Both retail investors and corporate customers have their own values. In China futures market, there are more retail investors than corporate customers. The advantages of developing retail investors by futures companies are: easy development, simpler maintenance and more direct profit creation. According to practical experience, the simplicity of retail transactions is deeply loved by brokers. In particular, individual investors with a large amount of funds have become the "palm treasure" of intermediaries. In the development of domestic futures market for more than ten years, retail investors have an indelible influence on the market, futures companies and industries. The creators of market miracles often come from them.
Generally speaking, corporate customers come from enterprises in the industrial chain of various futures varieties. The chain is roughly divided into producers, traders and downstream demanders, and the top-down order makes the structure perfect. However, from the perspective of the development, maintenance and interests of futures companies, industrial chain customers can never compete with retail investors. Because the cost of the company's investment is too large, there is a variable whether the cost and return are directly proportional. Standing in the future development trend, for the long-term operation of futures companies, opening an account in the industrial chain will be of great benefit to the company's future stable profit, brand promotion and improvement of professional service level. But customers who develop industrial chains need skills, professionalism and patience.
First of all, doing futures development business pays great attention to mastering skills, which can also be called playing brain games. Whether for retail investors or enterprises, the ingenuity of development will directly affect the progress of development. However, the ingenuity that customers need to develop the industrial chain lies more in their own understanding of this industrial chain. The conventional way of thinking is to find out the structural distribution of producers, middlemen and downstream demanders, and have a thorough understanding of their business conditions and mutual business models. It can be said that the background of each industrial chain is very different. For example, copper producers and processors need to participate in futures hedging; Under the strong pressure of production capacity, it is necessary for PVC manufacturers to choose futures to avoid risks. Due to the spot operation mode, the time for middlemen to decide to intervene in the futures market will be delayed, or the cash flow of enterprises is tight at present, which leads to avoiding risks only at the spot inventory level; PTA enterprises are in the middle of textile raw material industry chain, and there is a strong demand to participate in futures hedging. Manufacturers can avoid the price risk in the market by controlling the operating rate. After raw material prices play a decisive role in production and marketing, it is particularly important for downstream polyester plants to rely on futures pricing, hedging and even unilateral speculation.
In short, before opening an account to develop the industrial chain, we need to find out which industry customer groups are most likely to intervene in the futures market, and the company's later maintenance work will also provide targeted services for them.
Secondly, the professional level is extremely important for futures companies and individuals. Futures is a highly professional investment, ordinary investors need to be gradually cultivated, and senior investors need to play games with each other in professional aspects. In today's futures business, the competition among futures companies has reached a white-hot stage, and it is no longer in line with the trend to rely solely on traditional methods to attract customers. For example, an industrial customer has changed from not knowing to knowing after many times of development. At this time, relying on low-level development means will inevitably not work. On the contrary, with professional thinking to develop, the enterprise will be brand-new.
The author believes that what an excellent salesperson needs is to stand up and talk, sit down and write. Of course, professionalism can only be acquired through long-term accumulation, frequent communication and continuous learning. The establishment of personal brand also comes from its own professional level. As long as we can continuously expand word of mouth, we can show the effect of "the fragrance of wine is not afraid of the depth of the alley" in developing customers. Organizing lectures, salons and other activities can gather a large number of corporate customers, on the one hand, it can show personal charm and professional connotation, on the other hand, it can resonate in the corporate circle.
It takes patience to be a man and do things. It takes more patience to do the futures development business in the industrial chain. Patience will always give you unexpected gains. Of course, grasping the market, establishing the overall situation and operating the strategy are the key factors to determine whether customers will enter the market as soon as possible. But for medium and large enterprises, we need to be patient.
Character determines fate. Doing futures business, personality also affects the development of business scale. Theoretically, a cheerful and lively person should be able to do big and strong business. However, with the development of the industry, the professionalism of customers has improved year by year, and such people may not be able to develop karma according to the old methods. On the contrary, after a long period of professional accumulation and integration of various professional knowledge, the internal strength of introverted people will inevitably make customers, especially corporate customers, feel strong attraction. From the perspective of behavioral psychology, introverts are more profound, and a style of "less but better" will make them more attractive. In the futures industry, whether in research or business, accumulation is fundamental. Your strong and tenacious character determines your future destiny.