Case

I’ve been working in a trading company for a year and a half. Previously, I mainly helped salesmen to do some auxiliary works. Since last month, I was asked to contact my clients independently and be responsible for the export of the South American market. But it may be because I just took over, the client is not trusting me enough. They still go directly to the former salesman or find my manager if they have problems. This makes me feel a little lost and has no sense of achievement. How can I gain the trust of my clients asap?

Analysis

The sophisticated foreign trade manager has its own unique means and style in controlling the client, which is really hard to learn. Plus, you are a novice and unfamiliar with clients. So, it is difficult to establish a close relationship with clients and let them trust you in a short period.

To get a client’s trust, the most important thing is that your work can create value for him. Only through your professional quality can you build up his trust with you. You should try not to make mistakes, and even do better than the seniors in some aspects. In this way, the client will feel that you are a reliable person. If you can’t give a satisfactory answer when he needs you to solve the problem, the client will not trust you naturally. In this case, he will certainly look for the former salesman or your leader.

Once, I was in charge of a client with a colleague. At the beginning, I took the main responsibility. Later, I made my colleague become the main. In a technical confirmation of order drawings, the colleague and the client had different understanding. When confirming the technical details, the client sent an email at 04:30. But my colleague might not have seen it, or wanted to reply it the next day. However, the client was in a hurry. He couldn’t contact my colleague by calling. So he found me. Then, I contacted the supplier and explained the technical problem to the client. Afterward, he didn’t want to email my colleague but me. This was because my colleague is not familiar enough with some technical aspects. Besides, he may not do well enough in terms of communication timeliness and service awareness.

In addition to working hard with good service, some communication outside the work is also needed. For example, when clients visit your city, you can accompany them shopping or sightseeing. Also, you can prepare private gifts, dine together, and talk about topics of common concern, such as music, football, etc. These are also good for building friendly relationships and trust with clients.

There is no need to be worry. As long as you try to do it with your heart, success will come when conditions are ripe.

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