When doing foreign trade, sometimes you encounter customers, all kinds of entanglements, all kinds of thinking, and the order is still not discussed. For this more representative question, how should foreign trade personnel see, hear, ask and apply the correct strategies?
1. How to track fraudulent customers?
People who do business are all customers. Even if the other party is lying, there must be a reason. For example, maybe your competitor is their core supplier and has a good relationship. But that didn’t mean he wasn’t looking for a spare tire and didn’t want his old supplier to know. These are all possible. If the other party doesn’t reply to your email, it doesn’t mean the other party isn’t interested in collaborating and they should follow up normally. If you don’t follow up well, it must be a scam and there is no chance of breakthrough.
2. What should I do if I don’t reply after quotation?
First, the customer wants your product, but wants to lower the price: This situation is very common. Generally, the customer will have a little attitude before bargaining, making you feel that he does not need your product, so you He can take the initiative to lower the price and he can get a better price. This is a common method used by many customers.
In this case, it is not easy for us to distinguish whether the other party really does not like the high price, or whether it is a simple price reduction method. In this case, we certainly cannot panic. If we can’t find the other party’s intention, we can’t rush to lower the price and make concessions. This actually demeans our product. Anxious to cut prices will make customers despise you and doubt your products. What kind of products cannot be sold that make you so anxious to cut prices?
Therefore, we cannot worry. When the customer remains silent, we can first suggest some other options with similar prices. Prices are similar or slightly higher. Let customers choose. The intent at this point is not to imply that the customer has to choose. Customers may not choose or even ignore you. This is just a means for us to buffer: to maintain price benefits on the basis of reducing the size. Attitudes have dropped this round, but prices have not.
Then, when customers are still ignoring you, you can introduce more offers. If the customer just wants to lower the price, he should start talking to you at this time, because you have already opened a hole for price reduction. If he wants to find more ways to open the hole, he has to bargain with you. Entering this step, you need to grasp the scale and slowly negotiate with the customer.
The second situation is that the customer really thinks your price is high: this situation is not uncommon, because we want to make money, when customers ask us for quotations we must retain profit margins, but also prepare customers Room for counteroffer.
However, if the customer’s psychological expectations are too different from your offer, causing the other party to have no interest in counter-offering, they will also remain silent. At this point, our approach is similar to the first case. We keep testing with lower profile and lower prices until test customers care about you. At this point, you won’t be too far from his bottom price. But you can’t go down too fast.
The third situation is that when he is busy dealing with other things, he does not pay much attention to your product and is likely to ignore you. Especially after you make an offer, one wants to keep you company, while the other really doesn’t pay enough attention and doesn’t want to rush to reply to you.
In fact, this situation can be clearly felt. Such customers will not be too enthusiastic when they first start making inquiries. Therefore, during the negotiation process, we can also accurately distinguish customers from such customers on your products, and we do not have to rush to reduce prices. We can communicate and negotiate with him on an equal footing before lowering our stance. It’s not too late to lower prices. This is the best way to maximize your interests.
In the final analysis, whether it is follow-up or negotiation, it is actually a process of understanding the customer’s psychology. If you think about the psychology of your customers, it’s easy to create a suitable follow-up plan.
3. The price issue makes it impossible to negotiate?
Everyone wants to maximize their own interests, and this is right. You must first analyze whether the customer said that the budget is insufficient, is it because of bargaining, or because they really don’t know what to do? You can also look at it from the customer’s point of view, consider it for the customer, proof and replace the material, replace the alternative material that meets the price, and compare it with the existing sample, the customer will naturally see the difference.
4. How many times have you contacted potential customers without reply?
Test, comprehensively collect customer information, understand the real situation, and then prescribe the right medicine. Your current problem is: no message from the guest, then you guessed it. But this not only fails to solve the problem, but also easily limits your thinking.
5. Customer follow-up is not a matter of rote learning or mechanical application.
Business is ultimately about understanding. The specific circumstances are very different. Only by mastering the way of thinking about negotiation can we draw inferences from an example.
In short, the more you know about your customers, the more respect and negotiating leverage you gain. The more information you have about your customers, the more you will win.