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New Challenges And Promotion Strategies For Export Enterprises

2013/12/3 20:19:00 34

I. The rising cost of manufacturing in China is a good thing, /p >

now let us take a look at what challenges China is facing. We all know more clearly. First, China's < a href= "http://www.91se91.com/news/index_c.asp" > cost < /a > is on the rise. In addition, the traditional European and American markets are weak, and the competition in emerging markets is intensifying, such as Latin American countries, Middle East countries or other Asian countries.

"P > I may be surprised by what I'm going to say next. From the perspective of buyers, I think that the rising cost of manufacturing in China is a good thing, because the rising cost will enable these suppliers to think about how to improve efficiency.

Why do I say so?

for example, I drank two cups of wine with my Chinese supplier friend ten years ago. When chatting, I would ask you what your life goal is, do some production, make as much money as possible, earn money and buy a house and make a fortune.

now the situation is different. If you want to survive, you need to become a more professional supplier and enhance competitiveness. So the rise of cost will make you think about how to improve efficiency.

My suggestion is obvious, that is, let the cost fall and the quality go up.

two, not the target buyer's order, do not receive!

I want to tell you something of value today, telling you to attract suitable buyers to satisfy buyers, but this sounds very easy. The reality is that many Chinese suppliers do not have such a plan, for example, there are two thousand or three thousand factories in China, and they do not even have a plan to define which buyers are targeted and how to satisfy buyers.

Mr. P also said that every customer is different. Every customer's target factory is also a supplier.

How can the buyer match the supplier well? Let's take a look at several factors, < a href= "http://www.91se91.com/news/index_f.asp" > purchasing quantity < /a > price, language and market condition.

last point is still very important. Ready-made custom finished products or some customized products are also very important. Some suppliers may be better at doing repeated products, making low cost products, and some suppliers are good at making customized products. These two are different, so we need to see what kind of company can determine your target customers.

three, be honest supplier /p >

I would like to tell you a real example. My office in Shenzhen has thirty full-time staff who will look at the website of global resources every day, then look for some suppliers and find suppliers. Some suppliers will say no, these are not compatible with our company's capabilities and are not suitable for us to do. We will record them for such suppliers, because we will classify them as honest suppliers. When they say no, they will be very valuable. If we fail to do so, we will make the next one, because they are honest suppliers.

now assume that we have identified the target market and target customers. This is not enough, and make sure your salesmen know your strategy and plan.

I often communicate with the boss of Chinese enterprises. For example, the boss knows that our target market is a large number of orders, but at the time of the exhibition, his business people pick up everything, even though some small businesses in South Africa are connected, so you should not only know yourself, but also convey to your team.

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four, do not exaggerate your enterprise /p >

at the same time, when our buyer goes to your a href= "http://fz.sjfzxm.com/" > website < /a > home page, the buyer will know what product you are making and what your expertise is to do.

Make sure that your product company's information or sales personnel have certain language knowledge.

we need to know that it is almost impossible to find a Portuguese in Dongguan, so we can consider working with partners in overseas countries to set up our own sales partners in overseas markets to help you solve problems.

The first thing I want to say is that I know most Chinese people are very frank, because my family also has many Chinese people and I love this country too. P

However, we find that many Chinese companies do not seem to be doing this well on the website, such as company size, customer situation, historical situation, ownership of the company, sometimes companies want to highlight themselves in the market competition, so they will write larger, longer history, and say they have ownership. This is not a good thing. We should honestly tell you that if your company's history is not so long, it doesn't matter, because some customers are willing to find such an enterprise.

strong > five, provide clear materials to let buyers know your business /p >

now let's see how the buyer can make a good impression on you.

First of all, I think it is from the beginning of quotation, for example, I sent out an inquiry sheet is a very complex thing, you reply the quote is just an email, the mail said five yuan, did not say FOB or ex factory price, did not say what the raw material is, when you quote the time to reflect professional, through the quotation can reflect whether you are a professional enterprise.

> I know that many companies here today have many traders. If you are a production enterprise, you can't put your factory photos up, because your competitors can do so, so you have to prepare more, such as marketing materials, some documents, especially your quality control manual. Just ISO is not enough. This person can spend thousands of dollars to get a certificate of ISO, so we should not only have some specifications, quality control manuals, if you can submit more information, I think we can understand what a production enterprise is.

"P > six. The website is a facade. We should do a good job of .

next, let's see what a good webpage design is. I think the website is very important. First of all, we need to know your target customers' thoughts, such as the Brazilian mentality. What he thinks is different from what Americans think.

here is an example for you. This is a very typical problem. The websites of Chinese enterprises often have pictures of unfinished factory buildings.

But foreigners will not believe it after seeing it. If this has not been finished, it will not be possible to finish it. This is not a guarantee.

This photo is a photo of a assembly workshop in Buji. It is neither fancy nor fancy, but after visiting me, I think it is true.

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seven, strengthen communication with customers and let buyers trust you /p >

we just talked about the website. Next we'll see how to satisfy buyers and how to let more buyers find you.

For me, if I find a supplier, it will take a long time to audit. Once it is fixed, it will not be replaced by a few cents. For the suppliers here, you have to find a new customer very, very laborious, so it is very important to make your existing customers happy.

let's first talk about what project management is. Some of the suppliers I see are very good, but they haven't informed the system of what is happening now. If not, customers will go in a bad way. So it's important to let your customers know who is doing what, when and why.

communication is so important. When an employee sends an email, he will know whether or not the mail satisfies these standards. For example, if your attachment is added and not added, does it need to be plated into English? No, the key points are clear. There are differences between Chinese and American time zones. You have only one chance to communicate with customers 24 hours a day, so we should seize the opportunity and not make mistakes in the process of sending mail.

eight, difference of cognition: Westerners have heavy rules, and easterners stress relations

next I will talk about the cultural differences between China and the West. I have a small story here. I have a large client who sent me a message on Christmas Eve that he may terminate his partnership with you and will not place an order again.

This is a German customer. This is the gift I received at Christmas, because they are German, they speak very directly.

I didn't write an email to tell him that we were friends who could not do this because private relations were separated from business. I replied, "I'm sorry, can you explain why we made such a decision, whether it will change in the future or if you can place an order?"

Six months later, they came to me again. They said they had overestimated the ability of another factory. Now they can't finish the order. Can I place an order with you now? I would like to accept it, but I double the price. It's not personal relationship. It's just business. Business is business.

another point is the difference between Chinese and American styles. We know that China is related to society and everything is based on relations.

For example, I have an American client who has a long-term contract with me. They sign an agreement with me, and I will sign an agreement with the Chinese supplier. Maybe the agreement is 20 pages long. They do not see it directly, they sign it directly, they think it is an order, and they can do business after receiving the signing.

After P years, the Chinese side terminated the contract and the two sides sat down to talk about it. The US side said that you did the wrong thing. You broke the contract and we were hurt. But the Chinese said we did not see it, but we did not expect to hurt you.

So our proposal is to ensure that both sides understand the correct meaning if there is a longer contract.

if you find the right target customers and receive the right projects, it will be easy for customers to be satisfied. The premise is to make a decision first, who is your customer and who is your important customer.