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当前位置: 首页 > 售后 > 艺源智库
B2B企业如何利用这段生意空白期,才能逆流而上?
时间:2020-03-18 16:25:45
文章发布:李阳
原创作者:未知
来源:互联网

B2B企业如何利用这段生意空白期,才能逆流而上?-艺源科技

这场新冠病毒引发的肺炎疫情已经持续了二十余天,从疫情最初开始的第一个14天潜伏期已过,许多企业单位已经相继复工,但最近钟南山院士回应病毒潜伏期最长可达24天,让原本稍稍放下心的我们又瞬间提高警惕。

对一些B2B企业来说,他们等不了那么久,虽然有一部分已经复工,但总体受疫情影响生意并不乐观,也有的企业还在继续观望等待。

这场灾难无疑对许多B2B企业的打击是巨大的,尤其是对那些中小批发商们。但我们要辩证地看待问题,当危机来临时要正确面对,人们总说有“危”才有“机”,能否从危情里看到机遇决定了企业能否重振旗鼓、转危为安。
那么B2B企业究竟该如何利用这段时期,在疫情结束后能抓住特殊机遇保证企业经营的稳定性呢?我们结合批发商特点与实际情况,总结了以下几点,希望能让暂时迷茫的你找到一点方向。

1. 明确任务目标

复工延迟,生意差,资金紧张...为何这么困难的时候还要强调目标?因为有目标才有动力,有目标才有执行力,确立目标才能让疫情后“散乱”的企业现状迅速拧成一股绳。
当然,这个目标需要企业老板根据实际行业情况做出调整,第一季度甚至上半年的目标要做适当降低,这也是为了提高团队凝聚力,齐心协力以最快的速度恢复企业往日的活力。

2.严格控制成本

在疫情期间,许多中小企业因为持续的企业成本导致入不敷出,资金链断裂,压力巨大。这个时候,企业的成本控制就显得尤为重要。
库存梳理
很多企业在春节前都大量地进货准备应对春节销售高峰,但如今很多都积压在库房,库存成本是企业资金流很大一部分花费。
此时,企业应该梳理一下库存积货,哪些已经损坏及时处理掉,哪些是可以临期商品或是可以打包捆绑销售的热销品做好归类,利用这段时间做一个库存盘点,复工后市场肯定会迎来短期的爆发期,需求旺盛,企业可第一时间及时销售,收回部分资金。

人员控制

企业另一部分较大的支出是人员成本,如果企业各个环节工作效率低,那么所需员工数量就翻倍,因此成本支出也是翻倍的。
这期间,老板们可以梳理一下各个部门、各个环节的人员情况,从效率入手,预估在可提高的效率范围内需要多少人员,那么复工后或已经复工的企业可通过加强内部管理或使用一些管理软件来提高员工效率,那么每个岗位所需人员数量就会减少,成本得到控制的同时也发挥了每个员工最大的价值。

3.搭建线上平台

03年非典的时候,阿里巴巴全员隔离,足不出户,于是他们将目光转向线上,淘宝就在那时诞生了;京东也在当时关闭所有门店,之后就靠着网上卖货发展至今...
疫情来临时人们几乎不出门,线上交易得以迅猛发展,这也是为何越来越多B2B企业将目光转向线上的原因。

企业搭建线上商城,在疫情期间不仅可以实现客户24小时“无接触式”订货下单,还能通过线上平台进行推广营销,比传统线下靠业务员跑的方式高效许多。而老板们也可以认真思考一下,这也许是您企业转型的契机。

B2B企业如何利用这段生意空白期,才能逆流而上?-艺源科技

4.制定营销策略

企业在梳理盘点库存之后,需要将急销商品通过促销活动卖出去,这就需要老板制定好促销策略,针对客户和员工。
企业可以同上游厂商商量,适当申请优惠或补贴,并将这部分优惠用在客户身上,用优惠打折的方式来提高销量,促进上下游共同渡过难关;对员工来说,促销策略有助于提高销量,相应的销售提成也可得到提高,有助于稳定员工情绪,增加他们的工作积极性。

5.持续稳定客情

疫情期间,焦虑的不仅仅是B2B企业,还有他们下游的经销商或是终端客户。企业应该持续稳定客情关系,比如提高推广商品的频率,使用管理系统软件的企业通过CRM系统和消费预警功能及时筛选,定期线上联系,减少客户流失率。
除工作方面,业务员还应该时不时关心客户现状,多为他们想一想,提供对他们生意提供有效的建议,一旦疫情结束后应第一时间补货。

6.拓展特殊渠道

在整体市场环境受冲击的背景下,老板需要发散思维打开视线,多渠道拓展客户。
比如一些以往不常开发的渠道,或是在特殊期间有巨大需求量的办公场所。这不仅是给员工信心,也是为了企业制定的销售目标。

7.不断学习进步

所谓活到老学到老,尤其在这段特殊时期,老板和员工都有相比以往较多的个人时间,如何充分利用这段时间充实自己,不断学习进步,不得过且过浪费掉,是和竞争对手拉开差距的有效途径。
员工应该加强学习自己岗位的专业知识或技术,或是对自己职业道路有帮助的内容;老板们时刻关注国家宏观政策的同时,也要思考企业未来发展道路,线下企业考虑是否需要转型升级,转型线上的企业考虑今后如何拓展更多渠道。

B2B企业如何利用这段生意空白期,才能逆流而上?-艺源科技

8.保持信心

最后,老板们一定要始终保持信心,坚信我们一定会尽快打赢这场疫情战,市场也会慢慢恢复往日的态势,这种正面的信息不仅仅是给自己加油,更是对企业的员工一种鼓励,有信心带领大家走向更好的未来。
正所谓“天救自救者”,肺炎疫情终将会被我们战胜,而企业应该将重点目光放在自身,利用这段时间思考学习,利用内部和外部条件积极“自救”,转危为机才是迫在眉睫的事情。

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