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真的可以。對我獵頭公司的咨詢顧問來說，這個就是家常便飯。因為我們的客戶來自各個行業(yè)，招聘的要求也是各式各樣。雖然我們的員工就是吃這口飯的，但是，我們教給他們的方法也能運用到你面臨的各種情況里面。所以到底該怎么操作呢？
1）找到3個你感興趣的，并且在這個行業(yè)中成功的人——關(guān)鍵詞是“成功”。成功的人一定是最了解自己所在行業(yè)的人，不然怎么成功呢？
你最好找工作在一線的人，或者那些需要深入了解行業(yè)市場、競爭、客戶和顧客的人。比如做業(yè)務(wù)發(fā)展、銷售、市場、客戶經(jīng)理等職務(wù)的人。當然，你也可以找財務(wù)、會計、HR、運營和技術(shù)崗，但他們的工作重心多是公司內(nèi)部事務(wù)，而不是你想要了解的市場情況。
其實，最佳人選是從事服務(wù)性行業(yè)的人，例如在咨詢公司、公關(guān)公司、廣告公司、獵頭公司和外包公司工作的人。重申一點，要找能經(jīng)常接觸各類公司，與各類公司打交道的一線崗位。因為要想和各類公司圓滿完成業(yè)務(wù)，提供優(yōu)質(zhì)服務(wù)，他們一定要非常了解行業(yè)的市場趨勢、挑戰(zhàn)和需求。
這些人可以是你的朋友、朋友的朋友或者校友。領(lǐng)英是一個接觸某領(lǐng)域的人的上好渠道，因為你能提前瀏覽他們的檔案和過往經(jīng)驗。我們的咨詢顧問如果想接觸他們不認識的陌生人，一般都會用領(lǐng)英。
關(guān)鍵提示：我們給咨詢顧問傳達的一個觀念是——“一般人也知道很多”。這句話的意識是，當你想要了解一件事，別去找很高級別的人。的確，這些人懂很多，但他們回答你問題的幾率很低。他們太忙了，沒時間搭理你。
相反，要去找初級和中層管理級別人士。4-8年行業(yè)經(jīng)驗就夠了。當然，他們懂得沒高管多，但是，你想知道的80%的信息，他們都能給你。最重要的是，他們回復(fù)你、和你溝通的幾率要大得多。在問問題的時候，你也會更輕松，不用絞盡腦汁去想怎么給對方留下深刻印象。
另外，一般，我會開門見山地告訴對方我的目的。他們很少會拒絕我。對他們來說，你能認可他們的行業(yè)技能和行業(yè)知識，已經(jīng)是非常大的肯定了，因為很少有人會如此肯定他們這一級別的人。
2）聽取他們的意見——當然，你問的問題決定了你能從他們身上學(xué)到什么。他們應(yīng)該可以給你描述你想了解的行業(yè)大圖。當你在問問題的時候，一定要大局先行，其次再問你想了解的具體細節(jié)。
這里有一張清單供你參考。在你希望了解某行業(yè)的信息時，你可以問以下問題。問了之后，我保證你能對這個行業(yè)有很好的認識。如果失敗了，那一定是你沒問對人。
1) 如果讓你現(xiàn)在介紹該行業(yè)在中國的發(fā)展，你會怎么說？或者說你會關(guān)鍵強調(diào)哪幾點？
2) 目前該行業(yè)在中國的發(fā)展處于哪個階段（如早期發(fā)展階段、高速發(fā)展階段、成熟階段、放緩階段）？
3) 近幾年，你們行業(yè)發(fā)生了哪些重大變化？
4) 目前你們行業(yè)有哪些重大趨勢？
5) 你會如何描述你們公司的行業(yè)地位（如前五或一線公司、優(yōu)質(zhì)公司、上升勢頭迅猛公司）
6) 你們行業(yè)的一流公司是哪幾個？
7) 在這個市場里，國內(nèi)公司和跨國公司相比，表現(xiàn)如何？
8) 你們行業(yè)去年的發(fā)展如何，預(yù)計今年會有怎樣的發(fā)展？
9) 你們行業(yè)里目前擴張勢頭和上升勢頭最猛的是那幾家公司？
10) 你覺得<知名公司#1>發(fā)展得怎么樣？<知名公司#2>發(fā)展得怎么樣？等等
11) 我還想和你們行業(yè)的其他人交流。有沒有適合類似溝通方式的人可以介紹給我？
12) 你們行業(yè)的專業(yè)人士有沒有什么組織協(xié)會？
如果對方對行業(yè)的了解頗多，那么你問這些問題大概會花30-45分鐘。不過，如果是我，我花的時間會更長，因為我會根據(jù)對方的回答提更多后續(xù)問題。
關(guān)鍵提示：在問問題時，要主動傾聽。也就是說，不要光聽不動腦，要處理你聽到的回答，想想怎樣才能問出優(yōu)質(zhì)的后續(xù)問題。把自己當作一個記者，你現(xiàn)在要從對方口里“套出”故事的來龍去脈。不要只是一個個地過問題，而要多問“怎么樣”，“為什么”，這樣才能得到更多信息，擁有更好的認識。
3）確認你聽到的所有信息——我們告訴咨詢顧問，要想確認你聽到的所有信息，不能只問他們問題，還要和第三者分享你聽到的信息。
比方說我已經(jīng)和一個人交流過某個行業(yè)了，那么在和第二個人交流時，我不會問“近幾年，你所在的行業(yè)發(fā)生了哪些重大變化？”，而會問“我聽說近兩三年，這個行業(yè)的增速放緩了許多，公司都把重點放在了提高產(chǎn)品和服務(wù)質(zhì)量上，是這樣嗎？”
這不僅能幫你確認之前的信息正確與否，還能更有效地獲取后續(xù)信息。因為對方知道你已經(jīng)了解了這些，就不用再重復(fù)你已掌握的信息了。
關(guān)鍵提示：我總是告訴我們的咨詢顧問，一件事在聽第一遍時，要存疑，悄悄記上一筆；聽第二遍時，就有點意思了，這個信息的可信度要增加一些了；聽到第三遍時，就不會只是碰巧了，這個信息很有可能是正確的。
這也是為什么要找三個成功的人問。因為要是在三個不同人身上聽到三遍同一個信息，那么這個信息一定是靠譜準確的。一個咨詢顧問曾經(jīng)這么和我說，“我和3個人談完后，覺得我對這個行業(yè)的認知很深了?！?br />
4）死命做筆記！——你和某個人交流得很好，得到了很多信息，到頭來卻想不起來這些有用的信息，那這就沒意義了。不要覺得腦子能記下所有信息，好好記筆記。
這個聽起來很簡單，可是，多數(shù)人在記筆記時，只會邊聽別記。但我之前說過，你要主動傾聽，這樣才能從交流中得到更多信息。因此我們會教咨詢顧問一個基本技巧，學(xué)習(xí)如何邊聽邊記邊思考。相信我，熟能生巧。要想更好、更快地了解某件事，一定要練好這項技能。
關(guān)鍵提示：多重視聽和思考的部分?？粗鴮Ψ剑瑫r不時瞄一眼記的東西就行了。你的本子不會跑，不用一直盯著它看。
最后，記筆記時要分點，速記，用上縮寫。畢竟，交流的目的在于獲取重要信息。筆記好不好看也不重要，只要你自己之后能看懂就行。
其實，這些方法也適用于去了解任何職務(wù)、任何話題。你只需要稍微調(diào)整一下你問的問題就行。多練練，你就能像我們的咨詢顧問一樣，變身成為一個能快速了解許多新話題和新事物的牛人！
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Yes, it is. The consultants in my recruitment firm do this all the time, since we’re always giving them hiring assignments from clients in different industries. While they do this for their job, the approach and methodology we teach them will apply to your personal situation as well. Here’s how they do it.
1) Identify 3 people who are successful in the industry you’re interested in– The key word is successful. Successful people are going to have the best, most knowledgeable understanding
of their industry. That’s why they’re successful.
Try to identify front-facing people, or people who need to understand well the market, competition, clients, and customers in their industry. For instance, people who do business development, sales, marketing, and account management. Sure, you can talk to people in finance and accounting, HR, operations, and technical roles too. But they mainly pay attention to what’s happening in the company, but not in the market, which is what you want to know about.
Actually, the best ones to talk to are people who work on the service side. For instance, those who work in consulting companies, PR firms and ad agencies, and recruitment or outsourcing companies. Again, identify people in front-facing roles, who constantly approach and interact with companies. To successfully do business with and service them, their understanding of key market trends, challenges, and needs in the industry has to be good.
These can be friends, friends of friends, and alumni. And a great channel to reach others with a particular background is LinkedIn, since you can view their profile and experience beforehand. Our consultants use it all the time to reach people they don’t know, but want to talk to.
Key Tip: We teach all our consultants a concept, which is The Average Person Knows A Lot. Basically, it says that when you need to learn about something, don’t contact senior-level people. Yes, they know a lot, but they rarely respond to your requests for information. They’re too busy and just don’t have the time.
Instead, seek out junior and middle management-level people. 4-8 years of experience is enough. Of course, they’re not as knowledgeable as executives, but they can tell you 80% of what you need to know about their industry. Most importantly, they’re easier to reach and more willing to talk to you. You can also be more relaxed to ask your questions without worrying about trying to impress them.
By the way, I always let others know upfront my purpose. They rarely decline. It’s flattering to them that you’ve recognized their expertise and knowledge of their industry, which doesn’t happen to them that often at their level.
2) “Pick their brain” – Of course, the questions you ask determine what you can learn from others. They should help paint a picture for you of the industry you want to understand. When asking them, always big picture first, then more specific details that you want to know later.
Here’s a very good list of questions you can ask others about an industry. Ask them and I guarantee that you’ll get a very good sense of their industry. If you don’t, then you’re not talking
to the right person.
1) If you were to introduce your industry here in China to someone else, how would you describe it, or what are the key things you would highlight about it?
2) At what stage of development is your industry at in China right now (e.g. early development, booming/high growth, maturing, slowing down, etc.)?
3) What are some major changes that have been taking place in your industry over the past few year?
4) What are some of the major trends in your industry that are taking place right now?
5) Within your industry, how would you describe your company’s positioning or status (e.g. top five or leading player, boutique, emerging player, etc.)?
6) Who are the top players in your industry?
7) How do the local players compare these days with the international players in this market?
8) What kind of year did your industry have last year? How about the outlook for this year?
9) Within your industry, which companies are expanding or growing the most right now?
10) What do you hear about, or how is <well-known company #1> doing? What do you hear about, or how is <well-known company #2> doing? Etc., etc.
11) I’d like to talk to a few more people in your industry. Is there anyone you could introduce me to in your industry that I could approach and speak with in a similar way?
12) Are there any organizations or associations that professionals within your industry belong to?
If the person is fairly knowledgeable, asking these questions should take you about 30-45 minutes. However, if you’re like me, it could be longer. Based on what you hear, I ask a lot of follow-up
questions.
Key Tip: When asking your questions, you need to listen actively. This means, beyond just listening, processing and thinking about what you’re being told so you can ask good follow-up questions. Think of yourself as a reporter who’s trying to get the full story about something from someone. You don’t just ask the person question #1, #2, #3, etc. You also ask a lot of “how” and “why” questions to get a better, deeper understanding of what you’re hearing and what they know.
3）Confirm everything you hear – To confirm the information you’re getting about something, we teach our consultants not tojust ask their questions, but to also share what they know or have heard so far with the other person.
For instance, say I’ve already spoken to one person about an industry. When I talk to the second person, instead of just asking, “What are some major changes that have been taking place in your industry over the past few years,” I’ll say, “I heard that your industry has slowed down a lot these past 2-3 years and companies are focusing on increasing the quality of their products and the level
of their service. Is this true?”
This not only helps you to confirm if what you’ve heard before is correct, it’s also a much more efficient way to get information. By letting the other person know what you already know,
they don’t have to repeat things you’ve already heard.
Key Tip: I always tell our consultants that if you hear something once, then that’s curious and worth noting. If you hear the same thing twice, that’s very interesting and you can start feeling more confident about what you’re hearing. But if you hear something three times, that’s not just a coincidence. This is when you know it’s likely to be true.
By the way, this is also why you want to talk to three successful people. Because if you hear the same thing three times from three different sources, you can be confident that what you’re
hearing is reliable and accurate. As one of our consultants told me once, “After I talk to three people, I feel my knowledge of an industry is pretty solid.”
4）Write your ass off! – There’s no point in having a very good, informative talk with someone, but then not being able to recall all the great things you heard. Don’t trust your memory to remember everything. Take good notes and write things down.
Sounds easy. But when most people take notes, they just listen and write. But as I said before, you want to listen actively to get more out of the conversation. So a basic skill we teach our consultants is to learn how to listen, write and think at the same time. Believe me, it takes practice. But if you want to understand things better and faster, develop this skill.
Key Tip: To do this, pay more attention to the listening and thinking part. Look at the person talking to you, and just glance at what you’re writing every now and then. Your notebook isn’t going anywhere so no need to stare at it.
Finally, use bullets, short-hand, and abbreviations. The purpose of your conversation is to capture all the key information you’re getting. It also doesn’t matter how pretty your notes look, as long as you can read it later.
Actually, this approach and methodology can also help you understand any job function or other topic better as well. You just need to modify the questions a bit. Then practice this and, like our consultants, you’ll soon become a person who can understand many new topics and things very quickly! |
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發(fā)表于 2021-11-30 20:29:57
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