Chapter 250: Taking the Initiative and Making You Take the Initiative

"Mr. Zhou, I really can't thank you enough. I'm truly grateful for your help in getting me into the township industrial park and in investing in the highway connecting Linyang to Nanjing. Since you have other commitments today, please allow me to treat you to a meal and some singing another time."

"Mr. Zhou, as you know, our textile factory values efficiency. Now that I've decided to build a factory in the township industrial park, I hope we can get it up and running as soon as possible. I trust you to handle this matter!"

"There are many people in Nanjing who are impressive, but Mr. Zhou, you are definitely one of the few I truly admire. Your grasp of the economy, your personal charisma, and your daring spirit are all amazing. Although today's meeting is over, I'll definitely invite you to dinner next time…"

At the entrance of the South Lake Hotel, Luo Han and the other Nanjing businessmen shook hands and said their goodbyes to Zhou Ming. After they left, Zhou Ming turned to Gu Ping and asked, "So, how was it? Did I handle the situation well?"

Gu Ping, standing next to Zhou Ming, was at a loss for words. From start to finish, he had been on edge during the entire dinner. Initially, when he heard that Zheng Yi, the chairman of Ye An Co., had volunteered to help, it felt like a stroke of luck. After all the setbacks he had faced in Nanjing, including almost being kicked out by security, he finally had a chance to accomplish his task. But then Zhou Ming suddenly put on airs, leaving him dumbfounded.

Gu Ping couldn't understand why Zhou Ming, having managed to get a businessman to agree to invest, was now pushing them away. As a businessman, why would Zhou Ming drive away a potential client?

However, when Gu Ping thought Zhou Ming's stubborn approach might scare away the Nanjing businessmen, he was surprised to find that they were now eager to invest in the township industrial park. What was going on?

"It seems Zhou Boss is quite familiar with these Nanjing businessmen, which is why they listen to him," Gu Ping said.

Zhou Ming chuckled and shook his head. "It seems you still don't understand, Secretary Gu. Do you think we came to Nanjing to beg these businessmen to invest in our industrial park?"

"Isn't that how it works? Otherwise, why would they invest in Linyang from Nanjing?" Gu Ping retorted.

"But these are all business owners from Nanjing. Do you think that by playing the favor card and pleading with them, they'll willingly invest in Linyang?" Zhou Ming asked.

"But at least there's a chance!" Gu Ping insisted. "And I'm not just asking for favors. I would also explain the advantages of our industrial park and the benefits of our county…"

Zhou Ming shook his head in frustration and walked back to the South Lake Hotel, not even needing to hear Gu Ping's entire spiel. Gu Ping's approach was a classic, bureaucratic tactic: local leaders visiting other cities to persuade businessmen with enticing policies and then bringing them back to invest.

Predicting Gu Ping's approach, Zhou Ming was reluctant to follow this bureaucratic script. As a businessman, he valued long-term relationships over transient deals.

"Do you think knowing a few people in Nanjing makes you so arrogant? You're really out of touch!"

Gu Ping muttered behind Zhou Ming's back, but still followed him back to the hotel and sat down on a lobby sofa.

"Secretary Gu, your thinking is flawed. This is not the right way to approach this matter," Zhou Ming said.

Had this conversation happened before dinner, Gu Ping would have dismissed it outright. But after the meal, he couldn't refute Zhou Ming's point. All he could ask was, "Then what's your approach?"

Zhou Ming knew Gu Ping was still unconvinced and probably thought that Zhou Ming's relationship with the Nanjing businessmen was the key. Although Zhou Ming was confident he didn't rely on connections, explaining this to Gu Ping was futile. Instead, Zhou Ming said, "Let me ask you one question: Is it better for us to beg others to treat us well, or is it better for others to beg us to treat them well?"

"Of course, it's better if others beg us," Gu Ping answered without hesitation. "But the key to attracting investment is that we have to persuade others. After all, they are the ones putting up the money."

"That's where you're wrong, Secretary Gu. While it's true that attracting investment involves others putting up the money, it doesn't mean we have to beg. We can use various methods to make them come to us voluntarily."

Zhou Ming continued, "Have you heard the story about a person who didn't know how to do business and went to an old merchant for advice? The merchant gave him a stone to sell at the market, but he was told not to sell it no matter who came. The stone's value eventually skyrocketed, but it was just a common stone the merchant picked up on the road."

"Are you saying we should treat our township industrial park like that common stone?" Gu Ping asked.

"Not exactly. What I mean is that we need to change our perspective. Everything has its value; our job is to uncover that value," Zhou Ming explained. "Generally, if you're selling something, you'll sell it to anyone who's interested. But for investment, we need to market ourselves, and the key to marketing is to refuse to sell."

Seeing Gu Ping's confused expression, Zhou Ming elaborated, "To put it simply, if I'm selling something to you, and you want it but can't have it, you'll want it even more. Just like today's dinner, where I created a situation where they were eager to invest in the township industrial park because I made them think they needed it."

"Why is that?" Gu Ping still didn't understand.

"It's about initiative. If we beg them to invest, they hold the power and will demand more. But if we refuse their investment, they'll wonder about the investment environment and whether it's worth it. By analyzing our advantages, they'll naturally come to us because they want to profit."

Seeing Gu Ping still somewhat puzzled, Zhou Ming added, "To put it bluntly, people are often more motivated by denial. Like rebellious kids who only behave when disciplined."

Gu Ping was speechless. Although Zhou Ming's reasoning sounded somewhat crude, it had achieved an incredible turnaround, making the Nanjing businessmen who were initially sought after, now eager to invest.

"But what if refusing their investment means they really don't invest? After all, we're in the inland area, which can't compare to Nanjing. They might be unwilling," Gu Ping asked, voicing his biggest concern.

Zhou Ming replied confidently, "I'm not worried because, as long as I'm here, I'm a guarantee of profit!"

Gu Ping was stunned. If anyone else had said that, he would have dismissed them outright. But hearing it from Zhou Ming, he couldn't refute it, because Zhou Ming had indeed proven himself to be exceptionally capable.

Zhou Ming wasn't being arrogant; he simply couldn't explain the marketing strategy to someone with a bureaucratic mindset like Gu Ping. Sometimes, people needed to be shown their place to appreciate what was being offered.

"Alright, Secretary Gu, there's no need to say more. The deal is done, and the follow-up tasks are up to you," Zhou Ming said as he prepared to leave. "Just make sure to follow the procedures and handle everything properly to avoid complications."

Gu Ping nodded vigorously, "Rest assured, Mr. Zhou. I will handle it well."

"Great. I'll leave the rest to you."

As Zhou Ming stood to leave, Gu Ping called out to him. Zhou Ming, puzzled, turned to see what more was needed.

Gu Ping hesitated before asking, "Mr. Zhou, I've been wanting to ask you something but wasn't sure how."

"Secretary Gu, just ask directly. No need for hesitation," Zhou Ming said.

Gu Ping nodded and asked, "Why do these Nanjing businessmen call you 'Advisor Zhou'?"

Zhou Ming was surprised, "Don't you know? I'm a development advisor for the Nanjing city government. And I'm also a major shareholder in Nanjing Development Bank. I helped establish the real estate and securities markets in Nanjing."

"What?" 

Gu Ping was struck dumb, staring in disbelief at Zhou Ming's departing figure. After a long while, he muttered to himself, "What kind of person is Zhou Ming? How can someone be so incredibly impressive?"