《孫子兵法‧虛實篇》：「兵無常勢，水無常形，能因敵變化而取勝者，謂之神。」

In Sun-tzu’s The Art of Warfare, the chapter “Weaknesses and Strengths” states: “For warfare, no constant conditions; for water, no constant shapes.  Whoever can secure victory by adapting to the changes of the enemy, is called the divine.” 

 

做生意與作戰一樣，真正的高手從不盲目衝鋒，而是懂得先穩住自身優勢，再選擇出擊時機。所以在起步階段，不要急著創新，不妨先找到一個值得仿效的同業標竿——可以試著模仿他，然後透過學習成爲他，最後才是以創新來超越他。

想盡一切辦法，讓目標客戶「佔便宜」，這是很不錯的商業起手式。

當客戶感覺自己「賺到了」，才會卸下心防與你往來，進而建立起黏著度與信任感。

 

Doing business is like fighting a war; a true master will never blindly make a flash push; instead, he/she knows that it is necessary to first consolidate one’s own advantages, and then selectively launch the attack at the right time.

Therefore, at the initial stage, don’t hasten toward innovation; you might as well find a sector benchmark worthy of emulating first—trying to imitate him/her, then become his/her double through learning, and eventually surpass him/her by innovating.

Do everything to allow your target customers to enjoy freeloading; this is a rather fine way to initiate a business. Only when customers feel they themselves “get a windfall,” will they let go of their mental defenses and really interact with you, so as to further establish stickiness and sense of trust.

*這場演講，不是教你從零開始闖天下，而是教你如何借力使力，開創出屬於自己的勝場。

 

 

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