[面试复盘]一个海外品牌的中国业务拓展项目，这是理想的客户么？

面试全程

沟通内容：(3个人在会议中，把另外两个人说的话统一写成P)

P：XXX in the car. (没听清)

R：Can you speak Chinese.(因为upwork上显示的地址是新加坡的，我就问了下能不能说中文)

P : No. no, I should not speak Chinese.

R : OK, let's speak English.

P : I think your connection is not big unstable because your voice speaking(google meeting 发的链接，我的信号可能是不是很好，但其实不应该有啥问题。可能是表达我的信号不好)

R：You can not hear me?

P: I can hear you now.

R: You need me to close my camera.

P: Your voice is OK. I will give you a brief of our company. We are a company built with pet food, cat and dog food. We currently sell XXXand market because selling XXXX  in Singapore, we also sold in M(这里应该是个地名) and we want to enter into the Chinese market. So the problem we are facing right now is we need people who want to buy our products, a distributor or a customer. So which is the best @##%#$ this me talking to you to see   if you could help us with basic, finding a broker, or finding a distributer, or inside one(没听明白)， how we can progress with this.

R: Yes. May I know what your products.

P: A kind of wood food(), dog food ().

R:Sorry, I didn't hear clearly. What products?

P:Dog food, dog food.

R:OK.  I have done some lead generation projects before, the previous projects are tourism, platform, SAAS, etc. I can help you enter into the Chinese market. My strategy will be,,, there will be two phase for this project. The first phase is the setup phase. In this phase, my strategy is 3 steps. First, we need to know more about your company and your products in detail, and do some initial reasearch to know, such as what documents it need to sell in the Chinese market and to check whether you have or whether we need to make some preparation to have the certificate. Try to find some potential buyers and have a list.  The third is, preparing a sale script with you. If you have any, I can help you translate it into Chinese version. And maybe do some modification to make it meet the Chinese market. When the setup phase is completed, let's move to the second phase, it's the service phase. In this phase, I will try to help you build relationships with potential distributors or buyers.

P: That may be something that we are looking for.

Normally how do you work in the Chinese market. In the US market,  what we do is like a commission basis.(中间听的是有点遗漏。) while the people they do the sale.

Ｈow do you work in China?

R: About the lead generation this project, in the service phase. We can do monthly rate+a commission.

P:What's the monthly rate like?

R:We can disucss it after the first phase is completed. In the first phase, we can know how much time it will take, we will have more evaluation. Maybe it will take 10 hours or 20 hours per week, may be less. May be in the setup phase, maybe we can sell in other channels. Do you have any budget for this project?

P:I haven't set a budget yet. So I will see what you offer, so basically on that I can discuss with my XX and see how we can from that all(没听清). So do we began like that, one is  we sell to a company, or we sell to a shop, in other ways we sell to customers. I think customers is big but expensive. So what you can help us with this in finding a company, a distributor who sell in China. Or you help us find shops in China who are interested in our products. I understand may be first you need to see my product catalog, see my products, how will you approach this？ XXXXX, whatever is appreciated, your points, I can discuss with my neighbour also.

What will be your plan or action, what will be the cost structure. Because   XXXXX, in US, we work for commission.  So if we work in a monthly budget,  we need to discuss it XXX with my XXX

It will be great if you could first asXXX  details. We can prosose what you suggest to our companies, how much and what commission you expect, we can discuss from that point, what do you think.

R:As I have said there will be 2 phase for this project. The first phase is the set up phase. We can have a trial. May be it will be take 20 hours.  And the fixed rate for this phase is 700 US dollars to 1000 US dollars, but we can start with 700 dollars. This is a trial. In this phase, we may find different methods to sell them into the Chinese market. One method maybe we can find a company to purchase from you. During what you have said to me, I also have another idea,  for example, we can open an e-commerce store in the Chinese platform. You can sell them to the Chinese customers. If using this method, there will be some platform fee. And in the service phase, monthly rate can be lower, because it will take me some time to do the work for you. And plus a commission. What percentage of commission in your US market.(当时的时候对客户的问题其实也没太理解到位，就听到了cost structure, 所以就做了这样的回答。)

P: In US market, there is no monthly fee, so a commission of 10 percent or 15 percent.

R: 10 percent or 15 persent. OK

P:If monthly fee, maybe my company will XXX.

R:We can have a monthly rate +a lower persentage of commission.

P:OK, no problem. Let me discuss with my company. Let me ask a trial. How many hours we can trial us(有个单词没听清)

I will send you my details to you. You also can have a look. Maybe after the new year, I can get back to you.

R: OK

P: You can also send me your email address, so that I can sent you the things.

R: OK, I will send you.

P:　Thank you.

R: Thank you.

面试总结和问题

总体感受：不知道是信号问题还是对方设备的问题，不太相信是我的设备问题：（，听对方的声音有的听的不够清晰。有的单词是没听清的，但应该没影响整体大局。

另外他说之前都是给提成的，没有月费的情况，我提了月费+提成。

怀疑他们公司的实力。在upwork上花了100美金，之前还都是提成制的，也担心他们只是想找人试试而已。当前在upwork为了招这个人发了很多post, 也面试了不少人。

这次沟通我说的话有点多，感觉想表达的都说出来了。有需要改进的地方就是在他那一大段的话中提到的“how will you appoach this”等类似问题，我没直接回答。因为当初的时候是没领会到这句话的意思。

项目链接：https://www.upwork.com/jobs/~01b04a069b754339a9

项目描述：

Looking for a brand representative to represent our company to the retail stores & local sellers in China to help us penetrate the market. Would require the person to reach out to various distributors / retail stores / e-commerce stores to help build leads and connect with different companies through cold calling, e-mails & personal visit if required.

This is a crucial role and will involve building the foundation for our company in China

Should be located in China

找一个人代表他们公司，和零售商或者当地卖家联系帮助进入中国市场。需要这个人可以接触到不同的分销商或者零售店或者电商店来帮助建立销售线索，通过陌生电话邮件或者个人拜访。这是一个很关键的职位，帮助他们建立在国内根基。

必须是在中国的。

从描述中不知道是卖什么的。

建议对客户的项目分析多花一点功夫。

不需要做项目描述做全文的翻译（也许是机器翻译的？），而是应该有自己的思考，找到关键的要点。

客户目的：在中国市场推广品牌、寻找零售商、本地卖家

工作范围：通过Cold calling、邮件，甚至陌生拜访寻找有价值的分销商

预算：暂时不明

竞争：客户发布了多个job posting，可能已经做了多次面试 （这是你微信告诉我的，建议以后在提交项目分析的时候直接说明）

事实上，客户在Upwork的项目历史已经可以基本说明问题，你完全可以做一个简要的分析小结。

不确定的问题放到面试中进行判断分析。

P：XXX in the car. (没听清)

R：Can you speak Chinese.(因为upwork上显示的地址是新加坡的，我就问了下能不能说中文)

P : No. no, I should not speak Chinese.

R : OK, let's speak English.

P : I think your connection is not big unstable because your voice speaking(google meeting 发的链接，我的信号可能是不是很好，但其实不应该有啥问题。可能是表达我的信号不好)

R：You can not hear me?

P: I can hear you now.

R: You need me to close my camera.

P: Your voice is OK. I will give you a brief of our company. We are a company built with pet food, cat and dog food. We currently sell XXXand market because selling XXXX  in Singapore, we also sold in M(这里应该是个地名) and we want to enter into the Chinese market. So the problem we are facing right now is we need people who want to buy our products, a distributor or a customer. So which is the best @##%#$ this me talking to you to see   if you could help us with basic, finding a broker, or finding a distributer, or inside one(没听明白)， how we can progress with this.

这是客户基本陈述部分，实际上在JD的基础上，进一步介绍了他们当前的销售市场，然后重申了他们现在遇到的问题。

他们需要客户、需要分销商。

他们需要人帮助找到这些人。

你能不能告诉他，要实现这个目标，他该怎么做。

接下来，你的回应应该针对他的这个目标，这些问题展开。

R: Yes. May I know what your products.

P: A kind of wood food(), dog food ().

R:Sorry, I didn't hear clearly. What products?

P:Dog food, dog food.

在回应客户之前，了解产品类型对你的回答是有意义的。

你可以根据客户的产品，找到你的案例库中和客户产品相同、相近的产品类型。

如果没有相同、相近的产品类型，那么，可以做一个相对平滑的过渡，让客户有信心，认为你可以帮他们销售他们的产品。

在接下来的这段描述中，显然大都是提前准备的内容，缺少了随机应变的过渡。这是可以优化的部分。

R:OK.  I have done some lead generation projects before, the previous projects are tourism, platform, SAAS, etc. I can help you enter into the Chinese market. My strategy will be,,, there will be two phase for this project. The first phase is the setup phase. In this phase, my strategy is 3 steps. First, we need to know more about your company and your products in detail, and do some initial reasearch to know, such as what documents it need to sell in the Chinese market and to check whether you have or whether we need to make some preparation to have the certificate. Try to find some potential buyers and have a list.  The third is, preparing a sale script with you. If you have any, I can help you translate it into Chinese version. And maybe do some modification to make it meet the Chinese market. When the setup phase is completed, let's move to the second phase, it's the service phase. In this phase, I will try to help you build relationships with potential distributors or buyers.

P: That may be something that we are looking for.

当然，因为整个过程是完整的，所以对于客户来说，还是基本能认可的。

接下来，客户提出了他期望的合作模式。

其实就是典型的预算部分。

Normally how do you work in the Chinese market. In the US market,  what we do is like a commission basis.(中间听的是有点遗漏。) while the people they do the sale.

Ｈow do you work in China?

R: About the lead generation this project, in the service phase. We can do monthly rate+a commission.

P:What's the monthly rate like?

R:We can disucss it after the first phase is completed. In the first phase, we can know how much time it will take, we will have more evaluation. Maybe it will take 10 hours or 20 hours per week, may be less. May be in the setup phase, maybe we can sell in other channels. Do you have any budget for this project?

P:I haven't set a budget yet. So I will see what you offer, so basically on that I can discuss with my XX and see how we can from that all(没听清). So do we began like that, one is  we sell to a company, or we sell to a shop, in other ways we sell to customers. I think customers is big but expensive. So what you can help us with this in finding a company, a distributor who sell in China. Or you help us find shops in China who are interested in our products. I understand may be first you need to see my product catalog, see my products, how will you approach this？ XXXXX, whatever is appreciated, your points, I can discuss with my neighbour also.

What will be your plan or action, what will be the cost structure. Because   XXXXX, in US, we work for commission.  So if we work in a monthly budget,  we need to discuss it XXX with my XXX

It will be great if you could first asXXX  details. We can prosose what you suggest to our companies, how much and what commission you expect, we can discuss from that point, what do you think.

在这一部分的沟通中，客户占据了主动，他们希望你接受他们的佣金模式。

事实上，这没有问题。你可以顺着客户的思路谈。

但光谈佣金，其实是第二阶段的事情，你不需要否定客户的说法，但可以把第一阶段澄清即可。

可以优化的部分：表达你的做法的时候，应该避免使用过多的Maybe、Probably、Perhaps之类不确定的词。

R:As I have said there will be 2 phase for this project. The first phase is the set up phase. We can have a trial. May be it will be take 20 hours.  And the fixed rate for this phase is 700 US dollars to 1000 US dollars, but we can start with 700 dollars. This is a trial. In this phase, we may find different methods to sell them into the Chinese market. One method maybe we can find a company to purchase from you. During what you have said to me, I also have another idea,  for example, we can open an e-commerce store in the Chinese platform. You can sell them to the Chinese customers. If using this method, there will be some platform fee. And in the service phase, monthly rate can be lower, because it will take me some time to do the work for you. And plus a commission. What percentage of commission in your US market.(当时的时候对客户的问题其实也没太理解到位，就听到了cost structure, 所以就做了这样的回答。)

在争取任何客户的时候，不要一次性想搞定大客户。

你应该有一个明确的（不用maybe）、小金额起步（700美金，不扯其他）的小产品。

先成交，后续的事情后续再说。

现在试图把后面的事情都搞清楚，只会增加谈判复杂程度和客户的决定的难度。

P: In US market, there is no monthly fee, so a commission of 10 percent or 15 percent.

R: 10 percent or 15 persent. OK

P:If monthly fee, maybe my company will XXX.

R:We can have a monthly rate +a lower persentage of commission.

这样的佣金谈判其实没有任何意义。

你都不知道产品的利润率，也没有拿下客户的起步单子，如果没有起步，后面的佣金不可能拿到。

制造了谈判的难度，客户也不愿意进一步谈下一步内容。

P:OK, no problem. Let me discuss with my company. Let me ask a trial. How many hours we can trial us(有个单词没听清)

I will send you my details to you. You also can have a look. Maybe after the new year, I can get back to you.

R: OK

P: You can also send me your email address, so that I can sent you the things.

R: OK, I will send you.

P:　Thank you.

R: Thank you.

面试草草结束了。

会不会有trial的机会？可能会有，但机会比较低，除非其他的竞争者表现很糟糕。

本来，在面试中，应该集中火力判断客户的实力，促成小单成交，而不是一开始谈长期合作的具体细节。

总体感受：不知道是信号问题还是对方设备的问题，不太相信是我的设备问题：（，听对方的声音有的听的不够清晰。有的单词是没听清的，但应该没影响整体大局。

这个问题不大

另外他说之前都是给提成的，没有月费的情况，我提了月费+提成。

怀疑他们公司的实力。在upwork上花了100美金，之前还都是提成制的，也担心他们只是想找人试试而已。当前在upwork为了招这个人发了很多post, 也面试了不少人。

这样的怀疑是有道理的，理想的客户只是少数。

但你没有必要把每一个客户当成理想客户来对待。

在经验不足的情况下，通过糟糕的客户提升你的能力，也是很好的机会。

你用对待理想客户的做法对待糟糕的客户，其实是在给糟糕的客户进行培训。

这是我常常说的，很多自由职业者在糟糕的客户身上花了太多的时间。

你应该有一套快速鉴别客户的机制。

这次沟通我说的话有点多，感觉想表达的都说出来了。有需要改进的地方就是在他那一大段的话中提到的“how will you appoach this”等类似问题，我没直接回答。因为当初的时候是没领会到这句话的意思。

这是因为准备比较充分，这是很好的开始。

但要提升的是，未来要多听少说，捡有针对性、重要的说，逐步提升回复的质量，甚至能够引导客户往你的思路去走。