The first step: as a business person's mentality: remember what should be remembered and forget what should be forgotten. Change what can be changed and accept what cannot be changed. Talking about the mentality of business people will inevitably involve recruitment and application. If you enter the company as a business person/sales representative, your job responsibilities are: to maintain customers and take more orders. If you enter the company as a business assistant, your job responsibilities are: to complete the work assigned by the business manager. They have the same job content, but different treatment. Generally speaking, business personnel/sales representatives have business commissions; Business assistants have no commission. When recruiting and applying, both the company and the business personnel need to discuss the details of the treatment. This puts demands on both sides. For the company, it is necessary to introduce a complete business compensation system; For business people, don't let the uncertainty become blurred. Will a business person who can't even fight for his own interests fight for the interests of the company? In terms of development, business personnel should keep up with the development of the company. In other words, the work of business personnel brings stable development to the company and gets due remuneration. Business personnel must be prepared to work in the company for more than 3-5 years when they enter the company. Because a business person is familiar with products and accumulates regular customers, it takes more than 1 year. In other words, in the second year, business people can really benefit from their work. The corresponding treatment system of the company should also be based on more than 3-5 years, and make good use of the business personnel of these 3-5 years to seek greater benefits for the company. There is no right or wrong, it is an experience; Life is just an experience. So what to do, just do it boldly!

Step 2: Formality and attention to details. Why should it be formal and pay attention to details? Foreign trade is different from other trades. Due to the differences in geographical and cultural backgrounds, it requires operators to use a widely accepted and used system. It is the knowledge and norms we have learned from books. From the details of communication, customers will see your work attitude, whether your work is rigorous and whether you can trust it. How formal and detail-oriented? As far as business personnel are concerned, all documents related to customers must conform to international practice. They all have fixed formats and specifications. So try to use formal business letters, formal contract formats, formal invoice samples and other documents. In practice, we can do it from the following aspects:

1. Reply to the customer in a formal business letter format.

2. Use the signature format correctly in each letter.

3. Try to improve English writing. Use correct and concise language.

4. Use common fonts and font sizes. If the company has regulations, use the font, font size and color specified by the company. 5. Don't use informal abbreviations. For example, the asap.6 specification uses English case. Don't use all capital letters for the convenience of customers. 7. Respect customers and use polite language. Don't appear business taboo or too vulgar language.

Step 3: Be familiar with the product. Can a business person who is not even familiar with the product sell the product to the customer? Will it win the trust of customers? Familiar with the product from the following aspects:

1. If it is a production enterprise, most of the business personnel go to the production workshop and sample production department; If it is a trading enterprise, communicate with the person in charge of the factory and compare the information obtained. On the one hand, we can understand the production process, on the other hand, we can fully understand the product-related knowledge.

2. If you take over the work of the previous business personnel, sorting out the letters that you communicated with customers before will let you know a lot about the products.

3. If you don't understand, you must ask. Because since the customer dares to place an order, it shows that he still knows something about the product, or even knows it very well. And all you have to do is be more professional than him, because you have to sell your products to him. It is most unwise to treat customers as fools.

4. If there are other business people, create opportunities for you to become friends. If he is willing to help you, you can save a lot of time and energy.

5. Be a conscientious person. Organize the product-related knowledge in the daily order follow-up process into documents and memorize them in your heart. For the company's product knowledge, please refer to Parameter Standard of Leather Stationery and Leather Products.

Step 4: Achieve the communication mentality and goal of "analysis-feedback-communication", "suggestion" and "keeping promise": turn every inquiry of customers into an order. Even if this communication does not receive an order, let the customer think of you or your company at the first time when there is an inquiry for similar products next time. Analysis-feedback-communication When receiving letters and inquiries from customers, the first thing to do is to read them carefully and then analyze them. Mainly analyze what the customer's intention is, what the customer needs and what information the customer wants. According to the statistics and summary of customer letters for many years, it can be divided into the following categories:

1. establishing business relationship letter the main content of this letter is to introduce the company, express the intention of establishing business relationship and the business scope of customers. Reply: Thank customers for their attention to the company, briefly introduce the company's services, reflect the company's strength, and guide customers to try the services provided by the company. 2. inquiry letter of product category. This kind of letter is obvious to the customer-what kind of products he needs, how to do it and so on. At this time, recommend some products to customers and cooperate with customers to understand more comprehensive products. Mainly reflects the professionalism of enterprises centered on these products and services. Because it is necessary to recommend products, it is necessary to involve product pictures. What kind of product pictures are most suitable? 1) Product picture specification (single product): the size (calculated by the longest side) is no more than 24CM, and the resolution is 72- 100 DPI. At this time, the picture size should be within 200K K, so that the product picture is clear and the volume is not large. It is also convenient to send it by e-mail. If there are multiple products on a picture, the size cannot exceed 24CM, and the resolution is 100DPI. The picture size is about 400K k, which involves some simple image processing knowledge. It is introduced in PHOTOSHOP introductory tutorial. Search online or buy a book from a bookstore to learn.

2) The size of a single email cannot exceed 800K. It is best to be within 600K K, which is convenient for customers to receive mail. If it exceeds 800K, it can be sent by multiple messages.

3) The product picture must give the customer a direct impression, so that the customer can clearly know all the details of the product. Our products must have pictures of the products when they are closed and opened. Additional attachments should be attached separately. Accessories not included in the quotation, it is best to attach pictures separately.

4) The product pictures used by business personnel must be clear and can truly reflect the indispensable factors of product color, structure, accessories and other styles. Therefore, products are required to use positive films when shooting. Feature films are not expensive to shoot. There are two types of feature films: # 120 and # 135. Generally, 120 is the main product, and it is more cost-effective to shoot smaller products (such as wallets) with 135. # 120: 50 yuan/Zhang, # 135: 30 yuan/Zhang. Approximation, please confirm with the shooting company for details.

3. Inquiry for single or multiple product styles. Such product inquiry is highly targeted, and customers have targeted specific products. At this time, the first step is to meet the customer's first demand-get the quotation; Then there is the specialty that reflects the company's strength and service. Of course, the above reply methods are all aimed at new customers. Needless to say too much to old customers, speak with actual service quality and product quality. Here's another point: the official offer. Quotation is an enterprise document and a part of VIS. The more formal the better. Foreign customers are used to using EXCEL documents, and they can also make PDF documents and send them to customers. The name of the reference file is also studied. It is best to include the product name, model, quantity, quotation date or customer number. In this way, both parties will find and check it later. Inquiry products can be subdivided into two types: 1. ODM: That is, if there are not many styles of products developed by the company, product pictures can be attached to the quotation, so that customers can compare and review them directly through letters. The quotation needs to be detailed, including: price, product description/description, packaging information, sample time, sample cost and bulk goods. If there is a trademark, it should also indicate the relevant details. If there are too many styles, you don't need to provide product pictures. But only offer quotation. Quotation is in the form of table, that is, only the price is provided, and no detailed details are provided. After the customer selects the specific style, he will provide a detailed quotation.