How to communicate with customers, this problem should be said that many of our foreign trade newcomers have a headache, it is also difficult to grasp, but in fact, we can say that we have to face every day. And how to do this well, when we face the guests, take a little more initiative and take advantage of the position to communicate with the guests? Here I will talk about my feelings and opinions.
Before I say this question, I want to say an example: When we talk to the guests, it is like we are playing mahjong or playing cards. When you see the cards in your hands, you can judge how many odds you have. How much chance do you have? And for an experienced veteran, a good card, he can make himself win more and win more, and even if it is a very bad card, he can or can't let himself lose very badly. And as much as possible to leave a chance for your next card.
Usually at work, whether at the show, or when guests come to visit the factory, or to the company of the guest to talk business with the guests, we must learn certain methods and strategies from playing cards. And how to do it, I want to do at least the following work:
1. After getting the cards, it is necessary to analyze in detail the pros and cons of the cards in your hands, so that the judgment of other opponents is to prepare the guests before they interview you.
A, that is the source of the guests, whether it is online or at the exhibition, because if it is online, the possibility of everyone talking on EMAIL, and after all, the network is a nothing, but only when you meet, This is very important and the chances of success are even greater.
B. Have you ever quoted this guest for a price?--This is very important. I made a mistake once on this, because the online quotation, the quotation with the guests, is different, which also leads to the dissatisfaction of the guests. I am careless,) Of course, if you say that your offer is sometimes limited, it is a different matter! In actual work, many factory quotations are not available.
C. Is this guest in that country? Which market does his product go to? In this way, you can offer a targeted offer to the customer during the quotation process. Because our company's products are positioned differently, our general practices are different markets, different prices,
D. What requirements does this customer have for your product? You do not need a relevant certificate or the like. Because if you talk to the guests in advance and you can't do it in your own factory, you will be able to explain the timeliness with the guests. You can save a lot of time and trouble for both parties. The possibility will be more like your honesty!
E. Which country does the customer come to, and which market does the product go to?--- It can be concluded that when it comes to the payment method, how much is the creditworthiness of the customer and the risk of collecting the balance? And the products going to this market. You don't need a relevant certificate or other C/O, or the embassy signature, etc., will inevitably increase your cost, which must be taken into account in the quotation.
F. Of course, before the guests come, they must have a detailed understanding of the products they need, in order to give the guests a satisfactory answer, and then let the guests be satisfied with you. For those who do not understand the products, if you say It is an experienced foreign trader who will guide the guests according to their own ideas. It is necessary to remember that everyone is doing business and that he has to make money to earn money, which is the basis for his cooperation with you. Product is the key, but more often, doing business is the process of your life!
2. After the guests come to the factory, in the process of communicating with the guests, just as we get the cards, we have to analyze the odds of ourselves. At this time, we can communicate with the guests, from the guests. The information, while understanding, to judge the odds of the deal, what to do:
A. In the communication with the guests, during the conversation, try not to say 'we can't, we don't want to, or say 'we can't do it', the supplier doesn't agree, and so on. What does this mean?
B. Of course, in addition to the technical, the factory can not do it, of course, according to the actual situation, tell the guests. But if it is because of the quantity, the number of customers, and the demand of the guests for a long time, we need to think differently. Avoid using the above words as much as possible. For example, if you have a small order quantity of 2000PCS, but you have to order more than 10 models, each of which is 200PCS, we have to do it (I mean, probably), because it is lower than your MOQ, it may make you more Fees, but you can increase the number of other related fees to the guests, there is no need to say 'no,' can't.
C, because, you have to know, when the guest leaves your factory, if you let the guests feel that your factory is not able to cooperate with the guests, or that you are not willing to cooperate with his business, you said, if there is still Will he come back to you for other needs?
D, and if you let the guest feel that it is because of his own, or his personal request is too much, it makes him feel that it is because of his reasons, and you can not cooperate with him, there will be other needs in the future, he will still find Yours, are you right?----This means that a good and experienced player, even if you get a bad card, can give you the chance to have a chance.
E. What I mean by empathy is that sometimes we will consciously or unconsciously introduce the dead end of the conversation by the guests, and then we must be soberly aware of the basis of our request to talk to the guests.
F. For example, sometimes the guest will say, I book 10,000 quantities, what is the request, how to deliver, how to pay, etc. After you give him the price, he will say, oh, we just started cooperation, first 2000, this is also good, and at this time, we must be clear, the price you reported, the base has changed, the result is that the guest to do 2000, and the price you give him is 10000 base. I am just an example. There are many reasons for this. There are many changes.
G, because you have to consider at any time because of the different order quantity, you will always increase your expenses. Generally speaking, the cost of bulk cargo is generally higher than the cost of the whole cabinet for the factory. Of course, the guests I definitely hope that you will do the same with the cost of taking the whole container, and the meaning of FOB can no longer be done according to the whole cabinet. This requires you to know in advance and talk to the guests.
3. When you meet the guests and talk to the guests, you have to grasp the point, that is, let the guests feel that he wants to do business with you, instead of you want to do business with him!! You really want to, and don't show it. Of course, the key depends on your grasp and analysis of the guests during the negotiation process. Therefore, the veteran of playing cards, whether they take a good card or a bad card, will not be vivid.
4. In actual work, the big gap between our foreign trade novices and the old salesmen is in the psychological quality. Because whoever takes the initiative in the negotiations, who can better prepare for the next step. Because if you say that you are passive, you can think about it, it is very difficult to do.
5. For a newcomer who is eager to get an order and open the business situation, it is necessary to go through many games with the guests to do well, and often because he is eager to make an order, he is passive and thus burdens a lot. The cost, or more to do a lot of homework outside of their own products.
6. How to negotiate with the guests on the basis of equality, mutual benefit and fairness and justice is my own and many newcomers to learn and exercise. Because learning to bargain with the guests on an equal basis is the basis for long-term cooperation with the guests. Because many times, it is not that we repeatedly make concessions to the guests, and we can make orders with all the requirements of the guests. Even if we make a single order, the next order may not be able to satisfy the guests because you have no retreat. Requirements, or the price has no retreat, and can not cooperate.
7. At present, most SMEs in China can be said to be in the form of OEMs, etc., with many orders and small quantities, and the requirements of customers are more, because more often, because of quality problems, or because of price problems, one buys Home, will travel in many small and medium-sized enterprises, and the negotiation of each small order is something we must master, because there is not enough capacity to lose the opportunity, no one wants to see. This requires us to take more initiative in the process of talking to the guests!!
Because the company where you are located is a typical medium-sized company, and most of the time it is OEM, the situation encountered is very similar to that of many small and medium-sized business people.
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