In this year

[mmmaweiyuan]

In this year, as usual, I attended the two exhibitions in October and April. But to be honest, these two exhibitions are not as active as before. Nevertheless, many customers have been collected and several have visited factories. One of the most impressive was a Taiwanese guest who visited the factory after the exhibition in April. At that time, I did not pay much attention to tracking. Because of the special requirements of his family, the key is the small number of orders, so it is not too concerned. So after seeing the factory, the customers will be gone. Of course, it is also possible that he feels that the factory is not strong enough and has no further contact. The middle reason can only be guessed, and he will not tell me. Later he placed the order with another factory, but there was something wrong with this factory. After half a year, he contacted me again. This time, I tried my best to cooperate with the leader. But there is no way, because his product has been identified as a solution provider, to change the words is very complex, a variety of testing is very troublesome. And there is not much contact with us. The boss finally decided not to take the order. This Taiwanese guest has been engaged in foreign trade for many years, and he is very nice. He can learn a lot of different industry experience by communicating with him. If I had started, I could have followed more closely. Maybe this customer can cooperate smoothly without so many setbacks.

This year. The company has recruited three new colleagues. So far, what these three colleagues have left behind is I. The other two left after a year because of poor performance. In fact, it seems to me that they can't perform well mainly because they haven't allocated good resources. At least that's an important reason. I At that time, after the exhibition, two or three customers placed orders, and the salary and confidence came up slowly. Of course, the reason why I can go on is inseparable from his own efforts. The biggest feature of this new colleague is aggressive. Children who can be called have milk to drink, in many cases in the work to be a little stronger in order to get resources and support. For example, to arrange a prototype, sometimes you have to be strong in order to cooperate with others, and you have to learn to ask your superiors. This is particularly important in documentary documents. Here I would like to say more about my views on documentary orders. In fact, in the foreign trade industry, I think the documentary order is an important part, no less than the order. Because whether a salesman can follow the list is inseparable from company strength, opportunity and various objective factors besides his own ability. Documentation is a complete test of a person's ability to ship orders smoothly and collect money, which involves effective communication with customers, every detail can not be omitted, timely coordination with the various departments of the factory and overall consideration of the project to control the progress. So in fact, I think a person to engage in foreign trade, it is better to start with documentary. In this way, you can be familiar with the factory process, and be more comfortable in the process of serving customers in the future, and will not be troubled by such things as delays in delivery.

In April of this year, we got Commission on several orders. With more money on hand, I enrolled in a foreign trade course of Yibing. In fact, I originally applied for this course to increase my knowledge of foreign trade. After all, I haven't been in this industry for a long time and have accumulated a limited amount of things. In addition, there are problems in the work, opportunities to consult with Yibing teachers, but also opportunities to learn some of the experience of others. And the actual course did meet my expectations. By the time I wrote this article, I had been studying this course for more than two years. My greatest achievement in this course is that I have more opportunities to communicate with my teachers. The knowledge in the course mainly helps me understand all aspects of foreign trade. Because every industry is different, many things can not be copied, but some of the teacher's techniques, thinking is worth learning.

And the most profound thing about this year is the increase in my income. December was the first time in my life that I was paid 10,000 yuan. At that time, I was really excited. When I saw the five figures on the salary slip, the pressure and anxiety I had suffered when I was working with a merchandiser became very worthwhile. Only then did I really feel that my career was going up a step. I've been working for 3 or 4 years, and I've experienced a low ebb. I know what this 10,000 yuan means. At least, it proves that the goal can be achieved through our own efforts.

[mmmaweiyuan]

Everything is ready, I only owe Dongfeng. Talking about this customer is the most important battle of my whole soho. As I said, if I take this customer, I will really survive. But I can't imagine that this company will become my top client and occupy 70% of my whole business income. This is a bonus. (At that time, the orders of customers were not large, and they were cultivated step by step.)

After communicating with my former purchasing colleague, I began to prepare to talk with this customer about cooperation, mainly around two aspects, one is what I can do for you and how can I do? Very straightforward, maybe the first two orders are completed by me, before and after we contact very frequently, there is a certain basis for trust, but this time, I do not say that I am an employee of other companies, but to discuss cooperation with customers as soho, as soho, the most important advantage is that I can decide the price, help customers do cost down, the shortcomings are real. I am too weak, and only one person, plus a part-time purchasing, may cause customers to lose confidence in us. Of course, I have certain basic conditions to talk about this case in this way (know what the customers want and what they don't care about). At first, I thought that the customers would refuse. Unexpectedly, the customers would like to talk about it and give me suggestions. By analyzing the risks of their next case, for me, when I make sure that I can control the price and guarantee the quality, I have a bottom line on this case, at least I know that I can afford the worst.

Two months later, after a series of actions, such as quotation, cost down plan, sample confirmation, supplier selection and finished product proofing, I finally got a lot of orders from customers. When customers sent me their production plan, I was really very, very excited. This feeling is the same as that I should have successfully got a job in the UK. Laughing is from my heart. You can't stop smiling, and the way we cooperate is a little different. Surface is my customer, according to the normal process, but in fact, I am the PM of this case, responsible for domestic production and reporting to customers, tracking the whole line.



After taking this case, I really set foot on the road of soho. Especially for the first order of the customer, I got an advance payment of tens of thousands of dollars. In our words, it's angel capital. It gives me a long enough security period to develop more new customers.

Side Topic: What kind of customers do you choose? I personally prefer small-scale customers, one is that orders have a considerable profit, the other is that customers do not care about your size, they only care about your services and products in the end can not, sometimes they are worried that they are too small, they feel embarrassed. Big customers are more difficult for SOHO friends to get because you have to go through the process of selecting suppliers, which is the same as a company recruiting employees, you have to be a graduate to apply.

However, the size of the customer is small, it can grow and grow slowly, or exploit other needs of customers, and get more orders, no matter which, there are unexpected results, and I use this second development of customer needs to get more orders.

For new SOHO friends, you start from 0, customers are everywhere. The most important thing is that you take the initiative to get them. Don't worry about them rejecting you, spraying you, or hating you. Most customers are very polite. Yes or no, what you have to do is to get as many yes customers as possible and talk about no customers as yes. Sales is very realistic and rejection is normal. It doesn't mean that they don't approve of you, but they don't know you. Don't dare to dial a phone because of one or N times of No. Of course, you should be ready to attack again, or you will waste the customer resources you search for.