Experience Sharing | Lin Yue'e: Regional Operation Planning Sharing

I have never left Quanzhou, but now I have come to a strange city—Changshu—for a family reunion, thus starting my journey of hard work. But precisely because I don't know anyone, I am not afraid to do things.

2021 315 Conference Changshu Dealer Lin Yue'e Experience Sharing

When I was in a tight spot, a fellow villager suggested that I represent Meihui. At that time, I didn't even know what Meihui was, let alone how to represent it. But as it stands, if I don't represent Meihui, I have to go back to Quanzhou, so I decided to give it a shot and chose Meihui.

After that, I fell into confusion. As a newcomer to the building materials industry, I didn't know what crack-resistant mortar was, and where were my clients? In Quanzhou, no matter what job I did, there would be people supporting me. But in Changshu, no one supported me. Moreover, the locals are very exclusive; they refer to outsiders as "wild people." Not one to give up easily, I thought: I have many friends in Quanzhou, why have I become a wild person here? Since I am a "wild person," I will create a wild series.

As for how I closed the deal on my first house in Changshu? After several days of site visits and planning, I finally chose it because everyone going to the building materials market had to pass by it. So I set a goal for myself, "I must win this client."

But when I visited the owner, he ignored me. Due to its unique geographical location, many people visit him every day. Moreover, the owner has relatives who run an exterior wall paint store, and there are personal connections involved; the house also needs to be done for relatives.

So I was rejected. But my goal was to win this client; otherwise, I had no way out. Therefore, I continued to visit him about three or four times. During this period, some people advised me to give up, but I felt that as long as construction hadn't started, I still had a chance! My principle is to never give up until the end.

In the end, the owner still chose Meihui. As the saying goes: "It's not scary to not know the goods, it's scary to compare goods." At that time, I had just entered this market and had no sample houses; who would believe that my product was good?But Meihui has powerful sales tools (samples). I placed the Meihui sample on the exterior wall of another completed project, allowing the owner to compare textures and craftsmanship (differences, advantages).Thus, the owner was conquered by Meihui's products.

The owner said: "My brother-in-law's exterior wall paint will fade and crack, but I feel that Meihui's stone-like paint is different. I believe in you, so I choose to go with Meihui." So I managed to win this person over. Of course, after the construction of this house was completed, it looked very beautiful. I also had my first sample house.

The locals in Changshu are very exclusive, and it is rare for outsiders to get business. As an outsider woman, why could I get business in Changshu?So I felt I needed to find influential people to endorse me.

There is an owner (very authoritative locally) whom I am very grateful to. I was not the first to contact his brand, but our connection came from his strict standards for materials and texture effects. At that time, three exterior wall paint brands had already approached him, but due to the amazing effect pictures and excellent samples from my company, I ultimately impressed him.

Also, because of his trust and cooperation, one sentence from him is worth a hundred sentences from this "wild person." He recommended all his friends to me. One client, from entering the office to signing the contract and then to remitting the payment, took only about twenty minutes. Why would they believe this "wild person"? Because I had good endorsements.

My principle is to have no excuses. Many people think Meihui's stone-like paint is expensive and hard to sell. But I seem to be missing a screw; I never think it's expensive. As long as the product is fine, the company is fine, and the quality is fine, if it doesn't sell, it's my problem. Therefore, I summed it up in one sentence: the more excuses there are, the more stumbling blocks there will be. Too many stumbling blocks will slow you down.

In the building materials industry, if you are not professional, you cannot withstand the construction workers, so I will be on-site for every house construction. Just like the owner of Walmart pushing a shopping cart, only in this way can he understand consumer psychology. I, as an outsider, cannot just stay in the store as the boss.Only on the construction site can I know the construction issues and understand consumer thoughts.

Perhaps someone will ask, "You spend all day on the construction site, how come you signed nearly ten houses by the end of the year?"

This is actually all due to referrals from owners. Just as I asked the owner, "Why did you choose me?"

He said, "My relatives are all in the paint industry, but I feel they are all here for the money. Although you are also in the paint industry, your genuine dedication to doing things well has moved me. I choose Meihui, first for the Meihui product, and second for your dedication."

The hardest orders to pull in Changshu are those next to the building materials market because there are many opportunities. But I signed three companies there at the same time. Just like we Meihui agents say,as long as you do one well, the quality will be visible to others.

There is a community where I entered relatively late, but after I made a sample house, the neighbors also signed contracts with me. I asked the owner, "Why did you choose Meihui products?"

He said, "I can feel your sincerity. The other brands' order-takers don't come to the site, but you are here every day, so I feel at ease handing the house over to you."

My strategy is to layout first. In Changshu, I started laying out from the beginning, that is, I made a sample house in each town first. So someone asked me, "How come I see you have construction in every town?"

No matter what industry we are in, we must be professional. Even if you don't understand anything at the beginning, you must spend time learning. My current level of expertise is such that I can write construction plans for the painters.

We also need to deeply understand the importance of branding. If multiple brands appear in our social circle at the same time, it will lead to customers not knowing which brand is good. Therefore, I promote Meihui every day in my social circle and only promote Meihui. As a result, the people of Changshu believe that Meihui is good. What we promote is the brand (image, backing, values), and people will feel that the company you are in is strong, even if they have never been there.

Now in Changshu, as long as you mention Meihui, people will think Meihui is a big company; in fact, all of this is what we have built ourselves.