any friends may wonder why their clients go away and never come up again once quotation offered, no matter what you say or even proactively lower down your profit.
There are many reasons might lead to this result happen, which can be from buyers and suppliers.
From buyers part,we need to know the following issues.
1. Buyers also don’t have any feedback from the final client, so they don’t know how to reply you.
2. from souring to order, the process are very long as there are many other issues like marketing, sells predict and ads etc.
3. Their mission are just collecting information, they don’t have any right to place order or they don’t have sells plan at all.
4. Only looking for news items from the market and place order to old supplier.
5. Budget are limited or reduced finally, so they have to give up some project.
6. Other potential problems
When we understand the potential factors which make the buyer go away, we can do something to fix it. But this is not the main point I want to talk about today.
Buyers go away mostly because you are not the right guy as you offer too high or too cheap price. Your price are not correct to some extend owing to you quote base on different quality which maybe size, material, function, process, packing, weight, etc.
So the most important things are well learn about the client requirement, which is also a very big topic involves with the art of communication and other related problems. While even though very common items may have different quality in different market. The things come to easy if you can get sample from your clients.
How to persuade the client send you sample?
I know many sales already have deep cooperation with their old clients, so buyers will proactively send you sample to check price. If it comes to a new client who send you first inquiry or just cooperate since this month, how did you get sample from them?
I have received three new clients sample from different areas like France/Poland and USA, all of them are new clients. So I want to share my own experience as below:
1. Be professional. I have work on festival and seasonal product lines since 2012, so I am very familiar with festival market. Which related to product shape/design/color/packing/test report/customs etc. So I can seize the key point when clients check with me the details. This is the first step, clients only will send sample to those whom they consider are very professional.
2. Quick feedback. All my emails or customer questions will be replied within 24 hours, Usually not more than 8 hours. To be the first one who leaves high performance in the buyers mind. You will get nothing after sample already deliver to the first guy. When the client check a new project with me, I will offer them sample quickly. And they will compare with exist sample. If it is not the same, you can ask for a sample from your client.
3. High efficiency to get trust. Buyers are very busy, they won’t spend too much energy on a project. So you need to be the guy who can help the clients solve all the potential problems. The first step are make a background research and find out the pain points. When you know who they are you can offer what they need. You can introduce your company briefly while a group of email, each mail with one key point. The email title can be company basic information, product range & several hot selling item, your particular strength, test report,etc. Only when you win their trust then you have the chance to get sample.
