In foreign trade business, accurately judging the needs and pain points of customers is the key to winning orders. Each foreign trade customer may have different focuses and concerns when expressing their needs, and understanding these differences can help communicate and negotiate more effectively. The following content will explore in detail how to identify the needs and pain points of different types of customers and provide corresponding response strategies. By understanding the real concerns of customers, foreign trade salesmen can better meet the needs of foreign trade customers and improve transaction rates and customer satisfaction.
Foreign trade customers who pursue quality first
Almost every customer will emphasize quality, but the actual focus may be different. Some customers pay attention to quality verbally, but actually care more about price. For example, Indian customers usually put price first. Some customers' requirements for quality are within a controllable range, but some customers really put quality first. The performance characteristics of these customers in negotiations are as follows:
- They won’t ask for prices proactively
For example, a foreign trade customer from Mexico simply asked in the inquiry, "Can you guarantee the quality?" In the email, he listed the quality standards in detail, such as load-bearing capacity, fireproof time, surface finish, etc., but did not mention the quotation at all. Before the quotation, the customer visited in person, first went into the workshop to check the bulk products, and conducted a nearly one-hour test. After a series of quality communication, testing and factory inspection, the customer thought we could meet his quality requirements, and then asked for a quotation. Faced with such strict quality requirements, we quoted a high price, the customer did not bargain, and settled the payment before shipment in 100% TT. This Mexican customer was willing to increase the price because he could not find other phone database manufacturers that met both high quality and foreign trade needs. Some manufacturers understand technology but do not do foreign trade, and some manufacturers do not meet the quality standards. In the end, under the conditions of time, place and people, the deal was made. Although this situation is extreme, most customers who value quality are not anxious about the quotation demand.