20 Experience Of Export Salesmen Looking For Customers

1.

In factories, when customers complain that the price is too high, I always say "one cent, one cents", and reply with good quality.

After entering the trading company, it is known that price is the absolute principle, especially for the large guests. The consideration of the price is definitely higher than the consideration of quality.

And don't think others can't do the price that they can't do.

Take the electronics factory as an example, there are more than 3000 large and small businesses in Dongguan, Guangdong. The choice of guests is very large.

So when a guest threatens not to cut the price, he must not think that he can't turn around at his price.

2.

If your guest says you want to check the factory, your chance will come. Don't bother. Only the big customers will check the factory before placing the order.

3.

Do not brag about existing performance to willing customers too much.

I have encountered some business, and when I talk about price, talk about a big customer how to say, other people's 200K month's order is also this price.

This kind of talk is tantamount to sealing my mouth. I felt that he had eaten it and gave it up.

4.

Promised things to do, even if not completed, we must tell guests in advance, do not drag the guests to ask questions.

Honesty is very important, not just the company. Personal integrity is also important. Even if the list is not made, at least keep the integrity in front of the guests, whether it is good for business or for their future development.

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5.

The quotation should be skillful.

On this issue, there have been a lot of posts, but I do not spit, because actually some factory business to price a day high (3~4 times higher than other factories!), it is very interesting to say that because of the quality, I ask exactly where, and the engineers are more clear, not know! The guests are not stupid, if the same capacity of MP3, if the quotation is higher than the SONY, who will be interested?

6.

When you receive a guest's reply, you should reply in time. Even a popular format reply will let the guest know your efficiency and respect for the guests.

Sometimes, when you think about how to respond, when the offer is made, the guest has already flown away.

This is especially important for those who advertise on Ali or global resources and have a lot of information every day.

7.

SENSE is essential in business.

This is hard to describe. It is simply to find out what the main factor is when the guest is considering whether to place the order.

I once lost a $5 million bill, the reason is not convenient to explain, but at the time, just make a phone call to clarify OK, I did not detect the importance of this phone, so the list was robbed by others, depressed for a long time.

8.

Do not say "no" to guests easily.

Smooth handling is a good choice.

For example, the target price of a guest is not really able to be done. It can be said, "I'll fight for it with your boss again," or recommend products that can reach the target price for the guests.

9.

When attending the exhibition, I like to go on the first day, because in addition to the first day, most of the exhibitors do not have passion, and the price for customers is almost exhausted.

Those who think they have eyes and eyes are treated differently.

These are deadly.

The exhibition will be for a few days. Please let everyone play a 12 point spirit and give every visitor a good impression on your booth.

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10.

Sitting in the office, repeating all kinds of work, sending emails, collecting mail...

Many people have been working for months without ordering, or even having no clue at all.

I believe most of the salesmen have experienced such a situation.

I also had such confusion when I was in the factory. I came to the trading company to know that the original customer development was very purposeful, that is, it did not focus on key customers, but a general link, and it was very difficult to achieve results.

Before you start sending mail to new guests, make sure that your mail is valuable to guests.

For example, if you are making cheap gifts and want to develop the American market, you need to know that the target customers are WAL-MART, DOLLAR TREE, DOLLAR GENERAL....

To make stationery, we need to know that the target guests are OFFICE MAX, OFFICE DEPOT...

To make appliances, we need to know CIRCUITCITY, RADIO SHACK, STAPLES...

As long as these guests are able to take a business, the boss will laugh for months.

11.

About the quotation.

Nowadays, most customers have their own quotation format, which is convenient for comparison. However, there are factories that can not understand or even lazy. They can't fill in timely, complete and correctly. They always feel that their quotations are OK, so they don't need to fill in such complicated things.

But standing on the guest's standpoint, if a factory's business personnel, even if the price list is so simple, can't do well, how can you trust to place the order with you?

12.

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14.

The relationship between business and the boss.

When I was negotiating with the factory, I obviously felt that it was more effective to talk with the boss than to talk with the business, because the business never knew where the boss's bottom line was, which led to a problem.

Do not think that the boss lost the BOM list to you, that is to trust you, how to grasp the mentality of the boss, but also the business staff to learn, especially when the price is not close.

15.

This article should be specially sent to the salesmen of the factory.

Because in my experience, factories, especially large factories, have a poor sense of service.

The service I'm talking about is not to say that the guests have come to pour tea into the water, but that they should not only make good products but also serve well in daily communication with guests.

For example, I want a business to help me with the samples. He is tired of doing it and complains that I am the most annoying person among his guests.

Just imagine, if the hotel waiter complains of the guests while pouring tea, can he still work?

Here, we should remind some young women business not to play a lady's temper or act like a spoiled child in front of guests, even if they are not able to have good relationship with their guests.

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16.

In some marketing books, it is emphasized that salesmen must be humble when they meet clients.

But a lot of businesses are just humble and very cool in front of customers.

Even if it is cool, there are many questions and three questions. Even the basic situation of the factory is not known, and a "funny question" is put on your face.

It seems that it is easy to be humble but not too strong at the same time.

17.

In the school, I also learned some marketing courses, including the contents of psychology, but now it seems that those things are not those of our generation who have been in social experience for quite a few years, especially those who do foreign trade. Their interpersonal relationship is relatively simple. It is impossible to accurately grasp the psychology of guests in negotiations.

Therefore, if there is not enough complicated thought, do not waste time and energy to guess what the guests are thinking, and do not make any judgments based on guesses. All judgments must be based on facts. 18

A customer contact list is very important. It's better to make a copy in your own OUTLOOK, and send out some new products every time, pull up quotations and so on, though it is only a matter of effort, but it can make the guests keep an impression on you.

In fact, valuable guests are limited. After the initial screening and screening, how to make potential guests place the order becomes the top priority. Keeping the impression of your guests is the first step to success.

19.

Guests are also people, they will be dizzy and make mistakes, and they will be rude. Therefore, they must be scolded and criticized for those who do not criticize the public for their indignation. But after they are scolded, they must call to explain that they are too young and impulsive.

20.

When I do business in factories, I often feel that purchasing and finance are more difficult than guests, and a lot of time and energy are spent on internal friction.

Now think of it, if you want to get support from the company, you must pay attention to good interpersonal relationship and avoid being arrogant and arrogant.