Tips to push your foreign trade customers to place orders, learn them!

2024-03-08|44 views|Development skills

For most foreign trade businesses, business negotiations are never easy, and daily struggles are necessary. While most issues in negotiations can be easily handled, some tricky problems leave many foreign trade businesses unsure of how to proceed. In this article, we have compiled two common tricky issues in foreign trade negotiations and their solutions, hoping to assist everyone.


 
Customer Disappears After Receiving Samples
Samples, as the stepping stones to orders, are undeniably crucial. However, it's a common scenario for samples to be sent, but the customer goes silent. How should we handle such situations?
 
Firstly, we need to analyze why the customer has gone silent. Is it because the customer hasn't received the samples, or they have many suppliers, making it unclear about each sample's status? Perhaps you haven't proactively informed the customer of their order number. Other possibilities include the customer being dissatisfied with the sample's quality, finding another supplier, or perceiving your product as having a lower cost-performance ratio.
 
Only by understanding why the customer disappeared can we formulate targeted solutions. For example, include your business card in the sample, immediately inform the customer of the order number upon dispatch, take photos of the dispatched samples, and write the recipient's name on the external packaging. If the issue is not related to the product, inquire in detail about the customer's dissatisfaction. If recovery is impossible, consider recommending alternative products.
 
A very interested client, suddenly nothing happened
Have you also encountered a clear talk is very good, samples, prices are relatively satisfactory, but close to the time of the order, the customer has no news. At this time many foreign trade people will be very panic, do not know what to do. Ask the customer directly, but also afraid of customer annoyance.
 
This type of problem and before the same first analyze the reasons. Common reasons are as follows:
 
The project has not been determined: sometimes the customer's project is still in the decision-making stage, so it is difficult to give you a short time to answer. In this case to maintain proper follow-up can be.
 
Customers in the screening stage: generally a customer will be in contact with a number of suppliers, and this process requires a comprehensive examination of the product, so it takes a certain amount of time, so it can not immediately give a reply.
 
The project is not urgent: some companies have projects as short as a few months, as long as one or two years before the implementation of such customers are not in a hurry to order.
 
Limited budget: some customers have limited budgetary funds, such as going out to exhibitors with budgetary costs, you need to wait for the funds issued to determine the product.
 
For the above situation, you can develop a follow-up strategy that Mail + Mail + Call. e.g.: the first follow-up email to be sent on the 7th day after the customer receives the sample, the content can refer to the following template:
 
Dear XXX, 
I hope this email finds you well.
 
I'm pleased to update you on our recent discussions. Most of the issues have been resolved, and we're ready to move forward.
 
May I proceed with preparing the Proforma Invoice? Your prompt response is appreciated for a smooth continuation of our collaboration.
Best regards,
XXX
 
If the customer does not respond to this email above, then a second email can be sent 5 days after the first. The content can be found below:

Dear XXX,
I trust this email finds you in good health.
 
I wanted to touch base and inquire about the progress of our collaboration. If there's anything we can do to support you and ensure a seamless continuation, please don't hesitate to reach out.
 
Our team is committed to addressing any additional concerns or requirements you may have. Feel free to contact me directly—I'm here to assist you in any way possible.
 
Thank you for your attention, and I eagerly anticipate hearing from you soon.
Best regards,
XXX
 


If the first two emails didn't work, then the third follow up can be tried over the phone, and the conversation can be referred to:
 
Salesperson (S): Hello, may I speak with XXX, please?
 
Customer (C): This is XXX speaking. Who is this?
 
S: Good day, XXX! This is XXX from [Your Company Name]. I trust you're doing well. I'm following up on the email I sent regarding the progress of our collaboration. Recognizing that emails can sometimes get overlooked, I thought it would be best to connect with you directly. Any updates or concerns on your end?
 
C: Oh, hi XXX. Thank you for reaching out. I haven't had a chance to respond to your email yet.
 
S: No problem at all, XXX. I completely understand the busy nature of emails. That's precisely why I wanted to touch base and make sure we address any questions or concerns you may have. Would now be a convenient time to discuss this further?
 
C: Sure, I have a few minutes. What did you want to discuss?
 
S: Great! I wanted to check in on the progress of our collaboration and ensure everything is moving smoothly. Our team is committed to a seamless continuation, and we highly value our partnership with you. If there are any concerns or specific requirements you'd like to discuss, please feel free to share them.
 
C: Actually, I had some questions about the timeline and pricing. Could you provide more information on that?
 
S: Absolutely, XXX. I'd be delighted to address your questions about the timeline and pricing. Let's go through the details together to ensure everything aligns with your expectations. My goal is to provide you with accurate and transparent information.
 
C: That would be great. Thank you for your assistance, XXX.
 
S: You're welcome, XXX. It's my pleasure to assist you. I'll promptly address your questions and provide the necessary information. If you have any other concerns or need further assistance, don't hesitate to reach out to me directly. We're here to support you throughout the process.
 
C: Thank you, XXX. I appreciate your proactive approach and support.
 
S: It's my pleasure, XXX. Thank you for your time and cooperation.
 
I'll be in touch shortly with the information you requested. Have a wonderful day!
 
C: You too. Goodbye.
 
S: Goodbye, XXX. Take care, and I look forward to speaking with you soon.
 
This way even if the customer doesn't respond, you know what the problem is. You can also make changes in real time or solve the customer's problem as soon as possible.
 
In general, the follow-up on the sample to maintain a good state of mind, in the state of infrequent disturbance of the customer, to master certain follow-up skills and frequency is very necessary, while understanding the problem to solve the problem is what we should do sales.


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