[外贸连]印度三哥砍价砍出大道理 Shrewd Indian Customers
楼主#更多 发布于：2014-10-20 15:52
外贸连 Recently I have seen many messages written by my foreign trading friends in Weibo and WeChat, and I can tell that they all have a love-and-hate relationship with Indian customers. They love that India is such a populous country that is developing prosperously, and everyone wants to make profits from it. And they hate that the Indians are such shrewd bargainers and they often make unbelievably low counter offers, which make them hateful. There are many friends complaining about this kind of Indian customers. And I am going to talk about some really good Indian customers who I met in the Canton Fair. They were so good at making counter offers, which not only gave me an order but also taught me a lesson.
In the Canton Fair in this Spring I invited a potential Indian customer who I hadn't contacted for a while online, hoping to get an order from them by inviting them to the Canton Fair. Their company sent three VIPs to us: the general manager, the supervisor of purchase department and the supervisor of the sales department. They are all the key persons, and after we met in the Canton Fair I tried to convince them to make further conversation with us in our show room.
After checking out our products they picked out four types soon and wanted to place an order, but they were upset with the prices. I had followed up with this customer for a long time and according to the data I collected the customer was pretty good. So we tried to meet their requirement and get the order, hoping to establish a long-term cooperative relationship with them. Of course they didn't make it so easy for us, and they asked us to lower the prices by another $0.1/pcs. We offered them low prices in order to attract them in the first place, and we couldn't afford to give them lower prices. So I kept stressing our products' quality and the customers we were cooperating with to them to enhance their confidence in us. The customers recognize us as a good supplier, and when we were negotiating about the prices, their well-cultivated purchasing supervisor talked about philosophies in life to us for about an hour, explaining how fierce the competition in their market was and what impressed me most was that,the sales supervisor even analyzed about the deep meaning of the word "attitude" to us by endowing percentages on each letters. It was basically like this: "the customers' attitude towards is not decided by a single person. A product is good not because a single customer says it is good but because a thousand and more and more people say it is good. And a person's success is determined by his attitude. The word "attitude" can be divided as 1%+20%+20%+9%+20%+21%+4%+5%=100%.” This seemingly confusing talking was not that inspiring, but his powerfulness and eloquence made us closer and I was so impressed by his speech.
We gained further understanding for each other by the talking, but we really couldn't offer them lower prices. And the customers made a compromise by asking us to add quick-wear parts to them. At last we agreed with them and got the order with success.
In fact the Indian customers are pretty reasonable. When they make a primary evaluation of our products they may not have a full understanding of our products' quality and material, so we need to stress our strength to them. Take the plastics for example, we use the brand new material that is different from the recycle plastics in both price and quality. Only by explanation can we convince them, because we cannot win them over just by the design of the products. If they understand the products better they can sell them to their customers in a better way, which can make our products popular in their market, and there are bigger chances that we will make long-term cooperation.
My friend, you know what? I don't hate the Indian customers but actually like them. The Indian businessmen are mostly religious and well-cultivated. Maybe it is also because that we have many customers from India. I once stayed in the house of my customer in New Delhi and was well treated by the whole family of my customer, including his mother, wife and children. It was indeed my honor. India is a populous country like China, and the Indians are not demanding in quality like Europeans and Americans do. They don't have too many requirements of certificates either, which makes them a market with an easy entry. My dear fellows who are also working at the Indian market, let's make progress together!