广交会采访：透视买家思维，紧捉市场脉搏 Interview With Buyers
The first phase of the 118th session of Canton Fair was over, as a barometer of Chinese foreign trade, it attracts attention. When you grasp the great chance to quote or receive, our staff have had interview with buyers from all over the world during the first phase. Buyers will tell you their opinion and idea about the Canton Fair.
A.汇率变化，有人欢喜，有人愁 Different people hold different opinions on exchange rate
For the exchange rate changes, the buyers from different countries and regions hold different opinions. The buyer from Qatar said that their business is shelf products and they can benefit from the devaluation of RMB, which means that the freight is reduced as well as the cost. But for a buyer from Dutch who is engaged in LED products, the recent exchange rate changes and the European economy overall slowing down make many European merchants shrink back at the sight to the Canton Fair, hence, there is obviously less European buyers to take part in the exhibition this year.
B.今年采购计划趋于保守 The procurement plan tends to be conservative
Georgios Pantell who is engaged in the procurement of steel products, said, because their products are steels, to maintain the existing product design and hot style is currently a safer approach. And buyers from Bangladesh, said he is engaged in the procurement of printing materials, this year, his purchase plan is more conservative, so he hopes the seller can understand the market situation of slower growth, and accept small orders.
C.专业、了解客户具体要求的销售人员更为吃香 Salesmen who are professional and understand the specific requirements of customers are more popular
During the interview, when being asked what kind of salesmen they prefer, different buyers gave the following answers:
Know their products exactly. When asked about the product, they can have clear answers rather than make an ambiguous statement.
Know the specific needs of customers and good at speaking English to communicate with customers well but not make mistakes or need to repeatedly confirm due to language problem.
Reply emails quickly, implementing customers’ requirements, and delivering on time.
Understand the customers’ market, and recommend appropriate models rather than high priced products.
D.在展会上仍需改进 Something need to be improved in the exhibition
For "advice for exhibitors", an Egyptian customer who is responsible for wallpaper procurement opened his chatterbox, "Every time in the Canton Fair, buyers always quote much higher price than that after the fair so the price only as a reference. We just want to know new products, to understand the products price, but we can get the reasonable price only after negotiation but not in the fair. I don’t like such a way.”
E.当客户来到广交会，销售人员可贴心提供帮助 When the customer comes to the Canton Fair, salesman can provide the following help
During the interview, many buyers said, it was quite inconvenient in the fair.
The fair is quite large but with unclear indication. Even they get the booth number, they also often get lost.
After closing, returning to the hotel is very inconvenient. Even though there are shuttle buses, there are no English instructions.
Language barrier, communication barriers. If without accompany of translators or salesmen, they feel less convenient on transportation and shopping and so on.
For the above problems, buyers have said that although they went to booth for business, contacting much with salesmen, they hoped that salesmen could help them in other aspects, so that they might feel good.
The above is information from interview, through the face to face communication, we understand the customers’ idea and know what they think. Hence, you can provide better service in the reception, quotation and so on. In a foreign country, if your customer feel your enthusiasm for help, and sincerity of cooperation, I believe they will have deeper impression on you. I hope that you can harvest a lot through the Canton Fair! In the second and the third phases, we will continue to have interview. If have any problem, please have comment below to tell us so that we can help you ask buyers!
AEL DAVID ZHANG
现在的外贸销售 最看重的是服务 价格都是其次 而且服务也不仅仅包含商业上的服务了 其他各个小细节上给客户贴心满意的服务也能赢得客户的欢心