I have been engaged in international trade for five years, first I stayed in school to teach for one year, then I owned a large state-owned foreign trade company, and then I went to foreign banks to do trade financing. Then I met many colleagues, many of whom are well known. It was not until I started a small company not long ago that I couldn't help feeling that trade is not a continuous learning process for anyone.
I want to share with you a view of foreign trade salesmen from the perspective of buyers, hoping to be helpful and introduce myself.
Where does the buyer's order come from? Where to send it?
Buyers usually get procurement tasks from the headquarters or subsidiaries of the host country. We also have other colleagues who usually call the most familiar suppliers to get some information. They send inquiries to familiar suppliers, then scatter the factories in the supplier list database at the exhibition, and then scatter the purchasing information on the foreign trade website.
After getting the offer from China, reply to the company headquarters. Under normal circumstances, there are many procurement tasks from headquarters, which may not be completed. Therefore, foreign trade personnel had better do two things.
The first is a very quick reply. The timely and effective response of the purchasing department to the headquarters is a very important evaluation index. For example, the daily necessities list of 20 projects will be completed within 3 days. Late quotations can only be filed in folders, so speed is the first key.
The second is a complete reply. This requires quotation salesmen to know their products very well. Frequently purchased information is incomplete. It is best for a salesman to rely on his product knowledge and introduce the product completely in the mail. At the same time, it includes his own factory information (name, address, number of factories, number of technicians, main products, output, sales volume, foreign trade rights, etc. ), and other information about the product, including similar product recommendations. Or provide the buyer with other possible options. There are also business information, including delivery date, minimum order quantity, packaging, port, payment method, etc. This is very helpful to promote the final transaction. It is important to introduce it in several parts in the first email.
I once received a fax or email with only one or two sentences. There is only one price on it. I think such a reply will give me the following impression:
1. Respondents are trading companies or individuals. When they see the inquiry, they will inquire about the price and add the profit before making an offer.
2. Respondents are not very familiar with the business, and many links may take a lot of time to communicate with each other.
Doing business with such a company will always rush the factory like squeezing toothpaste, which is very energy-consuming.
The content of the reply is complete, but it needs to be concise. Don't move out of the factory's entrepreneurial history, and don't put up slogans and slogans.
The buyer's difficulties, and what should I do if I hear from them?
Buyers and foreign trade salesmen have their own difficulties. First, they need to find qualified suppliers. If there are various problems in the subsequent business, it will be traced back to the process of selecting suppliers. Therefore, it is very important for powerful suppliers to show their strength. Of course, false words can only be identified by the buyer himself.
Price is another issue. The target price of purchasing is usually very low, so it is difficult to reach a deal in one communication. Many orders are ultimately about price. Headquarters also needs time to judge.
The main content of procurement execution is the orders being executed by headquarters and every day. Therefore, there is not much time for suppliers in the inquiry stage to take the initiative to call. E-mail is also neglected to reply. This happens all the time. Suppliers need not be discouraged. Here are two points for your reference.
1. Make a realistic quotation, otherwise it will not be on the contact list confirmed by the head office, and at the same time try to be complete, as mentioned above. Both foreign employees and China employees like this sentence.
2. Active contact is very important. Purchasing staff are also human and lazy. I always hope that enthusiastic suppliers can take the initiative to contact and provide new information to save their time. Of course, we should pay attention to the ways and methods of contact.
In the process of purchasing, supplier problems often occur. In this case, the buyer will consider other suppliers. This is why some customers reappear after a year and a half of disappearance. It is a good habit for foreign trade personnel to keep a minimum contact. The difficulty of this habit is that it has no effect for several and a half months. From this point of view, you must admire the accumulation of some old salesmen of foreign trade companies for more than ten years. Their knowledge of foreign languages and products may not be as good as that of some college students.
Why p/I?
In order to show that he is excellent and efficient, he often faxes p/i to the headquarters within one or two days after receiving the procurement task. Suppliers must not secretly enjoy themselves. At this point, the main nature of P/I is the supplier's unilateral sales commitment. Whether it is implemented or not depends on the buyer. Buyers often fax P/I from more than two different factories in one order.
Another advantage is that after the P/I is issued, the factory often thinks that the buyer is sincere or that the transaction is very likely. After a few days, the buyer can go back and ask the supplier to make some changes to P/I, which generally includes payment terms, free spare parts or some discounts. At this stage, I personally think it is easier to achieve the goal than asking suppliers from the beginning. This is usually our practice.
Should I send samples?
This is a headache for the factory! People ask for samples almost every week? It's too much at a time, and most of it sinks into the sea. From the buyer's point of view, I want to share my feelings with you.
1. sample fee. Personally, I suggest that the factory take the initiative to raise the issue of sample fee. In fact, buyers are spoiled. The more likely the business is, the more generous the buyer will be to the sample fee. But the reality is that most domestic factories produce the same products. You don't agree. Naturally, others promised to be free. So I suggest spending some time to study how unique my product is. For products that basically have no own characteristics, the competition is fierce, and at the same time you are eager to order, so you should send them for free. If the buyer is facing the same factory, the products are basically the same, some are free, and some insist on charging, then isn't it stupid for me to spend money on samples?
2. speed Whether it's free or charged, speed is the key. In this way, buyers can judge two facts. First, is the supplier a real manufacturer, or should the trading company send samples first? Second, is this product made by the supplier? Or just productive. These two facts are reflected in the speed of sending samples. Therefore, I suggest that small foreign trade companies or individuals who suffer from layout should not easily send samples for free. In our experience, the supplier who finally clinches a deal can often tell us the express number within 1 to 2 days after confirming the sample.