Every year, my main customer would come to China several times and visit the company I work for. Everytime, I need parepare carefully for receipt the customer to the best.
Now for this week, I plan to write sth. regarding this kind of preparation and also some review. Hope it would help someone who may face.
Usually the customer would email ahead of 1 month to inquire if the time if proper for us. And then we would prepare the invitation for they applying for the visa to China. When the time is confirmed, a shedule would be sent to us for our prepartion. Then I will start collecting issues need be prepared for the related departments.
Then for my own part, I will check emails recently and see if any item could be proposed to the meeting when his visit. This is not difficult.
I would share with you the most important part. It is the prediction.
Predict what the customer would have interest, what he propses, what he would doubt.
Predict the whole proceed and try to make the schedule as detailed as possible.
Prepare the sentences you would present for the meetings.
Also there is the difficulty that when predicting it can't go to the end throughly. And you need conquer the ideas you have thought. Usually what you have thought is wrong in someway.
Here is the prediction I made as my best.
Firstly, it would be the business review.My client would introduce himself to the SF team.
A,B are my clients' name and Y is their company name.
Hello, everyone. Thank you very much for your great hosipitality. I feel very happy to be here. And I have heard a lot from A about your team. And how great you are. Now, today I come and see you all. Thank you very much for you have done for Y.
Then B would say: Thank you all. Now for 2017, Y have placed more than 26million more to SF. And we would have great cooperation with you. SF are the mainly supplier of Y in China.
Then I also predict their visit schedule.
He would arrive in 4:00PM in one day. I need notify the driver to pick him up 1 week ago and let driver know the address and phone no. if necesary. If he is the new client, I need go together. Otherwise, the driver could make it. How could you imagine? The driver in our company could speak in English very well for the daily English. It is really a dish for him to pick up an foreigner.
Then when he comes, we will have a dinner together. It is no business but only the greeting for each other and share the recent interesting things. While closing to the end, I would confirm with him for the time to pick him up for the next day to visit the company.
Ok, so it would be the first day to get into the working time. It would be businees review firstly, then factory tour. The factory tour would include the workshops, warehouse and EO sterilization workshops. In the proceed, you need introduce him what we have updated for the facility or we have any new products. One point in this step is giving your full attention on him and reflect quickly to him if finding he is interested on anything. Before his visit to the workshop, of course I have notified for the director in the workshops to get ready for the visit. There are always sth. need be prepared before being inspected in some format.
And now I have the Review of my client's visit and factory tour. I took several most impressive points to share.
Firstly, communicating with my clients is really important. Though you have prepared the schedule, you still need check with your client before the meeting start. Due to the aim for this visit, my client confirmed with me that no need to invite the related departments to join the meeting. Only the sales and boss are enough. It is only to let his boss to know more about our company. Due to the rush, I forgot to notify one colleague for this message. So make a note here that no matter how urgent the thing is, you should behave in order without any feeling of rush.
Secondly, I am really not good at talking.Though I have prepared a lot, in the meeting I still could not talk much but only reply one answer to one question. And there is not any quote I could use to make a long speech. As well as it is when I am introducing the company to my client. I only could read the content on the PPT. Thanks to my leader was in the meeting. He helped explain more.
Took one point for example. Here was the pic of view of our factory. It is a general pic. of different parts of our factory. I could only start to introduce from the road, the door, the office building. And what? It was a blanket in my brain. I did not predict this part. I have thought as long as I saw the pics I could make the speech frequently. Actually, it was not.
Here were my leaders's words:
The left part is the warehouse, while the right is other warehouse. We were group members. After the warehouse, it is the EO plant. And here is the office building. In front of the building, it is the cantine. And there is the library in the second floor. Besides, it is the dormitory.
I forgot the words to descbribe the reception place of the company.
Thirdly, I appreciate every chance while my customer visits us. It is a good time to learn more.
Here is the example for your reference. It was the smart answer from my boss to the cunning question from my client.
The question was now you have got know the price pressure we got from our group. Do you also the same situation from your American or European market?
The reply is this. My boss did not answer the question directly. But he made a story for us. He said for the last time, one client visited our facotry and commented it was the best factory he had seen in China. My boss got this great comment and felt happy. But he still replied that we need follow the market though we had the great environment of the factory. We could say due to we have a good environment and we have to rise the price.
At the beginning, I quite could not get what he was talking. But soon I was impressive for his smart.
Predict and review, they are really important and could make you go further in your field.
Keep writing is a good thing. Good night, friends.
真是奇葩了 22:29