For new customers, remember 20 words

When I first entered the company, the supervisor gave me three sentences: 1. You never know what the guests are thinking (so don't worry about it); 2: you never know what you are doing right (so do not scale down your business); 3: You never know whether today's customers will become competitors tomorrow (so the relationship is good, some things must be kept confidential ).

1: when the customer complained that the price was too high at the factory, I always said that I had to pay for the goods and replied with good quality. After entering the trading company, we know that price is the final principle. Especially for large customers, the consideration for price is definitely higher than the consideration for quality. And never think that the price you can't do can be done by others. If you have a penny here, you can get half a cent for other factories. Taking the electronics factory as an example, there are more than 3000 large and small customers in Dongguan, Guangdong province alone, and there is a lot of room for choice. Therefore, when a customer threatens to transfer a ticket without price reduction, do not assume that the price cannot be transferred at all.

2: If the customer says they want to inspect the factory, your opportunity will come. Do not be too troublesome. Only major customers will inspect the factory before placing an order.

3: Do not overdo your current performance with willing customers. I once met some businesses. When talking to me about the price, I talked about how one of his major customers was doing. I said that the price was also the price for orders of K a month. In this way, when I closed my mouth, I felt that he had already had enough food, and I didn't want to give it any more.

4: You have to do the promised things. Even if you cannot do it, tell the guests in advance. Do not drag the guests to ask questions. Integrity is too important, not just the company, but also the individual integrity. Even if the list is not made, at least the integrity in front of the guests, whether it is for the business, it will also be of great benefit to your future development.

5: skills are required for quotation. There have been many posts on this issue, but I don't want to speak fast, because some factory businesses have reported the price for a single day (3 ~ higher than other factories ~ 4 times !!), I am glad to say that I am a good quality engineer. I am asking where the best is. I also said that the engineers are clear and I don't know !! Guests are not stupid. If the price of MP3 with the same capacity is higher than that of Sony, who will be interested?

6? When the Bank started, he said, "Why? Pig leg ship yarn six miscellaneous cutting yarn Yarn plaque?

7: business sense is essential. This is hard to describe. Simply put, we can find out what is the most important factor for a guest to consider whether to place an order. I once lost a $5 million ticket, but it was difficult to explain the specific reasons. But I had to make a phone call to clarify it. I didn't notice the importance of this phone call, as a result, the list was snatched by others and it took a while to get down.

8: Do not say "no" to the guests easily ". Smooth Processing is a good choice. For example, the customer's target price cannot be fulfilled. You can say "I will help you win with your boss" or recommend products that can reach the target price to the customer.

9: during the exhibition, I like to go on the first day, because most exhibitors have no passion except for the first day, and they are almost overwhelmed by the price search. Businesses that think they are eye-catching will treat customers differently. These are all fatal. This is just a few days before the exhibition. Please make a 12-point effort to impress every guest at your booth.

10: sitting in the office, repeating the same job, sending and receiving emails ...... Many people do not have orders for a few months, or even have no clue at all. I believe that most salesmen have experienced this situation. When I was in the factory, I had such confusion. I came to the trading company to know that the original customer development was very unpurposeful, that is, I did not grasp the key customers, but was a general contact, naturally, it is difficult to achieve results. Before sending emails to new guests, make sure that your emails are valuable to the guests. For example, if you are doing cheap small gifts and want to develop the U.S. market, you need to know that the target customers are WAL-MART, Dollar Tree, Dollar General ....... As for stationery, you must know that the target guest is Office Max, Office Depot ...... You Need To Know circuitcity, Radio Shack, staples ...... These guests only need to take the next one, and the business volume will be enough for the boss to smile for a few months.

11: questions about quotations. Most of the current customers have their own quote format, which is convenient for comparison. However, the business in the factory cannot be understood, or even be lazy. They cannot always be filled in a timely, complete, and correct manner, I always think that my quotation is OK, and I don't need to fill in complicated items. However, from the standpoint of the guests, if a factory's business staff can't even do anything as simple as a quote, how can they give the order to you with confidence.

12: questions about business skills. If you want to become a real business, you should pay attention to things other than foreign trade. I mean things that are only involved in foreign trade except for documents and customs declarations, we also need to learn more business skills from our sales staff. I have posted this post before, but it has not been widely recognized. In practice, I deeply feel how the foreign trade business is doing business, and the business sense is much worse than the domestic sales staff. Although the market is different from the customers, commercial skills are interconnected. (PS. My LP works in the world's largest trading company and is recognized as one of the gold medal sales staff. I am learning business skills with the help of LP)

13: About the payment method. For foreign trade business, there is a high payment risk. Therefore, when considering the payment method, you must first control the risks. Everyone understands this truth, if the payment method of the customer conflicts with your risk control system and affects the transaction, how can we get the order and ensure the receipt. I am only stupid enough to find a Chinese Export Credit Insurance Company. Although the procedures are complicated, once the insurance is underwritten, it is absolutely safe.

14: relationship between the business and the boss. When I was negotiating with the factory, I obviously felt that it was more effective than talking to the boss about the business. Because the business never knows where the boss's bottom line is, this raises a problem, what should I know when the business is preparing for negotiation. Do not think that the boss has lost the BOM to you, that is, trust in you. how to grasp the boss's mentality is what the salesman wants to learn, especially when the price cannot be negotiated.

15: This article will be specially sent to the factory clerk. In my experience, the service consciousness of factories, especially big factories, is very poor. The service I am talking about is not to say that the guests bring tea to the water, but to say that they should not only do a good job of products, but also do a good job of service in daily communication and handling problems. For example, if I want a business to help me deal with the samples, he will be bored when doing so and complain that I am the most annoying among his guests. Imagine if the hotel waiter is still able to blame the guests while pouring tea to others. Here, we would like to remind some young female businesses not to be grumpy or coquetry in front of the guests. Even if they are close to the guests at ordinary times, they are not good. The foreign trade business is rigorous, the meticulous style should not show the face of a girl in front of the guests.

16: in some current marketing books, it is emphasized that the salesman must not be humble when seeing the customer. However, a lot of businesses are just not humble, and it is cool for customers. Cool, I don't know a lot of questions, I don't even know the basic situation of the factory, and I have a funny look. It seems that it is easy to be humble, but it is not so easy to be humble at the same time.

17: at school, I have also learned some marketing courses. Psychology also involves some content, but now it seems that, those things are not something that can be mastered by people who have not had many years of social experience, especially those who are engaged in foreign trade. Originally, interpersonal relationships are relatively simple, it is basically impossible to grasp the customer's psychology accurately during the negotiation. Therefore, if you do not have enough complicated ideas, do not waste time and energy to guess what the guests are thinking, or make any judgment based on guesses, all judgments must be based on Success 18. A customer contact list is very important. It is best to make a copy in your own outlook, and send some new products and quotations at intervals. Although it is just a little effort, however, it can impress you. In fact, valuable customers are limited. After the previous scattered network and screening, how to make potential customers place orders becomes the top priority, keeping the guest impressed with you is the first step to success.

19, after the abuse, you must call to explain that you are too young and impulsive. In addition to being sullen in your chest, you must not offend the guests.

20: When I work in a factory, I often feel that purchasing and finance are more difficult than customers, and a lot of time and energy are spent on internal consumption. Now, to get internal support from the company, you must pay attention to interpersonal relationships at ordinary times and never be arrogant.