At the factory, whenever a customer complained about the high price, I would respond by emphasizing our commitment to quality. However, after joining a trading company, I quickly realized that pricing is often the deciding factor, particularly for larger clients. Quality is important, but price sensitivity tends to outweigh concerns about quality. Don't assume that being unable to match a certain price means you're out of the running—what might seem unfeasible at one factory could be achievable elsewhere. For instance, in electronics manufacturing hubs like Dongguan, there are thousands of factories competing for business. If a customer threatens to move their order due to pricing, remember that they likely have plenty of options.
When a client requests a factory visit, see it as an opportunity rather than a burden. Such visits are typically requested by major buyers before placing orders.
It's crucial not to oversell past achievements to interested clients. I’ve seen colleagues lose deals by boasting about previous clients or large orders, unintentionally implying that they’ve already been "taken" and won’t share.
Always communicate honestly with clients. If you can’t deliver on a promise, inform them upfront rather than leaving them waiting. Trust is vital—not just for your company, but personally as well. Even if you can’t fulfill a request, maintaining transparency builds credibility.
Quoting prices requires skill. Some factories inflate their quotes excessively, sometimes three to four times higher than competitors. While quality may be emphasized, customers aren’t fooled. If your product costs more than a Sony MP3 of similar capacity, it’s unlikely to attract interest.
Respond promptly to client messages, even with a standard reply. Quick responses signal professionalism and respect. Missing an opportunity to engage can happen quickly, especially in high-traffic environments like Alibaba or Global Sources.
In business, having a good sense of what truly matters is essential. This is hard to articulate but involves identifying key factors influencing a decision to order. I once lost a $5 million deal due to overlooking the importance of a single follow-up call. Such moments teach valuable lessons.
Don’t dismiss clients’ requests outright; instead, try to find solutions. If a client’s target price isn’t feasible, suggest alternatives or negotiate further.
Exhibitions are critical. Arriving early ensures you’re fresh and ready, whereas many exhibitors lose steam by the end of the event. Be energetic and memorable during these opportunities.
Sitting idly in the office sending emails without clear strategies rarely leads to success. Focus on targeting specific, high-potential clients rather than casting a broad net. For example, if you sell inexpensive gifts for the U.S. market, aim for retailers like Walmart, Dollar Tree, or Dollar General. For stationery, Office Depot or OfficeMax are ideal targets. For appliances, Circuit City or Best Buy are better prospects.
Quotation practices vary. Many clients expect detailed formats for comparisons. Factory salespeople often overlook this, assuming their price alone suffices. From a buyer’s perspective, if basic information is neglected, why trust them with an order?
Foreign trade skills extend beyond documentation. Learning from domestic sales techniques can enhance your approach. Domestic salespeople often excel in understanding customer needs and negotiation strategies.
Payment methods carry risks in foreign trade. Controlling these risks is paramount. Using services like Chinese export credit insurance can provide security despite complex procedures.
Relationships with superiors matter. Negotiating directly with the boss often yields better results since employees rarely know the full extent of their authority. Understanding leadership dynamics, especially during tough negotiations, is key.
Service matters in business. Treating clients with respect, even in challenging situations, fosters long-term relationships. Younger salespeople should avoid displaying temperamental behavior, focusing instead on professionalism.
Some marketing advice suggests avoiding humility with clients, but appearing arrogant without substance can backfire. Balance confidence with approachability.
Psychological insights in sales are valuable but not always straightforward. Without extensive experience, relying solely on assumptions about client thoughts can lead to errors. Base decisions on facts, not guesses.
Maintaining a contact list in tools like Outlook helps nurture relationships. Regular updates and communications leave a lasting impression on clients.
Clients, like anyone, can be unpredictable. Handling difficult situations gracefully and explaining misunderstandings can prevent hard feelings.
Interactions with internal departments like procurement and finance can be challenging. Building strong relationships internally is crucial for support.
These reflections are shared with factory-based sales teams, emphasizing the need for improved service attitudes and better communication practices.
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