Article is from WeChat public account: caoz’s nightmare (ID: caozsay) , author: caozsay
A lot of domestic bosses came to Singapore before and after the Spring Festival. I have seen many before and after here. In fact, they were originally on vacation because when they originally planned for the Spring Festival it was when the epidemic situation information was not made public. But after all, it ’s the boss. I do n’t forget to work on vacation, and I really encountered the topic of the epidemic after I came here. Then several bosses also asked the same question. Are there any opportunities and opportunities for going abroad?
Different companies have different products and different service methods. In the past few years, To C has been the subject of this topic. In recent years, To C has been different. The bosses of To B have been thinking more and more. Some of them are particularly direct. Can you find a local agent to open the situation in Southeast Asia?
I personally think there are opportunities.
What is the biggest competitiveness of Chinese companies in the To B field?
What about technology? Product capabilities? Talent advantage?
Different companies have different backgrounds. It ca n’t be said that they do n’t, but I do n’t think these are the most important. The most important thing is actually the service response ability.
You know how overseas companies respond to customer requests. You have an incident on Friday. Sorry, you can only send an email. The account manager basically does not provide a personal contact phone number. Will reply. Next Monday, if you are lucky, you will receive an exact reply email. If you are particularly lucky, you may also receive a reply phone. If you are out of luck, you will receive an email saying, sorry, your account manager is on vacation and he will contact you next week.
For Chinese companies, many companies can respond very quickly and handle incidents in a timely manner. Most account managers canCall anytime on the letter.
How did Huawei win the overseas market at the beginning? At the beginning, I honestly said that 20 years ago, Huawei’s technology was really inferior to its European and American counterparts. It was also a cottage origin. At that time, it was a place where the Europeans and Americans dared not go. The Huaweis dared to go. The Europeans and Americans had to deal with the grind.
When Huawei’s technology wasn’t working, there were really many problems. Customers had a phone call and they came to repair at any time. No foreigner customers had seen this. Although there were not so many failures in European and American products at that time, once the failure occurred, the experts started to calculate the money with you from the plane, and then repaid for two hours, drinking coffee, and two hours, no, the weather was too hot. We need to rest. In the end, Huawei relied on free maintenance, low-cost and ultra-fast response service capabilities. It just grabbed the market of the European and American giants, and then iteratively upgraded the technology. It was out of blue. words.
For the To B business, I personally believe that responsiveness and service efficiency are the biggest competitiveness of Chinese companies. Perhaps many domestic companies have not regarded this as a competitive advantage, or Overseas as usual, relying on local partners to provide customer service, abandoned this competitiveness.
To put it bluntly, the feedback is quicker, and the legs are more diligent. This may take a little time to accumulate. After all, word of mouth takes time. When this word of mouth comes down, it will be difficult for competitors to shake you.
I mentioned the case of UCloud listing some time ago. In fact, UCloud is in China. Many times, it also relies on this trick. Many early customers found that Alibaba Cloud did not respond positively, and the response was not satisfactory. UCloud can grab it from the giant. Many large customers, in fact, service responsiveness is a very important competitive point.
So what is the plight of Chinese company To B?
The biggest obstacle is the lack of credit accumulation. To be honest, I talked to my friends in Singapore some time ago. They said that if you look at the banks, financial institutions, and telecommunications institutions in Singapore, they also have high IT-related budgets. The consulting companies of the American giants, one by one suits and shoes, do very beautiful PPT to them, and then an order may be tens of millions of SGD or US dollars, very beautiful design.
Then, we subcontracted layers and we did n’t know which small Indian company received the order. We did n’t know whether the development cost was one or two million dollars.
I have talked about it. UOB’s commercial online banking system has many bugs that don’t look like they have been tested.
In fact, Chinese customers are more difficult to serve.
We are spending money and feel that we should take many needs for granted.
But in the cultural background of others, this is not the case. For this price, you can only enjoy such services. You want more services. Sorry, add money. Or sorry, no, you should find another service provider.
Chinese people think that a lot of things that you should do when you receive the money, I’m sorry, others think that the money you collect does not include this.
A casual example. I feel that the agent who helped me in tax reporting did not remind me of tax risks and did not help me with tax planning. But in fact, the intermediary thinks that the money collected is to file a tax return, and the tax return is to fill out a form, and fill out the form legally. Tax planning is done by a specialized professional company, and the price is many times the tax declaration.
Overseas customers’ perception of payment is really different from Chinese customers. After overseas customers pay, if they find that the product fails to meet their own demands, they will generally ask carefully whether they can provide other products to meet their demands, and how much can they add? And many Chinese customers will scold, I have paid, why do you not provide this service.
Seriously, China’s business environment is relatively fierce and cruel, much higher than the world average, which has resulted in Chinese users’ expectations for the services they pay for far higher than the world average I hope you guys understand this.
So, overseas, as long as you provide customers with a little extra benefit, they will be very happy, even if these are taken for granted in China.
In fact, companies of Chinese descent have proven that the Chinese can do a good job in the global To B business. For example, Zoom is a typical case. In addition, Appannie, all those who go to sea to make apps in China will pay attention to this data. This company was actually established in Beijing that year.