1 / 15 如何突破大客户营销（ How to break through big customer marketing ）Seeking pivot Finding the firm supporters in the important position of the decision matrix is the key to breaking through the interpersonal matrix. This point will be the fulcrum of our future efforts, and we will work around this point. In order to pry the customer into the earth, the fulcrum is essential and the most important. The next step from top to bottom is to turn the approver into a fulcrum, and it is better to make him our best friend. Even with a strong source of approval or an important sponsor, the trust of the further approver can not be ignored, especially when it is taken care not to hurt its prestige and position in the organization. Similarly, policy makers, evaluators, users can be our pivot point. "Expressing sincerity" and "solemn commitment", until "obtaining trust and support", are the whole process of seeking pivot. Sometimes, this fulcrum is relatively small, but as long as the patience to cultivate and continue to deepen, it will play an unexpected role. Once in a project, we have nothing to do with resources. We can only start with the most basic users. Fortunately, opponents ignore their presence. We do, but each visit when they have to find a chat, you provide some make them convenient for work, occasionally in the restaurant and ask them to eat a meal. The 2 / 15 final victory, to a considerable extent, is due to the user's highly rated use reports. Of course, with the promotion of work and some unexpected circumstances, the fulcrum also needs to be constantly increased and adjusted, so that we can continue to provide more and more support. Extended support surface From the...
