老杨是一朵奇葩

博客技术流好久了,今天想说一个故事,从前有个英语培训学校叫国际人,里面有个老师叫老杨,他是朵奇葩,人人都爱他。

奇在哪里?比如说,作为一个英语培训老师,如何把一件T恤卖到100块。

如果围绕着T恤本身打转,怎么做学生喜爱的特色T恤、怎么兜售T恤背后的理念、怎么进货选址等等,这就是小商小贩的思维了。老杨的做法是,把T恤卖给国际人学校的校友,购买后可参加当地的校友聚餐,一桌子人有互联网的金融的快消的培训的,其意义远大于一件T恤。当然我可能把手段和目的说颠倒了,可能是为了聚餐顺便卖件T恤,但这个例子里至少能看出两件事,一是老杨卖东西,卖的永远不是东西本身,而是东西背后的东西。二是老杨太懂得借用资源了,他不仅能借用资源给自己用,还能把资源分享出来让别人一起用,形成一个正循环。

有一些事,我是看着他做的,就愈加觉得精妙。

关于资源库。培训学校每年都会有一些就业的不错的学生,放在一般的学校,也就是印到传单上榜单上来忽悠更多人来上课。对于老杨,这些人不仅仅是宣传的资源而已。他成立了十万年薪俱乐部,他组织这些人聚集到一起,可以共享资源、扩大人脉,同时这也是他和以后的学生的资源。这还不够,还成立了十万年薪预备役,这个对于在求职的大学生相当有诱惑力了。

关于电子商务。老杨想做电商,电商需要人力。而在老杨眼里,需要人力这件事可以与“学生需要实习”这件事完全对接。于是他办了IT实训,有一批交学费的学生和他一起做电商。老杨的煽动力、影响力那从来不用质疑,当时刚加入实训的学生会收到的邮件里有这样一段话

我们有着共同的理想和信念:

1)遵循自己的内心,作为相关利益者考虑的事情,创造真正的价值,用商业模式自动获得自己的利益,先付出,后回报,即使得不到回报,成长的过程已经是幸福,人生不是得到就是学到,我们绝不抱怨环境,在任何状态下我们都寻找生活的积极意义,并通过自己和身边的人的努力改变这个世界

2) 我知道真实的世界并不美好,你们先跟我进入虚拟的世界,修炼能力,我们会慢慢带你回到并不完美的现实世界,寻求虚拟和现实的和谐,得到真正的进化

3) 这个过程并不容易,很多人会半途而废,为了自己和更多人的幸福,我们要拼命修炼,

4) 这个系统并不完美,我们一起帮助进化的实现

5) 我们不反对把学到的东西和朋友分享,只是我们并不应该剥夺他们自我挫折、屈辱、压力、争吵、沟通、感悟之后得到的弥足珍贵的那些可以守护一生的价值,那些豁然开朗的快乐,所以分享要谨慎!

关于手机应用。老杨不懂技术也不怎么懂产品,但没关系,他可以找到一堆懂的人帮他来做。他的思路异常清晰,要做什么、分几个阶段、谁来做、做多久、预算多少、怎么赚钱。比起有些拍脑袋做事情的CEO头脑要灵光的多,有时甚至觉得为这样的人打工不要报酬都可以的,于大局他能想清楚事情,于细节他愿意倾听比他懂行的人。聊了一下午,我发现用传统行业思路做互联网的聪明人,未必会比降级论里互联网思路做传统行业要差。商道这件事发展了这么多年,其中运转的机理是行行相通的,互联网却是工具是手段,只站在互联网这块地里看事情,会被局限。传统行业反而会有很多破冰的怪招奇招,比如分销作为推广方式,比如用钱赚钱的挪用现金流模式。

总结一下,从奇葩老杨身上学到的东西

一是无论销售还是说服别人,永远强调对别人的价值,不说要付费购买什么商品而说会免费提供什么价值。当这个价值恰好击中了对方需求的那个点,价格或付出是多少,其实已经无所谓了。

二是懂得持续借用资源,让每个人发挥自己的优势。当把一群有意愿有能力渴望成长的人放在一起的时候,适当引导组织就会形成一种正循环的能量,分享认知盈余。与其积攒人脉,不如把优秀的人聚集到一起。

三是掌握让商业游戏运转起来的规则。老杨涉猎过的领域不少,英语培训、电商、手机应用,神奇的是他总能把想做的事情联系到一起,共用资源、怀着极大热情去把想法落地,他不会参与每一个细节,他会想清楚run起来的规则,然后找到最合适的人去做相应的事。

这就是老杨,你可以说他是个商人,但他也是一位老师。

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