{"id":7806,"date":"2021-08-06T15:55:35","date_gmt":"2021-08-06T15:55:35","guid":{"rendered":"https:\/\/www.ulatus.tw\/academy\/?p=7806"},"modified":"2021-08-23T16:13:51","modified_gmt":"2021-08-23T16:13:51","slug":"the-art-of-cold-call","status":"publish","type":"post","link":"https:\/\/www.ulatus.tw\/academy\/the-art-of-cold-call\/","title":{"rendered":"\u64b0\u5beb\u96fb\u5b50\u90f5\u4ef6\u7684\u85dd\u8853"},"content":{"rendered":"<p>\u4f86\u81ea\u6fb3\u5927\u5229\u4e9e\u570b\u7acb\u5927\u5b78\u7684\u526f\u6559\u6388Inger Mewburn\u5c08\u9580\u8f14\u5c0e\u5b78\u751f\u524b\u670d\u5b8c\u6210\u535a\u58eb\u8ad6\u6587\u7b49\u7b49\u53d6\u5f97\u535a\u58eb\u5b78\u4f4d\u904e\u7a0b\u4e2d\u7684\u5404\u9805\u6311\u6230\u3002\u5979\u5275\u5efa\u4e86\u4e00\u9805\u540d\u70ba\u300c\u8ad6\u6587\u79c1\u8a9e\uff08THE THESIS 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\u201d<\/p>\n<p>\u9019\u5c01\u90f5\u4ef6\u78ba\u5be6\u6709\u4e00\u500b\u660e\u78ba\u7684\u8981\u6c42\uff0c\u4f46\u662f\u9019\u500b\u8981\u6c42\u6709\u9ede\u5927\u3002\u9019\u500b\u4eba\u672c\u8cea\u4e0a\u662f\u8981\u6c42\u6211\uff1a<\/p>\n<ul>\n<li>\u5c0d\u4ed6\u7684\u5de5\u4f5c\u7522\u751f\u8208\u8da3\uff0c\u5373\u4f7f\u6211\u5011\u5f7c\u6b64\u7684\u5de5\u4f5c\u6c92\u6709\u4ec0\u9ebc\u76f4\u63a5\u7684\u4ea4\u96c6\uff1b<\/li>\n<li>\u95b1\u8b80\u4ed6\u7684\u6587\u7ae0\uff1b<\/li>\n<li>\u67e5\u770b\u4ed6\u7684\u6750\u6599\u548c\u4ee5\u5f80\u7684\u90e8\u843d\u683c\u6587\u7ae0\uff1b<\/li>\n<li>\u5c07\u4ed6\u7684\u5de5\u4f5c\u8207\u6211\u7684\u5de5\u4f5c\u806f\u7e6b\u8d77\u4f86\u4e26\u4e14\u5beb\u4e00\u7bc7\u6587\u7ae0\u9032\u884c\u63a8\u5ee3\uff0c\u540c\u6642\u9084\u8981\u6dfb\u52a0\u4ed6\u7684\u90f5\u4ef6\u5217\u8868\uff1b<\/li>\n<li>\u627f\u8afe\u652f\u6301\u4e00\u672c\u6211\u5f9e\u672a\u8b80\u904e\u7684\u66f8\uff0c\u800c\u6700\u7d42\u7684\u76ee\u7684\u662f\u2014\u2014\u5e6b\u52a9\u4ed6\u5011\u9054\u6210\u8ce3\u66f8\u7684\u76ee\u6a19\u3002<\/li>\n<\/ul>\n<p>\u6211\u53ef\u4ee5\u5f88\u4ec1\u6148\u5730\u8a8d\u70ba\u9019\u500b\u4eba\u53ea\u662f\u5c0d\u81ea\u5df1\u7684\u60f3\u6cd5\u611f\u5230\u8208\u596e\uff0c\u4e26\u5e0c\u671b\u6211\u4e5f\u611f\u5230\u8208\u596e\u3002\u4f46\u9019\u500b\u90f5\u4ef6\u986f\u7136\u6c92\u6709\u8d77\u5230\u9019\u6a23\u7684\u6548\u679c\uff0c\u5b83\u975e\u4f46\u5f15\u4e0d\u8d77\u6211\u7684\u8208\u8da3\uff0c\u9084\u8b93\u6211\u89ba\u5f97\u5f88\u60f1\u706b\u3002\u6211\u751f\u6c23\u662f\u56e0\u70ba\u9019\u500b\u4eba\u8981\u4f54\u7528\u6211\u5927\u91cf\u7684\u6642\u9593\uff0c\u800c \u6642\u9593\u662f\u6700\u5bf6\u8cb4\u7684\u8cc7\u6e90\u3002<\/p>\n<p>\u4f46\u5be6\u969b\u4e0a\uff0c<strong>\u8981\u8aaa\u670d\u6211\u6bd4\u4f60\u60f3\u50cf\u7684\u9084\u8981\u5bb9\u6613\u2026\u2026<\/strong><\/p>\n<p>\u6211\u5e38\u901a\u904e\u7dda\u4e0a\u6216\u6211\u7684\u4eba\u8108\u7db2\u7d61\u5e6b\u52a9\u8a31\u591a\u4eba\u5438\u5f15\u5230\u773e\u591a\u95dc\u6ce8\uff0c\u5f9e\u800c\u627e\u5230\u5de5\u4f5c\u6216\u8005\u5be6\u73fe\u5716\u66f8\u7684\u92b7\u552e\u76ee\u6a19\u3002\u6211\u559c\u6b61\u5e6b\u52a9\u5225\u4eba\uff0c\u559c\u6b61\u770b\u5230\u5225\u4eba\u5728\u6211\u7684\u5e6b\u52a9\u4e0b\u7372\u5f97\u6210\u529f\uff0c\u4f46\u4e0d\u8981\u8b93\u6211\u5728\u4e00\u5c01\u96fb\u5b50\u90f5\u4ef6\u4e2d\u5b8c\u6210\u6240\u6709\u7684\u5de5\u4f5c\u3002\u76f8\u53cd\uff0c\u4f60\u4e5f\u53ef\u4ee5\u52aa\u529b\u5f71\u97ff\u6211\uff0c\u8b93\u6211\u8aaa\u201c\u4e0d\u201d\u4f86\u5be6\u73fe\u4f60\u7684\u76ee\u6a19\u3002<\/p>\n<p>\u8b93\u5225\u4eba\u80fd\u5920\u8aaa\u201c\u4e0d\u201d\u662f\u4e5f\u662f\u4e00\u500b\u5f37\u5927\u7684\u6280\u80fd\uff0c\u6bd4\u4f60\u60f3\u50cf\u7684\u9084\u8981\u5f37\u5927\u5f97\u591a\u3002<\/p>\n<p>\u7f85\u4f2f\u7279\u00b7\u897f\u5967\u8fea\u5c3c (Robert Cialdini) \u5728\u5176\u4ee4\u4eba\u5606\u670d\u7684\u8457\u4f5c\u300a\u5f71\u97ff\u529b\uff1a\u8aaa\u670d\u5fc3\u7406\u5b78\u300b\u4e2d\u6982\u8ff0\u4e86\u623f\u5730\u7522\u7d93\u7d00\u4eba\u548c\u6c7d\u8eca\u92b7\u552e\u4eba\u54e1\u7d93\u5e38\u4f7f\u7528\u7684\u7b56\u7565\uff0c\u9019\u4e9b\u7b56\u7565\u80fd\u8b93\u4eba\u5011\u6700\u7d42\u6d88\u8cbb\u6bd4\u9810\u671f\u591a\u5f97\u591a\u3002\u5176\u4e2d\u4e00\u500b\u6700\u6709\u6548\u7684\u6280\u5de7\u662f\u5148\u63d0\u4e00\u500b\u8b93\u4eba\u53ef\u4ee5\u8f15\u6613\u62d2\u7d55\u7684\u5c0f\u554f\u984c\uff0c\u7136\u5f8c\u63d0\u51fa\u4e00\u500b\u8b93\u4ed6\u5011\u5f88\u96e3\u62d2\u7d55\u7684\u5927\u554f\u984c\u3002\u6211\u5f37\u70c8\u5efa\u8b70\u4f60\u8b80\u9019\u672c\u66f8\uff0c\u56e0\u70ba\u5b83\u6703\u8b93\u4f60\u9a5a\u8a1d\u5730\u767c\u73fe\uff0c\u4eba\u985e\u662f\u591a\u9ebc\u5bb9\u6613\u88ab\u64cd\u7e31\u3002<\/p>\n<p>\u5c0d\u65bc\u5beb\u4fe1\u7d66\u6211\u8ac7\u8ad6\u4ed6\u5011\u7684\u51fa\u66f8\u5c08\u6848\u7684\u4eba\uff0c\u9019\u7a2e\u7b56\u7565\u4e5f\u6703\u594f\u6548\u55ce\uff1f<\/p>\n<p>\u4ed6\u61c9\u8a72\u9996\u5148\u5beb\u4fe1\u7d66\u6211\u4e26\u9644\u4e0a\u4ed6\u7684\u77ed\u6587\u9023\u7d50\uff0c\u544a\u8a34\u6211\u70ba\u4ec0\u9ebc\u6211\u53ef\u80fd\u6703\u611f\u8208\u8da3\u4e26\u9080\u8acb\u6211\u95b1\u8b80\uff0c\u7136\u5f8c\u7b49\u8457\u770b\u6211\u7684\u53cd\u61c9\u3002\u5982\u679c\u6211\u56de\u4fe1\u8aaa\u201c\u6587\u7ae0\u4e0d\u932f\uff0c\u633a\u6709\u610f\u601d\u7684\u3002\u201d\uff0c\u4ed6\u5c31\u6210\u529f\u5730\u5f15\u8d77\u4e86\u6211\u7684\u6ce8\u610f\u3002\u7136\u5f8c\u4ed6\u5c31\u53ef\u4ee5\u8f49\u5411\u4e0b\u4e00\u500b\u554f\u984c\u2014\u2014\u9019\u500b\u554f\u984c\u662f\u8a2d\u8a08\u4f86\u8b93\u6211\u8aaa\u201c\u4e0d\u201d\u3002\u6bd4\u5982\u8ddf\u6211\u63d0\u8d77\u4ed6\u548c\u6211\u6709\u4e00\u500b\u985e\u4f3c\u7684\u90e8\u843d\u683c\u4e26\u4e14\u6b63\u5728\u8ac7\u51fa\u66f8\u8a08\u5283\u3002\u4f5c\u70ba\u5353\u6709\u6210\u5c31\u7684\u4f5c\u8005\uff0c\u6211\u662f\u5426\u6709\u8208\u8da3\u95b1\u8b80\u63d0\u6848\u4e26\u63d0\u4f9b\u4e00\u4e9b\u53cd\u994b\uff1f<\/p>\n<p>\u5176\u4e2d\u91cd\u8981\u7684\u662f\uff0c\u4ed6\u61c9\u8a72\u7528\u4e00\u7a2e\u660e\u78ba\u7684\u65b9\u5f0f\u4f86\u8868\u9054\u8acb\u6c42\uff0c\u4e5f\u5141\u8a31\u6211\u8aaa\u201c\u4e0d\u201d\u3002\u6bd4\u5982\u4ed6\u53ef\u4ee5\u9019\u9ebc\u8aaa\uff1a\u201c\u6211\u77e5\u9053\u4f60\u5f88\u5fd9\uff0c\u8acb\u539f\u8ad2\u6211\u7684\u4e0d\u60c5\u4e4b\u8acb\u3002\u6211\u53ea\u662f\u60f3\u4e86\u89e3\u4f60\u6709\u6c92\u6709\u8208\u8da3\uff0c\u5e0c\u671b\u4f60\u53ef\u4ee5\u5e6b\u52a9\u6211\u8a55\u4f30\u4e00\u4e0b\u9019\u6a23\u7684\u66f8\u6703\u4e0d\u6703\u7372\u5f97\u6210\u529f\uff1f\u201d<\/p>\n<p>\u6211\u53ef\u80fd\u6703\u62d2\u7d55\u95b1\u8b80\u63d0\u6848\uff0c<strong>\u4f46\u662f<\/strong>\uff08\u8acb\u6ce8\u610f\u9019\u500b\u5f88\u95dc\u9375\uff09\u6211\u4e5f\u6703\u9b06\u4e00\u53e3\u6c23\uff0c\u56e0\u70ba\u4ed6\u8b93\u6211\u5f88\u5bb9\u6613\u548c\u512a\u96c5\u5730\u8868\u9054\u81ea\u5df1\u7684\u60f3\u6cd5\u3002\u6211\u53ef\u80fd\u6c92\u6709\u610f\u8b58\u5230\u8aaa\u201c\u4e0d\u201d\uff08\u9664\u975e\u6211\u8b80\u904e Cialdini \u7684\u66f8\uff09\uff0c\u9019\u6a23\u7684\u8acb\u6c42\u8b93\u6211\u66f4\u9858\u610f\u5728\u672a\u4f86\u63d0\u4f9b\u66f4\u591a\u5e6b\u52a9\u3002<\/p>\n<p>\u8b93\u6211\u80fd\u5920\u8aaa\u201c\u4e0d\u201d\u7684\u7b56\u7565\u662f\u5f88\u6709\u6548\u7684\uff0c\u6211\u5e38\u5e38\u72e0\u4e0d\u4e0b\u9019\u500b\u5fc3\uff0c\u56e0\u70ba\u6211\u672c\u5c31\u662f\u4e00\u500b\u6a02\u65bc\u52a9\u4eba\u7684\u4eba\uff0c\u8aaa\u201c\u4e0d\u201d\u4e5f\u6703\u5f71\u97ff\u81ea\u6211\u89c0\u611f\u3002\u5982\u679c\u4f60\u8b93\u6211\u89ba\u5f97\u6211\u5728\u9019\u4ef6\u4e8b\u4e0a\u6c92\u6709\u5e6b\u5230\u5fd9\uff0c\u6211\u5c31\u6703\u89ba\u5f97\u6709\u5fc5\u8981\u5728\u5176\u4ed6\u4e8b\u4e0a\u63d0\u4f9b\u66f4\u591a\u7684\u5e6b\u52a9\uff0c\u56e0\u70ba\u6211\u9700\u8981\u5411\u81ea\u5df1\u548c\u4ed6\u4eba\u7dad\u6301\u81ea\u5df1\u7684\u5f62\u8c61\u3002\u7c21\u800c\u8a00\u4e4b\uff0c\u901a\u904e\u8b93\u6211\u5f88\u5bb9\u6613\u5730\u8aaa\u201c\u4e0d\u201d\uff0c\u4f60\u5be6\u969b\u4e0a\u8b93\u6211\u505a\u597d\u4e86\u8aaa\u201c\u662f\u201d\u7684\u6e96\u5099\u3002\u4e0b\u4e00\u500b\u554f\u984c\u53ef\u80fd\u5f88\u5c0f\u2014\u2014\u80fd\u4e0d\u80fd\u6703\u70ba\u51fa\u7248\u5546\u5be9\u95b1\u9019\u672c\u66f8\uff1f\u597d\u5427\uff0c\u6211\u767c\u73fe\u90a3\u7bc7\u535a\u6587\u9084\u662f\u5f88\u6709\u610f\u601d\u7684\uff0c\u800c\u4e14\u6211\u4e4b\u524d\u4e00\u76f4\u6c92\u6709\u5e6b\u52a9\u4ed6\uff0c\u6211\u53ef\u4ee5\u7528\u9019\u7a2e\u5f62\u5f0f\u88dc\u511f\u4ed6\u3002<\/p>\n<p>\u60f3\u50cf\u4e00\u4e0b\uff0c\u5982\u679c\u4ed6\u9019\u9ebc\u505a\u4e86\uff0c\u4e00\u5e74\u5f8c\u6211\u5c07\u70ba\u51fa\u7248\u7684\u66f8\u5beb\u5e8f\u8a00\uff0c\u4e26\u4e14\u6211\u5011\u5c07\u64c1\u6709\u4e00\u6bb5\u7f8e\u597d\u7684\u53cb\u8abc\u3002\u4f46\u4e8b\u5be6\u537b\u76f8\u53cd\uff0c\u6b64\u4eba\u6536\u5230\u4e86\u4e00\u5c01\u5f88\u9177\u7684\u201c\u611f\u8b1d\u4f60\u8b93\u6211\u4e86\u89e3\u4f60\u7684\u5c08\u6848\uff0c\u4f46\u6211\u6c92\u6709\u6642\u9593\u63d0\u4f9b\u5e6b\u52a9\u3002\u201d\u7684\u96fb\u5b50\u90f5\u4ef6\u3002<\/p>\n<p>\u6211\u5e0c\u671b\u4ee5\u4e0a\u4e00\u4e9b\u898b\u89e3\u53ef\u4ee5\u5e6b\u52a9\u4f60\u5f9e\u5fd9\u788c\u7684\u4eba\u90a3\u88e1\u7372\u5f97\u6240\u9700\u7684\u6771\u897f\uff0c\u6211\u4e5f\u5e0c\u671b\u6709\u4e00\u5929\u80fd\u6536\u5230\u4f60\u7684\u96fb\u5b50\u90f5\u4ef6\uff01<\/p>\n<p>\u672c\u6587\u7bc0\u9304\u81ea\uff1a<a href=\"https:\/\/thesiswhisperer.com\/2021\/07\/07\/cold-call-emailing\/\" target=\"_blank\" rel=\"noopener noreferrer\">https:\/\/thesiswhisperer.com\/2021\/07\/07\/cold-call-emailing\/<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>\u4f86\u81ea\u6fb3\u5927\u5229\u4e9e\u570b\u7acb\u5927\u5b78\u7684\u526f\u6559\u6388Inger Mewburn\u5c08\u9580\u8f14\u5c0e\u5b78\u751f\u524b\u670d\u5b8c\u6210\u535a\u58eb\u8ad6\u6587\u7b49\u7b49\u53d6\u5f97\u535a\u58eb\u5b78\u4f4d\u904e\u7a0b\u4e2d\u7684\u5404\u9805\u6311\u6230\u3002\u5979\u5275\u5efa\u4e86\u4e00\u9805\u540d\u70ba\u300c\u8ad6\u6587\u79c1\u8a9e\uff08THE THESIS 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