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  • 0 楼#

    外贸连先生

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    许多参展的连粉纷纷疑惑,买家心,海底针。你们是否都遇到以下令人奔溃的情况:

    展会前,热情邀请到摊位和工厂来一口回绝!

    好不容易盼到过来摊位,一听价格直呼“price so high”。

    好说歹说,三寸不烂之舌却难抵客户的再三犹豫,不肯下单!

    展会结束,随之客户了无音讯!

    终于下单,却只是惨不忍睹的小订单!

    别急,阿连在广交会期间专门针对采购商做了专题采访,深挖了他们内心的真实想法并相应给出tips。

    问题1:为什么你不愿意来参观我的摊位和工厂?
    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。

    Tips:在邀请客户参观工厂前,要着重强调公司的优势,如产品优势,款式优势,规模优势等。客户都会对有着成熟生产供应链,多样产品设计的公司青睐有加,着重公司优势,更能让你吸引客户来了解公司的实力从而增加订单机会。

    图片:第一张:伊朗.jpg




    问题2:为什么欧美客户之前很“大款”,现在觉得我们的价格太高?
    从事礼品行业的法国买家告诉阿连,现在汇率非常不稳定,大大加剧了外贸行业风险,今年整体行业趋于较困难时期,但国内市场消费者对高端礼品的设计和款式保持同样要求,所以在下单时会更加谨慎,首选价格上能更加优惠的产品。而从事工艺制品的两位德国买家表示受欧元区经济的影响,国内购买力有所下降,所以此次来广交会对产品的购买会更加考虑现有消费力水平。

    Tips:如果你的目标客户来自欧美,则要注意现在他们的购买力和需求,按需推荐产品,这样既满足客户要求又尽量减少不必要的报价。

    图片:第二张:德国.jpg




    3.展会过后,什么时候是你下单的“黄金时间”?
    来自沙特阿拉伯的家具买家Ziyad说此行最大的目标就是想了解今年的流行趋势并且了解最新的产品。“我是广交会的常客,因为我每年都想了解最新产品,而广交会就是这样的平台。当我看到合适的产品很少立刻下单,往往是回国进一步进行价格分析,要求寄样品,测试之后才可能下单。”

    Tips:展会过后,万万不可心急。在展会上遇到有意向的客户就是一大进步,客户希望你寄样品什么的可要积极配合,因为如果一切谈妥,展会过后可是会收到不少订单。

    图片:第三张:沙特.jpg



    4.为什么来到了摊位和去了工厂却不满意我们的服务?
    当阿连问及对什么样的参展商印象深刻和不喜欢怎样参展商的时候,采购商们流露心声。来自芬兰的Leea Kouhia举了一个例子,有一次他走进一个展位时,可能由于有他们的一个重要客户在场,业务员们并没有热情的接待他而是跟在另一个客户身边认真讲解,这让他觉得很不受尊重。在参观工厂时,他青睐于很有礼貌,热情的接待方式,而不是让他觉得时刻要逼迫他下单购买。

    Tips:这位采购商说出了大多数客户都不喜欢的方式就是:让他们觉得你在逼迫着他下单。其实不要催得太紧,和客户见面或者沟通时让他对你留下好印象也是非常重要的。

    图片:第四张:芬兰.jpg




    5.为什么你明明有意向,却犹豫不决迟迟不“出手”,让我好生纠结?
    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。

    Tips:欧美客户的现状大多数人都了解了,所以外贸人可以按照实际情况将重心转移到其他市场,也跟进好原有的欧美市场,相信是不错之选。

    图片:第五张:希腊.jpg


    以上就是连粉在第二期采访到的采购商内心独白。如果你觉得采访就此结束,那你就错了!


    原创作品,欢迎转载,请标明出处


    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)


    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!

  • 封禁
    1 楼#

    你不知道的事

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    占个沙发,顶起来。

  • 2 楼#

    cn1514165198

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    这个很好,有助于我们了解采购商的心态

  • 3 楼#

    cn1514167875

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    时间和地点与你的服务都恰到好处时,便成功了一半。加油

  • 4 楼#

    AAbigail

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    很实在的分析!

  • 5 楼#

    Joyies

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    真的让我们收益匪浅!我们着实在服务上做的不是很好...

  • 6 楼#

    cn1514151147

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    了解客户心态很重要

  • 7 楼#

    Harvey伟

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    好帖!顶起来 啊连用心了

  • 8 楼#

    Besss

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    如此好帖 好分析去哪儿求!找啊连准没错

  • 9 楼#

    cn1514163117

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    好贴,已顶。

  • 10 楼#

    CandiceFang

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    啊连我爱死你了~外贸人的福音啊!

  • 11 楼#

    Cecilia、敏

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    这个很好,有助于我们了解采购商的心态 真理了!!

  • 12 楼#

    cn1512883419

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    好东西要大家一起分享哈~~

  • 13 楼#

    任侠Jackie

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    赞一个

  • 14 楼#

    cn1514163079

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    有解决了我内心的一个问题,赞!!

  • 15 楼#

    cn1511779675

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    感谢LZ分享,

  • 16 楼#

    cn1513457204

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    有问题,上外贸圈

  • 17 楼#

    cn1514186527

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    顶一下,我觉得亚连说出了我的心声

  • 18 楼#

    cn1514186527

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    我觉得说出了我自己的心声,我本来就是个不太外向的人,担心的又挺多。。。大赞亚连

  • 19 楼#

    viola tan

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    顶一个



  • 许多参展的连粉纷纷疑惑,买家心,海底针。你们是否都遇到以下令人奔溃的情况:

    展会前,热情邀请到摊位和工厂来一口回绝!

    好不容易盼到过来摊位,一听价格直呼“price so high”。

    好说歹说,三寸不烂之舌却难抵客户的再三犹豫,不肯下单!

    展会结束,随之客户了无音讯!

    终于下单,却只是惨不忍睹的小订单!

    别急,阿连在广交会期间专门针对采购商做了专题采访,深挖了他们内心的真实想法并相应给出tips。

    问题1:为什么你不愿意来参观我的摊位和工厂?
    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。

    Tips:在邀请客户参观工厂前,要着重强调公司的优势,如产品优势,款式优势,规模优势等。客户都会对有着成熟生产供应链,多样产品设计的公司青睐有加,着重公司优势,更能让你吸引客户来了解公司的实力从而增加订单机会。

    图片:第一张:伊朗.jpg




    问题2:为什么欧美客户之前很“大款”,现在觉得我们的价格太高?
    从事礼品行业的法国买家告诉阿连,现在汇率非常不稳定,大大加剧了外贸行业风险,今年整体行业趋于较困难时期,但国内市场消费者对高端礼品的设计和款式保持同样要求,所以在下单时会更加谨慎,首选价格上能更加优惠的产品。而从事工艺制品的两位德国买家表示受欧元区经济的影响,国内购买力有所下降,所以此次来广交会对产品的购买会更加考虑现有消费力水平。

    Tips:如果你的目标客户来自欧美,则要注意现在他们的购买力和需求,按需推荐产品,这样既满足客户要求又尽量减少不必要的报价。

    图片:第二张:德国.jpg




    3.展会过后,什么时候是你下单的“黄金时间”?
    来自沙特阿拉伯的家具买家Ziyad说此行最大的目标就是想了解今年的流行趋势并且了解最新的产品。“我是广交会的常客,因为我每年都想了解最新产品,而广交会就是这样的平台。当我看到合适的产品很少立刻下单,往往是回国进一步进行价格分析,要求寄样品,测试之后才可能下单。”

    Tips:展会过后,万万不可心急。在展会上遇到有意向的客户就是一大进步,客户希望你寄样品什么的可要积极配合,因为如果一切谈妥,展会过后可是会收到不少订单。

    图片:第三张:沙特.jpg



    4.为什么来到了摊位和去了工厂却不满意我们的服务?
    当阿连问及对什么样的参展商印象深刻和不喜欢怎样参展商的时候,采购商们流露心声。来自芬兰的Leea Kouhia举了一个例子,有一次他走进一个展位时,可能由于有他们的一个重要客户在场,业务员们并没有热情的接待他而是跟在另一个客户身边认真讲解,这让他觉得很不受尊重。在参观工厂时,他青睐于很有礼貌,热情的接待方式,而不是让他觉得时刻要逼迫他下单购买。

    Tips:这位采购商说出了大多数客户都不喜欢的方式就是:让他们觉得你在逼迫着他下单。其实不要催得太紧,和客户见面或者沟通时让他对你留下好印象也是非常重要的。

    图片:第四张:芬兰.jpg




    5.为什么你明明有意向,却犹豫不决迟迟不“出手”,让我好生纠结?
    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。

    Tips:欧美客户的现状大多数人都了解了,所以外贸人可以按照实际情况将重心转移到其他市场,也跟进好原有的欧美市场,相信是不错之选。

    图片:第五张:希腊.jpg


    以上就是连粉在第二期采访到的采购商内心独白。如果你觉得采访就此结束,那你就错了!


    原创作品,欢迎转载,请标明出处


    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)


    老土的说一句,求点喜欢(下方)、求回复支持!!求关注!


  • 封禁

    占个沙发,顶起来。



  • 这个很好,有助于我们了解采购商的心态



  • 时间和地点与你的服务都恰到好处时,便成功了一半。加油



  • 很实在的分析!



  • 真的让我们收益匪浅!我们着实在服务上做的不是很好...



  • 了解客户心态很重要



  • 好帖!顶起来 啊连用心了



  • 如此好帖 好分析去哪儿求!找啊连准没错



  • 好贴,已顶。



  • 啊连我爱死你了~外贸人的福音啊!



  • 这个很好,有助于我们了解采购商的心态 真理了!!



  • 好东西要大家一起分享哈~~



  • 赞一个



  • 有解决了我内心的一个问题,赞!!



  • 感谢LZ分享,



  • 有问题,上外贸圈



  • 顶一下,我觉得亚连说出了我的心声



  • 我觉得说出了我自己的心声,我本来就是个不太外向的人,担心的又挺多。。。大赞亚连



  • 顶一个


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