マーケティング
公開日:2016.07.21

仕事を獲得するためのリスクリバーサル

最近、仕事の獲得の仕方が分からないので教えてほしいと、とあるWEBコンサルタント(と名乗る方、Aさんとします)に言われました。WEBコンサルタントと名乗りながら、仕事の獲得って、そんなに難しいのかなぁと、よく理解出来ないのですが、WEB集客が得意なのであれば、LP作って、リスティングを出せば反響あるんじゃないですか。その反響が合った見込み客に提案がハマれば顧客獲得になるのでは無いでしょうか。と提案をしました。

しかしこの方はあまり納得をしていない様子で、「出来れば広告費を掛けずにクライアントを獲得したい」と。

「何故、広告費を掛けたくないんですか?Aさんは、クライアントにはLPや広告の提案をするのに、ご自身ではやりたくない理由は何ですか?」と伺うと、「限られた資金だから、出来る限り予算を使いたくない」との事。

藤「なるほど。クライアントには提案するけど、自分はやらないという理屈は好きでは無いのですが、それであれば労力か時間を掛けるしかありません。現在は電話代が安いので、業界を絞って、テレアポするか、信用があるのであれば紹介を貰えるように知人に電話したりするか、(ほぼ意味ないけど)異業種交流会などで人間関係を時間を掛けて構築するかをしましょう」と言いました。

Aさん「いやぁ、テレアポは経験が無いですし、異業種交流会は意味ないって言いますしね。紹介して貰える人も少ないし、他に何か方法は無いでしょうか?クライアントには結果を出せる自信があるのですが・・」と。

藤「無いですね。僕も含め周囲の方達は、お金を掛けて集客しますし、労力を掛けてテレアポなどのセールスを経験していますし、時間を掛けて信頼関係を構築しています。野球の投手で例えるとまずはストレートを磨いて、変化球を覚えています。なぜAさんは王道である直球も投げずに、変化球どころか魔球を探そうとしているのですか?」

「もう一つ、クライアントには結果を出せる自信があるのに、ご自身ではリスクや労力を負えないのは何故ですか?」

Aさん「・・・。」

仕事の獲得は簡単。獲得した後に「結果を出すのが難しい」

このAさんと僕の大きな違いは考え方の違いが大きいようです。

僕はクライアントの獲得は簡単だと思っています。1ヶ月もあれば、10〜20社以上はご契約を頂けそうです。しかし、契約を頂いたその全てに成果を出せる自信はありません。だからこそクライアントを精査し、自分や社内リソースとも照らし合わせ、クライアントにも満足して頂けるように提案すべきだと思っています。

しかしながらAさんは「顧客の獲得が難しい、契約さえ貰えれば成果を出せるのに。」と思っている様子。本当に成果を出せるのかは仕事を見ないと分かりませんが、実戦経験が少ない方の集客力はそこまで期待できないと個人的には思っています。

自信があるからなら、リスクリバーサルしてあげる

このAさんが本当に成果を出す自信があるのであれば、知り合った経営者の方に、「最初の予算◯万円は僕が持ちますから、1度弊社の集客(サービス)を試して貰えませんか?成果が出て期待出来ると考えて頂けたら、正規のご契約をお願いします。成果が出なくて、期待出来そうに無ければ、契約の必要はありません」と言えば結構簡単に顧客は獲得できると思うんですけどね。

リスクリバーサルは、顧客のリスクを自社で受け持ってあげることです。返金保証やお試しや無料体験など。

自分はリスクは持ちたくないけど、顧客にはリスクを持ってもらうと言うマインドでは、集客のハードルは高くなります。顧客を獲得したいからこそ、顧客のリスクを受け持ってあげられるマインドを持ちましょう。

avatar
執筆者:藤 勝行 (http://xlab.co.jp)

4年間経営した会社を倒産後、再度起業したインターネット広告代理店(エックスラボ)を3期目で年商約10億円グループにまで成長させる。集客をしたい中小企業の経営者や大手企業の担当者、同業他社までも参加するセミナーを開催する起業家。広告マン兼マーケッター。

この記事が気に入ったらいいねしよう!

最新記事をお届けします。

ソーシャルで記事を共有する

facebookでコメン卜する

記事にコメントを残すコメント数:65

※がついている欄は入力必須です

  1. 2021年06月25日 20:17

    410702 774656A persons Are typically Weight loss is certainly a practical and flexible an eating plan method manufactured for those who suffer that want to weight loss and therefore ultimately conserve a considerably a lot more culture. weight loss 532852

  2. 2021年10月21日 08:30

    186827 443052A weblog like yours ought to be earning considerably funds from adsense..-., 80489

  3. 2021年10月27日 07:48

    585810 471121Any person several opportune pieces, it comes surely, as nicely as you bring in crave of various the several other types of hikers close to you with hard part your question. pre owned awnings 928667

  4. gender surgery 様より
    2021年11月15日 09:33

    398562 267345I enjoyed reading this a lot I genuinely hope to read more of your posts in the future, so Ive bookmarked your blog. But I couldnt just bookmark it, oh no.. When I see quality websites like this 1, I like to share it with other people So Ive created a backlink to your site (from 111269

  5. 2021年11月18日 09:26

    615996 304529Admiring the time and energy you put into your blog and in depth details you offer. Its very good to come across a weblog every once in a while that isnt the same old rehashed material. Great read! Ive bookmarked your website and Im adding your RSS feeds to my Google account. 464113

  6. best trap 2021 様より
    2021年11月20日 08:40

    251947 834085Currently really do not stop eating because there is however the decision that you will transform into. Function from your home us rrs often a fad for that who wants to earn funds however nonetheless enough time requires most substantial occasions utilizing children and kids goes for as the modern habit. attract abundance 572631

  7. 2021年11月20日 22:13

    77620 370269if this post was likened to a flavor of yogurt, what flavor would it be? Banana, I feel. 909076

  8. relx 様より
    2021年12月28日 09:41

    650301 70514An fascinating discussion is worth comment. I do feel which you should write read much more about this subject, it will not be considered a taboo topic but normally everyone is too couple of to communicate in on such topics. To yet another. Cheers 584861

  9. find more info 様より
    2022年01月06日 18:54

    454432 985452Just a smiling visitor here to share the adore (:, btw outstanding layout. 658707

  10. opensea nft 様より
    2022年02月24日 11:45

    825723 813582I like this weblog quite significantly so considerably great info . 681677

  11. ip booter 様より
    2022年03月17日 13:22

    874689 916595Maintain up the amazing piece of work, I read couple of weblog posts on this internet site and I believe that your web site is real intriguing and has lots of excellent details. 888087

  12. Delmar 様より
    2022年03月26日 20:07

    I constantly spent my half an hour to read this webpage's content every day along with a mug
    of coffee.

    my site: info the – http://tinyurl.com,

  13. Stuart 様より
    2022年03月27日 02:58

    Hey there, You have done an incredible job. I'll definitely digg it and personally
    suggest to my friends. I am sure they'll be benefited from this web site.

    Feel free to visit my web-site – a info (tinyurl.com)

  14. Marlene 様より
    2022年03月27日 04:13

    excellent submit, very informative. I ponder why the other specialists of this sector do not notice this.
    You must proceed your writing. I'm confident, you have a huge readers' base
    already!

    Check out my web page: info with, tinyurl.com,

  15. Donna 様より
    2022年03月27日 06:05

    hi!,I like your writing very a lot! proportion we keep in touch more approximately your
    article on AOL? I need a specialist in this space to solve my problem.
    May be that's you! Having a look forward to see you.

    Here is my web page :: info or [http://tinyurl.com/y76o55o7]

  16. Florida 様より
    2022年04月02日 10:15

    Attractive element of content. I just stumbled
    upon your site and in accession capital
    to claim that I acquire in fact enjoyed account your blog posts.
    Any way I'll be subscribing in your feeds and even I success you get entry to persistently rapidly.

    Here is my blog post; info are – tinyurl.com –

  17. Aleida 様より
    2022年04月02日 11:56

    I am extremely impressed with your writing skills and also
    with the layout on your weblog. Is this a paid theme or did you modify it yourself?
    Either way keep up the nice quality writing, it's rare to see a great
    blog like this one nowadays.

    Also visit my website: info in – tinyurl.com –

  18. Gennie 様より
    2022年04月02日 23:32

    Hello! I'm at work surfing around your blog from my new apple iphone!
    Just wanted to say I love reading through your blog and look forward to all your posts!

    Keep up the fantastic work!

    my web blog :: airline flights

  19. Tommy 様より
    2022年04月02日 23:44

    When I initially commented I clicked the "Notify me when new comments are added" checkbox and now each time a comment is added I get three emails
    with the same comment. Is there any way you can remove me from that service?
    Cheers!

    Also visit my blog :: cheap tickets flights

  20. German 様より
    2022年04月04日 08:58

    Hello! I could have sworn I've been to this website before but after checking through some of the
    post I realized it's new to me. Nonetheless, I'm definitely delighted I found
    it and I'll be book-marking and checking back frequently!

    Feel free to surf to my website :: insanely cheap flights

  21. Moshe 様より
    2022年04月05日 02:06

    I'm gone to tell my little brother, that he should also go to see this weblog on regular
    basis to get updated from most recent news update.

    Have a look at my web-site: cheapest flight tickets

  22. Taylor 様より
    2022年04月05日 02:16

    Hiya very nice website!! Guy .. Excellent .. Superb .. I will bookmark your web site and
    take the feeds additionally? I am satisfied how to book cheap flights search out numerous useful information right here
    within the post, we want work out more techniques in this regard, thanks for sharing.
    . . . . .

  23. Otilia 様より
    2022年04月05日 08:19

    Amazing! Its genuinely remarkable post, I have got much clear idea regarding from this article.

    Also visit my website: flight ticket booking

  24. Julius 様より
    2022年04月05日 09:01

    This paragraph offers clear idea in support
    of the new users of blogging, that actually how to do running a blog.

    Look into my page extremely cheap flight tickets

  25. Megan 様より
    2022年04月05日 23:43

    Hello my loved one! I want to say that this article is awesome, great written and come with approximately all significant infos.

    I'd like to see extra posts like this .

    My web-site cheapest flight tickets

  26. Aleisha 様より
    2022年04月06日 02:15

    For latest news you have to pay a quick visit web and on web I found this website
    as a finest website for newest updates.

    Also visit my homepage cheapest international airline tickets possible

  27. Silke 様より
    2022年04月06日 08:40

    I’m not that much of a internet reader to be honest but your blogs really nice,
    keep it up! I'll go ahead and bookmark your
    site to come back in the future. Many thanks

    my website cheapest flights guaranteed

  28. Terrence 様より
    2022年04月06日 18:51

    My brother suggested I might like this website. He
    was totally right. This post actually made my day.

    You can not imagine just how much time I had spent for this information! Thanks!

    Also visit my web-site – cheap flights now

  29. Madge 様より
    2022年04月07日 11:42

    I will right away seize your rss as I can't to find your email subscription hyperlink
    or newsletter service. Do you have any? Please
    let me know so that I may just subscribe. Thanks.

    my homepage gamefly

  30. Jodi 様より
    2022年04月10日 22:31

    Its like you read my mind! You seem to know so much about this, like you wrote the book in it or something.

    I think that you could do with some pics to drive the message home
    a bit, but instead of that, this is magnificent blog.
    An excellent read. I will certainly be back.

    Look into my website – gamefly

  31. Arlen 様より
    2022年05月10日 13:31

    Hi everybody, here every one is sharing these kinds of know-how, thus it's nice to read this web
    site, and I used to go to see this weblog daily.

    my homepage info my (tinyurl.com)

  32. Sven 様より
    2022年05月12日 01:15

    Really when someone doesn't understand afterward its up to other viewers that they will help, so here it
    happens.

    My site :: is info [tinyurl.com]

  33. Fredric 様より
    2022年06月03日 00:03

    What i do not realize is in truth how you are now not actually
    a lot more neatly-liked than you might be now. You're so intelligent.
    You already know thus considerably in the case of this topic,
    produced me personally imagine it from so many varied angles.
    Its like men and women aren't fascinated unless it is one thing to accomplish with Lady
    gaga! Your personal stuffs outstanding. At all times
    deal with it up!

    Also visit my webpage when info (http://tinyurl.com/y5snmgww)

  34. 2022年06月03日 19:06

    534290 88555Read More HERE. I bookmarked it. 134098

  35. Arthur 様より
    2022年06月05日 05:48

    I think what you posted was very reasonable. But, what about this?
    what if you wrote a catchier post title? I ain't suggesting
    your information is not good, but info; t.co, what if
    you added something to possibly grab people's attention? I mean 仕事を獲得するためのリスクリバーサル | 集客を学ぶ経営者のためのオンライン講座はXLab-online | エックスラボオンライン is kinda vanilla.
    You ought to glance at Yahoo's front page and watch how they create article headlines to get people to click.
    You might add a video or a picture or two to get people interested about everything've written. In my opinion,
    it might make your posts a little livelier.

  36. 2022年06月22日 02:42

    449642 93392quite nice post, i surely adore this fabulous website, persist with it 480006

  37. Derry call girl 様より
    2022年06月28日 07:21

    347836 517114Outstanding post, I feel weblog owners really should larn a lot from this blog its really user genial . 144510

  38. Vanessa 様より
    2022年07月07日 14:38

    Hello! Would you mind if I share your blog with my twitter group?
    There's a lot of people that I think would really enjoy your content.
    Please let me know. Many thanks

    Here is my site – why info – tinyurl.com,

  39. Frank 様より
    2022年07月15日 21:32

    It's very effortless to find out any topic on web as compared to books, as I found this article at this web page.

    Also visit my web site – off info (tinyurl.com)

  40. Milton 様より
    2022年07月22日 09:40

    Greetings! Very helpful advice in this particular article!
    It is the little changes that will make the largest changes.
    Thanks for sharing!

    my web-site – info an (tinyurl.com)

  41. Betty 様より
    2022年07月22日 21:10

    You really make it seem so easy with your presentation but I find this topic to be actually something which
    I think I would never understand. It seems too complicated and extremely broad for me.
    I'm looking forward for your next post, I will try to get the hang of it!

    Have a look at my webpage … info my (t.co)

  42. Patti 様より
    2022年07月26日 17:23

    I don't even know the way I finished up here, however I
    assumed this post was great. I don't know who you're but certainly you're going to a well-known blogger should you aren't already.
    Cheers!

    Also visit my web site … info on – tinyurl.com –

  43. Kattie 様より
    2022年07月27日 00:20

    What's up, the whole thing is going perfectly here and ofcourse every one is sharing data, that's genuinely fine, keep up writing.

    Check out my site – info off (tinyurl.com)

  44. Edgardo 様より
    2022年08月01日 06:19

    Hello! I understand this is kind of off-topic but I needed to ask.
    Does operating a well-established website like yours require
    a large amount of work? I'm completely new to operating a blog however I do write in my diary everyday.

    I'd like to start a blog so I can share my
    experience and thoughts online. Please let me
    know if you have any recommendations or tips for brand new aspiring bloggers.
    Thankyou!

    Here is my blog info are (http://tinyurl.com/)

  45. Rhonda 様より
    2022年08月02日 01:49

    Thank you, I've just been searching for information approximately this topic
    for ages and yours is the best I've found out till now.
    However, what concerning the conclusion? Are you sure concerning the
    supply?

    Feel free to surf to my site :: but info (http://tinyurl.com/29tnsm2d)

  46. Teena 様より
    2022年08月04日 04:31

    I just could not depart your site before suggesting that
    I actually loved the standard info a person provide to your visitors?
    Is going to be back continuously to check up on new posts

    my website; it raycon (tinyurl.com)

  47. Marcy 様より
    2022年08月08日 11:56

    Appreciate the recommendation. Will try it out.

    Look into my webpage … but info, fakeplanes.tech,

  48. Emanuel 様より
    2022年08月08日 17:41

    Hi I am so glad I found your web site, I really found you by
    accident, while I was researching on Aol for something else,
    Anyhow I am here now and would just like to say cheers for a marvelous post and a all round entertaining blog (I also love the theme/design),
    I don’t have time to read through it all at the minute but I have bookmarked it and also
    included your RSS feeds, so when I have time I will be back
    to read much more, Please do keep up the fantastic work.

    My web blog; info their (http://tinyurl.com/2nmp35wx)

  49. Lino 様より
    2022年08月10日 08:39

    Greetings from Ohio! I'm bored to tears at work so I decided to browse your site
    on my iphone during lunch break. I enjoy the knowledge you provide
    here and can't wait to take a look info when – tinyurl.com,
    I get home. I'm shocked at how quick your blog loaded on my cell phone ..
    I'm not even using WIFI, just 3G .. Anyhow, very good site!

  50. Nancee 様より
    2022年08月10日 12:33

    Hello, just wanted to say, I loved this blog post. It was inspiring.
    Keep on posting!

    my web page my info (tinyurl.com)

  51. Laurie 様より
    2022年08月12日 10:48

    I am really impressed with your writing skills as well as with
    the layout on your weblog. Is this a paid theme or did you customize it yourself?
    Either way keep up the nice quality writing, it's rare to see a nice blog
    like this one these days.

    Here is my web site :: coupon

  52. Harley 様より
    2022年08月12日 18:40

    It's hard to come by experienced people on this subject, but you
    seem like you know what you're talking about! Thanks

    My blog of info, tinyurl.com,

  53. Charmain 様より
    2022年08月13日 19:06

    Great weblog here! Also your web site quite a
    bit up fast! info what – tinyurl.com – host
    are you the usage of? Can I am getting your affiliate hyperlink to your host?
    I wish my site loaded up as fast as yours lol

  54. Zita 様より
    2022年08月17日 06:23

    Hi my loved one! I wish to say that this post is awesome,
    nice written and include almost all vital infos.
    I'd like to see extra posts like this .

    My web-site … why info (http://tinyurl.com/2lphq2lu)

  55. sbo 様より
    2022年08月18日 05:13

    127685 877867This really is an exceptional post and I entirely comprehend exactly where your coming from inside the third section. Perfect read, Ill regularly follow the other reads. 971506

  56. colourcee 様より
    2022年08月19日 08:31

    562531 50587I was suggested this internet site by my cousin. Im not certain whether this post is written by him as nobody else know such detailed about my problem. You are incredible! Thanks! 369931

  57. Leonida 様より
    2022年08月20日 09:16

    This article presents clear idea in support of the new
    viewers of blogging, that in fact how to do blogging and site-building.

    Feel free to visit my web site – info where – http://tinyurl.com –

  58. youtube music 様より
    2022年08月31日 16:48

    801477 882512When I came over to this post I can only look at part of it, is this my net browser or the internet internet site? Should I reboot? 113513

  59. cornhole bags 様より
    2022年10月01日 08:54

    744155 871743Attractive section of content material. I just stumbled upon your blog and in accession capital to assert that I acquire in fact enjoyed account your blog posts. Anyway I will likely be subscribing to your augment and even I achievement you access consistently quickly. 525258

  60. go to 様より
    2022年10月29日 03:42

    746480 678402As I web internet site possessor I believe the content matter here is rattling magnificent , appreciate it for your hard work. You ought to maintain it up forever! Greatest of luck. 134064

  61. maxbet 様より
    2022年11月03日 14:46

    993431 845999Hi. Cool post. Theres an problem along with your site in chrome, and you may want to test this The browser may be the marketplace chief and a excellent element of people will omit your excellent writing because of this difficulty. 944502

  62. 2022年11月05日 01:36

    399682 525642Good read. I just passed this onto a buddy who was doing some research on that. He just bought me lunch since I identified it for him! Thus let me rephrase: Thanx for lunch! 837562

  63. 2022年11月18日 10:43

    715652 779601Hey this is kinda of off topic but I was wanting to know if blogs use WYSIWYG editors or should you need to manually code with HTML. Im starting a weblog soon but have no coding experience so I wanted to get advice from someone with experience. Any assist would be greatly appreciated! 136293

  64. maxbet 様より
    2022年11月26日 21:03

    233757 357512Awesome inkling Grace! ego was luxurious youd bring about this about your biz bump into upstanding lineage. We reason you! 834863

  65. Jeffrey 様より
    2022年11月27日 05:23

    I'm truly enjoying the design and layout of your blog.
    It's a very easy on the eyes which makes it much more enjoyable for me to
    come here and visit more often. Did you hire out a designer to
    create your theme? Outstanding work!

    My web page … tracfone special coupon 2022

カテゴリー別で探す お悩みごと別でコンテンツを探す