安保业务开拓与客户维系问题关系到安保公司的生存和发展，并且存在于安保经理职业生涯的各阶段。业务开拓问题不仅困扰着新人，也萦绕在老总身边；当安保经理争取到了新的业务和新的客户，马上又面临着业务和客户的维系问题。总之，业务开拓与维系问题会贯穿于安保经理生涯的全过程。但是，应当看到，所有的业务问题（即通常所说的客源问题），归根结底是人员问题。这里的人员既指客户也指安保人员，因为所有业务都是某一具体客户的业务，而所有的业务又都需要特定的人去办。因此，解决业务问题要从人员问题着手，而且要从客户和安保业务经理这两方面着手。

Security business development and customer maintenance issues are related to the survival and development of the security company, and exist in various stages of the security manager's career. Business development is not only perplexing the new people, but also lingering around the boss. When the security manager wins the new business and new customers, it immediately faces the maintenance of business and customers. In a word, business development and maintenance will run through the whole process of the security manager's career. However, it should be seen that all business problems (that is, commonly referred to as the passenger problem), in the final analysis, are personnel issues. The staff here refer not only to the customers, but also to the security personnel, because all businesses are the business of a specific customer, and all businesses need specific people to do so. Therefore, to solve the problem of business from the problem of personnel, and from the two aspects of customers and security business managers.

本文将从建立客户信任角度进一步讨论如何赢得客户，如何提高客户的忠诚度。

This article will further discuss how to win customers and how to improve customer loyalty from the perspective of establishing customer trust.

如果向安保老总们开出调查问卷，在诸多有关业务问题中，业务来源问题一定会是绝大多数经理首选的问题。新公司对于那些客户源不断、门庭若市的资深公司羡慕不已。有的新公司认为，自己刚起步，没有业务是必然的，干的时间长了、熬到一定的时候自然就会有业务；有些安保经理把自己没有业务做归结为机遇不佳或运气差。我们不止一次地听到这样的说法：“我就是没有机会碰到大客户，否则，我也会有不错的业绩。”或者“上一次那个客户是让××给碰上了，我的运气没有这么好”。那么，安保的业务是不是会随着时间的推移自然而然地增长，或者像中彩票一样具有偶然性呢？

If a questionnaire is issued to the security veterans, in many related business issues, the problem of business sources is bound to be the first choice for most managers. The new company for those customers, the company constantly bustling senior envy. Some new companies think they are just starting up without business. It is inevitable that they will naturally have business when they have worked for a long time, and when some time comes to a certain level, some security managers do not attribute their opportunities to bad opportunities or bad luck. More than once, we hear the saying, "I just don't have a chance to meet a big customer. Otherwise, I'll have a good job." Or, "the last time that customer was in touch, my luck was not so good." So, is the security business growing naturally over time, or is it as accidental as the lottery?

业务来源问题是一个深刻的话题。就安保经理个体而言，它不仅取决于律师的执业技能、专业水平、敬业精神、工作态度，而且会涉及更深层次的东西。如安保经理的价值体系和世界观等。不能否认，业务量的多少与从业时间的长短有一定关系，而且，有时的确也与机遇或运气有关。但是，这并不意味着在业务来源问题上只能听天由命，或完全指望随着从业时间的推移业务会与日俱增。在业务来源问题上，我们对于“机遇总是垂青那些有准备的人”的理解是，它还是与安保经理个体的努力有关系的。在一定程度上，安保经理是可以把握自己的机遇的。既然如此，我们怎样才能把握机遇呢？这个没有标准答案或根本没有答案的问题，也更谈不上有什么诀窍、秘诀或一定之规。要是有的话，也就没有人探讨这一话题了。

The issue of business origin is a profound topic. As for security managers, it depends not only on Lawyers' professional skills, professionalism, professionalism and attitude, but also on deeper levels. Such as the security manager's value system and world outlook. It can not be denied that the amount of business has a certain relationship with the length of the time, and sometimes it does have to do with opportunities or luck. However, this does not mean that the business source problem can only be resigned, or the business is expected to increase with the time of employment. In terms of business sources, our understanding of "opportunities always favor those who are prepared" is that it is related to individual efforts of security managers. To a certain extent, the security manager is able to seize the opportunity. In this case, how can we grasp the opportunity? This is no standard answer or no answer to the question, what is the secret, the secret is not to mention or a fixed pattern. If there is any, no one will discuss the topic.

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