How to do business by contacts?

Poor people: nowadays, the society, strength is the most important, as long as there is strength, no one need to rely on.

Wenzhou people: China's society, talking about favors. Strength is of course very important, but also can not ignore the relationship. A good man three help, do great things, more important to talk about relationships.

Timing is not as good as location, location is not as good as people and people's connections are the key to success and wealth. A person's power is always limited, some people say that 30% of success on their own, 70% rely on others. Network is wealth, everyone is the need to use the power of others to realize their own great dreams. v After the reform and opening up, hundreds of thousands of Wenzhou people around the country to promote products, the popular two phrases are: "the first personal relationship to get done, and then do business." "As long as there is a relationship, there is no more relationship."

Wenzhou businessman Huang Liangming went into business in Chongqing in 1987 and is now the owner of Chongqing Jiefang Guotai Communication City.

Huang Liangming was originally in the eyeglasses business, and after 10 years of hard work, he set up Guotai Technology Development Co. Later, with the development of the communications industry, in the first half of 1999, Huang Liangming fully transferred to the communications business. Needless to say, the hard work of starting a business, Huang Liangming still put the relationship in the first place. He told a story: at that time, he went out usually carry two packs of cigarettes, a pack of more than 4 yuan "Red Tashan", which is used to entertain others; the other pack is more than 1 yuan "Shancheng", which is their own smoke.

See, in the eyes of Wenzhou people, interpersonal relationship is how important. Respect for others is more important than oneself, which is the reason why Wenzhou people can get the trust and help from others. For their own development, Wenzhou people are constantly weaving a network of interpersonal relationships and relying on this network to develop their own careers.

In 2004, Wenzhou's famous printing equipment dealer Li Fangyuan decided to move to Nanjing. But how to carry out business in this unfamiliar place?

Li Fangyuan has his own set of methods, which is every Zhejiang businessman's way of doing business.

First of all, he figured out the whereabouts of a large number of Wenzhou people doing business in Nanjing, and then door-to-door to ask them to undertake a little business for them, pulling open a "hometown network" of several hundred households.

Then, he used the national private enterprise work conference held in Wenzhou, the opportunity to get acquainted with a lot of Nanjing merchants, especially with the industry-related customers.

Finally, he began recruiting in Nanjing.

In the process of marketing products, Li Fangyuan encountered difficulties. Because of the negative impact of the poor quality of "Wenzhou goods" years ago in the minds of the people of Nanjing is y imprinted, his products can not enter the middle of the Nanjing people at once. However, Li Fangyuan is not worried, he just patiently waiting for the opportunity.

Li Fangyuan finally waited for his chance.

At the National Printing Materials Exhibition, he asked many experts to introduce his products and gave them to enterprises for free. Through this move, domestic enterprises know the quality of his products, in the product quality reputation, product recommendation is much easier.

Now, Li Fangyuan's company doesn't have to sell door-to-door anymore, and their products have established a good reputation in Nanjing, where customers come directly to them and the company is starting to make a profit.

From market development to profitability of this process took less than a year, which makes many people feel a little incredible. In fact, it is by virtue of this ability to expand contacts, every Wenzhou businessman wherever he goes, are able to quickly take root in the local, sprout until the blossom, the results.

It is this kind of extremely important network of psychology, let these Wenzhou people in the sea business has achieved great success.

"They were able to know information about Beijing, Tianjin, Guangzhou and even foreign markets, and it was through this social network that they went to collect it." Wang Chunguang, a researcher at the Institute of Sociology of the Chinese Academy of Social Sciences, said.

Wang Chunguang, a researcher at the Chinese Academy of Social Sciences, said at a forum on "Wenzhou Merchants and the Wenzhou Spirit" at the World Wenzhou People's Congress on Oct. 11, 2003:

"Traditional interpersonal relationships are the most convenient, economical and reliable resource for solving this problem. The Wenzhou people rely on their relatives and friends in this way, relatives help relatives, relatives help relatives, accumulating a small amount into a large number, and gradually become rich.

"For a long time, the development of Wenzhou has not been a strong economic support from the top government, but mainly from the power of the Wenzhou people. What is the power of the people from? Wenzhou is a place with a lot of people and little land, historically not very rich, and private capital is not strong. However, it is in this case, wenzhou development, wenzhou model, wenzhou people rich, and go to the country, the world, and even appeared in the field of wenzhou people economic strength over the local wenzhou people. Its foundation is relying on social relations resources above the civil finance, civil organizations and civil interaction, we can call it civil power, family, family, relatives and friends, neighbors and townspeople, civil lending, mutual aid, etc., is every Wenzhou people must rely on the power of civil society.

"I have talked about in a book, according to the technical level of the market to measure, Wenzhou people in a very low level, there are a lot of people are still illiterate and semi-illiterate, but they are able to break into the world, but also can break out of a world, this is the Wenzhou people admirable, convincing place. So what do Wenzhou people rely on? Society has a variety of explanations for this, such as Wenzhou people can bear hardships and stand hard work, for example, Wenzhou people shrewd, bold and so on, these statements have their own local reasonableness, but there is a point is often overlooked, that is, Wenzhou's spirit of solidarity and mutual assistance. Sociology has a very popular concept called social capital, the so-called social capital, is the social relationship resources to use, in order to improve the ability to survive and develop. Social relationship resources are like currency, social capital is like currency is used to invest in a relationship resources, to a large extent, the reason why the people of Wenzhou to break into the world, by virtue of their full use of their own social relationship resources. Turn it into their social capital."

Relationship marketing is the process of creating a closer working and trusting relationship between the two parties to a transaction, and with a good relationship established, you can do business left and right, like a fish out of water. As Chen Min, president of the Wenzhou Clothing Chamber of Commerce, said, "This net is the biggest advantage of the Wenzhou people, and no one else can buy it by spending more money."

In Wenzhou, a big expense is the cost of favors. On New Year's Day, every Wenzhou family spends more than 10,000 yuan on favors. Friends and family wedding gifts, out of more than 1,000.

Wenzhou people believe that friends and family are the doorway to wealth. "Blood, geography, affinity" and other factors, so that the Wenzhou people around the world woven into a huge and dense information and sales network.

Today's Wenzhou parents attach great importance to their children's friends. Many Wenzhou children don't do very well in school in cultural subjects, but they are very sociable. Some parents not only give their children the necessary living expenses every month, but also give their children a "hospitality fee" which they can use for parties and activities among their classmates. Wenzhou people believe that the relationship between classmates is an important relationship in the future business, so that children from a young age to accumulate interpersonal relationships, for the children to go out into society is very beneficial.

When stocking up on one's networking resources, don't just socialize with the kind of people you like. In the business world, there are all kinds of people, you have to learn to interact with different people, understand their thinking habits and behavioral styles, learn how to deal with them, gain their trust, and make them helpers in your own business. In terms of human expenditure, you must look long term, compared to the cost of favors will often bring you greater benefits. Wenzhou people quote:

Traditional interpersonal relationships are the most convenient, economical, and reliable resource to solve this problem. Wenzhou people are so dependent on relatives and friends, relatives help relatives, relatives help relatives, accumulation of less into more, gradually rich.

--Wang Chunguang, a researcher at the Chinese Academy of Social Sciences

Today it is not enough for you to have business opportunities and the ability to run a business, you also need to have a group of professional talents, and you also need to have a combination of social resources, that is, the resources of the network that are now being talked about.

--Wu Yunqian, chairman of Dalian Centennial City Group Co.