Chapter 16 third chapter

The order was sent by Ms. Xiao from Hong Kong "Haifa" company. She hoped that Xu Zhao and the others could provide her with bicycle accessories in China.Although the business was good, Xu Zhao was dumbfounded when he counted the additional conditions on the letter of credit: Mom, there are more than forty clauses!Either one is enough for him to hang himself.Anyone who engages in foreign trade knows that credit terms are a condition of mutual trust between the buyer and the customer, and both parties must implement them together. If one party violates the terms, the other party has the right to claim compensation or return the goods.Some of the credit terms are normal "hard conditions" in trade, such as delivery deadlines, packaging of goods, providing certificates of origin, passing national customs commodity inspection, etc.However, some "soft conditions" in the hidden terms are the easiest to turn a profitable business into a money-losing business.Consummating ninety-nine details and ignoring one detail is enough to make one of them feel overwhelmed.Xu Zhao sorted out the more than 40 additional credit conditions listed by Hong Kong companies one by one like using a microscope, and found that the item "to withdraw money from the bank based on the customer's inspection form" surprised him: this will not work, if we bother to After working hard until the end, the customer rejected all the items prepared by the supplier just because of his (her) casual "dissatisfaction" or "not enough satisfaction". This is a deadly deal!The most critical issue is: whether the customer is satisfied or not, there is no hard and fast target, and it is very random.It may be a product problem, but it will also be affected by the customer's mood at a time and place and personal likes and dislikes.Usually, what is acceptable to both parties is to resolve the contradiction between the supply and demand sides on this issue by means of the commodity inspection certificate issued by the national commodity inspection department.

For this reason, Xu Zhao proposed to Ms. Xiao, a Hong Kong businessman, to delete the clause of "going to the bank to withdraw money with the customer's inspection form".The other party agreed, but proposed to come and see for himself whether the goods provided by Xu Zhao met his needs. This is an equally reasonable opinion.Xu Zhao quickly agreed and said yes. Before the Hong Kong businessmen came, Xu Zhao made a special trip to Chongming Island in Shanghai, the production site, to inspect the goods first to ensure that nothing went wrong. Shanghai hongqiao airport.Xu Zhao and Ms. Xiao, a Hong Kong businessman, shook hands for the first time.

"Oh, not only is he a handsome guy, but he is also very serious in his work. I am very satisfied with the goods and people!" Ms. Xiao said to her partner with some compliments. This is the first "foreign businessman" that Xu Zhao has come into contact with independently, so he is extra careful. Even before the other party has the slightest thought of drinking water, Xu Zhao will hand him a cup of delicious tea at the right time.It is this small "extra payment" that makes Xu Zhao get the impression of "good reputation" in the eyes of customers besides the source of goods.

"Xu, do your job well. I have orders worth more than 2 million US dollars every year!" Ms. Xiao couldn't help but tell Xu Zhao her wish when seeing off the guests. 2 million dollars? !Xu Zhao's heart was pounding. "As long as you can trust me, I will work hard!" Xu Zhao swore. 1993 was the first year that Xu Zhao was officially engaged in foreign trade work. He made a trade volume of 700,000 US dollars and became the salesman with the largest business volume of Minmetals Foreign Trade Import and Export Corporation. In 1994, Xu Zhao worked hard and made a business volume of 7 million US dollars, which was ten times that of the previous year. He became a pacesetter in individual export earnings in Suzhou.

Since then, Xu Zhao has become a dazzling "dark horse" in Suzhou's foreign trade front and even in the national foreign trade system, leading the way... "Come, come, you are welcome, eat more!" This year's Canton Fair, Xu Zhao came to the colorful Guangzhou for the first time as a "Chinese foreign trader", and had zero-distance contacts with foreign businessmen from all over the world with contact.And one thing that made him unforgettable during this period was: the meal that Ms. Xiao, a successful Hong Kong businessman "Haifa" invited him to eat at the famous "Nanhai Fishing Port" in Guangzhou, cost more than 5,000 Hong Kong dollars at a time!

"I was stunned by this style at the time!" Xu Zhao said. "I'm really sorry to cost you. Thank you." "What are you thanking? I thank you for my thanks. You made me earn a lot of money!" Ms. Xiao, who was covered in pearls, toasted Xu Zhao frequently, sincerely and excitedly. There is a saying: in a really good business, both parties win.Hong Kong businessmen need to thank Xu Zhao, and Xu Zhao also needs to thank the other party.Because it was Ms. Xiao who made Xu Zhao embark on the road of foreign trade. The Canton Fair is the largest stage of China's foreign trade, and it has always been responsible for the connection of import and export trade before and after China's opening up.And Xu Zhao said that he took the Canton Fair as the main battlefield for his foreign trade business, and Xu Zhao's many successes started and finally obtained from here.

Xu Zhao said this: For foreign traders, the Canton Fair is not only a battlefield for exercising foreign trade business capabilities, but also a good place to experience life. Once upon a time, participating in the Canton Fair was a luxury and a treat for many Chinese.This was still the case when Xu Zhao first entered the Canton Fair.At that time, very few people from the foreign trade system in Suzhou could go to the Canton Fair. There were only two booths in the foreign trade system in the city, and those who were lucky enough to attend the Canton Fair were either busy guarding the booths or trying to do everything possible to go to Shenzhen and Zhuhai. Take a walk in the special zone, buy something you want, and open your eyes.This is beyond reproach.

Xu Zhao was very uncomfortable with this phenomenon at first, but later he was very happy, and it was too late to be happy.why?It's simple, everyone else has left, and all the business belongs to him! In Suzhou, which is now the "No. 1" in foreign trade in China, there were only five people who went to the Canton Fair including Xu Zhao.Later, the other four went to travel in Zhuhai and other places.Xu Zhao guarded the booth alone.But the booth is not good, it is located on the fifth floor where most people go.Xu Zhao watched for a few days and found that some big buyers of "foreigners" usually wandered around on the first and second floors. When they were tired, they drank coffee there and seldom went to the stalls on the fifth floor.

Xu Zhao just arrived at the Canton Fair, but he is good at observing and pondering.He then adjusted his tactics, often going down from the fifth floor to the first and second floors... At the gate of the Canton Fair, people coming in and out are noisy.An Arab businessman came out of the door, and Xu Zhao gave him his business card. "Sir, it's nice to meet you. I'm also in the bicycle trade..." Xu Zhao spoke fluent English. The "foreigner" looked carefully at the business card in his hand, then looked at the young Chinese standing in front of him, and was very surprised: "How do you know that I am in the bicycle business?"

"It's written on your face!" Xu Zhao said kindly and humorously. "Really?" The "foreigner" was amused by the Chinese youth. "Then—can you tell me about the supply of bicycles and accessories in China..." "Okay." Xu Zhao immediately brought out the quotations, sources of supply, manufacturers and the characteristics of various bicycles in one breath, and talked for 20 to 30 minutes.Especially the prices of hundreds of sources, he blurted out without using a calculator. "Xu, you are amazing! Hey, can I go to your booth?" the "foreigner" said.

"Yes!" When Xu Zhao pulled the "foreigner" who was about to leave the trade fair site back to his booth on the fifth floor, the foreigner saw the surrounding environment where there were almost no people left, and asked curiously: "Xu, are you Is it a family company?" This time it was Xu Zhao's turn to be a little puzzled: "Why?" "Because I know that only those few private company employees who participate in trade fairs in China can be as hardworking as you." Xu Zhao felt a little sad in his heart. He said, "No. My company is a national company. There are also many people in our national company who are very hardworking, and I am just one of them." The "foreigner" said happily, "Okay, I am willing to cooperate with you." In 1995, Xu Zhao completed a personal business volume of 12 million US dollars, contributed more than 7 million profits to the country, and was promoted as a department manager.Because of his great contribution, the company was afraid that he would quit and gave him a bonus of 100,000 yuan more than usual.At the year-end commendation meeting, Xu Zhao said to the company leaders: "Don't worry, I am a member of the Communist Party, and it is my responsibility to earn more foreign exchange for the country. Besides, it is the unit that provides me with the opportunity to participate in the Canton Fair, which makes me Broadened business avenues and horizons.” What Xu Zhao said was from the heart, and the difference between him and those ordinary people who participated in the Canton Fair was his seriousness and study.Of course, there is also his business intelligence full of wisdom. "I have participated in 28 Canton Fairs successively, and I have had many opportunities." The stories that Xu Zhao told us fascinated us "business blind"—— One: Business Card Legend Xu Zhao said that the business card is his "ticket" to enter the door of wealth.In the vast business world, the fate of business lies in the communication between people and information.Xu Zhao regards a rudimentary and simple business card exchange as the first key to a successful business.Usually the average person gets the business card and puts it in his pocket and it's done.Xu Zhao does not.Open Xu Zhao's "private domain", and you will find that there are "business card books" as thick as bricks piled up like mountains.What is particularly eye-catching is that each business card is written with his own handwriting on the types of goods, prices, style requirements, delivery time, etc. required by the guests, and there are even different quantities behind many business cards. The sticky note - there are more personal information on the customer, such as appearance, age, gender, hobbies and even family members, what kind of Chinese food they like to eat... After having a computer, Xu Zhao saved these business card information in the computer, but more of them are still in his mind.His interest in reading business cards is the same as his interest in reading masterpieces, and he often forgets about emotion and time.Xu Zhao can recite many fragments of famous Chinese and foreign books, and he can even call out one of the tens of thousands of business cards to explain the owner's business and personal situation. America's Casino - Las Vegas.The large-scale World Bicycle Expo is held here.On the day after participating in the expo, Xu Zhao was waiting for a bus at a street bus stop, when suddenly his eyes lit up: a "foreigner" who had dealt with was right in front of him.Xu Zhao quickly mobilized the "business card library" in his mind, and then stepped forward to greet him cordially. This is an elderly Ecuadorian businessman.Seeing Xu Zhao kept greeting him, he was a little annoyed: "Why do you always greet me?" Xu Zhao smiled and said, "We are old friends!" The Ecuadorian businessman looked warily at the oriental man in front of him, and took a few steps back nervously: "We, are we old friends?" Xu Zhao stopped moving forward, stood where he was and said politely: "Yes. We are old friends. I am Chinese, we met at the Panama Expo in 1997, and I know you like Chinese bicycles very much Accessories, like you need to..." "Oh—you're China's David Xu?!" "I am." The old Ecuadorian businessman stretched out his arms in great surprise, and quickly stepped forward to hug Xu Zhao: "Xu, it is very difficult for me to find you! Do you know? Since that meeting, I have always wanted to contact you, but I lost Your information, later moved again, and I can no longer contact you..." The old man kept talking. Xu Zhao told him: "Yes. I am the same. I send you faxes and emails every month, but I don't hear from you. Now it's all right, we finally meet again!" "Great! Let's go, I want to have a good talk with you..." The Ecuadorian old man took Xu Zhao's arm and walked to the hotel where he was staying.The two chatted for a long time that night, and the main harvest was naturally business. The trade that Xu Zhao received from this "foreigner" has been extended to this day, and he has always been the largest customer in Ecuador. "One time when I came back from a trade fair, I didn't pay attention to washing the business card in my pocket. Mr. Xu criticized me, saying that I lack sincerity and dedication to my work and my friends." Xu Zhao is now the "boss" of the company , one of his subordinates told us. "This is how I ask my employees. Because business cards are just like friends in life to people engaged in trade. You have to treat them sincerely and cherish the 'one-side acquaintance'. In foreign trade work, there are so many people doing business all over the world. , and scattered all over the world, this 'acquaintance' may become a lifelong friend, or it may be a stranger forever. You keep others in your heart, and your career may be completely changed because of this business card and a 'acquaintance'." Xu Zhao is well-known in the foreign trade industry for his sincerity and friendliness to people (in fact, he is also like this in real life). Part 2: The Legend of Mineral Water and Coffee What is the most popular at the Canton Fair?What is most lacking?Xu Zhao, who is good at observation and careful research, came to his own conclusion immediately after participating in the Canton Fair for the first and second time: the Canton Fair has the most businessmen, and the places where drinking water is the most scarce.Everyone who attends a trade fair is there for business.However, Xu Zhao, who has a Suzhou personality, has his own unique "business philosophy": To do a good business, you must first leave a good impression on the people who do business with you, and a good impression may be accumulated bit by bit. . It was the first time Xu Zhao went to the Canton Fair to see that in the crowded exhibition building, the places where foreign businessmen stay the longest and where people go the most are not necessarily famous companies or grand booths, but those drinking places outside of business. , A place where tea is provided for free. "Remember: You can take less and forget everything, and you must bring more free mineral water!" From the second year, when Xu Zhao and his colleagues participated in the Canton Fair, he asked himself and his colleagues to arrange their booths , this item is placed in the "must" list. "Sir, I'm sorry, I thought you'd like some water." A panting Hong Kong businessman came over and begged Xu Zhao with a smile. "Yes, yes. Our water was originally given to our friends for free." Xu Zhao responded with the same smile and poured a glass of mineral water for the other party himself. "Thank you. Thank you." The Hong Kong businessman sat down at Xu Zhao's booth with great satisfaction, and then drank water comfortably. Xu Zhao came forward to chat a few words in a friendly manner: "What's your business, sir?" "Oh, I make bicycle accessories." Xu Zhao was overjoyed, and asked again: "Is there a master?" "There is a master." Xu Zhao still patiently said, "Welcome to visit us in Suzhou if you have the opportunity in the future." "Suzhou is great! There is heaven above, and Suzhou and Hangzhou below." "Now Suzhou is not only a tourist attraction, but also has a very fast economic development, especially our foreign trade has developed rapidly in recent years..." "Really? But my bicycle business used to be done with Shanghai..." "Shanghai is the bicycle capital of China, and the brand is good. However, there are many parts companies in Suzhou that are suppliers of Shanghai Bicycle Factory. The quality is good and the price is cheap." "Oh? Can you tell us about it?" "Yes." Xu Zhao didn't answer directly, but first filled a glass of mineral water for the other party. After watching the other party moisturize with refreshing water, Xu Zhao skillfully introduced what he knew about the bicycle manufacturing and parts production in Mainland China in his soft and friendly tone unique to Wu dialect... "Wow, how do you know so much, Mr. Xu! Let me have a good talk with you. I also want you to take a trip to Suzhou..." Xu Zhao said humbly and joyfully, "Okay, we sincerely welcome you! Come, drink another glass of water to moisten your throat. Sir must be very tired these days, and his voice is a little hoarse." "No! I didn't find a place for drinking water upstairs or downstairs. I didn't see that you have mineral water here, so... Hahaha, I didn't expect that I also met the best bicycle accessories expert in mainland China !" "Thank you for the compliment. If we can do something for you and your company, we will be very honored." Xu Zhao was still polite. "You're welcome. I am the one to thank. Come on, let's work together to accomplish a few things!" Friends from Hong Kong extended their hands to Xu Zhao excitedly. Two hands clasped together.Xu Zhao gets an unexpected new client. Crowds began to gather in front of the Suzhou booth.Bucket after bucket of mineral water was "drunk" empty, Xu Zhao greeted them with a smile, taking care of the exhibition booth with his colleagues tirelessly, while greeting customers coming and going to drink water. "Manager Xu, look at that European 'foreigner' who came to drink our coffee for free again!" One day, a colleague quietly poked Xu Zhao's arm, and pointed at a European who was sitting leisurely by their booth drinking coffee. merchant. "Last year you said that in addition to free mineral water, we offered free coffee to Europeans. Look at this foreigner. I have been paying attention to him for a long time. Every year, he will come to us for a free drink. Do you want to come forward? Talk to him about business, hey guy, I won’t say a word to you! It’s like we owe him something in a previous life for giving him coffee!” Xu Zhao smiled in his heart, but stopped his colleagues with a serious face: "Don't think so! Since we let others drink for free, we must be sincere and not utilitarian!" After Xu Zhao finished speaking, seeing the "foreigner" The cup was empty again, so he personally stepped forward to pour a cup of coffee with a suitable temperature for others. "Thank you." The "foreigner" thanked Xu Zhao in a friendly manner, then turned his head to the side, not intending to say another word at all.Xu Zhao had no choice but to busy himself with the stall... In the second, third, fourth, and fifth years, this "foreigner" still unceremoniously went to Xu Zhao's booth to drink free coffee, and Xu Zhao and the others also gave him a cup with undiminished enthusiasm. With a sincere smile on his face. "Xu, are you free tonight?" The European "foreigner" who had drank free coffee for five years suddenly tugged on Xu Zhao's sleeve the moment he put down his cup. "Available! If you need anything, sir, I will try my best to help you." Xu Zhao quickly replied. A luxury hotel in Guangzhou.The "foreigner" finally showed his "card": "Xu, I have participated in the China Canton Fair more than ten times, and I have come to observe you for five years, you know?" Xu Zhao was a little surprised: "Really?" The "foreigner" nodded mysteriously, and said with a smile: "I also want to tell you and your company: In the past five years, your coffee has not been given to me for nothing..." Xu Zhao was a little puzzled: "What do you mean, sir?" The "foreigner" took out his business card, "This is my business card, my company is..." Xu Zhao took the business card and looked at it, and almost shouted: "Wow, sir, you are a famous bicycle merchant in Europe..." "Yes. I am." The "foreigner" changed his status as a guest: "Xu, today I want to treat you to drink the most famous Brazilian coffee in the world! Come and taste it." "Great! The real king of coffee!" The strong aroma of Brazilian coffee exudes an intoxicating aroma. The two business leaders, one old and one young, talked all night amidst the strong aroma of coffee. Intimate confidant, successful business cooperation is getting bigger and bigger... Part Three: The Legend of Baike The beautiful Guangzhou night is extremely charming.Those who participated in the Canton Fair were exhausted all day, and most of the domestic participants either found a restaurant to "refuel" to satisfy their hunger, or enjoyed the beautiful scenery of Yangcheng by the Pearl River.But at this moment, after taking a bath and taking care of himself carefully, Xu Zhao is haunting the hotels and restaurants where foreign businessmen are staying... "Mr. ××, are you resting now?" "You are……" "Oh, I'm Xu from Suzhou Minmetals Import and Export Corporation of China..." "Xu? What's the matter with you?" "It's like this: our communication at the exhibition during the day has just started, I would like to use some time now to further introduce some details that Mr. is concerned about, so that you can better understand and grasp it. Do you think it is okay? If it is convenient for Mr. I am waiting for you in the coffee shop downstairs..." "Very good. Xu, I'll come down right away." In the coffee shop, Xu Zhao and Mr. ×× shook hands and chatted amidst fragrant coffee and relaxing music. The atmosphere was natural and harmonious. Half an hour later, Xu Zhao returned to the hotel where he was staying, and his colleagues surrounded him: "How is it, it's done again?" Xu Zhao's face was full of joy: "It's done. Another big family!" "Manager Xu, you are amazing!" Colleagues applauded and shouted that Xu Zhao must preach the scriptures. So Xu Zhao said: There are so many stalls and so many merchants in this fair, just like when we buy things in a big shopping mall. In addition, after the waiters and salesmen at each counter tell you how good their products are, you will often change your original plan, or be dazzled by the colorful goods.Foreign businessmen participating in trade fairs in China are not much different from our shopping malls.What's more, in the eyes of "foreigners", we Chinese all look alike.He talked with Zhang San at the booth during the day, and when you Li Siyi appeared in front of him, he thought he met Zhang San again... "Hahaha... Manager Xu, did you just pretend to be that 'Zhang San' to make the 'foreigner' faint?" After the colleague understood, he made fun of Xu Zhao. "The merchant just now really didn't think 'Li Si' was 'Zhang San'." Xu Zhao couldn't help being happy, and said, "He is a merchant from a Western European country. A few days ago he was in the exhibition hall with A foreign trade company in a certain city has negotiated a very good business. It is well said, and the two sides will have another negotiation this afternoon. But the foreigner waited for a long time but no one came. Later, he couldn't wait, so he went to The company went to the booth to look for someone. Unexpectedly, there was no one in the booth except for one keeper. The foreigner asked where the manager who was talking to him the day before yesterday had gone, and the keeper had no choice but to say Truth: It turned out that his boss did not come back from Zhuhai. The foreigner turned his head and went back to the hotel. When I went, he was preparing to buy a return ticket to return to China! No, I appeared, and I was with him again It introduced the situation of our company and the Chinese business situation that I know in detail. After hearing this, the foreigner’s face changed from cloudy to sunny, and we quickly forged a fate of cooperative business..." "It seems that visiting guests can really get twice the result with half the effort." Colleagues were not without emotion after hearing this. "No. It is said that the customer is God. Every customer at the trade fair is God to our suppliers and a potential partner. Of course it is best to sign a contract at the trade fair, but many merchants come to the transaction site Just for the purpose of shopping around, coupled with the atmosphere of the trading site I just mentioned, the probability of signing a contract is far lower than the success rate of visiting customers. The reason is very simple. At the trading exhibition site, he was a merchant There may be dozens or hundreds of suppliers and candidates. When you visit a customer, you are one-on-one with him. This one-on-one, with a pair of dozens, a pair of hundreds, needless to say, The former must have a high chance of success!" Xu Zhao deserves to be a doctor of philosophy, and his business philosophy includes the basic epistemology and methodology of the objective world. It turns out that the mystery of visiting guests is so and so!Colleagues suddenly realized. Baike is Xu Zhao's "precise weapon" to win the business smoothly. Although it has no special skills, it can be accurate and powerful. If it is very sincere and patient, it can usually achieve the effect of nine out of ten shots. Different merchants visit in different ways, which is another part of Xu Zhao's "visiting" art that is very particular. "Brother Xu, feel my pulse." A colleague asked Xu Zhao: "I used to be considered a good player in the business field, but in just a few years, my business volume has dropped from tens of millions to several million. Hundreds of thousands, tens of thousands... You said those bastards used to come to beg me, but after I fed them and fattened them up, they left me one by one?" Xu Zhao smiled and said: Brother, do you know where your problem lies? Where is it? It's because you don't treat new and old customers consistently.Xu Zhao said, yes, I noticed that you are really good at cultivating new customers, and you have also made great efforts in this regard.But you should know that old and new are relative. All new customers are new customers today or this year, but they will be old customers tomorrow or next year.New customers generally like to compare our exporters and suppliers, and they tend to give up or leave at any time during this non-stop comparison.Old customers usually have some friction with you.When there is friction, you feel that they are not as easy to deal with as new customers, so you tend to treat old customers negatively.But at this time, you made a fatal mistake, because despite the fact that the world is huge and there are thousands of businesses, in fact, all the new and old businesses in the world are just like a chain, and they are connected together after all.If you connect one section, but break that section, the final result can only be that all the links are lost.Do you think that there are really so many different customers with different skin colors, different languages, and different nationalities from the Fair?Wrong, in fact, they are the same and interlinked.An Arab may not speak English himself, but there will be his partners who can communicate with Europeans in English. When they greet each other, they say, hey, don’t do business with this supplier, he can’t.When another African businessman found out about the situation from the Europeans, he would tell his African business friends that he heard people say that this Chinese supplier is not very good, so we don’t want to do business with him. Are you finished? Not really.The friend lowered his head heavily, pondering and recalling Xu Zhao's words... Therefore, some people say that business is the same as love, and only sincerity can win the most precious and permanent.I think there is some truth to this statement.Xu Zhao has always asked himself and his subordinates that regardless of whether the clients are new or old, they must be treated with equal importance.Especially when dealing with old customers, we should sincerely listen to or ask for their opinions when dealing with those old customers who have had business friction.In the business world, it is most taboo to regard friction with customers as trouble. If you really regard friction as trouble, then it is really trouble.Old customers have opinions and views on you, or do not want to do it with you again after doing it once or a few times.At this time, the best way for you is to visit the guest seriously and sincerely, and let him say what he wants to say.You must try to get him to say everything he wants to say. The more thorough and ugly he speaks, the bigger and longer your business with him may be in the future.Xu Zhao went on to say, do you know what the key is?Is it you and me that the suppliers have really seriously studied and improved the problems raised by these customers! Rather than saying that Xu Zhao is educating friends and colleagues, it is better to say that Xu Zhao is educating himself through profound experience and lessons. Through participating in the Canton Fair in the first few years, Xu Zhao has accumulated a lot of old customers, but what makes Xu Zhao puzzled is that a considerable proportion of old customers either leave him later, or the number of orders is declining.Xu Zhao discovered the crux of the problem during the visiting process: Chinese mainland exporters are far less meticulous in terms of service with foreign businessmen than Taiwanese businessmen, so many foreign businessmen would rather go around from Taiwanese than directly ask for goods from Chinese mainland exporters . "It's natural to want to make money in business, but you can't just think about making money in business, you have to understand the feelings of your trading partners." Xu Zhao was deeply touched by the words of an "old foreign trader". Where is my problem?Xu Zhao was puzzled, and made "visitors" to old customers time and time again with a sincere heart.This is not only a kind of etiquette to humbly absorb opinions, but also a business link of sincere cooperation.Xu Zhao finally understood that the difference between himself and Taiwanese merchants lies not only in the complete information they provide to customers when they first deal with them, but also in their thoughtful and meticulous service in every link during the trade process. After the goods are shipped, the customer will be notified immediately, which day and time the goods boarded, which ship, when should they arrive at the destination, what should be paid attention to when receiving the goods, etc. comprehensive. "Doing this will make the other party feel that you have been serving him and thinking about him, and he has subtracted many unnecessary cumbersome and troublesome things from him. Westerners, especially Africans, would like you to do this for him the most. He treats you like this. This kind of customer is the most reassuring, and the result is that he will leave the best business to you, even if a product costs a few cents or a few yuan more, he is willing to give it to you." What Xu Zhao gained is not only the counterparty needs, but also put more wealth into the country and the unit. "It was the first time I did business with Singapore Nanhua Company. The client told me how detailed the documents of Nanhua Company were. At first I didn't believe it, but it turned out that it was true. Singaporean businessmen, like Taiwanese businessmen, are very particular about the details of the business process. That kind of meticulous and thoughtful. Since then, I have paid great attention to learning from them, and I have also asked my colleagues in the company to learn from Taiwanese and Singaporean businessmen, and the results are very obvious. Later, I got sweetness when doing business with Indonesian businessmen... " Tell us: "China exports a lot of baby carriages to Southeast Asian countries such as Indonesia, but several times we found that after doing business with a certain Indonesian merchant, they changed people and did not do it with us. Only after visiting customers did we know that Indonesian merchants provided us with I am not very satisfied with the color of baby carriages. The quality of Chinese baby carriages is not a problem, but a single bright red and sky blue cannot meet the needs of foreign children. Children like bright colors like pink, light green and bright orange. This is one of them. The second is the Indonesian customers who do business with us, most of them are old overseas Chinese. They are usually embarrassed to tell us that they have to give the order to other suppliers and it is over. This has educated me deeply. So I We adjusted our strategy and tactics in a timely manner, shifting from looking for customers to not only grasping customers, but also grasping information feedback to customers and continuously improving our service quality. Make sure to visit customers once every season—this kind of visiting activities is not only for trading The meeting was held, but it may be to go out and invite in. We will know in a timely manner what are the advantages of our exported products during the visit? What is the market expectation? How is customer satisfaction? What problems exist? What should be done? Time, how to improve, etc., is a complete market survey. With this kind of detailed and true first-hand information, the next thing to do will be targeted, and the benefits of trade will be multiplied.” From the beginning, the Canton Fair seemed to Xu Zhao an institution of higher learning that did not issue diplomas and degree certificates. There, he absorbed water like a sponge, and like a dragon leaping into a pool, the more he learned, the more his business grew.Later, the number of booths set up by the Suzhou foreign trade system increased from two to three to five, ten to eight, and up to twenty or thirty.As long as Xu Zhao sits there, there will be a lot of businessmen, and there is always a long line of foreign businessmen waiting to sign contracts with him... This is a kind of recognition of wisdom and affirmation of integrity. Embodies a heart and emotional affinity. "China's reform and opening up has only been for more than 20 years, and the open foreign trade period is even shorter. However, officials and businessmen like Xu Zhao can be widely recognized by international counterparts. We admire his personal charm." A European businessman sincerely sighed . Xu Zhao entered the international foreign trade business circle and ruled the world in just a few years. The source of his strength lies in his unremitting learning and hard work. He is an expert figure.And this kind of learning and enterprising way and uniqueness also fully reflect the unique advantages of Suzhou people. If this advantage can be identified by a term, it is the unique business conditions of "Suzhou businessmen".His characteristics are: open-minded and eager to learn, diligent and hard-working, pursuing delicacy, striving for comprehensiveness, paying attention to face, and emphasizing actual results. Undoubtedly, Xu Zhao is one of the most successful "Suzhou businessmen".But no, he is a "doctoral businessman"!However, "Ph.D. business" is not a concept. His success and brand come from the result of Xu Zhao as a Ph.D. scholar's understanding and laws of business, business conditions, and the real world. There is no success in the world without doubling the efforts of others, and there is no brand that can be created without tempering.