Let's first look at Chen Jianghe's explanation of opening the door in "Chicken feathers fly to heaven":
Open four doors: It is said that every time Yiwu businessmen go to a place, especially a new place, they smooth the relationship in all directions, so that they can know who has what, who has nothing, who wants what most, who has expensive things and who has cheap things, and finally we can make money by exchanging cheap things for expensive things.
Four in and six out: It is said that when a hawker in Yiwu earns 100 yuan, he must think about giving 60 yuan to others. To friends, to people who help us, then in this case, we can ensure that we have been earning forty.
What is business? A casual search on the Internet can find many answers. Of course, everyone's understanding of business is not just the same.
Doing business is to make money!
I think, first of all, business is to make money, even if the initial means is to lose money or lose money, the essence of business is to make money, which is what Chen Jianghe said in "Open Four Doors". Just how can we make money?
Business is actually a connection!
Then, to paraphrase a popular online saying, business is actually a connection, and business is the connecting line between demanders and providers. Business is to find the demand, find the solution to this demand and actually solve the problem. For example, I am thirsty and need a bottle of water, and you happen to know who has water, so bring it to me from whom. As Chen Jianghe said, whoever has what, who has nothing, who wants what, whose things are expensive and whose things are cheap, you have to know, and you have to be clear before you can make an intermediate exchange.
Knowing the purpose and method of business, and then how to find the demand, of course, now it is mainly to do market research, and the Internet industry may need professional product managers to do user demand analysis. Chen Jianghe's solution is to open four doors, that is, wherever Yiwu businessmen go, especially in new places, they must first straighten out the relations in all directions. This is the foundation. So, how can we straighten out the relationship? To straighten out the relationship, the first thing is to build a good relationship and friendship with your customers, and this answer has to be found from his adoptive father Chen Jinshui telling Chen Jianghe how to beat the sugar gang around him.
Chen Jinshui put it this way: People's hearts are all flesh (so change hearts for hearts). If you can help others, don't be lazy. When you see nothing, people will gather bit by bit (you pay first, and you will get back). If you want to get business, you must first hand over your heart and spread your strength.
Playing with others is also a learning (close to customers, what customers are interested in, businessmen have to be interested in what), art is not overwhelming, walking around depends on skills (by doing what you do, by acting), do as the Romans do, and make people like you. You can't lose this mouth (any good product or service can't be separated from marketing, so you must do a good job in marketing). If you want to say New Year greetings, you should be able to say things that local people are interested in (marketing is not from the perspective of your own products or services, you should always consider what you should convey to your customers from the perspective of your customers. Marketing is not necessarily selling products or services, but also being a person, being a person first, then doing things, selling yourself first, then selling business).
Yiwu businessmen's skill in doing business is to open four doors and walk around, so the skill of doing lasting business is to earn 100, thinking of giving 60 yuan to others and to those who help themselves. Forget about giving someone 60 yuan. Think about how many teams, founders and executives have fallen apart because of the uneven distribution of benefits. Everyone can understand that it is not easy to adhere to this principle.
At the same time, this truth is not only the wisdom of benefit distribution and the long-term solution of business, but also a profound understanding of human nature. From the perspective of human nature, there is no free help, and there will be no help without asking for return. Don't ask doesn't mean it's really unnecessary. Some people may not care, but one or two hundred people don't. If it is 1 10,000 or 20,000, if it is a bigger number, such as 1 10,000, I think many people will care. Similarly, even a small amount of money has different effects. If you don't give it, the other party won't care, but if you give it, the effect will definitely be better than not giving it. Next time you ask someone for help, the other person will definitely pay more attention to what you entrusted and pay more attention to it.
At the same time, the principle of taking four out of six shows the independent spirit of Yiwu people and even Zhejiang businessmen. I can accept other people's help, but I must do something that I can according to my actual ability, which I can enjoy and bear. When I was watching The Wenzhou Family, the second part of the Zhejiang Merchants trilogy, I saw that the family chose to live in the courtyard after they arrived in Wenzhou, even though they met the kind Zhao brothers and provided them with a place to stay. Although the Zhao brothers didn't mean to charge Wanshun rent, and there was no rent in that place, the Wanshun family resolutely gave half of the junk they picked up to the Zhao brothers as rent. From this clip, I deeply feel that the help given by others may be based on who you are and what you deserve, and you can accept it with a clear conscience, which is no problem for both sides. However, a truly independent person will not think so. When he accepts other people's help, he will definitely give others an appropriate reward, even if it is a trivial compensation. At the same time, it conforms to the basic principles of business, that is, exchange or transaction. Perhaps the word transaction is not particularly appropriate here, but it is essentially what it means.
Another point, very important, is that the most basic essence of Chen Jianghe spirit, Yiwu businessmen and even Zhejiang businessmen is to travel around. You have to go anywhere before you can open four doors, enter four doors and exit six doors. If you don't go anywhere, then all spirits are just castles in the air. The only way to succeed in doing anything is to go everywhere, that is, to act!
At the same time, Chen Jinshui told us to walk around and stand up and shout! I think you can keep a low profile in business, but don't underestimate yourself. You can lower yourself, but you can't give up your dignity. Therefore, if you want to stand up and do business, you must be confident. Just like Ma Yun said: The waist is erect, but there is respect in his eyes.
Also, whether it's going around, four doors open, or four in and six out, there seem to be many ways, but there is only one core, that is: be a man first, then do things!
At first, I didn't understand this sentence either. I think, to be a man, just do a good job of interacting with people, be kind to people, be honest with each other and help each other. Of course, this is no problem, but this is just a person who deals with others.
Later, a colleague of mine told me that she chose her current husband because it was difficult to have only 5 yuan on her when she saw that her husband's partnership failed. Then her husband used this 5 yuan to buy a melon to share with friends, and then broke up. Because of this, she saw the inside of her husband. From then on, I also understood that being a man is not only being a man, but also doing things.
Mr. Lu Xun once said: Business is called "buying and selling" by southerners and "buying and selling" by northerners. It is called "trade" in writing and "commerce" by the government. Some people narrowly understand "business" as "making money". In fact, the beginning of business is sharing, sharing good things with people in need or people with destiny, earning reasonable service fees, making a single business and making a friend. This is business. Endless, meaning is the meaning of the heart. Be sincere and do things honestly! Don't bully people! Don't lie! No kidding! -This is business!
This world must be: learn to be a man first, and then you can do things better;
Then doing business must be: learn to be a man first, and then do the best business!
Finally, to borrow a sentence from Ma Yun, the most successful Zhejiang businessman, there are thousands of reasons for success and only a few reasons for failure.