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 |
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
