小琦結(jié)婚生娃前是做外貿(mào)銷售的，當(dāng)時(shí)的老板是印度人。結(jié)婚生娃之后就辭職做起了微商，在這接近七八年的時(shí)間里，再也沒(méi)有接觸過(guò)外貿(mào)業(yè)務(wù)，偶爾有之前的客戶來(lái)找，也會(huì)推薦回去給老東家。

疫情結(jié)束后的這兩年，印度客戶又開(kāi)始活躍起來(lái)，之前的老東家甚至不夠人手接待，于是又聯(lián)系了小琦，問(wèn)她是否愿意回去上班，提成比之前高出了三個(gè)點(diǎn)。她回去帶了幾波客戶，發(fā)現(xiàn)客戶需求量還挺大，后面在一個(gè)行業(yè)展會(huì)接觸到一個(gè)同行老大哥，老大哥跟她說(shuō)自己現(xiàn)在注冊(cè)了外貿(mào)公司，家里也有一個(gè)門店，有客人的時(shí)候就帶客戶看產(chǎn)品，沒(méi)有就在家里看店，沒(méi)有去上班了，客戶大多數(shù)都是從社交媒體上來(lái)的。

 

因?yàn)樾＄綍r(shí)還是微商團(tuán)隊(duì)的一個(gè)經(jīng)理級(jí)別的領(lǐng)隊(duì)，有訂單的時(shí)候依然也會(huì)兼顧，還是無(wú)法全身心回歸到印度老板這邊的工作。于是她幫忙帶了幾波客戶之后找借口說(shuō)自己要回家?guī)藓蛯Ｗ⒆约旱男∈聵I(yè)，讓老板重新招人。

接著她也著手注冊(cè)公司，按照老大哥給的思路，先從免費(fèi)的社媒著手推廣之前的一些產(chǎn)品，同時(shí)注冊(cè)了官網(wǎng)，當(dāng)有客戶再找的時(shí)候就以自己公司的名義接單，因?yàn)橛欣先思規(guī)兔?，平時(shí)她也會(huì)輾轉(zhuǎn)不同城市的行業(yè)展會(huì)幫客戶找產(chǎn)品，憑借著帶娃前的幾年經(jīng)驗(yàn)，慢慢地她逐漸回歸自己的外貿(mào)頻道了。她說(shuō)還是做外貿(mào)有感覺(jué)，做微商拿的利潤(rùn)可能需要幾個(gè)月才能及得上外貿(mào)一個(gè)訂單的利潤(rùn)。

她是專門做印度市場(chǎng)的，偶爾也會(huì)有客戶會(huì)涉及到我們的相關(guān)產(chǎn)品，所以也有機(jī)會(huì)交流，比較諷刺的是最近成交的訂單里，居然是印度客戶訂單的利潤(rùn)最高。

因?yàn)榭蛻魧?duì)我們產(chǎn)品不了解，她帶客戶來(lái)之前讓我做報(bào)價(jià)都說(shuō)在保證你們有利潤(rùn)的前提下還要在原來(lái)基礎(chǔ)上加超過(guò)50%利潤(rùn)，因?yàn)榭蛻羰且欢〞?huì)講價(jià)。

對(duì)于客戶要求做的設(shè)計(jì)，一定要敢于問(wèn)她預(yù)算，先把價(jià)格談妥了再去做設(shè)計(jì)，這里涉及到討價(jià)還價(jià)。一定要向客戶表示你的產(chǎn)品質(zhì)量是最好的，同時(shí)要準(zhǔn)備一些樣板來(lái)對(duì)照說(shuō)明，有理有據(jù)。

接著她給我分享了一些來(lái)自Rebecca懟客戶的英語(yǔ)，表示自己平時(shí)也會(huì)練，她說(shuō)面對(duì)印度客戶，要淡定，不要做太好說(shuō)話的業(yè)務(wù)，客戶也明白一分價(jià)錢一分貨。

The concept of cost-effectiveness is relative. You see, even planes have different classes, but none of them land earlier due to price difference. So, as long as the product suits your needs and is highly practical, it's the best choice.

Cost-effectiveness is not just about price, but about the actual value the product brings. Just like buying a car, would you think a luxury car is low in cost-effectiveness because of its high price? In fact, it depends on its performance, confort, and brand value.

No one will intentionally push customers away because of the high prices. It's about price in the short term, but quality in the long term. If you pursue quality, please respect its price.

Buying a new product is a comprehensive consideration, not just a simple price comparison. Although our products are slightly higher in price, their quality and after-sales service are top-notch. Over the long term, you will find that they are worth more than you paid.

I never claimed to be the lowest price, because those who constantly brag about their low prices often offer the cheapest quality.

Price is indeed a factor we consider, but you should also look at quality and service. There are always some products in the market that seem cheap but have many problems when used. The cost of repair and replacement may be higher in the future.

Scammers' words are always pleasant, because they can exaggerate without limits and have no moral boundaries. my words might not be as pleasant, but I have principles.

The truth is offen unpleasant, but it is for your benefit. We will not exaggerate to please you, we prefer to provide real information and advice.

Sometimes we speak directly, but it is out of professionalism and integrity. If you prefer sweet talk, watch out of yourself.

只要內(nèi)心不慌亂，連世界都難影響你。你該有的樣子應(yīng)該是：十分沉靜，九分氣質(zhì)，八分資產(chǎn)，七分現(xiàn)實(shí)，三分顏值，兩分糊涂，一分自知之明。