找客户就该找关键人 Find the Key Person
In foreign trade circle, you will meet all kinds of customers and buyers, some of whom will help us with our business while others of whom we just fail to cooperate with. And one of the most important reason for that is we may not have met the key contact person. It is important because it may make all your efforts useless.
The handsome guy Kim is one of my few Russian buyers who can speak fluent Chinese. Kim is the purchasing manager of R, a big brand in the Russian market. He is now 24, which makes him pretty young. And he is a very gentle speaker. Such a cultivated gentleman makes me desire to cooperate with them ever stronger.
At first he didn't make any immediate reply to my everyday e-mails, but he would always add a very polite sentence in his e-mails: "I am sorry for the late reply." And every time I saw this sentence I would feel so warm. And later on, in order to make our communication easier, he added me as a contact on his Skype.
My communication with Kim was very well at the beginning. From making quotation, selecting samples to delivery of the samples, the whole process went on so smoothly that there seemed to be no problem at all. And I was glad that I had met such a customer who I could easily communicate with and who had strong buying inclination. I believed that after the tests we would surely get the cooperation done.
But the result is that, our samples passed the tests, but the sales team of the customer's company didn't think the appearances of our products were in accord with their purchasing requirements, and they claimed they didn't need this kind of products yet, so they just left our samples in their office in Zhuhai.
So as to get a complete understanding of the whole thing and to strive for another chance of our cooperation, I made further communication with Kim, which made me realize that the main problem lay in that the handsome guy Kim was not the final decision-maker, and his duty was just selecting samples and arranging for tests. The products he thought was good enough must be approved by the boss and the sales team. And it was quite a blow on me to realize this important point when I was one step away from the success.
In our daily work，we would hope that the customers we follow with can be nice and we can easily communicate with them, but the most important thing we should care about is ascertaining whether we are following up with the key person. If we can contact the key person, we can easily figure out the customer's requirements for the products and their purchasing intention, and we will realize that there are certain selling skills that we still need to work on, which will increase the chances of the customers placing orders. As long as we contact the key person, we can achieve greater success with fewer efforts. And of course we should keep contacts with the purchasers, because they can become the key people someday.
In Linked Fashion, Charm Out!
外贸新人 连着几天都看到你的帖子 受益匪浅
只有多接触多沟通了 才知道对方是否是Key Person 哈哈
you are very good