordan retired to play baseball. If Jordan hadn't retired, the Chicago Bulls would have won the NBA championship for eight consecutive years. Ten years later, if a team can win the NBA championship for eight years, do you think this boss has earned it?
Boss rule 12: it is better to cooperate with others than to compete with others;
So the chairman of a company can't sell himself, it doesn't matter, he hires top marketing representatives to sell; I can't develop products myself, but I can develop other people's products. If you can't beat your competitor, get in his car and walk through the strategic alliance with him.
Ok, so there are actually many ways to succeed, but it is very important to grasp the trend, especially the biggest trend.
Boss rule 13: choosing an industry with fewer competitors means winning without fighting;
Second, Bill Gates said, What is a good eye?
I once gave a speech to 1000 people in Kuala Lumpur, Malaysia. After the speech, a man came running excitedly. He said, Teacher Chen, after listening to your speech today, I have a great goal and dream in my life. I said: What's your goal? He said: Teacher Chen, I want to be the richest man in the world!
As soon as I heard it, wow, Mr. So-and-so, I knew my motivation effect was good, but I didn't know that listening for two hours could stimulate your dreams to such a great extent. I said, what do you do? He said: I am engaged in beauty and skin care products; I said: Is this beauty care product the biggest trend in the future? He said: beauty care products are an eternal trend, because everyone loves beauty; I said, well, is it the biggest trend? He said: I don't think so. I said, where can I buy beauty products in your? He said, Teacher Chen, in Kuala Lumpur, Malaysia. I said, sir, please think about it. Suppose there is an earth here. Ok, there is an earth here. How big is Malaysia?
Seven. Become the first brand
His face suddenly turned a little green. He said, teacher Chen, it's not very big, but it's probably not bad for such a big one.
How big is Kuala Lumpur, Malaysia? His face is greener. He said, Mr. Chen, that's about it. I said: How many people in Kuala Lumpur, Malaysia are selling this skin care product, this beauty skin care product? He said: Mr. Chen, there are many, hundreds. I said, it's so small now. The world is so big, you have only carved up such a small market. Sir, will you become the richest man in the world? He said: Of course not.
Let me ask you one more question. How many people in the world use computers? Hundreds of millions of people, 90% use Bill Gates' WINDOWS software. In the next three to five years, more people around the world will use computers. When the number of people using computers in the world reaches several billion, 90% will use Microsoft software again. So, Bill Gates earned $654.38+000 billion. Did he succeed through hard work? Is it by selling? Or did he catch the biggest trend in the world 25 years ago?
Therefore, with good skills and rich experience, it is better to ride a good car and a good horse.
So it is very important to find a horse or a car to hitchhike.
Bill Gates said that the third good definition is: the world's first software company is called Microsoft; ; The first cola in the world is called Coca-Cola. The first top commercial computer in the world is called IBM, which is usually the first to be made, and it is easy to become the first brand.
Do you like to eat cake by yourself, or do 30 people scramble to eat it? Help yourself, of course. So ordinary people often have a wrong idea: seeing that this person is easy to make money, which industry he is engaged in, then I will join his industry. It's like seeing a person eating a cake. He has eaten the rest. He ate with relish. You said I would join him. What can you only eat from him? The rest.
Eight. opponent
So if your eyes are really good, you should be the first to engage in that industry, the first to set up a company, and choose an industry with fewer competitors to do it. Because Sun Tzu's art of war talks about the highest state of an enterprise, and Sun Tzu's highest strategy is to win without fighting.
Win without a fight? That is, when you have no competitors and no one to share this cake with you, how you eat it at this time is actually yours.
Boss rule 14: three big eyes: big trend, big market and few competitors;
Summarize the definition of good vision, which is divided into three points: the first is to grasp the biggest trend; Second, we have a big market and can't just eat one point. Ok, of course, we are all in China, and the mainland market is huge. This means that you can't do business only in your city. For example, you can't do business only in Kunming, Shenzhen, Dalian, Shanghai or Suzhou ... We must expand our business to the whole country. The third is to engage in industries with fewer competitors, the less the better;
So, if you master these three points, you are actually getting closer and closer to success.
Boss rule 15: be an industry with great room for growth in the future;
In addition to these three points, when we are engaged in an industry, we should also study whether there are more or less customers currently used.
For example, suppose you want to invest in a company today, will you invest your money in Coca-Cola? Yes or no?
First of all, is drinking coke the biggest trend in the future? Is the coke market a global market? This is good; What about Coca-Cola's competitors? As far as coke is concerned, it's not much. In fact, all drinks are competitors of cola, but there are not many main competitors of cola. But how many people in the world are drinking Coca-Cola or Pepsi now? How many people are there? Numerous! It means that there is little room for his future growth. So when we invest money in this company today, in fact, its return is stable, but there will be no great recovery.
At that time, I had a fantasy. If we sell a VCD, we can sell it for $65,438+00. Of course, this is impossible. It may be 65,438+00 yuan. If we can sell it for $65,438+00, he can sell 70 million sets of Windows 95 in three months, which means we need to sell 700 million sets of our VCD in three months. China has a population of only1300 million, and more than half of it has been used. This is why Bill Gates became the richest man in the world.
Nine. World-class enterprise
For example, is McDonald's a world-class enterprise? It must be; Does it have a global market? Yes; But is eating hamburgers the biggest trend in the future? No; The competitors of McDonald's, that is, those fast food restaurants, basically conform to a certain trend, but because of its customer volume? It's already too big.
So we should not only look for the biggest trend, but also have a global market. We should not only be an industry with few competitors, but also find an industry with few customers now.
There are not many customers now, and there will be many in the future. The frequency of customer use is not too high now, but it will be high in the future. Finding such an industry to run is like driving a Ferrari or a Porsche. Only in this way can we ensure that our success will always be faster than others.
Boss rule 16: large quantity is the key to getting rich;
How can enterprises really make big money? Let's have a look. When it comes to making big money, we must study who is the richest man in the world. Of course, the richest man in the world is still Bill Gates, whom we admire and hate.
This Bill Gates released a set of computer software called 95 (WINDOWS95) several years ago. At that time, within three months, Bill Gates and his company sold 70 million sets of Windows 95, and the retail price of one set was 100 USD. Unbelievable, there is such a big sales volume in just three months!
At that time, I had a fantasy. If we sell a VCD, we can sell it for $65,438+00. Of course, this is impossible. It may be 65,438+00 yuan. If we can sell it for $65,438+00, he can sell 70 million sets of Windows 95 in three months, which means we need to sell 700 million sets of our VCD in three months. China has a population of only1300 million, and more than half of it has been used. This is why Bill Gates became the richest man in the world.
Why did Bill Gates rise from the second place to the first place among the richest people in the world?
The reason why Tenuto became the richest man in the world
Bill Gates ranked second in the world before he became the richest man in the world, so why did he become the richest man in the world? Because the reason is simple, because Sam Wheaton, the richest man in the world, died. Sometimes people die before we usurp the throne. Sam Wheaton is the president of Wal-Mart stores, and Sam Wheaton has opened 4,000 Wal-Mart stores in the United States.
I often think that the president of a company must go around the shops to understand the company's operating conditions, so I often fantasize that I am Sam Wilton himself. I visit a shop every day and study every detail very carefully. I discuss the problems of each store with the manager. Say goodbye to this manager after today's inspection, 4000 stores, one store a day. Remember that there are only 365 days in a year. Next time I see this manager, I will be the manager. See you in ten years. This is why Sam Wheaton became the richest man in the world.
Later I discovered: Why do these people earn so much money? In fact, the reason is very simple, because they are large.
So a large quantity is the key to getting rich. What he really means by this sentence is that there is only one reason why he doesn't make money, that is, the quantity is not large enough.
Boss rule 17: large market demand is the premise of large quantity;
Why is it small? According to my personal research, I found several points:
First, the market demand is not enough;
Suppose we are selling cars today, do you want to sell Santana or Rolls-Royce? Sell Santana, maybe you drive a Rolls Royce; Sell Rolls-Royce, maybe you will go back to Santana. This is true, because Rolls-Royce was sold to Volkswagen in Germany. Then why is this happening? Because the market demand for Rolls-Royce cars is too small.
As big as a pyramid, it is difficult to make money if you only cut to this point of the pyramid. So we should make a lot of money and try our best to go to a big market.
Eleven. Pyramid top
So, business owners, I hope you will think about it from time to time. Are the products your company sells now also at the top of the pyramid? If so, your company's performance may not be very good. You must change your product type, and then you can make the company run better.
Second, the reason for this small quantity is because the market is not big enough;
For example, your market is the city where you live, with a population of only 800,000 to 6,543.8+0,000, while Bill Gates' software is sold all over the world, with a population of several billion. Compared with him, even if we are as smart and capable, and his market is bigger than ours, we will still earn less money than him.
Boss rule 18: the reason why products can't be sold lies in product quality and price;
The third point is based on poor product quality;
Sony Corporation, Japan's Sony, is very top-notch. They think that when something can't be sold, there are usually two problems. The quality of the first product is very poor. The second price is too high or too low. Why? For example, the product quality of your company is not good. After the customer bought it, your publicity was great, but your reputation was negative.
Boss rule 19: ensure that the quality of your products is the best at the same level and price;
Therefore, every company should ensure that your products are the best in the same level and price, rather than making the best products. It seems that Rolls-Royce made the best cars, but its company went bankrupt. We must produce the best quality at the same price.
Boss rule 20: set the price in the affordable range of consumers' hearts, rather than blindly seeking high or low;
Why did you mention the price? The price is too high for customers to afford; If the price is lower, it should be bigger, but why can't it be sold? Because there is no profit. If you have a heart attack today, I will introduce a world panacea that can treat your heart. I said, would you like to try the cheapest heart medicine in the world? The heart is very important to you. Would you be relieved if I sold you the cheapest medicine in the world? This price may be too low, so it leads to a small quantity.
So the price is too high, which has its problems; Sometimes the price is too low for customers to accept-it will make customers feel invalid or fake.
Twelve. pre-sale service
Boss rule 2 1: not only do after-sales service, but also do pre-sales service;
Next, suppose your quality is excellent and your price can be accepted by customers, then the next problem will be that the service is not very good;
We often say that products need after-sales service, but I think that is out of date. We don't just do after-sales service, because everyone is doing after-sales service, and we must do pre-sales service.
Boss rule 22: when customers don't buy, they still have to provide information to customers;
We still provide information to customers when they don't buy. In this case, the customer thinks you are different from others. You are a giver, not waiting until you buy a product. Even if I don't buy it, you are still willing to serve. What will happen to this person's service after I buy a product? It should be better.
Boss rule 23: the biggest cost of an enterprise is an untrained salesman;
The next point I want to mention is poor promotion skills. I think the biggest operating cost of a company is not how much fixed assets it spends, how much liquidity it spends, or how much advertising fees it spends. The biggest cost of the company is that there are no trained sales staff, because they offend customers every day and they lose turnover every day.
I remember when I was a consultant in a department store, I helped them set up a gift certificate department. The gift certificate department is very good. You can get your cash back by printing a few sheets of paper, and you don't have to sell the products at all. So later the vice president of this department store sent a lady. She is good-looking and eloquent. As a result, her grades were-zero for three months in a row.
As a consultant, I know that the boss of the enterprise and the consultant of the company must implement position management and take the initiative to contact the market. One day I told this Miss Deng, and I said, Miss Deng, I'm going out with you to visit customers today. Don't tell the purchasing company that I am your teacher, or he will be wary and tell the purchasing company that I am your assistant. Of course, I will play dumb today. I'm not saying you are stupid. I'm a little stupid myself. Just introduce me as your assistant and then you can talk. I'll give it to you then
I find this Miss Deng talks too much. Every time she asks if there is any problem with this purchase, she looks bored and doesn't answer. She said, do you have any questions? The customer has no more questions. You are still asking him: Do you have any questions? Now he suddenly thought of another question! I said miss Deng, you talk too much. Shut up. If I hadn't visited in person, this Miss Deng had a good image and eloquence, but she visited her customers in the wrong way every day.
Thirteen. close
As a result, after the talk, I left the office of this company and said a few words to this Miss Deng. Since I gave her these two words of advice, Miss Deng's monthly income has increased from 4,500 yuan to 45,000 yuan a month, a short 10 month. So you will definitely ask me: Teacher Chen, what two words did you say to this teacher Deng? These two words are called shut up
I find this Miss Deng talks too much. Every time she asks if there is any problem with this purchase, she looks bored and doesn't answer. She said, do you have any questions? The customer has no more questions. You are still asking him: Do you have any questions? Now he suddenly thought of another question! I said miss Deng, you talk too much. Shut up. If I hadn't visited in person, this Miss Deng had a good image and eloquence, but she visited her customers in the wrong way every day.
Boss rule 24: selling products in the right way is the guarantee to improve the company's performance;
The boss of her company said, hey, isn't the promotion volume very large? That's a large quantity. Why is the performance not very good?
In fact, the lost performance is invisible to the boss of this company, because all the business representatives of this company are using the wrong marketing method. So I suggest to the boss of every company that this salesman must be trained very well. In particular, he must send the first marketing representative to do business training for the company.
Boss Rule 25: Instead of letting the company's first marketing representative do business by himself, it is better to use him for business training;
Some people say it's a pity that the first place in the company is used for training, and he can't make any achievements. Paul getty, the richest man in the world, once said that he would rather find 100 people, everyone has 1% strength, and he would never use 100% strength by himself.
Fourteen perfect teams
A top business representative, he went out with 100% effort. You might as well send him to training and let 100 people use 1% strength. Only by selling products in the right way can your company's performance be improved.
Boss Rule 26: The more product channels, the greater the sales volume;
Next, I found that the reason why a company is small is because its product sales channels are too few. This product is very good. I don't know where to buy it. Where is it? I'll let you know when I find it Does this company have a telephone? The telephone number of the company is unknown; Does the company have e-mail? The company's email has not been registered ... the best products in the world will not come out. So suppose you don't have enough marketing channels and customers don't want buy buy. In fact, your company's performance is still limited.
Boss Rule 27: Publicity, publicity, and then publicity!
The next reason, I feel, is that the company or its products are not well-known enough. Do you know that Jackie Chan has made a new film recently? Why haven't you heard of it? Because Jackie Chan hasn't made any new movies recently. In other words, if Jackie Chan has a new movie, you will know it, and he will promote it.
Every enterprise needs to remember three words, the first one is propaganda; The second is called propaganda; What's the third name? Publicity. Publicity! Publicity! ! Re-promotion! ! !
Boss Rule 28: There are no perfect individuals in the world, only perfect teams;
So, how can an enterprise be managed well? The boss of an enterprise, first, should choose the right industry to engage in, because as we just said, not all industries earn the same amount of money; Second, when we choose a specific industry and decide to engage in this industry, the boss of the enterprise needs to choose the right person;
We often watch the Olympic Games, especially basketball. The American Dream Team always wins gold medals. In fact, if you and I become coaches, we will still let the dream team win the gold medal. Why does the dream team always win the gold medal in the Olympic basketball game? There is only one reason, that is, they have the best players in the world.
Fifteen. Wandering management
Suppose we imagine our company or enterprise as a dream team. As the boss, we should be responsible for selecting the right talents to make this team close to perfection. After all, there are no perfect individuals in the world, only perfect teams. I believe everyone will agree with this statement.
Boss rule 29: after authorization, it is necessary to supervise;
When our industry is right and our team is right, what our business leaders need to do next is to be responsible for supervision. Many people say, Mr. Chen, shouldn't we authorize it? But authorization does not mean abstention. Many bosses actually authorize themselves to play golf, and then the company doesn't know how to fall, so authorization doesn't mean abstaining. After authorization, we should supervise it.