A complete guide to foreign trade negotiation skills: from customer type to sample management

Negotiation is an indispensable part of foreign trade business. Different types of customers have different needs and characteristics, so corresponding negotiation skills and strategies are required. This article will combine the needs of different customer types, introduce how to efficiently conduct foreign trade negotiations, and discuss sample management in cross-border e-commerce negotiations.

Negotiation strategies for different customer types

Terminal client class

End customers are usually more concerned about product quality and delivery time, which are directly related to their production process and product quality. Therefore, when negotiating with end customers, in addition to reasonable prices, product quality and on-time delivery should also be emphasized. Being familiar with the technical details of the product and clarifying the unique selling points of the product will help convince end customers to choose your product.

Middlemen

Middlemen are divided into two types: one is customers who value relationships, and the other is customers who pursue profit maximization. The former requires adequate commission protection, while the latter requires reasonable prices and profit margins. During the negotiation process, although price is the core element, product quality and delivery time should also be emphasized to maintain long-term cooperative relationships.

Different identities of purchasing personnel

Differentiated communication strategies should be adopted for purchasing personnel with different identities. Ordinary buyers may pay more attention to personal needs and can establish connections by looking for common topics; while for purchasing managers or business owners, they should start from the long-term interests of the company, provide practical solutions, and have an in-depth understanding of the characteristics of their industry, so as to deepen their understanding of the industry. mutual trust.

Negotiation and transaction strategies for C-side customers

Full keyword coverage and beautiful product page settings

In order to attract C-side customers, the keywords on the product page need to be fully covered to ensure that customers can find your product no matter what search terms they use. In addition, the design of product pictures and detail pages is also very important. Good visual effects can stimulate customers’ desire to buy.

Quick reply and concise and clear price description

C-side customers are usually impatient, so they should respond quickly after receiving the inquiry, and the price information provided should be concise and to the point. There is no need to explain the calculation process in detail, just inform the final price.

Keep your replies short and concise and avoid using instructive words

All answers should be concise and avoid using negative words such as “sorry” and “no”. When meeting customers from non-English speaking countries, try to use simple and easy-to-understand language and avoid complex English expressions.

Pay attention to guiding words and avoid rejecting customers

In communication, you should pay attention to using positive language. Even if you cannot meet the customer’s needs, you should express it tactfully so that the customer can give up instead of being rejected directly.

The importance of samples in cross-border e-commerce negotiations

Promotion sample

Promotional samples are samples used to show potential buyers, which are especially important for customers with extensive sales networks. Such samples need to be completed on time so that the salesperson has enough time for marketing.

Confirmation sample or prenatal sample

Confirmation samples refer to samples after customer confirmation, which are used as standards for mass production; pre-production samples are samples sent to customers for confirmation before mass production. Both samples have strict requirements for subsequent production.

Large cargo sample and shipping sample (shipping sample)

Bulk samples are randomly selected from products in production, while shipping samples are selected from completed product batches. They reflect actual production levels, and customers will rely on these samples to judge whether overall quality is up to standard.

Increase the asking price strategy

Setting a higher price target in the early stages of negotiation can not only leave room for bargaining, but also increase the value of the product in the other party’s mind. Even if the conditions initially proposed seem excessive, simply showing that they are negotiable can increase the chances of a successful negotiation.

Through the above analysis, it can be seen that understanding the needs of different types of customers and taking corresponding measures, properly managing the sample process, and using correct pricing strategies are all key factors for successful foreign trade negotiations. I hope the above content can help you achieve better results in future business negotiations.