Everyone likes positive negotiation, guidance, and instruction. We should constantly tell our customers our value and strength in case customers miss us.
From any perspective, it is all right to do so. After all, customers have so many choices that we must always give customers enough reasons or temptations to make customers willing to talk to us and to tell us exactly what they need. In this way can we really seize customers and get the final order.
I have written a lot of articles of this kind, including the seven systems that positively express myself and the professionalism of my venture, including how to make customers more trustful, and not to make myself like a flicker.
Therefore, when we express ourselves directly to our customers, we must be confident and decisive but not be hesitant and unsure. Do not always say “maybe”, for yes is yes and no is no, what the hell with saying “maybe”?
Of course, in confidence and decisiveness, there must be enough “embolism.” Emboldenedness consists of two parts. The first one is that the content of the expression must be logical, rational, and easy to understand and learn. Secondly, the content of the expression must be evidenced; otherwise it will fall into the trap “what other suppliers say are also like this.
However, what humanity does is always abnormal and so do customers. When communicated in gentle tone, clients do not listen, which always drives us crazy. Especially in the face of low price temptation, very professional buyers immediately identify the price is not possible to be so low. Thinking there must be trickery, rational analysis and rich experience will let them make a sensible decision: eliminate it immediately.
However, not all buyers are very professional, especially when the bottom chain of the supply chain skips the smooth cooperation and the channel vendors who know the Chinese market very well, it is easy to fall into the trap.
What concept is this?
In fact, I have said many times before but I am willing to repeat:
Under the traditional mode of international trade, first-tier or second-tier channels have controlled the downstream supply chain because they understand Chinese suppliers and understand international trade rules. However, with the intensification of competition, especially the rise of the b2c platform, the supply chain The lower end of the link has been unable to compete with online sellers. They can only skip the previous paragraph and find Chinese suppliers directly. This change has made small orders and scattered orders increase.
At the same time, these buyers, who did not communicate much with Chinese suppliers, do not understand the true supplier status and are vulnerable to fraud and wrong decisions.
I know some cheated customers. These customers are also the old hand of international trade. It is because they have been involved in a certain industry. The result is deceived. For example, buying melamine to buy eight cupboards of lime is because it’s cheap.
Therefore, even if we are patriotic again, we must also admit that in China, there are a number of suppliers who have no bottom line in order to survive. They have problems in prices, just as I often say to customers: in this market, this is not the lowest price for ever.
Many times, the customer suddenly told us an incredible price. We have exhausted all the cost components and found that the price is impossible. There are two possibilities here:
The customer really received such a price, and the price comes from a supplier with no bottom line;
Although we analyze them reasonably, but in actual foreign trade business, most of the time we do not know what kind of situation, so we choose a method in the reply.
In the phone call, we ask in very surprised tone whether the other party made the wrong price.
And we can’t directly deny customers, of course, losing the face of the customer, but we have to express that we believe that the customer got this price, but the person who gives this price is not dependent.
Why not independent? Cost split!
But why does this price appear? Because the price composition of this product is like this, you can reduce costs by replacing certain materials, components, and accessories, but at the same time it means that the product has become a poor quality product. What are the problems with the inferior product, and what will happen?
Note that the last part is very important: it needs reasonable evidence and best to have data, there are perfect comparison materials, you do not know whether your product is with high, medium, low or unqualified products, do not know what to use for customers, what kind of influence does it have, what kind of bad influence it does not know, and why should the customer trust you?
In the process of expressing these questions, the customer can not have any indication, especially when our materials are detailed and accurate. Customers are convinced most of the time, because professionalism makes people feel safe no matter whether he wants to bluff you or get such a price.
Therefore, it is to talk with reason and the combination of data and sentiment.
In fact, the foundation must be solid. No matter whether it is positive or negative, all the materials and data come from daily accumulation. Without these hard things, we are just fooling around.
The intimidation of customers has clear intentions. It is to give customers doubts and doubt about unreasonable low prices. At least, it may actually allow them to think more comprehensively. In that way, we may have a chance to survive.