How can we do well in foreign trade if we can't call?

Doing business is all about speed—if you’re slow, opportunities can easily be taken by others. And phone calls are the most direct and timely communication tool for foreign trade professionals.
 
Many people in foreign trade know the importance of phone calls, but very few truly dare to make them—or know how to make them effectively. In this issue, we’ll share how to overcome barriers and take the first step toward “making phone calls.”


 
Steps and Skills for Making Phone Calls
 
1. Preparation before communication
For beginners making calls for the first time, preparation is crucial and also the only controllable factor. Preparation generally includes common FAQs with answers, recording software, phone software, etc.
 
2. Clarify the purpose of the call
A phone call is not small talk—it must have a purpose. For example: confirming whether the customer has plans to purchase from China, understanding the procurement cycle and requirements, etc. Then you can take the opportunity to send product information/quotations.
 
For the first call, it’s not recommended for beginners to set the goal too high, such as trying to close a deal immediately—this can easily be discouraging. Instead, start with customers who seem easier to approach and more willing to communicate. The goal can be to get feedback on samples or quotations. Once you become more skilled, you can take on more difficult customers.
 
3. Do a simulation before calling
Once you have a goal, you can imagine possible dialogue scenarios in advance. The general flow can be: self-introduction + small talk → move to the main topic → restate your name + Call to Action.
 
Sample script:
 
 “Good afternoon xx, this is xx from xxx. You have just sent us one enquiry 10 minutes before, right?”
 “I have replied to you with details. Please check. If anything is not clear, feel free to reply or call me.”
 “By the way, may I have your cell number please?”
 
If they don’t give a cell number, you can follow up by asking for Skype or WhatsApp.
 
If the customer has time, you can also add:
 
 “If you are interested and not so busy, I would like to introduce something to you here.”
 
Handling Common Situations
 
1. Customer says they’re busy: Don’t rush to hang up—try to make an appointment for another time. Be sure to ask for the specific time.

2. Customer doesn’t speak English: First ask, “English?” If not, use a translator or ask to be transferred to the person who handles emails.

3. Customer not available: Ask when they will be available, or chat a bit with the person who answered to build a relationship—they may help you.

4. Receptionist answers: Don’t ask to be transferred directly to the CEO/purchasing manager—it may cause resentment. Instead, say, “Please help transfer me to the person responsible for purchasing.” That has a higher success rate.

5. Customer hangs up immediately: Don’t be discouraged—try again at a different time.

6. Customer says not interested: As long as the line isn’t cut, you still have a chance. You can say, “We also have other new products that you might be interested in.”

7. Customer says they already have a supplier: Congratulate them first, then add, “I’m not asking you to switch suppliers right away, I just hope to have the chance to show you our samples/quotation.” With sincerity, you still have an opportunity.