the client went,what should i do?
Post 1 of 16
a client came and visited our campany this afternoon,looked for a few product and asked us to quote for him?just a few minutes after that,he went,and left me a name card?now what should i do?pls give me suggestion!thanks
01 Nov 2007 02:57
Post 2 of 16
Replying to [babyhonor]:thanks for all of your suggestions,but the reason is that he thought our price is expensive,so how can i convinced him?![[em24]](http://img.alibaba.com/images/eng/style/icon/emoticons_thinking.gif)
03 Nov 2007 21:52
Post 3 of 16
Replying to [Milsahuang]:Miss Huang.Don't worry.you just need to be patient and smart!! I used to have foreign biz partners coming to visit our factory.it was much the same situation as you had .I think that you should calm down,and still keep in touch with them.Since they have come to visit your factory,they meant business ,(very serious).
By the way ,it is good for you to communicate with them on the phone ,and ask about their views about the products Anyway,good luck to you !
By the way ,it is good for you to communicate with them on the phone ,and ask about their views about the products Anyway,good luck to you !
04 Nov 2007 03:05
Post 4 of 16
Replying to [little friend]:thanks for your advice,maybe i will call him
05 Nov 2007 01:07
Post 5 of 16
Replying to [Milsahuang]:
Customers play psychology on the sellers.
They always say the price is too high. You have to do a survey on the price versus the products. Check the market price of your goods, and check if what the customer says is true, and to what extent.
In Sales and Marketing, there is Business Intelligence. Get a team of people to find out the market price and compare apple-to-apple. Use other companies name and emails to inquire from your competitors. Do the same to others as what others are doing to you.
Brand Building
You got to have a good brand name, and track records. Although your prices may be higher than others, you have to put in something to 'sell' the product, by brand building, satisfied customer references and good after-sales service. Apply the SWOT (Strength, Weakness, Opporutinty and Threats) analysis and identify your niches.
Communication
Write to your customer to find out more of their wants and needs. Even call them on the phone (On line Internet phone), or strike a TradeManager chat with him/her. Communicate the Strengths of your products and your company track records and the Weaknesses of your competitors. Be bold and courageous, and be aggressive in the market.
Quick Response
Do not let time pass 24 hours for an inquiry. Quick response is the key, sometimes customers want spontaneous price quotations over the phone. You have to rehe the product and pricing and the technical specifications and know them like the back of your hand. Customers have short patience, and they want the product "yesterday".
Courtesy and Politeness
All the time, maintain courtesy to your prospects and customers. Never raise your tone of voice over the phone. Keep eye contact with the customer when they speak or when talking to them. Be mindful of their culture and behaviour. When going for a seat in the restaurant, always allow the guest to be seated first, and when going for the food, allow them to have the first piece. Always address them as "Sir" or "Doctor" or "Your excellency" according to their titles.
Price
Price is subjective to the pressure of supply and demand, but cost is a reality which profits are based on. Customers who bargains like buying fish in the market are common everywhere, we see them in Alibaba and our trade. You must get a price list of your products in the catalogue, and you have to know your margins. There are some price strategies you can play with, for example for volume discounts. If your customer buys 10 pieces it will be at $X price. But if the quantity goes up to 1000 pieces, there should be a Quantity Discount. You have to work it out with your manager on the Quantity discounts and usually it will be a win-win situation for you to sell at cheaper price for large quantity. However you have to get the prices of your competitor, comparing product to product in terms of quality and application and technology. You may also throw in some extended warranty coverage for the product to close the deal. It is like playing a "poker game".
Delivery
Through my years of trading with Chinese companies, I find that many companies are weak in their logistics. The most common quotation is FOB or Ex-works and they leave the freight and delivery charges out. However customers are not keen to work out the freight cost, as they are not aware of many unknowns, such as the size and volume of the goods and weight. Pick up some Price quotes from Delivery companies such as Fed Ex, DHL , TNT and EMS. and give them a list of choices to choose from, with or without insurance coverage. Find out the location of the client, if they are in South Pacific Island of Fiji for example, the freight charge could be tremendously high. Leave it as open if the customer insists you send the goods there, and charge the freight at cost to the customer.
Street
Customers play psychology on the sellers.
They always say the price is too high. You have to do a survey on the price versus the products. Check the market price of your goods, and check if what the customer says is true, and to what extent.
In Sales and Marketing, there is Business Intelligence. Get a team of people to find out the market price and compare apple-to-apple. Use other companies name and emails to inquire from your competitors. Do the same to others as what others are doing to you.
Brand Building
You got to have a good brand name, and track records. Although your prices may be higher than others, you have to put in something to 'sell' the product, by brand building, satisfied customer references and good after-sales service. Apply the SWOT (Strength, Weakness, Opporutinty and Threats) analysis and identify your niches.
Communication
Write to your customer to find out more of their wants and needs. Even call them on the phone (On line Internet phone), or strike a TradeManager chat with him/her. Communicate the Strengths of your products and your company track records and the Weaknesses of your competitors. Be bold and courageous, and be aggressive in the market.
Quick Response
Do not let time pass 24 hours for an inquiry. Quick response is the key, sometimes customers want spontaneous price quotations over the phone. You have to rehe the product and pricing and the technical specifications and know them like the back of your hand. Customers have short patience, and they want the product "yesterday".
Courtesy and Politeness
All the time, maintain courtesy to your prospects and customers. Never raise your tone of voice over the phone. Keep eye contact with the customer when they speak or when talking to them. Be mindful of their culture and behaviour. When going for a seat in the restaurant, always allow the guest to be seated first, and when going for the food, allow them to have the first piece. Always address them as "Sir" or "Doctor" or "Your excellency" according to their titles.
Price
Price is subjective to the pressure of supply and demand, but cost is a reality which profits are based on. Customers who bargains like buying fish in the market are common everywhere, we see them in Alibaba and our trade. You must get a price list of your products in the catalogue, and you have to know your margins. There are some price strategies you can play with, for example for volume discounts. If your customer buys 10 pieces it will be at $X price. But if the quantity goes up to 1000 pieces, there should be a Quantity Discount. You have to work it out with your manager on the Quantity discounts and usually it will be a win-win situation for you to sell at cheaper price for large quantity. However you have to get the prices of your competitor, comparing product to product in terms of quality and application and technology. You may also throw in some extended warranty coverage for the product to close the deal. It is like playing a "poker game".
Delivery
Through my years of trading with Chinese companies, I find that many companies are weak in their logistics. The most common quotation is FOB or Ex-works and they leave the freight and delivery charges out. However customers are not keen to work out the freight cost, as they are not aware of many unknowns, such as the size and volume of the goods and weight. Pick up some Price quotes from Delivery companies such as Fed Ex, DHL , TNT and EMS. and give them a list of choices to choose from, with or without insurance coverage. Find out the location of the client, if they are in South Pacific Island of Fiji for example, the freight charge could be tremendously high. Leave it as open if the customer insists you send the goods there, and charge the freight at cost to the customer.
Street
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Tijit Pte Ltd
Motto: Digital is our name : Portable is our game
Tijit provides service and supply to Marine Shipping Industry both here in Singapore and abroad focused on portable instruments.
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05 Nov 2007 07:22
Post 6 of 16
Replying to [Milsahuang]:that is excatly what happens again and again with too many Chinese `sales persons `
They do not listen !!!!
You just do what the buyer has asked you to do.
that´s all !
Why doing things so difficult ???
They do not listen !!!!
You just do what the buyer has asked you to do.
that´s all !
Why doing things so difficult ???
21 Nov 2007 05:50