Foreign Trade - the mentality is very important

 Global B2B buy sell website: http://www.bytrade.com

 

Just into the company in charge of my three sentences: 1. You never know what guests want (so do not bother to guess); 2. You never know what to do right (so do not shy away from doing things); 3. You never know what customers today, tomorrow will become competitors (so no matter how good the relationship, some things should be kept confidential).

 

 

1. In the factory, the guests complained about the price too high, I always say you pay for good quality to reply. Joined a trading company, before we know the price is the last word, especially large customers, the price is definitely higher than the consideration of quality considerations. And do not think they do not price people can not do, here in your penny stock, other plants and a half cents on it. In electronics factory, for example, just have a place in Dongguan, Guangdong, more than 3,000 large and small, the guests choice is very large. So the threat is not the guests when the price on a single turn, do not think that the price did not turn him out.


2. If guests want to experience that works, then your opportunity comes, do not bother, only large customers will experience plant before the next one


3. Do not over-willingness of customers to brag about the existing performance. I have run into some business, and I talked about the price, talk about how one of his major clients, how to say that someone orders a month is the price of 200K. This talk about law, etc. So in my mouth closed, I had felt he had to eat stays, meals and do not give up.


4. Promise of things to do, even if not complete but also told the guests in advance, do not drag the guests to ask to speak. Integrity is too important, not just the company, personal integrity is very important, even if not made list, at least to keep the integrity in front of guests, whether for business or for their future development are good.


5. Offer to have skills. On this issue, has been a lot of posts, but I really need to say, because some plants actually reported a business the price sky high (higher than any other plant 3 to 4 times!!), The nerve to say he is because of quality, in I asked in the end was good, said engineers more clearly, they do not know!! guests are not stupid, if the same volume of MP3, SONY is higher than the offer, then, who would be interested in?


6. received a Guests Inquiry should respond promptly, even if the reply is a popular format will let guests know your work efficiency and respect for the guests. Sometimes a good wait for you to consider how to respond, offer, guests have to fly out. For those who advertise on Ali or global resources, a lot of information every day drive business, which is especially important.


7. SENSE on essential business. This thing is more difficult to describe, simply, it is able to find customers in considering whether to order, the most important factor is. I have lost a 500 million dollars of the list, the specific reasons for convenient description, but was just one phone call to clarify the OK, I did not detect the call's important, the results list by others robbed, and depressed for quite a while.


8. Not easy for guests to say "no." Smooth processing is a good choice. For example, the guests do not target price is down, you can say, "I will help you and the boss fight for something," or recommended to achieve the target price of products to customers


9. Attend the show, I most like to go on the first day, because in addition to the first day, most of the participating businesses have no passion for the guests to find prices almost struggling to cope. Those who think that the eyes are the eyes of the business is fire on the guests treated differently. These are very deadly. So a few days on the show, please play the full 12 minutes you spirit, to each booth to your guests a good impression.

10.  Sitting in the office, repeating the monotonous work, mail, incoming mail. . . . Many people did a few months but did not order, and even a little clue at all. I believe that most of the sales have experienced such a situation. I have been in the factory so confused, to trading companies, he realized it was not the purpose of customer development, that is, did not grasp the key customers, but the general contact, naturally difficult to have results. Doing business, new customers at the beginning of the mail, be sure to confirm your e-mail is valuable to the guests. For example, if you do a small inexpensive gifts, want to develop the U.S. market, you have to know the target customers is the WAL-MART, DOLLAR TREE, DOLLAR GENERAL .... do stationery guests will know the target OFFICE MAX, OFFICE DEPOT .... do appliances should know CIRCUITCITY, RADIO SHACK, STAPLES .... as long as the capture of one of these customers, the business volume is enough boss laughed for months.

11.  Quotations on the issue. Customers now have their own large format quotations, ease of comparison, but the factory can not understand the business, even lazy, is not always timely, complete and accurate filling, always feel that their quotation is OK, do not need reloading So complex. But standing in the position of guests, if a factory business, and even quotations that simple things are done, how will it give you confidence to order

12.  Question on business skills. If we want to be a real business, then we would take note of something other than foreign trade, I mean in addition to documents, customs declaration, and so will involve only thing trade, but also a lot of sales to the domestic business of learning skills. Which I previously posted messages, but has not been widely accepted, and I feel deeply in practice how to do business in foreign trade business, and business sense than a lot of poor domestic sales. Despite all the different markets and customers, but business skills are interconnected. (PS. my LP in the world's largest trading company, is recognized as one of the gold salesman and I was to learn business skills to help LP)

13.  On payment. Do foreign trade business, payment risk, therefore, in consideration of payment, we should first pay attention to risk control, the reason we all understand, then, if the guest's payment and risk control of your conflict, affecting the transaction, How can both get orders, but also to ensure that collection yet. I only awkward, go to China Export & Credit Insurance Corporation, although the procedures are complex, but once the underwriting, absolutely safe

14.  The relationship between business and the boss. I and the factory talks, and obviously felt and business owners to talk about more than effective, because the business never know where the boss's bottom line, which brings out a problem, the business in preparation for negotiations, in the end to know how much. Do not think your boss threw a single BOM, is trust in you, and how to make the boss's attitude, but also the salesman to learn things, especially when the price agreement could be reached

15.  This is a special gift to the factory salesman. Because in my experience, the factory, especially the big factory business, sense of service is poor. The service is not to say I said to the guests pour some tea, but that in their daily communication with customers and deal with the issue, there must be not only good products, but also good service consciousness. For example, I want to help me deal with samples of a business thing, he was doing doing on its hands, complaining that I was his guest in one of the most annoying. Just think, if the waiters while giving guests tea while complaining that he can do to stay here. Here to remind some of the young female business, do not miss playing in front of guests or spoiled temper, even if not usually, and guests can even the best relationships, the emphasis is on trade business, strict, meticulous style, displayed in front of guests must not be a small woman appearance.

16.  Emphasis on marketing the book now, some see the clerk at the customer, must be reasonable manner. But many businesses do not only humble, cool in front of customers. Cool no problem, answer any question a lot, even the basic conditions of the plant are not understood, and put on a "Your question is ridiculous," the expression. It seems, so humble is not easy, but at the same time do not Kang, it is not so simple

17.  At school, I learned some of the marketing aspects of the curriculum, which also involves the content of psychology, but now it seems that those things are not my generation who has experienced a few years to master, especially to do foreign trade , have been relatively simple relationships, you want an accurate grasp of the guests in the negotiations, the basic psychology is impossible. So, the idea is not complicated enough, do not waste time and effort to guess what the guests want, not to make any judgments based on speculation, the fact that all judgments must be made based

18.  A customer contact list is very important, it is best prepared in their own OUTLOOK in a, issued from time to time some new products on the pull, pull quotes and the like, although only a little effort, but you can make guests maintain the impression. In fact, the value of customers is limited, after a loose network and pre-screening, potential guests how to make the next one becomes the top priority, and keep your guests the impression of a successful first step.

Guests are people, mistakes will be giddy, will impolite, so enough to appease the resentment for those who do not criticize the guests, we must criticize, but also severely criticized, however, Ma Wan, be sure to call to explain , said he was too young, more like the impulse to placate the right look, both in addition to chest heart, not to offend guests