Do website construction companies really make money? Shangpin China tells you
Source: Shangpin China |
Type: website encyclopedia |
Time: December 31, 2013
Shangpin China Website construction company Now I want to use Tolstoy's words: "The companies that make money are all the same, and the companies that don't make money have their own problems.". Just this year, 2013, I met a "wonderful flower" of a website building company. The reason why it is called "wonderful flower" is that most of the website building companies today are losing money or spending balance, and there is one that really makes money. (It is not convenient to write the company name. Qihua is somewhat derogatory, hereinafter referred to as SP "Shangpin")
A few days ago, I joined a HMTL5 group, which is composed of website building companies all over the country, and there are many in Beijing. Beijing is a website building company doing Baidu promotion, and the name is not strange to each other, but there is a kind of "curiosity". You know, ask each other about salary, commission, performance, etc. As we talked, the "best" stood out.
They have the following characteristics:
*Only three salesmen are responsible for quotation, scheme, follow-up, contract, tracking and settlement. *Each sales person can receive 10 customer inquiries every day (the company receives 30 inquiries every day, nationwide) *Each sales person can sign a website construction contract of 200000 to 600000 yuan per month (the company mainly operates website construction, mainly enterprise websites) *Monthly sales revenue is about 10000 yuan *The transaction price of ordinary enterprise website is more than 20000 yuan *The monthly salary of designers and programs is more than 8000 *Customers are mainly from SEO, supplemented by Baidu promotion. The company has a powerful SEOer, and Baidu promotion will be opened only when necessary *The company has a registered capital of 300000 yuan and is located on the 4th ring road of Beijing. It was founded in 2008 and has 20 employees *Baidu weight 2, Google PR4, daily IP estimated 1500-2000 *The top three keywords of Baidu: website production, website design, website production, Beijing website design, Beijing high-end website construction, Beijing website design company, website design and production, website construction, Beijing website design, Beijing website construction, SEO website optimization , Beijing website production, Marketing website construction 。
I know, you certainly don't believe it. You think it's a bluff. When I told some friends, their reaction was the same as yours. Some of the above information is hearsay and some is objective. However, some information can be deduced through analysis. I think the reliability is 80%.
My analysis is as follows:
First: Customers
1. Number of customers: Our company has a website with more than 100 IPs per day, and 3-5 inquiries are made every day. It can be inferred that it is not difficult to get 30 inquiries per day on the daily IP1500 website, not to mention nationwide. 2. Customer source: SP company Baidu promotion accounts for 40%, SEO accounts for 60%. Many customers promoted by Baidu are not reliable. They compare prices, or ask casually. They have to wait several months to do so. Therefore, they should optimize and rely on their own. Their fate is in their own hands. Baidu is no different from burning money. If you want to consult, an average customer will get 300 yuan (paid to Baidu for promotion).
3. Customer quality: Each person receives 10 customer consultation calls every day, and there must be many poor quality calls (unbelievable low budget, low intention, ask casually). However, SP does not worry about customers. When encountering unreliable customers, it will pass directly, and a new customer will come in a few minutes later. Every day, there will be a steady stream of new customers. Different from most of the construction companies, they have to fight with each other when they meet a customer with low intention. Why? Because they may come here one day and miss this, no customer will come today. Even customers who "ask" casually do their best to waste resources (don't hang on a tree).
Second: Business personnel
There are not many people, but essence. I believe that three salesmen with experience and the ability to sign orders are enough. Sales with insufficient ability are called (customers) "killers", for example, "famous new sales have come for a month, given more than 60 customers, but not a single order". SP salesmen are not only sales, but also project managers. The implementation of website construction is the most troublesome. It is impossible to rely solely on project managers, designers, and programs. It is required that each party should be reliable, and there should be no weakness (bucket theory). I think TEAM composed of three people with a monthly salary of 10000 can easily solve a project worth tens of thousands of yuan.
Third: customer experience and transaction rate
Before consulting SP, customers usually read their official website, which contains a large number of cases, even cases of their own peers. Customers' trust in them arises spontaneously. When I picked up the phone for consultation, I had a tendency. "You don't have to run faster than a tiger, just faster than you." When looking for a website supplier, customers have seen many cases of companies. The winner is the one who has more cases of "high end and high class" (see who has a rich family). And they never compare drafts (design drawings before the contract).
Fourth: core competitiveness
I once asked SP about the main reason for signing the bill. They claimed that the customer liked their case. I have also seen their cases. The level of corporate website design is really not ordinary, which belongs to the high-end and high class, and the number of cases is really large. Generally, there are only a few "beautiful cases" or "well-known customers" that can be obtained by the website building companies. It can be seen that the core competitiveness of SP is "design", and then push forward. "design" depends on designers. According to my years of experience, I can make these cases in line with the current level of designers with a monthly salary of 80 million to 10000 yuan. It is estimated that in recent years, the company's investment in design is not a small amount, "not simple".
Conclusion:
More customers and more intentions+more good and more cases+strong sales ability+strong digestion ability of the company=reasons for making money
Competition in supply chain
The future competition is the competition of supply chain. In terms of enterprise website building, I analyze SP's supply chain as follows:
1. Customer source: relying on SEO+Baidu promotion, the company has an NB SEOer, who has devoted himself to researching SEO technology for three years, so that customers can come to their website from all over the country every day 2. Customer transformation: over the years, high-end designer cases have accumulated. After seeing a large number of high-end cases, customers have a good opinion of the company and become high-quality prospective customers 3. Signing ability: the salesman with a monthly salary of 10000 yuan, rich experience and strong sales ability facilitates signing 4. Digestive ability: project manager+designer+program, all three can play their own roles, and 10000 monthly salary represents the effectiveness of 10000. 5. Profit distribution: all employees are high demand, high ability and high salary. In addition, the company is equipped with special cars, located in the fourth ring road of Beijing, which can leave a good impression and feeling to customers. Using the right people and doing the right things, the boss also gets high returns, which is a virtuous circle.
Let's take a look at the supply chain of ordinary station building companies:
The number of customers coming every day is small and unstable. The revenue from sales, design and program is about 5000 (the capacity and effectiveness are also about 5000). It is difficult to digest when there are many customers, and there is no work when there are few customers. The lack of staff capacity leads to many problems in customer service, large staff turnover, and high learning costs, The money earned in the months when there are more customers should be replaced by the salary paid to employees in the months when there are fewer customers. What the boss earns is hard money, which is a vicious circle.
I wrote this today mainly for self reflection and sharing with others. There are people who make money in any industry, and there are also people who lose money. He who makes less money loses more. Successful enterprises are all the same. They use the right people, do the right things, and catch up with the opportunity. Unsuccessful enterprises are different from each other. If they don't find the right people, they will do things wrong if they are wrong, and they will miss opportunities.
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