Where are the personal experiences of successful people?

Jade, the moderator of the Foreign Trade Forum "Foreign Trade Documents" edition, graduated from high school and entered the foreign trade industry in 1993. At first, he just worked in the company's foreign trade warehouse. Today, more than 1 years later, he has become a SOHO person with rich experience. (1) Basis of foreign trade for many years In QQ, Jade was so funny. After chatting, he entered the topic: "I worked in the company's foreign trade warehouse in 1993, and started to make documents in 1995. Although I made documents, I basically did the whole foreign trade process except receiving orders. From arranging production plans to following orders and making documents, in addition to handling tax rebates, I should track the whole order process and keep abreast of trends." At that time, the salary was very low, but the work was very hard. Jade took the position of four people alone. In addition, I often suffer indignities. No matter how well things are done, it is only the credit of the leaders. If there is a slight mistake, I will be demoted to nothing. Jade, who is particularly careful in his work, is very patient in doing things. As long as he passes through what he has, he will not make mistakes, which makes him well received in the local foreign trade industry and his work is smooth all the way. At the end of 2, Jade left the company where he had worked for 1 years because of the inverse ratio between income and pay. Although he was reluctant to give up, he did not hesitate. It seems prescient that the state-owned enterprise where he once worked has been sold as a private enterprise this year, and 5% of the workers have been laid off. (2) From documents to SOHO, we have many years of foreign trade foundation. After Jade left that company, he equipped himself with a computer, a fax and a telephone, and joined the SOHO family that just rose in China at that time. Then the reality is not as smooth as expected. Jade, who just came out, did not know that the products of the previous company were aging and the sales had declined because of insufficient estimation of the market, and still stood in the same place to promote the products of the old company. After 6 months, I found many customers on the Internet and received many inquiries, but there was always no news after the counter-offer. This situation lasted for half a year, and Jade finally found the problem, because his place was the hometown of tools. Before leaving the original company, many small factories appeared, and the price competition was fierce. Without certain skills, SOHO would be difficult to do. So he adjusted the pattern in time and searched online for some best-selling and difficult products. After reading a lot of foreign websites, Jade discovered that he had been sitting on the sidelines all the time. He never knew that there were so many tricks in his line of work, and the products of his original company were just fine sand in a small corner, and it was a part with fierce competition. Therefore, SOHO people were caught in it and could not survive at all. After Jade selected some varieties, he began to look for factories to learn about the products, their uses and usage methods, and often went to factories to learn from them. In the process, he learned and promoted them. In the following two months, when customers started to make inquiries, they would ask some very professional knowledge. At this time, Jade was able to answer questions from a professional perspective, which made the guests very satisfied. My first client said to me,' You are a professional, and we have the possibility of cooperation'. At the end of 21, Jade's first guest indicated that he would place a trial order. Jade got the first order in early 22, 3 dollars. SOHO career has officially opened since then. Recalling the days when there was no order, Jade still remembers it vividly: "At that time, I was very anxious and in a bad mood, but I always believed that my efforts would not be in vain and I would definitely spell it out. Therefore, I will not give up and will not give up. I have been working hard and finally got it out." Man is a selfish animal. People in Jade's original company thought that he was doomed to failure, and they were all waiting for a joke. However, Jade proved himself to everyone with a drive and persistent heart. (3) Wonderful SOHO History In the first half of 22, he made three customers from the Internet, and many others just wanted catalogues. After sending them, there was no news. "I summed it up, the average person wants a catalog, and they just take it for reference, and they don't necessarily cooperate. At this time, I noticed that anyone who wants a catalogue will not send it, just say that the catalogue is used up and needs to wait for a new catalogue to come out. Samples can be provided, the courier fee is paid backwards, and orders are returned. " At this time, Jade started to build a website, and at the same time, his first American customer started to contact him. The American guest said that there was no problem with the above conditions. After the quotation was passed, she sent samples. Before the website was ready, the guest placed a formal order of $7,. After resigning, this is the first order with a slightly larger amount. When the payment is delivered, the customer asks for permission and deducts a courier fee of 2 US dollars. In September 22, the website was completed, and a guest came to make an inquiry. Jade recommended him to look at the website, and the order was closed after about one month of communication. This is the first order after the website is completed. Business is also getting better from this moment. In 22, * * * made about $25,. Although the number was small, it gave Jade countless confidence at that time. (IV) SOHO experience For now, many people are arguing about whether to know the product before looking for customers or whether to find customers before getting familiar with the product. Jade has his own views. "First of all, get to know the product market, find out the product direction, and then ask the factory for advice, learn product knowledge, and don't know the product. You can't sell it to customers. In the first half of 22, I made a few small orders, but as long as it is Taiwan Province and Singapore, several customers are basically not real foreigners, so I have to learn from the factory with an open mind. After several months of hard work, I really learned a lot and opened my eyes, and found that I was really sitting in the company. Jade believes that SOHO will be better if you have a certain foreign trade foundation. Because the time is longer, the foundation is deeper, the operation of SOHO is easier, the more familiar with foreign trade processes, the better, and the more knowledge of products, the better. It is also good if you can have your own guests. Nowadays, many people who come out of foreign trade companies will take their own customers out to do SOHO. "When I came out, it was the most difficult thing. It turned out to be a documentary and documentary. I didn't have a customer and started from scratch. A solid foreign trade foundation is very beneficial to SOHO, and I have a deep understanding. I stayed in this industry for 8 years before I came out of SOHO. I worked in the warehouse for 1 year, finance for 1 year, and then documents and documentary for 6 years. If it is a workshop, it is 1 years. " "If you are only familiar with a single product in the workshop, one year in the warehouse means that you are very familiar with and understand the products of the whole company, then the documents and documentary, and then you have a further understanding and deepening of the foreign trade process and products. My only advantage is that I am very patient in doing things, so before I came out of SOHO, I had enough knowledge about products and foreign trade processes, and I had a little foundation in my heart, which gave me a little courage. Nowadays, many people have just come into contact with foreign trade. Seeing that many people have become SOHO, they think it is a fashion and join it. Maybe some people are lucky and try it, but after all, it is only a minority. Doing anything requires a process, a solid foundation and a gradual process. I have heard that Jade has handled the relationship with the factory very well. Jade smiled modestly: "I came from the factory, so I understand the factory's difficulties. Under normal circumstances, as long as customers don't kill the price too much, I won't lower the factory's price, even if I sometimes earn very little." I know, a penny for a penny, the price is low, nothing more than poor quality, the price is too low, I would rather not do it, the money can be earned slowly, I only make medium and high-end products. Sometimes, it's inevitable to drive away customers, but that's something that can't be helped. I don't want to make only one order. What we want is to make money alone. I can give up any order of $15,. What I pursue is to win steadily. To be a SOHO, you should have stable collection, stable quality and good service, otherwise, how can you stand firm in this place? I won't do it if the payment is not guaranteed. If the customer's price is cut too low, the quality is not guaranteed, and I won't do it. I will try my best to do what the customer asks! " In foreign trade, it is inevitable that guests will complain about product quality or other problems, and Jade is no exception. However, it was only once: "the problem is not me, it is the customer's own cause." He said he would pay for it. I said it was natural for me to pay for it, but I made it very clear when I made the proforma invoice, and you confirmed it. When I received the goods, I said I couldn't. That's not my problem. Of course I won't pay for it. I haven't done it for nearly a year. Recently, I suddenly placed an order to prove that my service is definitely better than his new supplier. Because I stopped for a year, I suddenly came back to me. " Among them, although the relationship with the guests has become very stiff, Jade still keeps in touch once a month to say hello. All guests are like this, so that guests can understand that Jade will remember them whether they do business or not. "There was a customer who didn't place an order for half a year. I sent him an email on Thanksgiving Day, that is," Happy Holidays "and so on. After the holiday, I suddenly placed an order." General middlemen will have a headache for their customers to look at the factory. Jade has his own opinion on this: "We are from internet trade, and we seldom have customers, which is an advantage. When he comes, he is basically familiar with it. It doesn't matter if he takes it directly to the factory. There are several customers who are like this and there is no problem. There is even a customer who came to China and went back to the factory he found later. The order was also given to me to do together. The order received today is the same, but I rarely have customers. " In the summer of 24, Jade met a customer on the Internet, communicated for a month, and placed an order of more than 1 million for a single variety. This is very rare for internet trade people. "The key is my familiarity with the products. He came to see the factory. The goods were finished in three months, and the money was basically in place. I can answer all the product information he needs to know, what he knows and what he doesn't know, so we must be familiar with the products, and we must convince our customers of the products. Never let customers think that you are a layman. " (V) Message to new SOHO entrants "SOHO has developed rapidly in China, and many friends from foreign trade companies have come out to do it. I hope that friends who have embarked on the SOHO road and are ready to embark on the SOHO road will have a good trip and smooth sailing! In addition, I also wish the friends in the Foreign Trade Forum a Merry Christmas and a Happy New Year! In 25, I hope everyone will take more business and more orders! "