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公開日:2016.01.13

「真摯さ」が最大の攻撃力かも知れません


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私達経営者は、ビジネスを営んでいる以上、売上げを上げないと倒産してしまいます。勿論、無駄な支出や赤字事業は相応に精査しないといけないのですが、それでも限界があり、最後は結局の所
売上げを上げない(上げ続けないと)と生き残れません。

そして売上げを上げるには、マーケティングやセールスが不可欠です。

僕自身も過去にはテレアポ、飛び込み営業、FAXDM、紹介営業、WEBマーケティング、チラシ、JV,雑誌、催事販売、ポスティング、ルートセールス、リストマーケティング等、様々な営業手法を手法を試してきました。もちろん1回試しただけとかではなく、何度もテストを繰り返しました。

そして様々な種類の営業手法を行う会社や、沢山の経営者にも沢山お会いしてきました。大人しい社長、激しい社長、情熱的な社長、冷めてる社長、真面目そうな社長、大人しそうに見えて激しい社長、意志の弱い社長、意志の強い社長、思い返しても色んなタイプの人が居ました。

過去に僕は下記2タイプの社長が、売上げを上げると思っていた時期があります。

1.営業力抜群で、行動力があり、勝ち気でコミュニケーション力もある人。

2.創造性や独創性に長けて、真面目で、人と同じ道を歩まずに独立独歩な    経営者、ビジネスマンや技術者など。

今思っても間違いでは無いと思いますが、本当に多くのご縁に恵まれ、ここ数年で、人に対する(勿論自分自身にも対する)定義が変わってきました。特に売上げを上げ続けられる経営者に共通する大きな1点。

それは、「真摯さ」です。

「真摯さ」って、真面目に話すには少し恥ずかしいですし、僕みたいな若造が簡単に語れる言葉では無いと分かっていますが、それでも何かに真摯に向き合ってる人って、なんか魅力的です。

不器用かも知れないし、知識が今は少ないかも知れないし、過去に過ちを起こしたかも知れないし、今は結果が出ていないかも知れないし、それでも「真摯」にひたむきな姿勢は、それらをいつか覆すような気がするのです。今は結果が出ていないかも知れないけど、毎日に、顧客に、スタッフに、技術に、家族に、恋人に、仕事に、未来に、真摯に向き合ってひたむきな人って、何かを変えそうな気がしませんか?

こういう人を馬鹿にしてはいけません。一生懸命に何かに打ち込んでいる人って、結果が出ていなくても、能力が仮に低くても、無名でも、不器用でもやはり魅力的なのです。

話術、技術、テクニック、器用さ、才能、感性、営業力、コミュニケーション力等、全て大事だと思っていますし、あるに越したことはありません。努力して身に付けるべきだとも思います。それらが売上げにも直結するとも思います。しかしそれよりも大事な事は「真摯さ」ではないでしょうか。先ほどの技術を身につけるのも、真摯な姿勢があってこそではないでしょうか。

そして今の僕の価値観では、「真摯さが1番の攻撃力」だと思っています。

いつだって何かを生み出し、いつだって何かを創りだし、いつだって人を動かすのは、誰かの真摯な気持ちから始まっています。経験値を積んだ真摯な人には、いくらテクニックを使っても、営業力や提案力、技術力、クリエイティブで話しをしても、話術や心理学を使っても全て小手先でしかありません。

僕は圧倒的に真摯な本物の人を何人か知っています。何を話しても、どう話しても、見透かされている感覚になるというか、、そう感じさせられた時に、自分のちっぽけさを感じました。そう言う人の武器って何かなと、自分なりに分析したのですが、最後に出た共通点は「真摯さ」でした。

向こうはおそらく勝負さえしていないのに、こっちが負けた気になる。

相手に対する真摯な姿勢だけで、相手を負かせる事が出来る。これはある意味で攻撃力と言っても良いのではないでしょうか。しかし真摯さは難しいし、積み重ねなくちゃ身につかない。

人を言いくるめるでも無く、テクニックで型にハメるでも無く、駆け引きするわけでもなく、政治的手法もお金も人脈も使わない本当の攻撃力はひたむきで「真摯な姿勢」。

時間は掛かるかもしれないけど、真摯さはいつか何かに化けるし、人に恵まれ、成功しやすいと、少なくとも僕はそう信じています。売上げを上げ続けたいなら僕達経営者は、本物の攻撃力を身につけなくちゃ。

自戒の念を込めて。

 

 

 

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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。

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