【采购商专访①】这样更能夺取“我”芳心 You Can Catch My Heart Like This
好不容易盼到过来摊位，一听价格直呼“price so high”。
来自伊朗的Cyril Junior说他会回绝某一部分邀请他去参观工厂的公司，因为会综合考虑该工厂的规模，成立年份，产品种类，价格优惠等。“我倾向于和产品类型较多的公司合作，不会选择款式少的供应商因为这样会让我的选择有局限性。而且对方的报价也是我考虑的一大重点”，Cyril Junior跟阿连说。
当阿连提出这个问题时，这位来自希腊的George便打开了话匣子。他说他们其实很有苦衷的，其实大家都知道希腊在2014年末至今国内经济经历了巨大危机，汇率的巨大波动，经济的持续变弱使得他们处于敏感的状态，为了应对一系列的经济影响，希腊的采购商们基本上都是采取观望的态度，秉持“less quantity and less orders”的方法。
The second phase of Canton Fair has come to an end. Many exhibitors are confused by the buyers’ capricious mind. Have you ever met the following frustrating situation:
Before the exhibition, refuse our warm invitation to booth or factory.
When coming to booth, always say: “price so high”.
After round and round negotiation, our silver tongue can’t defeat customers’ hesitation, not placing order!
After the exhibition, customers lost contact.
Customers finally place order, but a small one!
Don’t worry. I have made a special interview of buyers during the Canton Fair, deeply digging out their real thoughts and offering you the tips.
Question 1: Why don’t you come to my booth and factory?
Cyril Junior, from Iran, said he would refuse part of companies that invited him to factory because he would consider the factory’s scale, establish time, product category and price discount etc. “I incline to cooperate with company with more product category, but not the supplier with less models, because it will limit my choice. And price is also one of my consider point.” said Cyril Junior.
Tips: before inviting customers to factory, we should focus on company advantage, such as products advantage, type advantage and scale advantage ect. Customers always prefer company with mature production supply chain and multiple product design which can make us better attract customers to know our company so as to increase the chance of getting order.
Question 2: Why customers from Europe and America were “generous” before and now said our price too high?
A French buyer engaging in gift industry told me that now the exchange rate is not stable which aggravates the risk of foreign trade. This year, the whole industry tends to be a hard time while the domestic market consumers hold the same demand on the highend gift design and type, so customers will be more careful when placing orders. Products with a better price will be the best and first choice. And two German buyers engaging in craftworks said that due to the influence of Eurozone economy, the domestic purchasing power decreases, so the current spending power level will be taken into consideration when purchasing in this Canton Fair.
Tips:If your target customers are from Europe and America, you should pay attention to their purchasing power and demand, recommending products according to their needs which can both meet customers’ need and cut unnecessary quotation.
3. After the exhibition, when is the “golden time” to receive orders?
Ziyad , a furniture buyer from Saudi Arabia said he came to China mainly for getting to know the trend and the latest products this year. “I am a frequent visitor of Canton Fair because I want to know the latest products every year, and this fair is indeed such a platform. I rarely place orders immediately when finding appropriate products but often to analyze the price, to receive samples, and test and then place orders afterward.”
Tips: after the fair, please absolutely not be impatient. You have got a big step forward if meet potential customer at the fair. Actively cooperating with what customers want such as send samples, if all things go well, you will receive not less orders after the exhibition.
4. Why are you unsatisfied with our service when coming to our booth and factory?
Being asked what kinds of exhibitors impressed them most or unlike most, buyers told me his deepest voice. Leea Kouhia coming from Finland, had an example that on one occasion he walked into a booth, may be one of their important clients in presence, the salesmen didn’t express warm reception to him but to the other important one, which made him feel disrespected. During a visit to the factory, he favored those polite, enthusiastic reception ways, rather than those let him feel to be forced to place orders.
Tips: the buyer revealed the most unpopular ways of most customers: let them feel that you’re forcing them to place orders. Don’t push too hard, actually make a good impression to a customer in communication also is significant.
5. Why do you hesitate to place orders although have intention, so let me be entangled?
When I asked this question, George, a customer from Greece opened a chatterbox. He said that they actually have a lot of difficulties because the world-wide known thing is that Greece has experienced great crisis in late 2014 to now of domestic economy. Huge fluctuations in exchange rates and continuously weak economy make them in a sensitive state. In response to a series of economic impact, the Greek buyers essentially take a wait-and-see attitude, upholding the “less quantity and less orders” approach.
Tips: most people know the current situation of the occident customers, so foreign traders can change the weight to other markets in accordance with the actual situation of foreign trade, and also follow up the original European and American markets, which must be a good choice.
The above is inner monologue of buyers I got from my interview in the second phase. If you think the interview comes to an end, you are wrong!
Original works，welcome to repost， plesae mark the source:外贸连（Wechat ID:LWG-8888)