销售之箭，为何射不进客户的心？ Aim at the Target for Sales
外贸连Recently because of the busy season I have heard many foreign trading friends say that they have been busy with receiving customers and taking them to factories to check the products every day. With all the customers visiting the factories, half the battle of selling is won (on the premise that the product quality is good). And it proved that our selling has succeeded in winning over the customers. But sometimes there are some objective barriers that are in the way of our connection with the customers, just that happened to me and my customer from Sri Lanka.
The trust of this customer on me was built up by me from the very beginning from trying to develop a cooperative relationship to following up with him. After less than two months of following up with the customer, he friendly told us that he would come to China in September and would visit our factory. The customer proposed to visit our factory because he trusted our products and me, which made me really thrilled. And I was looking forward the further cooperation after the customer's visit.
On the second of the customer's stay in China, the customer contacted me and told me he could make time to visit our factory on the day. After we made an agreement on the time, he had his agent in China contact us. This agent was familiar with the situation in China and he would accompany the customer to our factory, so we had no worry on that.
It would took us about 2 hours to get to the factory from our office, so we started off soon and made preparation for receiving the customer after the customer headed for the factory. The agent told us that they were about to arrive at the destination 20 minutes earlier than the time arranged, but they didn't arrive at the place we agreed on, but it was on the opposite direction to our factory. But when we tried to pick them up ourselves, we found that the road was closed for reparation, and we could not get over it. So we asked the agent to take the customer to the place we agreed on for meeting, but he refused and made all the excuses. We tried to contact the customer but failed, because it was the agent answered the phone every time. And he had a short temper, and out of no reason he told our customer that we were late and that we denied to pick him up from there.
We were unable to explain to the customer. Afterwards the customer called us and he didn't listen to our explanation. He blamed us for keeping them waiting for such a long time and not showing up. (In fact we were at the place arranged at that time, but the agent didn't care enough to take the customer there.) At last, the customer didn't come to our factory and left with misunderstanding on us.
I thought that as long as we could make an appointment to meet the customer this time, our selling would succeed. But it turned out that before I even got no chance to aim at the target, it just was sent away by someone else, and with misunderstanding and displeasure on us. All thanks to the agent.
Therefore when we are following up with customers, we should shoot after the target is aimed exactly, or we may hurt someone else and lose the trust of the customer, and maybe lead to the misunderstandings of the customer.
俺注意到了 连长每次发帖 必有中英两个版本 英语好好呀 弱弱地问一下 连长是英语专业的吗
thanks for your sharing ,special experience