Quote:
Originally Posted by En. Apai
Kekadang kita jumpa trader, lagi bagus jumpa manufacturer. Apapun dua2 kalau genuine pulun jer.
Asalnya saya konpius steps. Ok, dah klear water sikit. Saya cuma nak
pastikan steps yg dibuat nanti adalah steps biasa. Taknak nanti tersalah
minta dokumen yang exporter rasa pelik.
Jadi steps supplier's verification dengan minta latest BL dan company profile adalah common. Ini akan digunakan.
Satu lagi, consultation agreement tu sesuainya buat immediate selepas
supplier disahkan ke atau tunggu bila dah ada buyer baru approach
supplier deal dgn term.
Keasnnya kalau deal dulu (immediate), mungkin ada lag time, buyer masih
tak dapat tapi supplier dah asyik tanya2 takda buyer ker? sebab supplier
mesti ingat kita ni full time fokus cari utk dia.
kesan kalau deal bila dah ada buyer, mungkin buyer kena tunggu hanya
selepas supplier agree dengan term, delay nak bagi senarai supplier.
Mungkin juga hanya contoh 2 dari 5 yang respond awal, yang lain tu
lambat respond. kita mungkin terpaksa bagi 2 list dulu takut kalau
lambat sangat buyer dapat lain.
Minta pandangan Abg Bear dan kawan2 yg dah ada pengalaman. TK
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For first time suppliers - we don't know them and they don't know us.
Pushing them for a formal agreement immediately is not really
recommended. It is just common sense. Nobody in their right mind will
ever sign a formal agreement with somebody they hardly knew. Would you
sign a formal agreement with a total stranger? (look at page 13, The
300K Manual)Some of them might be offended if we push a formal agreement
down their throat so soon.
For the first few deals, it is better to go on a "per-deal" basis as
both parties are still new to each other. Letters are normally used for
"per-deal" cases while formal agreements are usually used for
longer-term cases.
After completing a few deals and if you are comfortable with them (and
vice versa) then you can start to ask them about doing a time-based
consulting agreement with you. At this stage it will be easier to tackle
this touchy subject as both parties are already familiar with each
other. You know that you can trust them and they know that you are able
to bring them good buyers on a regular basis. The scales are already
tipped in your favor at this stage.
So this is how we normally do it in the office. You can find this tactic
in the "Advanced Series Volume 10 - The Secret of the Monkey’s Fist".
This is how we do it.
We tell them that we will do it step-by step. Then we make this offer to them.
Tell them that as a goodwill gesture we will bring 2 new buyers to them.
For each of the buyer the deal will be will be a one-off deal, no
repeat payments yet. Tell them that instead of a formal agreement, it is
enough for you if they can just issue a formal fee-authorization
letter. Show them the sample letter in the 300K Manual - page 73, Sample
Letter 6. The important points to be mentioned in that letter are
1) how much they will pay you(the percentage) and when they will pay you
2) how they will pay you
You are effectively baiting them to agree to pay you. It doesn't matter
that the two deals are just one-off deals. We want to show them what we
can do and we want things to start moving.
After the two deals are done then we can approach the supplier again.
This time we already have a track record with them. They know that we
can do the job for them but most importantly we also know that THEY can
also perform and do their job well.
This is the time to ask for repeat payments for other buyers which you
are going to bring to them in the future. And this is also the time to
use the formal agreement included in the GPC Full Course.
If you look at the steps in the 300K Manual we started with just formal
letters to make it easier for those who are new to GPC. This is to
simplify things. The second stage will be to get a formal agreement with
the supplier. But by all means if you can get to the formal agreement
directly then go for it. It depends a lot on your supplier. You must
also do your homework on your supplier.
Soal supplier dah asyik tanya2 takda buyer ke - just tell the supplier
we are looking for a good buyer for him and this takes time. Tell him
that we also have to do our homework because we do not want to waste his
time with unreliable buyers.
Atau kalau nak buat style Nabil masa dptkan first client dulu tu pun boleh jugak.
Ask the supplier TWO(2) questions
1) If we can bring a buyer to you how much(% of the contract value) are you comfortable to share with us?
2) If we can get you a buyer who is willing to commit to a long-term
contract(2,3 or 4 years) how much(% of the contract value) are you
willing to share with us?
The answers/figures should be different for those two different situations.
Notice the word "share" here. Never ask for a fixed figure or ask them
how much they can give us. It gives them an upperhand/advantage. By
"sharing" we are positioning ourselves as an equal partner in this
venture. Banyak psychology kan dalam GPC ni?
We learn about people, approaches, tactics, buying triggers, etc so
that things move in our direction and to our advantage. This is why GPC
consultants make more money than agents or brokers. But you need to read
a lot to learn these things. Those who don't like to read can never do
GPC, as simple as that
