June 21, 2011
The first is that no matter what kind of company you are, comprehensive or specialized, state-owned or private, in order to start their own business, first and most important thing is to decide what you do , or that your product positioning or direction, rather than what you do customers. The first thing you have to have products that customers, rather than go first to the customer find the product. I believe that the customer is always professional than you, they want the product, the price is the quality of the service. This is how I did on the Internet, see the guests to buy PADLOCK, immediately to search for the lock to do a bunch of plants; see the information to be toys, toy manufacturers immediately went to do; can say, I remember when I use a good search passengers in addition to weapons and ammunition I have not looked for, other are tried. With predictable results. Because there is no product direction, you can only East West, a hammer a wooden club; because you do not have the product direction, you will not be professional to understand the product. Not professional do not know how to find good products and good products factory good price? Not a good product good price, how will customers ORDER on the ground so easily to you? As a rookie, in the absence of the older generation to teach you case, we must first locate the direction of their own products, and then step by step to learn to accumulate. Do clothing, first of all understand the clothing; do hardware, it is necessary to understand its process. Do not want to do that also want to do this, not professional, they do not do anything. With a good product, it must have good customer good ORDER. Imagine, if you are a BUYER, you will be able to believe that a quote right away to see SAMPLE SUPPLIER, or will they wait for me to believe that a plant CHECK talk about the SUPPLIER? Just joined the company, the director gave me three sentences : 1. you never know what guests want (so do not bother to guess); 2. you never know what to do right (do not do things so fainthearted); 3. you never know what customers today, tomorrow will become competitors (so no matter how good the relationship, some things have to confidentiality). 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. Electronic plant, for example, just one place in Dongguan, Guangdong had more than 3,000 large and small, the guests choice is very large. So the threat is not in the guests when the price on a single turn, do not think that the price did not turn him out. 2 If the guests want to experience that plant, you opportunities to make money, do not bother, only a single large customer will be before the next inspection plant. 3 Do not over-willingness of customers to brag about the existing performance. 4 promised to do something, even if not complete should tell 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 no list made, at least to keep the integrity in front of the guests, either for business or for their future development are good. 5 quotations 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 other plants 3 to 4 times!!), Meaning that they are better because of quality, I asked in the end was good, said engineers more clearly, they do not know! ! Guests are not stupid, if the same volume of the MP3, SONY offer is higher than the words, and who would be interested in? 6 guests received a timely response when hearing panel, even if a public format will let guests know that you reply to the efficiency of work and respect for the guests. Sometimes waiting for you to consider how to respond better, offer, guests have to fly out. Ali, or on those who advertise on global resources, daily plate of a large number of telecommunications business, which is especially important. 7 SENSE on essential business. This thing is more difficult to describe, simply, it is guests can be found in considering whether to order, the most important factor is. 8 Do not easy for guests to say “no.” Smooth processing is a good choice. For example, it is guests do not target price 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 to attend the show, I most like to go on the first day, because in addition to the first day, most of the participating businesses are not the passion, the guests look on the price of almost struggling to cope. Eyes of those who think that they have the eyes of the business is fire on the guests treated differently. These are very deadly. Then a few days on the show, please play the full 12 points you spirit to your booth to each guest a good impression. 10 sitting in the office, repeating the monotonous work, send mail, receive e-mail … … a lot of people did a few months but did not order, or even a clue at all. I believe that most of the sales have experienced such a situation. I have been in the factory so confused, came 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, nature is difficult to bear fruit. Doing business, new customers at the beginning of the mail, be sure to confirm your e-mail is valuable for the guests. For example, if you are doing low-cost small gifts, and wants to develop the U.S. market, you have to know the target customers is WAL-MART, DOLLAR TREE, DOLLAR GENERAL … … we must know the goal of doing stationery guests OFFICE MAX, OFFICE DEPOT … … do the appliances necessary to know CIRCUITCITY, RADIO SHACK, STAPLES … … as long as the capture of one of these guests, enough volume of business owners laughed for months. Trade novice 2 months 3 procurement experience 11. On the issue of quotations. Customers now have their own quotations large format, 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 the guests, if a plant business, and even quotations that simple things are done, how could rest assured that the orders to you. 12 questions on business skills. If you would like to become a real business, then we should take note of something other than trade, I mean in addition to documents, customs, and so will involve only trade things, but also learning a lot of sales to the domestic business skills. Although we face different markets and customers, but business skills are interconnected. 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 payment method and your guests the risk of conflict control, affect the transaction, How can both get orders, but also to ensure that collection yet. I only awkward, go to China Export