Do two good work experience in foreign trade

1) Foreign trade process experience.

This is the common experience of foreign trade in any industry: from the quotation of the customer to the negotiation of the price to the order, so that the package and documents are shipped later. In fact, there is indeed a theoretical framework in the book, but this kind of experience is more practical, and the industry is slightly different. It seems that the theory is not as fast as it is to learn. But I don't think this kind of experience is very important, because as long as people who are not too poor can complete a single order, they will understand this set of things. Of course, there will be a lot of tricks in this, including how to make customers interested in products, how to respond to some strange requests from customers, what kind of sample policy is implemented, and how to ensure that security collection encounters problems. How to solve what. Many articles in the forum are actually talking about this kind of skill, which is also the skill I have to master in the actual combat experience. This kind of skill is different from person to person. The longer you spend foreign trade, the more problems you have, and the more skilled you are. However, the next experience is more important than this experience. This is the industry experience.

2) Industry experience.

The so-called interlaced is like a mountain. Each product of each line has its own characteristics. The big difference is the standard of industry experience. How many years have you been in this business? Which suppliers do you know well? You are familiar with several customers, you and supply. What is the relationship between business and customers, whether you are familiar with the market, whether you have accurate and forward-looking products and price trends in this line for many years. It is also very important that you know how familiar you are with the product. Can you summarize some of his technical characteristics and indicators with a similar product? Can you calculate the cost of each part and guess the final cost of the product? If you have this ability, you can quote the customer accurately and effectively at any time. Even if there are some changes in the product, you can calculate the cost of the new product based on the price of the material you know and the processing required. When you find that you can give an accurate quote for any product right away, he can admire your professionalism.) This kind of experience really needs some years and the accumulation of work. I don't know if I can make a single or a few orders! And employers tend to value this kind of experience, so you see that they are recruiting some key positions to have 3 or 5 years of work experience in the same industry, with customer resources or something.

When you have a solid foundation and rich experience, you are already a very good foreign trader. The next step is to return to a place similar to domestic trade. It is to do relationships. In more popular terms, it is customer resources. The so-called resource here is not the customer you know, but the mutual trust and tacit understanding between the customer and you. It is impossible to do this without dealing with the customer for several years. I am not advertising the product at this time. Even the homepage has not been updated in a year, but the order is still not as fast as a snow flake. Why? Because the relationship between the boss and the customer is very good, he has been in the industry for more than ten years and has long been associated with some big customers. This customer introduces other customers, and other customers introduce new customers. In this way, snowballs accumulate customers and accumulate orders. Of course, before rolling snowballs, you must ensure that the quality of your products is OK, the price should not be higher than the market price too much, otherwise the relationship with others can not be a loss-making business with you.

How does this kind of customer relationship accumulate? In fact, this is also from small to large, from strange to familiar and slowly accumulating. The original manager of the company once told me that the two things that are more important as a sales is makedecisionandconvince. What kind of products do you want to find what kind of price, we have to make some decisions every day and make the right decision. Half of the success, the other half of success is how you can convince others and how to gain the trust of others. For foreign trade, convince the customer that you must first be solid in English. In fact, you must be very familiar with the product and be familiar with the customer, so that you can let him see your professionalism, establish your initial trust, and talk to him. The marketing and marketing strategies of the products, etc., make him feel that you are very professional and experienced, so when he has any problems or what needs, the first thing that comes to mind is you.

Of course, we must also use high-quality products to ensure that customers are happy every time, have money to earn, trust is slowly and small, from small to large.

It is also very important to do relationships. It is like using domestic trade to grasp customers with some communication methods, and to talk about business at wine tables and entertainment venues. This is also a kind of trick, but it often has great effect. Once the general manager took me and the customer to eat, KTV, sauna. After all, I haven’t been to a place that is a bit restrained. The general manager smiled and said to me that in fact, selling is to hold the customer firmly in the hand. Sometimes some entertainment and entertainment are necessary. To do business is to make friends. Dining tables and entertainment venues are places of communication. This is why hotels, clubs and other leisure and entertainment venues such as Shenzhen and Shanghai are in a large and developed city. Foreign customers don't like this in China, but they still eat a little. There is a saying in Sun Tzu's Art of War called Qi Zhengxiang, with the arrival of the soldiers; Used here is based on reliable products, with some special means and techniques to seize customers.

Summarize my point of view: In fact, doing foreign trade is like doing domestic trade. Industry experience and customer relationship are the essence and essence. The more the foreign trade is, the more it gradually moves closer to this substance and gradually fades the technical aspects. Of course, for the first time. For the novice in the industry, it is necessary to master these skills in practice. For the veteran, it is necessary to focus on the cultivation of industry experience and customer relationships!