遇到一個做外貿(mào)營銷的業(yè)務(wù)員，讓我感嘆她的執(zhí)著，上一次這么執(zhí)著的還是做阿里國際站的業(yè)務(wù)，因為她的執(zhí)著，讓我為阿里國際站掏了10萬元。

從她的行徑反思了幾點，想記錄下來......

1.她是主動搜索客戶，而我是“守株待兔”，等待客戶主動上門，但是等待的時候，該做的推廣，該提升的工廠制造品質(zhì)，該完善改進的供應(yīng)鏈不能落下。主動找客戶，不能說不好，但是始終感覺“低人一等”，之前我也主動找過一些手表客戶，維修的客戶，但是大部分都低聲下氣，沒有什么好口氣好結(jié)果。

2.她一找到我，因為沒有基礎(chǔ)的信任，所以溝通的時候其實并不是很愉快，一天打了我十多個電話，發(fā)了十幾條微信，她是非常好的態(tài)度對我，所以啊，給錢的是大爺。這樣做生意并不是平等的，如果她真的有真才實學(xué)，可以幫我們這樣的生產(chǎn)工廠拿到訂單，那何必彎腰呢？我對于客戶一直強調(diào)正心正念、誠心誠意，寧愿不做訂單也不欺瞞客戶。

一個好的生意，應(yīng)該我們做老師，客戶做學(xué)生，在展柜的領(lǐng)域，我比客戶專業(yè)更懂市場需求，而不是讓客戶牽著鼻子走，有了最基本的信任和尊重之后，再去談業(yè)務(wù)，會順利的多，再沒做業(yè)務(wù)之前，我沒有賺客戶半毛錢，甚至還提供了免費的咨詢服務(wù)，所以在心理上從來沒有低一等的感覺。

3.她一直發(fā)信息給我，哪怕受到我不太好的對待，依然堅持發(fā)信息。這點我是從來沒對客戶做過的，不追蹤、不打擾，是我的風(fēng)格，其實，我每天在朋友圈、網(wǎng)絡(luò)上發(fā)這么多原創(chuàng)信息，客戶必定看的到，想找我的也找我了，不想找我的，哪怕我追到他們家去，也不會找我。我自己對她這個推銷方式是不認(rèn)可，但是她鍥而不舍的毅力確實感人，做業(yè)務(wù)就要心態(tài)好，被客戶拒絕幾次又怎么樣？

4. 核心賣點的重要性。這個是我跟她打電話交流了13分鐘感受到的，說話第一句話就沒說到重點，這樣的業(yè)務(wù)人員怎么真正做好營銷，用一些比較空洞的詞匯，比如頂層（底層）邏輯、核心思維之類的詞語，但是她自己都講不好她到底能給制造型企業(yè)提供什么，或者說她提供的跟別的營銷公司有什么不一樣的？

反觀之，我賣展柜，我能提供給客戶什么好處，什么意想不到的好處，同行提供不了的好處，這些才是我真正值得去思考，以后好跟客戶去交流的。

做了不稱心的展柜，應(yīng)該找章婭妮試試。

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.

我是展柜大小姐章婭妮，來自東莞鑫峰展柜廠，30年來我們廠只做類似于卡地亞珠寶這樣的奢侈品展柜和道具。

100多個國內(nèi)外品牌授權(quán)我們廠制作展柜和道具，雖然我們貴一點，但是品質(zhì)堪比卡地亞。

既能做鐘表、珠寶、博物館等展柜，又能做陳列道具的工廠，這樣的工廠，在國內(nèi)沒有第二家。

我已經(jīng)用自己的姓名“章婭妮”注冊了展柜品牌，這代表了我此生不轉(zhuǎn)行。

做了不稱心的展柜，應(yīng)該來鑫峰廠試試。

手機/微信：17688026138

聯(lián)系人：章婭妮

地址：中國廣東省東莞市企石鎮(zhèn)永發(fā)工業(yè)區(qū)環(huán)企大道42號之一

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.