Chapter 25 Get the relationship done before doing business = double the efficiency

Doing business is actually a process of building a network of relationships. The more friends you have, the more money you will have. More friends, more money. Li Fangyuan, a well-known printing equipment dealer in Wenzhou, moved to Nanjing in 2004.In Nanjing, facing this unfamiliar market, he relied on the help of local Wenzhou merchants to gradually get on the right track. He is still very grateful for these things. As soon as he arrived in Nanjing, he used various contacts to find out the situation of Wenzhou people doing business in Nanjing, and then asked door to door, one for a little business, and the other for his relationship.Li Fangyuan's method of opening up the market by relying on "Laoxiang.com" has almost become a business routine for every Wenzhou businessman.

When he opened a "Hometown Network" with hundreds of households, there happened to be a national private enterprise work conference held in Nanjing. He took advantage of this opportunity to meet many Nanjing businessmen, especially with this industry-related customers.After having certain clients, he began to recruit troops in Nanjing. What he didn't expect was that he ran into trouble again in the process of product promotion.This is due to Nanjing people's aversion to Wenzhou goods, so his products cannot open the market all at once.This time, the local Wenzhou merchants helped him again.The thing is like this, one day he got a message from a fellow villager that there will be a printing materials exhibition coming soon, and many experts will be invited to appraise each new product at the meeting.Li Fangyuan thought this was a good opportunity to "clear his charges", so he attended the meeting under the introduction of some Wen merchants.Through this method, many domestic customers have learned about his products and gained a good reputation. The products not only quickly opened up the Nanjing market, but also began to emerge nationwide.

In the military, we pay attention to the right time, favorable location, and harmony of people. Among the three factors of "harmony", status is the most important and plays a decisive role in the victory of the war.The same is true in business, people and relationships are connections. If you want to open up the market and win customers, you must have good network resources. Some people say that 30% of success depends on oneself and 70% depends on others. How to achieve success without extensive contacts.Networks are wealth, and Wenzhou people spend a lot of energy building their own network in the process of doing business.Just like Li Fangyuan in the above case, when he first arrived in Nanjing, the first thing he thought of was to visit fellow villagers, and to open up the link of fellow villagers. If there is such a relationship, it can greatly reduce the resistance in the market.With the help of his fellow villagers, he took less than a year from developing the market to fully occupying the market, which is unbelievable to many people, and he believes that this is the importance of building relationships.This also corresponds to the words that Wenzhou businessmen have always respected, "Fix personal relationships first, and then do business", "As long as there is a relationship, it doesn't matter."

It is precisely because of the resources of good contacts that every Wenzhou businessman can quickly take root no matter where he goes. At present, the global economy has shown a downward trend after the economic crisis. Under the influence of the international financial turmoil, with Wenzhou enterprises that mainly export small and medium-sized commodities have been greatly affected, and have encountered the biggest trade cold wave in the past ten years.For example, Wenzhou's lighter industry is under the pressure of CR and anti-sale, and internally affected by the rising price of raw materials and the appreciation of RMB. The number of lighter enterprises in Wenzhou has dropped from more than 1,000 to dozens.This urgently requires that small and medium-sized enterprises in Wenzhou must unite and enhance the strength and anti-risk ability of competing enterprises through integration and alliance.For example, Zhejiang Trane Light Industry Co., Ltd. has only 500 people in 2005 through integration. Now it has grown to more than 1,200 people, and its output value has doubled. backing.

The more difficult times are, the more we need to unite. Wenzhou businessmen are trapped in the financial crisis this time, and have been hit by export tax rebate rates, loan interest rates, labor prices, and raw material prices in turn. At this time, it is even more necessary for Wenzhou people to unite and help each other .It can also be seen from another aspect that Wenzhou people value the characteristics of interpersonal relationships.We know that Wenzhou people are no longer satisfied with the domestic market, they have opened their own factories and specialty stores all over the world.These Wenzhou people who go out are often relatively concentrated, and there has never been a single floating situation...

This shows how important interpersonal relationships are in the eyes of Wenzhou people.For their own development, Wenzhou people continue to weave a network of interpersonal relationships, relying on this network to develop their own careers. There is a very popular concept in sociology called social capital. The so-called social capital refers to the use of social relationship resources to improve the ability of survival and development.Wenzhou people have this kind of ability. In the international market, Wenzhou people belong to "grassroots" businessmen, and many of them are illiterate or semi-literate.The reason why they can break through the world, and they can break through the world, is all due to the characteristics of reunion and mutual assistance in Wenzhou.

If Wenzhou's economy has a certain model, then the core content of this model is the rise of private forces.Wenzhou's non-governmental organizations and non-governmental exchanges are a powerful social relationship.Because they are neither like Shandong people, who have high-ranking officials all over the country, nor like Cantonese, who have many big businessmen overseas.The social relationship of Wenzhou people is entirely a kind of spontaneous behavior of non-governmental organizations, which is based on family, family, relatives and friends, neighbors, folk loans, mutual assistance, etc.Wenzhou people rely on relatives and friends, relatives help relatives, relatives help relatives, accumulate little and become rich, and gradually become rich.

◎Building relationships all depends on one mouth—the social relationship of acquaintances and relatives is the most convenient and simple way to raise funds.And many people simply think of establishing a relationship as rhetoric, building relationships, and joining gangs.In fact, it is not enough to build a strong cooperative relationship just by talking about it. The key is to make people aware of the benefits brought by cooperation.