202 1 10 12 listening notes: how to meet people across objects?

Huangdi was born in a dentist's family. Three generations of his family insisted on doing one thing, that is, taking medicine orally. Huang Di, who grew up in such an environment, was deeply touched to see his elders persist in studying one thing for a lifetime. Not only did she choose the oral medical industry, but after accumulating strength, she resolutely chose to start a business with the support of her predecessors and set up a high-end oral medical institution named Beva Stomatology.

As soon as we hear high-end, we will subconsciously feel that it must be very profitable. However, one thing impressed me deeply. On one occasion, I was particularly worried about a classmate from a further education college who was communicating with Huangdi offline. That was when Beva's oral cavity was going to make a profit. Yes, from 2065438 to the end of August 2009, Huangdi's Beva Dental has never really made a profit.

Is she short of clients? Huang Di told me that in fact, she is not short of customers, and she has accumulated a large number of high-quality customers. Then why not make money? I don't know if you have been to other dental institutions, but let me tell you how the institution of Huangdi works.

In Beva Department of Stomatology, the Yellow Emperor made a request to all medical staff, that is, please think about a problem before treatment. If the client lying in our therapy chair today is your family, such as your children, your parents, brothers and sisters, how would you make your treatment plan?

What's the use of asking this question? Here, I especially want to share with you a story of their patient.

Once, a customer came to Beva Dental Clinic and wanted a veneer. Veneering is a technique to repair teeth, that is, sticking a layer of material similar to the color of normal teeth on the surface of discolored or defective teeth. It turned out that the customer fell and his front teeth fell a little.

He consulted several hospitals, and all of them suggested that he make veneers, and even suggested that he make crowns, that is, put a braces with similar color outside his teeth. Whether it is veneer or crown, it is necessary to grind off normal tooth tissue. You know, tooth tissue can't be regenerated by grinding away. And as you can probably guess, it's not cheap, and the general price is at least several thousand.

Therefore, this customer was not at ease and consulted several local stomatological hospitals. When he came to Beva Stomatology Department, the doctors in Beva Stomatology Department found that the missing front teeth had no sensitive symptoms and would not affect his daily diet.

So the doctor suggested that he could polish the gap a little to make it look inconspicuous. After grinding, he can see the effect. If he is not satisfied, the doctor will consider offering him a better plan.

Later, the customer thought, bite your teeth anyway, or try it. As a result, after grinding, the cracks are basically invisible. The customer is very satisfied. I didn't expect that the problem that bothered me for a long time would be gently adjusted and solved by a doctor. To the customer's surprise, the final treatment cost was 50 yuan.

You see, one is at least 1000 yuan, and one is only 50 yuan. In fact, the real decision is in the hands of doctors and medical institutions, but the Beva Stomatology Association of Huangdi suggested that patients choose 50 yuan's plan. No wonder the students are worried about the Yellow Emperor.

Indeed, Beva's oral cavity is really unprofitable now. But what did the Yellow Emperor say? She said that they had only been in business for two years. In fact, before the hospital was established, they were prepared to lose money in the first five years. Because she and the team believe in long-term strength, she also believes in such a craftsman spirit of "meeting customers", and such corporate genes will eventually become a valuable brand, even at the expense of five years.

So, what is crossing things to meet people? What the Yellow Emperor did gave us a very good answer. For an enterprise, development and profit are natural. However, there are many ways to do this well. The method chosen by Huangdi is to surpass corporate profits first, meet every customer who comes to Beva, and see everyone's real needs.

Seeing people driving by car

Next, I want to introduce the second classmate to you. Her name is Li Yingya. She is the director of the talent development center and the moral education instructor of Sunshine Xinlin Children's Commune. Her organization has never done marketing promotion in the past 16 years, but it has great influence.

Sunshine Xinlin Children's Commune is an innovative language literacy education institution in Kunming, which is quite famous in Kunming. In Kunming campus, I heard many students from the further education college say that the children of friends around me have to wait in line for at least 1 year before they can enter the school.

Li Yingya shared that a very important way for Sunshine Forest to be recognized by so many families is to continuously build an active learning community, and then help each individual in this community realize his own value. She said that if everyone can realize their own value, everyone will work hard for their own value, and the self-drive of the team will be there. In such an atmosphere, employees, parents and students can influence each other and infect each other, forming a virtuous circle.

So how exactly is it done? Here I want to share two short stories with you.

The first story is that they let everyone participate in the "production process". The most important thing is the learning process. Their uniqueness lies in that everyone involved in the "production process" includes not only employees but also parents. They invited their parents into the classroom, which is not what we usually think. If only mom and dad were watching in the classroom. Parents in their class also need to study together, find problems together, solve problems together and grow together. I attached a picture to the manuscript, which is a real photo taken by their class. You will see the interactive links in the classroom, and parents should also participate, raise their hands actively, and the atmosphere is particularly active.

Imagine that involving parents in the production process can not only make parents feel the professional courses and comfortable environment in the sunny heart, but also let children and parents deepen emotional communication and promote parent-child relationship here. This is a virtuous circle. Parents will recognize this place more and more, and Sunshine Xinlin will grow better and better because of their parents' participation.

The second story is about how to let employees find their own value. Their way is project management. Project management is in the sunshine heart, that is, all teaching, scientific research and activities are carried out in the form of projects. More importantly, they will openly bid for such projects at the school level among all employees. The successful team will get the right to plan and operate the project. What impact will this bring?

In the process of project planning, employees will actively contribute their ideas so that their ideas can finally land. Their Jurassic theme, Minions theme, Liyuan Opera and other activities made all parents sigh "so creative and charming".

You see, this is the value of people. With such positive feedback from parents and children, employees' sense of value and self-identity has been greatly improved. In my opinion, the practice of sunshine is actually to activate everyone's curiosity and enterprise. This is very important for the production and creative work of spiritual products.

In our work and life, if our exploration system is activated, we can exert more energy as individuals. Therefore, seeing people beyond things is not to ignore things, but to achieve things by discovering the value of people.

See the uniqueness of people

On the level of activating individuals, the third classmate I will introduce to you next also has a coup. She is Meng Yao from Chengdu Campus.

Four years ago, Meng Yao took over a homestay project in Shaxi Ancient Town, Yunnan. Shaxi ancient town is the only surviving and well-preserved ancient market on the ancient tea-horse road.

I attached a photo to the manuscript of this homestay I run in Meng Yao. As can be seen from the picture, this is a high-end homestay with a sense of design and quality.

Although the local history, culture and tourism resources are very good, and the starting point of B&B is also quite high, at that time, Meng Yao was actually quite uncertain. Because on the one hand, this is the first time she has handled this high-end homestay project. What is high-end in B&B industry? Does it mean that the equipment is particularly luxurious or the service is particularly thoughtful? There is no clear standard reference. On the other hand, because this store is the first high-end homestay brand in Shaxi, she has no experience to learn from, whether it is employee recruitment training or operation mode.

So how do you let the guests travel thousands of miles and choose to stay in this homestay?

Meng Yao's idea at that time was that the key to attracting guests and the soul of the hotel should be the unique experience. And where did these unique experiences come from? She focused her attention on Shaxi.

Shaxi is a place where Bai people live, while Meng Yao is a Han nationality, so he doesn't know the local people. Therefore, Meng Yao decided to integrate into their real life, get to know them deeply and understand the life of the local people.

The first thing Meng Yao did was to communicate in detail with every girl who was willing to come to the hotel for an interview, so as to understand their personal situation and family situation. Later, she arranged the group building of the company in the homes of different employees, taking this opportunity to communicate with their families and understand their lives.

It was in this opportunity of in-depth communication that Meng Yao discovered that everyone has unique value.

For example, Duan Jie in the shop lives in a particularly remote mountain. There were no highways at that time. Every time she goes home, she has to walk or ride a horse. It took about 1 hour to arrive. However, it is precisely because in such high-altitude mountainous areas, there is a particularly precious ingredient-Tricholoma matsutake near Duan Jie's home. Fried Tricholoma matsutake, fried Tricholoma matsutake, roasted Tricholoma matsutake, stewed Tricholoma matsutake and Tricholoma matsutake sashimi are all delicious. Duan Jie told Meng Yao that when they were young, they would follow their parents to pick Tricholoma matsutake, so they were familiar with several Tricholoma matsutake under which tree. How can such a large resource of Duan Jie's family be connected in series with the hotel?

It is not hard to think of introducing Tricholoma matsutake near Duan Jie's home into the hotel restaurant. But Meng Yao thinks differently. What did she think of? Meng Yao is very clever. She wants to develop a tourist route for picking pine mushrooms. During the matsutake season, Duan Jie became the housekeeper of this line. She can take guests to experience the whole process of picking matsutake and then have a matsutake feast at her house. This idea can not only provide a very unique experience for B&B guests, but also help Duan Jie improve her family economic situation. Similarly, Duan Jie is not only an employee in the store, but also a supplier of B&B and a developer and executor of the characteristic experience line.

Meng Yao has many similar ideas. There is a dance sister Yang Jiehe in their shop, so they formed a song and dance team with Bai characteristics. Some people have honey at home and can make wine. They have become suppliers of B&B flavor products, providing local specialty products for B&B. Gradually, the store not only operated well, but also became a benchmark for the government to inspect rural revitalization activities.

Look, what did Meng Yao do? I think, first of all, it comes from seeing every employee deeply, and what she sees is the life experience of every local employee; Then create opportunities for tourists to enter and feel different life experiences. This is the key to attracting tourists.

See people's kindness

The last story I want to share with you. Not from one person, but from a group of people. They are a brave and intelligent group from Chengdu Campus 1 Class. What I want to share with you is their very unique graduation design works.

Graduation design is an important module in the learning journey of graduate school, that is, each group conducts research and creation around a core challenge, and finally completes a group work, which can be a research topic or a practical project.

The graduation project of Brave Wisdom Group is a Mid-Autumn Moon Cake named Zhang Fei Beef Moon Cake.

You may have heard of it, and even seen the product "Zhang Fei Beef" in some places in the airport. This is a kind of leisure snack, focusing on the special gift market. One student in their group is an employee of Zhang Fei Beef. When they were discussing the topic of graduation project, it happened to be near the Mid-Autumn Festival. Although the brand of Zhang Fei beef is the main gift market, there is no corresponding specialty on such an important day.

So this has become a challenge that their group wants to solve. How to design an innovative product so that Zhang Fei beef can have a product closely related to the theme of Mid-Autumn Festival? Finally, their group decided to make a moon cake with beef stuffing.

What do you think is the biggest challenge? In fact, it's not whether they have food processing experience and moon cake making technology, nor retail logistics, but that there are so many moon cakes in the Mid-Autumn Festival. Why do people buy their moon cakes?

So the biggest challenge is to find the selling point of this product. In their group, there are people in the financial industry, active servicemen and manufacturers, but none of them are creative. What shall we do? They thought of the alumni of the Institute of Advanced Studies. There are many creative workers among the alumni of the Institute of Advanced Studies. So they actively borrowed money extensively, found a class teacher and contacted alumni in creative industries. Finally, they found an alumnus who took the 0 th issue of the Institute of Advanced Studies, and they spent an afternoon exchanging ideas and colliding.

Finally, they condensed a * * * knowledge and wanted to make a moon cake with affection and righteousness. What do you mean?

They found that in everyone's life, there must be some people who are affectionate and righteous to you. Do you have anything to say to these people who are affectionate and righteous to you? There must be, but maybe when we meet, we can't say it. So you can entrust Zhang Fei, who is also affectionate and righteous, to help you.

Therefore, the positioning of this mooncake is a mooncake that can't be given away casually. You must give it to someone who is affectionate and righteous to you. They also wrote a copy and designed a friendship card for this purpose.

I locked a box of 1000 on the night of pre-order. As far as I know, their team must control the sales volume because the production capacity can't keep up.

Look, what did the graduation project of this group catch? It captures people's kindness. First of all, I saw the friendship between the alumni of the Institute of Advanced Studies, and then I saw the friendship in everyone's hearts. Finally, I pinned this friendship on a moon cake and completed a valuable graduation project.

There are still many students in our advanced research institute who have such impressive stories.

For example, Shi Xinyuan made ice-breaking activities a new tradition in Kunming campus, so that more students could see and know their real partners.

For another example, Zhang Yu and Zhang Zhe's team tried to develop low-cost processing technology of brown sugar, which helped Yunnan sugarcane farmers solve the problem that they could not process sugarcane by themselves.

There is also classmate Yang Yuan, who has held a reading meeting every month for three years in a row and invited local time-honored brands in Yunnan to share. His wish is to make Yunnan local brands known to more people.

And Cao Yang, who successfully led an inexperienced team to complete the CG model of transformers 3 by tapping the team's internal drive and learning ability. Of course, there is Ma Min, a student who studies special springs for aerospace. Through the transformation of the spring by his team, the assembly qualification rate of a hydraulic device has increased from 30% to 95%.

There are many students like this, which is the most precious wealth of our advanced research institute. The Institute of Advanced Studies 1. 1, with more than 1,000 alumni, are experts from all walks of life and have formed a strong brain. What is brain isomorphism? That is, if you are an alumnus of the Institute of Advanced Studies, you can share the knowledge and experience of other alumni with him by linking him. More importantly, just like the Zhang Fei beef moon cake we just introduced, the reason why they thought of the selling point of sentience and righteousness was also inspired by the friendship between students in higher research institutes. To tell you the truth, I am very touched myself. In just three months, they have formed such a deep friendship with their classmates.

I heard that some students are on a business trip. In order to catch up with the group discussion on the weekend, because there was no direct flight, they changed trains from the high-speed train overnight. Please note that they went back to the campus to participate in the group discussion before they could put their luggage in.

I also know that some students have very important jobs, but they don't want to miss preparing for the exam with their classmates. They won't have time to go home until one or two in the middle of the night and find a hotel nearby to continue their work.

Even, one of my classmates said to me seriously, "Do you know Teacher Lu? I have been in Kunming for ten years, and I also went to the Institute of Advanced Studies before I made the first real friends in this city. " Please note that this classmate didn't say this on impulse. And he has worked hard in Kunming for ten years, and now he has a successful career. Of course, he has a wide range of friends, but he is a classmate in an advanced research institute, which makes him feel the purest and simplest classmate friendship.

Therefore, although many students have graduated from the further education college for almost three years, they still keep the habit of getting together regularly. Although we have only been together for three months, we can build a lifelong friendship.

This is what we want from the Institute of Advanced Studies. Here, I also sincerely invite you to come to school. Welcome you to join this brain, gain a group of sentient beings and righteous learning partners, and work together to achieve greater things.