Should help a client look for a product?
Regular meeting of trading company classics encounters this kind of situation: The foreigner offers a kind of product, let you seek money. Normally or of this kind of product is the or that has a brand it is smaller numerous. Most clerk is cut into odd heart, ask everywhere. But the result has two to plant normally likelihood: It is to was not found, 2 it is the quote after finding gives a client, the client thinks the price is too high and abandon, final it is to not have result and return.
Did not help a client not only, still wasted much time energy, look be like is to be in what with one one's heart endeavors to be client service, the price that actually you offer is higher than the price that the client obtains normally, from angle analysis of the client, may think you are not professional, perhaps think you are earning price difference, sell at a discount greatly to your impression instead. So demanding the job that does not please, it is to be in completely blind busy!
Because look for your unfamiliar supplier inquiry, the price that takes price of channel of inevitable prep above, because of this no matter you whether the end product that finds a client, it is to talk on the price not of approach. In the instantly with so transparent information, your information gets channel and client and do not have an advantage.
Because this is become,the product is your unfamiliar when product or the trade that do not attribute you, the client must not be helped look for a product between billow take time, the reply client that you need courtesy only did not purchase channel can, absorption service your familiar product and business.
Had done this, you can save a large number of time and energy, go negotiating thereby the client that those more organic meetings clinch a deal, outstanding achievement breaks up times not be not OK.
How to answer cut price?
A few can be contacted at the same time normally when we know a client is seeking a supplier even ten, undertake the price is compared ceaselessly and cut price. How should use other vendor to the client will the product of lower price cut price?
A lot of clerks can say with client explanation, how the product quality of my home is good, my home factory has actual strength more, the other side may be jerry say decline etc, but want how to prove? The client is accepted very hard.
To the trading company it is not to have solution more, can depreciate only or abandon a client.
If you do not abandon, the client has quoted price with respect to the sample that can let you be offerred according to other vendor, the result is the price signs up for normally, the client disappeared.
Is this why?
We will analyse:
Why is the contest that the competitor offers being tasted is cheaper than you? Have a few kinds as follows likelihood:
1.Of the other side artificial or cost of material really under you, but normally won't under 5%
2.The profit drop setting of the other side is solid really lower than you, for instance 3% can be accept, and you ask the profit of at least 5%
3.If before two kinds of circumstances are not, so the sample that the competitor offers is affirmative be often of shipment advocate shift a money!
Clerk cent is planted, one kind can recommend him superior goods, one kind can look for a product according to client sample only.
When the product that taking a competitor when the client will follow your inquiry, if you quote according to the parameter that contest tastes, the other side of prep above of price certainly will of your business accounting has been done ripe make old product, that result is to be defeated for certain.
And the superior goods that popularizes yourself, you have enougher information to offer a client, include suitable scope, parameter, advocate push the market, product advantage is waited a moment; And more video, picture, example client data lets potential client strengthen cooperative confidence; After the amount that make became large, return the cost price that can lower a product through scope effect; When you negotiate with the client, because you understand this product very much, know where price bottom line is, know how things stand and feel confident of handling them is in the heart, although the client does not have next sheet temporarily, wrap up bag to turn everywhere the heart is not confused. Must not be pulled by the client so nose goes, sign up for product value of the person of the same trade, choose a few advocate promote a product, counterpoise promotion actively in the hand that grasps in yourself!
Encounter this kind of situation you are OK so say: This product is good still, it is us two years the design before, but our product has upgraded, sales volume is at present best is XXX product, it is like next advantages.
The Gao Jing oneself contends for force product to recommend a client, in letting a client fall into your palm to accuse. No matter the price, you have quality more advantage.
The gift of foreign trade person that makes a meeting recommend a product masters first machine.
How to show itself?
A lot of friends that make foreign trade think, foreign trade big environment is flat nowadays, the order of the factory receives dissatisfaction, the trading company is to live for certain hard, cannot see a hope. But anything wants one divides into two go look upon, the trading company also is having his original competition ability, individual Soho or if the trading company can have made a few fields that be as follows, can show itself from inside intense competition certainly:
1.Trustful
The foreigner can order, it is right greatly you and your company produced trustful move. The old business of a lot of companies can successful solo flight, establish oneself trading company, because individual accredit feeling exceeded a company to trust,be. A lot of clients pass long collaboration, produced deep friendship with you, when you the decision finds new job or be oneself when doing poineering work, can choose to support you. So to the client that has cooperated, must notice to maintain client relationship, always be client consider, choose to do poineering work when you so when, the client also can help you.
2.Channel
Factory and trading company photograph are compared, the biggest soft costal region depends on a product be being abounded not quite. The order of a lot of clients is phyletic diversity, need many suppliers ability to satisfy the client's requirement. Because this trading company must extend his channel that take money, attract a client through rich product. If can help a client order cabin to spell box again, examine goods inspect outfit, so client general very depend on you.
3.Hand in period
A lot of medium or small purchase business, often meet by factory hole, normally the time just in time of their replenish onr's stock also is the busy season of the factory; Guest of big bully of store of a lot of shops, preferential the order that takes care of big client, incur loss through delay these are medium or small of the client hand in period. And the effect that the trading company has a tie between factory and client, the channel of trading company of have the aid of concerns, supervise and supervise and urge the factory delivers the goods on time, because this is very much medium or small the client is to like to cooperate with punctual trading company very much, the photograph is about the same on the price, but effectiveness for a given period of time is good.
4.Agile
Very much big plant still is the administrative system of state-owned company, layer upon layer appear in the newspaper, when the client wants a sample sheet, the clerk should report a person in charge, the director should report a manager, the manager looks for superior to sign again, among once have which class create difficulties for sb, order does not undertake goinged down. Although agree to also can ask the client assumes sample to expend freight, the client is accepted very hard. This kind of rigid asks cannot flexible. And the trading company is in charge of by commerce director directly normally, through investigating client setting, the client to high purpose can use the pattern that sends sample freely, the efficiency that improves greatly and the odds that become sheet.
5.Experience
The working centre of gravity of the factory basically depends on catching production, leader of its foreign trade is normally by inside trade personnel is held part-time, from the top down is right of the clerk groom management does not reach the designated position mostly, no matter be government-owned net,still be mail accordingly, not proper is on the processing of detail. And foreign trade company establishs by seasoned foreign trade elder, have oneself original develop guest experience not only, and the major that knows what detail can promote him is spent, can better let a client produce trust. Because this negotiates the client of coequal amount, the trading company can have taller change rate.
The place on put together is narrated, the trading company falls in current and intense foreign trade environment, still have an opportunity greatly. And if the factory optimizes the problem of good above, can increase competition ability.
How to give a client grade?
A lot of clerks can encounter intent of a few him feelings at ordinary times very tall perhaps chat very smooth client, you can cost many time and energy to go follow-up they, and you also can produce all sorts of illusive " this client should leave 10 cabinet immediately " , "This client is my best friend " . But after often spending period of time, these clients disappeared gradually, a lot of moment are not them run to fasten the sheet below the home, however they have capacity issueing sheet far from, if you can discriminate a client earlier, with respect to won't wasteful time, improve efficiency thereby.
Here offers 5 analysises way, help you judge client type, differentiate key client.
1. client attribute
The client of firm contact, in wanting to sign from the client's mailbox, go knowing company kind of the client, see the company that whether is your industry, if there is information in autograph, can lead to a client to enquire through channel. Whether does the scope of operations that must know a client and your product have be mixed, if one does chemical client to give United States makeup kind the supplier sends ask dish, can differentiate for C kind client.
2. client type
If the first is satisfied, should continue to know management kind of the client so, it is jobber or shopkeeper, it is trading company or terminal client, this will decide our quote strategy and cooperative mode.
The purchasing power of 3. client
If a client often states capital is at present insufficient, cannot issue sheet tardy, then you can put this client. Capital inadequacy is not the problem that can solve through depreciating, it is to want to obtain the payment such as buy or sell on credit normally, be immersed in con trap of the client very easily so.
Whether does capacity of 4. client system match with oneself actual strength
According to oneself actual strength, conception buys a picture, no matter factory of a coolie still produces 500 strong demand of very can hard contented world from product quality, encounter the client that does not match the picture that buy the home, need not cost bigger energy follow-up.
Whether is 5. judgement client to purchase decision-maker
Very much so called client is a client only actually buy a hand, oneself do not have decision making authority, no matter how you give him to apply,press, he cannot bring order to you, normally this kind buys a hand just making market survey for the client, specific when can issue sheet, unknown.
Had made this a few fields, the help you make ABC label for the client, better undertake key follow-up.
Is the price too high?
Because value of him company product is not quite good,a lot of friends that make foreign trade always think the client does not issue sheet is, did not satisfy target price of the client, actually otherwise. And do not say one is purchased decision-making in, the price is not exclusive measure a factor, still include character, hand in period, payment, communication circumstance, after carry out, the element of the square field surface such as company dimensions. The market degree of saturation of client place market just is to affect his decision-making main factor.
Cite a case, enterprise of a shoemaking wants to infiltrate Vietnam market, although his product value under all Chinese person of the same trades, so he also can be defeated by the supplier place of Vietnam this locality. Compare the small shop that produces electronic product like again, target market the lock is in England surely, as the market of an already special saturation, supplied catenary to have stable partner downstream mostly, although other vendor is compared on your product value low 5% , also can't let a client make change of the supplier decision-making, plus the attestation requirement of of all kinds high level, was to raise company cost more.
Think of a product promotion is overseas so, might as well choice first easy hind difficult mode, according to the attribute of the product, the country that chooses to lack corresponding manufacturing industry undertakes popularizing. For instance a lot of Africa are mixed insularity, as a result of its manufacturing industry lags behind, product of a lot of industry can count an import only, and they short as a result of purchasing power, often be opposite product value is very sensitive, supplier faithfulness is spent not tall, to this kind of market, we should advocate the price that turn a sex is higher in low end product, infiltrate quickly the market, share of market of race to control. Later period binds a client through carry out hind and commercial pattern.
To the policymaker of the enterprise, want to analyse oneself company actual strength above all, become good fixed position to his product, determine good progress direction.
Choose corresponding target market next, make good market survey, the analysis buys a picture, know market competition extent.
Select the product that fit again finally, the key undertakes popularizing.
Only such, you just can center main force go assault fortified positions, is not to be opposite every to the market is swept and pass.
