When chatting with his old friend, he exclaimed that he had done more than ten years of investment in the park, to put it bluntly, is doing the art of "making friends".
Expanding the investment circle of friends, is to do entrepreneurs reach out to the accumulation of contacts and resources is the head.
How to reach the intended enterprises, how to establish a direct connection with the enterprise decision makers, is the starting point, but also the key.
01 Merchants first step: reach
Merchants is not a hammer deal, but a long-term interaction based on trust, demand and value.
In the process of investment promotion, the most difficult thing is not to tap the demand, but to establish a relationship of trust.
"Cast a wide net" can not be done. Putting limited energy into a truly valuable network of relationships is the answer.
First, the starting point of a trusting relationship is to reach out effectively to companies with real needs.
In the era of big data, we can go through the Chamber of Commerce, the Internet and many other channels to collect a huge amount of enterprise information.
The difficulty lies in the fact that this will consume a lot of time and energy for our investment team to collect and check the authenticity of the projects one by one.
And most of our investment team members are not specialized in investment, and many of them have to take care of other duties and tasks.
Likewise, we can increase exposure to companies interested in investing in our region.
The challenge is how to "bury the hatchet" in the decision-making chain of interested companies.
The difficulty is not only the consumption of funds, but also access to channels.
Investment in the park, it is not possible to get like FMCG as a wide range of advertising.
We want valuable exposure, and we must put the money to use.
These two reach "blocking point", can use the same tool to solve.
With the data base and dynamic updating capabilities of the Merchants Network, the problem can be solved directly.
First, through the [investment network] to do business reach, can reach the real site selection needs of the project.
To be frank, before contacting the project, the platform has been doing research and judgment project authenticity, review qualifications and other work.
We can focus on screening out the ones that meet the regional requirements from the real enterprise site selection needs to communicate and follow up, thus improving efficiency.
Secondly, member units take the initiative to publish carrier information on [Merchants Network], which can be prioritized and recommended by the platform to increase exposure in the intended client.
How to understand it?
In the [investment network] small program on a daily basis will come in one after another "living water" enterprises.
In this platform to actively increase the carrier information, equivalent to the precise straight through the enterprise decision-making path, twice the result with half the effort.
02 Government-enterprise direct connection: and key people chat
The second, the core of the establishment of a relationship of trust, lies in the chat with whom, can clearly know the core pain points of the enterprise?
Undoubtedly, the enterprise decision-making talent is the key.
Government and enterprise direct connection, connecting the government/park and enterprise responsible for both ends.
There are chats, deep chats, in order to push forward for a long time.
How to have a chat, and chat deeply?
Naturally, the value of the exchange, to put it bluntly, we can give the enterprise to solve what the actual problem.
Different enterprises, site selection demands are different, some focus on the convenience of access to raw materials, some may be optimistic about the transportation conditions, some focus on upstream and downstream support.
[Merchants Network] The project details after research and screening are usually with specific information.
We can stock up on chats based on specific information such as industry categorization, operations, and focus.
Through the platform manually screened corporate information brief as a starting point, and gradually digging into the deeper pain points of the enterprise needs, easier to dissolve the other side of the psychological wariness, so as to do what they want.
Here we need to extend a point, on the platform will regularly provide members with practical online training courses, systematic investment knowledge combing.
Third, the establishment of a trust relationship is based on long-term altruistic thinking, rational psychological expectations.
The so-called altruism, that is, thinking about what business will fall to me here?
What value can I bring to my business "friends"?
Rational expectations mean long-term patience. Projects don't just fall into place as soon as a connection is made.
It's like we're on a blind date, not to say that once we meet, we can get married, is a reason.
The essence of "making friends" with the person in charge of the enterprise is to impress him day in and day out with hard expertise and sincere and reliable actions.
Do investment, contact with hard, spell persistence;
With the head of the enterprise straight chat, have to be in and out, spell patience;
Even if the short time does not fall, but also as far as possible to melt into the circle, more friends, more road.
Thinking to be full, even if not the first time to answer the business concerns, but also after the fact to give a comprehensive and formal response, spell professional.
Deep plowing investment, is a trust endurance race, look far and long, ecological win-win can be maintained for a long time.
Writing in the end
The essence of investment is the exchange of value and the accumulation of trust.
Whether it's the government or the enterprise, the only way to make friends is to cultivate the demand, enhance the efficiency with digital tools, and build a win-win situation with ecological thinking, so that every investment becomes a two-way value peer.
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