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遇到一个做外贸营销的业务员,让我感叹她的执著,上一次这么执着的还是做阿里国际站的业务,因为她的执著,让我为阿里国际站掏了10万元。
从她的行径反思了几点,想记录下来......
1.她是主动搜索客户,而我是“守株待兔”,等待客户主动上门,但是等待的时候,该做的推广,该提升的工厂制造品质,该完善改进的供应链不能落下。主动找客户,不能说不好,但是始终感觉“低人一等”,之前我也主动找过一些手表客户,维修的客户,但是大部分都低声下气,没有什么好口气好结果。
2.她一找到我,因为没有基础的信任,所以沟通的时候其实并不是很愉快,一天打了我十多个电话,发了十几条微信,她是非常好的态度对我,所以啊,给钱的是大爷。这样做生意并不是平等的,如果她真的有真才实学,可以帮我们这样的生产工厂拿到订单,那何必弯腰呢?我对于客户一直强调正心正念、诚心诚意,宁愿不做订单也不欺瞒客户。
一个好的生意,应该我们做老师,客户做学生,在展柜的领域,我比客户专业更懂市场需求,而不是让客户牵着鼻子走,有了最基本的信任和尊重之后,再去谈业务,会顺利的多,再没做业务之前,我没有赚客户半毛钱,甚至还提供了免费的咨询服务,所以在心理上从来没有低一等的感觉。
3.她一直发信息给我,哪怕受到我不太好的对待,依然坚持发信息。这点我是从来没对客户做过的,不追踪、不打扰,是我的风格,其实,我每天在朋友圈、网络上发这么多原创信息,客户必定看的到,想找我的也找我了,不想找我的,哪怕我追到他们家去,也不会找我。我自己对她这个推销方式是不认可,但是她锲而不舍的毅力确实感人,做业务就要心态好,被客户拒绝几次又怎么样?
4. 核心卖点的重要性。这个是我跟她打电话交流了13分钟感受到的,说话第一句话就没说到重点,这样的业务人员怎么真正做好营销,用一些比较空洞的词汇,比如顶层(底层)逻辑、核心思维之类的词语,但是她自己都讲不好她到底能给制造型企业提供什么,或者说她提供的跟别的营销公司有什么不一样的?
反观之,我卖展柜,我能提供给客户什么好处,什么意想不到的好处,同行提供不了的好处,这些才是我真正值得去思考,以后好跟客户去交流的。
做了不称心的展柜,应该找章娅妮试试。
Encountering an export marketing representative recently has led me to reflect on her unwavering dedication. The last time I encountered such persistence was with a salesperson for Alibaba International Station, whose determination prompted me to invest 100,000 RMB in their service.
Reflecting on her approach, I have noted several points worth documenting:
1.Proactive Client Search vs. Passive Waiting: She actively searches for clients, while I tend to "wait by the stump for a rabbit"—waiting for clients to come to me. However, during this waiting period, essential activities like promoting our brand, enhancing factory manufacturing quality, and improving the supply chain must not be neglected. Proactively seeking clients is not inherently bad, but it often feels as if one is placing oneself at a disadvantage. Previously, I reached out to some watch and repair clients, only to find that most interactions were conducted from a position of inferiority, leading to unsatisfactory outcomes.
2.Communication Dynamics and Equality in Business: When she first contacted me, lacking any foundational trust, our communication was not particularly pleasant. She made numerous calls and sent many WeChat messages within a day, always maintaining a positive attitude towards me. This highlighted the notion that 'the customer is king.' Engaging in business this way does not feel equal. If she genuinely had the skills to secure orders for production factories like ours, why would she need to lower herself? I emphasize integrity and sincerity with clients; I'd rather forego an order than mislead a client.
A good business relationship should resemble a teacher-student dynamic, where I, being more knowledgeable about exhibition cabinets and market demands, guide the client instead of letting them dictate terms. Establishing basic trust and respect before discussing business can lead to smoother transactions. Prior to any business dealings, I have never earned a penny from clients, even offering free consultations, ensuring that I never feel inferior.
3.Persistence Despite Rejection: She continued sending messages despite my less-than-ideal responses, something I have never done. My style is not to track or disturb clients. By posting original content daily on social media and online platforms, clients who wish to contact me will do so. Those who are not interested won't engage, regardless of how persistent I am. While I do not endorse her sales tactics, her perseverance is commendable. In business, having a positive mindset is crucial; being rejected a few times by clients is merely part of the process.
4.The Importance of Core Selling Points: During our 13-minute phone call, I realized she failed to address key points right from the start. How can a salesperson truly excel without clearly articulating their value proposition? Using vague terms like 'top-level logic' or 'core thinking' doesn't effectively communicate what she can offer to manufacturing enterprises or how her services differ from other marketing companies.
Reflecting on this, when selling exhibition cabinets, I need to consider what unique benefits I can provide to clients—benefits that surpass expectations and are unmatched by competitors. These are the aspects that truly warrant contemplation and should be emphasized in future client communications.
If you have encountered unsatisfactory display cabinets, you should consider reaching out to Zhang Yani for a solution.
我是展柜大小姐章娅妮,来自东莞鑫峰展柜厂,30年来我们厂只做类似于卡地亚珠宝这样的奢侈品展柜和道具。
100多个国内外品牌授权我们厂制作展柜和道具,虽然我们贵一点,但是品质堪比卡地亚。
既能做钟表、珠宝、博物馆等展柜,又能做陈列道具的工厂,这样的工厂,在国内没有第二家。
我已经用自己的姓名“章娅妮”注册了展柜品牌,这代表了我此生不转行。
做了不称心的展柜,应该来鑫峰厂试试。
手机/微信:17688026138
联系人:章娅妮
地址:中国广东省东莞市企石镇永发工业区环企大道42号之一
I am Ms. Zhang Yani, from Dongguan Xinfeng Showcase Factory. For 30 years, our factory has only made luxury showcase and props similar to Cartier jewelry.
More than 100 domestic and foreign brands authorize our factory to make display cases and props, although we are a little more expensive, but the quality is comparable to Cartier.
Both can do watches, jewelry, museums and other display cases, but also can do display props factory, such a factory, there is no second in the country.
I have registered the showcase brand with my own name "Zhang Yani", which means that I will not change my career in this life.
Do not satisfactory display case, should come to Xinfeng factory to try.
Tel/wechat: 17688026138
Contact: Zhang Yani
Add: No. 42 Huanqi Road, Yongfa Industrial Zone, Qishi Town, Dongguan City, Guangdong Province,China.
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