- 不倾听客户意见 - 38%
 - 不理解客户需求 - 30%
 - 不及时回应客户要求 - 30%

报告建议，如果能尊重客户，仅简单地倾听他们的想法要求，或许96%的流失客户将继续跟着你。

 - 2008年一年的得失总结
 - 2009年即将开始，理清头绪

此时，还想和竞争对手说几句，

• 你像条鲶鱼，迫使启洋求变、不断创新。
• 没有你，启洋活得自在，可也孤独变得慵懒；有了你，启洋惶恐自励，寻求胜你的快乐。
• 启洋在力求差异化，与你划清界限，但在面对客户时，我们总是直面抗争。可是，在每次交锋前，我们很清楚输赢结果，为什么会赢？会输在哪里？你呢？你是否也有先见之明、自知之明？
• 如果你总在黏附于启洋，猥琐地抄袭模仿，你将被呼之为可恶的苍蝇；如果你自律自强，独立而差异化竞争，启洋将勇于和你竞争，不管输赢，你都将赢得我们的尊重。

在启洋的价值观中，竞争被放在了第一位。快乐与痛苦，源自我和你。

2009年，让我们一起加油！

然而，电话销售功效越来越低。企业人员面对纷繁推销电话心烦意乱，以至行为有些失态过火，常常极不耐烦地挂电话。

电话销售有其先天劣势，导致你处于尴尬的弱势地位，

• 人们倾向于和成功的企业公司做生意，你的销售电话似乎表明你并不怎么忙碌，生意不怎样，心情迫切需要生意。这似乎暗示你生意并不成功，你并不擅长你的行业领域，也许有许多问题。不然，你应该是生意兴隆，怎么会有时间打陌生电话，寻求生意呢？
• 电话销售的双方在协议价格时，你始终处于被动，因为是你求着别人做生意。价格主导权不利于供求主动一方。电话销售往往使价格低下，生意形象低下。
• 电话销售的邀约方是打电话的你，合约条款主导方是电话的那头。你是易搞定一方。

一般销售原则是，能做成“拉”的绝不做成“推”的。让客户找你，而不是你找客户。道理和上面一样，这也是营销的主要功效。

如果电话销售内容是产品或服务极为标准化、几句话能说得清楚，你仍然可坚持电话销售，毕竟营销需要费用。

因与百度未来利益纷争，淘宝决定禁止百度搜索引擎爬行其网页。

笔者检查了淘宝网的robots.txt文档，发现确实如此。

++++++++ 淘宝网robots.txt文档 ++++++++

User-agent: Baiduspider

Disallow: /

User-agent: baiduspider

Disallow: /

++++++++ http://www.taobao.com/robots.txt ++++++++

进而转向阿里巴巴网站，查看其robots.txt文档，却是另一番景象。

++++++++ 阿里巴巴robots.txt文档 ++++++++

# file: robots.txt,v 1.0 2002/09/23 created by Tsing Kong

# www.alibaba.com

# 按照robots.txt的标准写法，规定一些不允许爬虫爬的页面或目录。 

# robots.txt 的写法参照 <URL:http://www.robotstxt.org/wc/exclusion.html#robotstxt>

# Format is:

#       User-agent: <name of spider>

#       Disallow: <nothing> | <path>

# -----------------------------------------------------------------------------

User-agent: *

Disallow: /bin/

Disallow: /trade/user/

Disallow: /trade/express

Disallow: /trade/feedback/

Disallow: /trade/pm/apply/

Disallow: /trade/globalbuyer/feedback/

Disallow: /apps/

Disallow: /buy/

Disallow: /memberhome/

Disallow: /minisite/

Disallow: /trade/createimage

++++++++ http://www.alibaba.com/robots.txt ++++++++

阿里巴巴和淘宝是一家公司，为何对待同一搜索引擎态度不一呢？

原因无非有这么几条，

1，百度被视为淘宝潜在竞争对手，其网络商城必然将与淘宝短兵相接。

2，当前的百度为淘宝带去的流量有限，淘宝的商业运营已摆脱了百度搜索引擎初级阶段。

3，阿里巴巴与百度业务未有正面冲突，禁止搜索引擎爬行意味着失去部分“高质量”流量，阿里巴巴绝不会干如此傻事。

利益作怪，行为的背后是利益！

z-blog为windows环境下asp+access结构的blog程序。其优点是容易部署，对运行的环境要求低，运用cache技术使访问速度提高。其他还有自动ping功能，自定义URL，灵活配置样式等。

著名的WordPress为Linux/Unix下php+mysql架构。最大优点是开放，其上的插件非常多。

网站中架设博客对网站营销推广的作用表现在，

1，加入的内容质量要求并不高，片言碎语不断记录，这使得网站局部形成高的更新频率，对搜索引擎收录爬行及排序得分有利；

2，Blog自带ping功能，使得搜索引擎容易接受到“信号”，回爬页面厚爬行网站其他页面的几率大增。

网站中架设博客并非难事，对搜索引擎排名而言有益无害。

关键词有一个树状结构，这个结构如何与网站的树状结构相融合？此需费心思。

网站优化另一个问题是，优化不仅对搜索引擎，同时还应考虑网站的目标访问者。

简要地说，搜索引擎优化分为页面内优化和网站外优化，两者同等重要，影响您的关键词在搜索引擎上的排名。

一些网页优化事项及技巧，

• 选择正确的关键词
• 网页URL中包含恰当关键词
• 网页元标记中含有关键词
• H类的标签在模板中的应用
• 搭建网站的工具，是否对搜索引擎友好，使爬行器能容易爬遍整个网站
• 。。。

还有许许多多，日后道来。

Keep The Sale - Does this sound familiar?

After dozens of phones calls and emails as well as several face-to-face meetings, you finally reach an agreement with a prospect who is intent on buying your service, product or solution.

"Whew! Another sale done," you think to yourself.

But, wait. Before you start counting your commission it is critical that you keep the sale. Just because a prospect has agreed to move forward it does not mean that the sale will move forward, especially if you sell a complex system or solution. Dozens of things can happen to derail your efforts.

Your key contact may change companies or positions. The person you are dealing with gets cold feet, loses interest, or decides to change vendors. The company may be acquired or sold. A competitor may approach your prospect with a better offer. There is no such thing as a guaranteed sale even if you are holding a signed contract. That means you need to ensure that you keep the sale. Here are several strategies you can incorporate into your business that will help you achieve this.

1. First, send some form of acknowledgement or thank-you. I know this sounds like an elementary concept but most sales people think of doing this. They take the sale and move on to the next prospect. However, if you send a thank-you card immediately after you confirm the sale, you differentiate yourself you're your competition. You can also use postcards. The key is to show your new customer that you value his or her business and thanking them is just one small gesture that demonstrates this.

2. The next thing to do is regularly update your new customer. Keep them informed about things like delivery or shipment status and installation dates and schedules. If you sell a highly customized product, make sure you advise them on the progress of the development of their product. Frequency of updates will depend on a few factors.

- What does your key decision-maker expect or want? If they are detail oriented person they will require more frequent updates than someone who is less detail-oriented. The easiest way to determine this is ask this question, "How often do you want me to send you updates?" A simple question but one that will give you tremendous insight into your customer's expectations.

- Another factor is the length of time that occurs between the time of your agreement and when your services will be rendered or your product will be delivered. The more time that elapses between these two, the more important it is for you to update your customer. For example, in my particular business, it is not uncommon for a company to book me for a keynote speech or training workshop up to a year in advance. During this time, I try to send them some form of update so they know I have not forgotten about their event.

3. Send them additional information of value. This includes articles, magazine and newspaper clippings, or other information that is relevant to their business. You could send them an article that mentions a strategic move one of their competitors is about to make or an article on a topic that relates to your key contact's interests. You may come across a newspaper article about their company-clip this article and send it your client. It does not matter if they have already read the article because your gesture shows that you are paying attention to their business. And most sales people do not do this. One word of caution. Do NOT send information about your product! This is not about you! It is about giving your new customer a reason to keep the sale with you.

4. Depending on the size of the sale, you could send a book that will help them with their business. There are a multitude of books on the market today, addressing virtually every business situation. If your client enjoys reading then it makes good business sense to send them a book that will help improve their results. I have sent books to my clients that focus on communication, leadership, sales, and customer service. Attach a brief note explaining why you sent this book.

5. Lastly, reinforce their buying decision. The easiest way to do this is to send them testimonials from satisfied customers. An even more effective approach is to ask one of your existing clients to call your new customer. People want reassurances that they have made a sound buying decision so just imagine the impact if they heard a voice mail message from one of your clients stating how satisfied they were with your product, service or solution.

These may sound like simple concepts. However, I can guarantee that very few sales people actually use them. Integrating these strategies into your routine will not only help you differentiate yourself from your competition, you will increase your odds of keeping every sale you make.