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  • “范文大全” 演講稿

    史玉柱《享說》勵志演講稿

    發布時間:2019-07-05 15:50:48 來源:演講稿 手機版

      今天很榮幸給大家來第一講,我結合巨人的創業經驗,談談對創業的體會。

      第一,創業初期要聚焦、聚焦、再聚焦

      一個人,一個時間點只能干一件事,一定要把每件事準備充分,創業起步才可能成功。我在創業之前的一年里,就開始準備軟件,這一年沒考慮什么創業、組織架構的問題。一年后,軟件差不多了,也做了一些調查和試用。下一個階段就是銷售,招了四個人。我主要抓廣告,也不懂怎么做廣告,自己就起草了一篇2000字的廣告文案,每個優點都不舍得落下,總結了15個優點。但那時沒錢,只能做小報的四分之一版的廣告,文字只能精簡。后來我們有錢了,可以做兩個版面的廣告。我們的產品叫M-6401桌面印刷系統巨人漢卡,那時有些人已經知道我們的產品特點,我就決定聚焦,廣告就兩個字,一個版一個巨,一個版一個人。相當有沖擊力,取得了成效。

      產品成功后,公司規模起來了,我的主要精力就轉移到抓分公司的建設上。之后,我們的產品出現了新的競爭對手,水平比我們高,這時候我又回過頭去聚焦研發,銷售管理這些我又不管了,我帶著十幾個團隊,到大學封閉起來,研發了大半年產品,把巨人的規模從千萬提到億級。

      第二,一個企業家或團隊,最難認清的是自己

      尤其是取得一定成績以后。巨人成功后,我開始高估自己的能力,這就開始要犯錯誤了。我們慢慢邁了第一步,這時候犯的錯誤不是太嚴重,還沒有開始跑,還做了一點相對扎實的工作,比如對腦黃金做調查、找研發、選擇廣告語等等。投放到市場三個月時,月銷售收入三千萬,我徹底忘乎所以了。我們做第二個又是成功的,所以我就組織了三大戰役,投了很多項目。現在來看,懂點管理學,懂點企業運營,這樣做只有失敗。因為你沒有那么多人力財力物力,各個方面都跟不上。所以一個月,三大戰役五千萬的廣告費打水漂了。

      從我們的廣告就能看出我們多輕浮。有一個印象比較深的,上面一排漢字是巨人大行動,下面就是一排巨人手拉手往前走,有馬克思、鄧小平、毛澤東等等。因為狂妄,忽視了產品是廣告的本質,產品是什么?能給消費者帶來哪些好處?這些信息不能有效地傳達,廣告就是一個廢物。

      而且打廣告時,產品還沒生產出來;產品出來了,廣告又被叫停,資金就緊張了,資金更緊張的原因是我們蓋了巨人大廈。這樣,巨人很快陷入了低谷。

      第三,失敗了,就當斷則斷

      1997年1-9月,我整天到處飛。我們有20、30個項目,每個都想去保,最后一個都沒保住。所以,當你發現項目趨勢不行了,隊伍不行了,如果下個階段沒救,不管有多大損失,趕快把它砍了。

      第四,創業初期,一把手要親力親為,別上來就想坐在老板椅上去當管理者

      做腦白金,我又回到第一次創業的狀態,因為敗得太慘了。當時媒體猛炒。現在我出門老是戴墨鏡,就是那個時候養成習慣了。

      因為慘,在總結教訓的時候就會深刻。我們知道要成功,必須腳踏實地,而且要我本人帶著團隊親自去做。

      當時我分析保健品要成功,必須過這三關。第一,產品關。從科學角度一定是站得住腳;第二,體驗關。感覺不到效果,口碑就形成不了;第三,營銷關。一是要搞好策劃方案,二是不打折扣地實施。

      我帶著團隊一關一關地過。報批方案我親自審;產品我們每天吃;我們開始的七篇廣告文案,全是我一個人寫,然后帶著團隊跑了江蘇的很多農村,他們錢多,壯力出去打工,在家里留守的都是老頭老太太,正好是我的目標消費群。我們一家一戶敲門,一篇一篇文章跟他說,晚上大家把結果匯總起來,對文章再進行修改。當我們把營銷方案完善好,我就組織團隊寫了一本腦白金營銷手冊,傻瓜版的。拉個民工他看了手冊,都知道怎么去賣腦白金。手冊寫出來后,團隊在大排擋喝了一場慶功酒,慶祝我們要成功了,為什么?我們的工作做扎實了,雖然當時銷售額一個縣才15萬一個月,我們已經能看到一年銷售額過十億了。

      當時我說,試銷市場快不得,全國市場慢不得。我們用一年時間把全國全打開了,那時腦白金的銷售收入是13.5億。

      所以,一把手要深入一線,你聰明或笨并不一定是決定因素,關鍵你在那抓矛盾的最主要方面,周圍的人更會重視,這一點會得到突破。公司就怕老板架子大。大公司為什么沒有創新力?其中一個方面就是一把手是不是在干活,而且干的是最重要最關鍵點的活。

      第五,如果你創業的內容是你的最愛,就成功了一半

      因為投入度很高,而不是把它當做工作來應付。腦白金成功后,我買了堆銀行股,也沒什么事,整天玩游戲,一下就迷進去了。后來,正好盛大有一個團隊找投資,我就投了兩千萬。我玩盛大的游戲時,已經是一個地地道道的玩家了。我知道他們喜歡什么,討厭什么。我們的《征途》剛研發出來時,我提的意見,團隊還不接受,后來發現反映還不錯,就對我提的要求比較給面子。有的問題太嚴重了,我有時候半夜叫他們起來去改。

      第六,要真正重視消費者

      我們《征途》的研發團隊從傳統思路跳出來,開始有很多創新,歸結起來有上百項。而且因為我們站在玩家的角度,我們了解消費者,所以創新往往是切合實際的,是有效創新,而不是搞破壞。所以,研發團隊要真正重視消費者,走到消費者中間去搞研發。凡是把自己關起來,和消費者隔絕,往往不會成功。

      第七,做投資,控制風險是第一位,不能賭

      從事投資類的企業,負債率很關鍵,低一點可能會慢一點,但是會安全,太高真是要出事。中國企業家被抓起來的,每個人罪名不一樣,但根本原因都是資金鏈繃得太緊。中國有五萬來條法規,你資金鏈條斷了,撞一條就進去了。還有,杠桿還是要少用,杠桿太高就是賭博了。

      謝謝大家。

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