Over the past few years, most of my energy has been focused on a German customer and a Japanese customer of our company. They are the giants of our industry. From this year on, they have placed orders to our company one after another. The bitterness of the past few years has yielded some results.
In the process of cooperating with them, I obviously feel that the decision-making process of German/Japanese customers is different from that of American customers. Today, let's talk about some skills needed to solve the problems of German/Japanese customers and American customers.
The logic of analysis is to first look at some basic characteristics of German and Japanese customers and American line customers (we are mainly talking about large and medium-sized customers today, the purchase of small customers is usually decided by the boss, not much discussion value), and then give the corresponding strategic suggestions:
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German and Japanese Customer Characteristics
1. Usually collective decision-making, seldom individual decision-making. Even if the boss agrees, you need to respect the opinions of the following specific personnel.
2. The decision-making process is long. It usually requires the agreement of the leaders of each department (purchasing, product, quality) to cooperate with new suppliers.
Once cooperation starts, suppliers will not be changed because of the temptation of a little price.
Relative respect for suppliers and a more equal view of the relationship between customers and suppliers.
5. Value quality, reputation and technical ability very much.
6. Focus on the establishment of long-term relationships. Trust-building takes a long time, but once established, it is not easy to lose it immediately.
7. Focus on details and be a little picky.
There are also some bad customers in Germany and Japan, but the proportion is low.
Once you have mastered the characteristics of German and Japanese customers, it is easy to sort out strategies.
1. It is not enough to deal with the boss alone. To deal with the whole company, we need to write a special article. Key words: to deal with all the people.
2. Don't expect to get customers quickly. It takes a certain period of time (at least 1-2 years). Key words: Patience
3. Don't quote the price too low, because the price too low will form a bad impression on German and Japanese customers.
4. Be sincere with your customers. Don't let them think you want to make money right away from him. German and Japanese customers think simply. Don't treat them with Chinese complicated methods: sincerity + simplicity
5. Pay special attention to quality. German and Japanese customers pay special attention to quality. Even if your price is very low, you should also have excellent quality assurance keywords: high quality.
6. Pay attention to your word of mouth and long-term reputation. This is an important key word for German and Japanese customers: good word of mouth.
7. Pay special attention to details, including quotations, specifications, and even reception. Let customers feel that we value details by keywords: devil details.
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American Line Customer Characteristics
1, usually personal decisions (within 1-2 people), and individuals have great power (similar to trump).
2. Because the U.S. market is very large, the normal volume of successful large and medium-sized customers is relatively large.
3 Price Sensitivity
4. Decision-making time is short, and the time window for normally large projects is not very long.
5. Changing suppliers is common practice, and cooperation is more short-term behavior.
6. Natural American conceit does not value suppliers very much unless your company is big and big.
7, we pay less attention to quality and technology and more attention to business interests.
8 There is a certain probability that the supplier needs to operate under table
9 US Line also has a certain probability of high-quality customers, but the proportion is not high.
Know how Americans play, and your strategy will be there.
1. We must know who the core decision-maker is, and we must work out his key words: key people.
. We should have enough capacity to match the order quantity of American Line customers. We should not fail to take orders. It is also very troublesome to delay customers'shelving time. The key words are delivery time and capacity.
3 Price must be very competitive. If you want to make a big profit, you should not use American line keywords: low price.
4. Grasp the decision window of customers, and don't delay the key words of warfare organs: decision-making time point
Keep an eye on customers at 5:00, and don't let others have the machine keywords to take advantage of: How can I let others sleep in my bed?
6. Americans should lower their posture and do the kneeling and licking posture. Key words: kneeling and licking posture
7. Business interests for customers should be very specific. Don't make empty keywords: points of interest
8 Should give rebate to rebate, do not be embarrassed keywords: rebate
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Conclusion:
The essence of German and Japanese customers is different from that of American customers: German and Japanese customers are collectivism, while American customers are individual heroism.