I have been in the foreign trade department of a large machinery company for a year. I used to do the follow-up but started to sell overseas last month. Next week, a new customer will visit our factory. So I would like to ask: how to prepare for his visiting? What should I talk about when he visits? How to improve efficiency when negotiating?
Before the customer arrives, I suggest you make some preparations.
Firstly, you need to know the identity of the visitor. You can make different preparation for the different visitor.
For example, the visitor is the technical director. You should send technical staff to receive him. You also need to prepare equipment lists, process layouts, and major inspection items (such as mechanical properties, chemical composition, shapes, etc.). Also, the relevant personnel should know the negotiation content in advance for preparation. When visiting the factory, you can show him the workshop and process. Especially, you should give them enough time to understand the processes associated with them. In this way, the client will have a good impression on you. Besides, you can also prepare some standards, technical certifications, and conversion forms of domestic and foreign standards.
If the visitor is a business person or a purchaser, you can focus on some price-performance ratios and the achievement you provide for large companies in the industry. And business people prefer quantitative descriptions. Some companies may be sensitive to the suppliers used by their competitors, so be careful about your words. You can also provide some graphs of the sales growth of your products. Also, you can ask the customer to introduce his relevant content so as to understand his situation. Do not bring the customer to the smelly and noisy places. You can take him to visit the finished product warehouse, inspection center, and sample display center.
Or the visitor is an executive, you can talk about long-term cooperation, positioning, etc. You can also discuss the change in the market and industry or the culture and development of your company. You can visit the sample room and the showroom in the factory to let them know that your products are patented, certified.
Before customers visit, the factory should make preparations to make the factory look as standardized as possible. Workshops, offices, factories, and equipment should be regulated and tidy. Employees must wear work clothes, which appear to be strictly managed and orderly.
There are two places to pay particular attention to: the bathroom and the conference room.
Some companies have beautiful offices, but their bathrooms are untidy, even dirty and smelly. To leave customers a good impression, we must pay attention to the sanitary condition of the bathroom. Bathroom decoration should not be designed to be small and dark. The most important thing is to keep the bathroom clean. I was in a factory with the owner for acceptance, and a female engineer came. She went to the bathroom and immediately came out, then went back to the hotel. Later, she did not appear in the factory during the whole process of the visit.
Don’t interrupt when the customer is speaking. After he finishes, you can express your opinion. Once, a foreign customer wanted to find a domestic supplier to purchase equipment. So we went to a famous enterprise in the industry. The equipment in the factory was good. However, at the time of technical exchanges, the young chief engineer of this company is continually talking, and customer can’t get a word in. Later, this customer told me: “I know that this young man is good. But I am the customer, and he still has no patience to listen to me. If I work with him, I doubt if the product he offers is what I want.”
Listening is sometimes more important than expression. Only listen carefully and fully understand each others’ needs can you answer them in a targeted manner.
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1. Is There Any Room for Newcomers in Foreign Trade?
2. What Kind of Employees Do Foreign Trade Enterprises Prefer?
3. How Do Newcomers Choose the Right Firm?
4. How Do Novices Prepare for Interviews?
5. How to Choose the Right Foreign Trade Position?
6. Are Girls Suitable for Foreign Trade Sales?
7. Do Exports of Traditional Industries Have Development Space?
8. Is Foreign Trade Newcomer’s Income Generally Low?
9. How to Adapt to Foreign Trade Posts Asap?
10. How to Improve English Ability in the Short Term?
11. How Can Newcomers Better Communicate with the Leaders?
12. How to Get the Client’s Trust in the Short Term?
13. What Should I Do if I Have A Dispute with the Client?
14. How to Adjust Attitudes When Meeting Differences in Company?
15. How to Communicate with Foreign Customers?
16. What Should I Do if the Company is Filled with Intrigue?
17. What Reference Books Should Foreign Trade Newcomers Read?
18. How to Make Yourself Look More Professional?
19. How to Adjust Mentality When You Switch to Foreign Trade?
20. How Does the Salesclerk Calculate the Gross Profit?
21. How to Calculate the Export Tax Rebate?
22. How do Newcomers Develop Market Based on its Features?
23. How to Calculate the Export Cost Price?
24. How to Fill in the Vendor Registration Form?
25. What is the Format of A Letter of Authority?
26. How to Attract Potential Customers in the Exhibition?
27. The Main Features of Reverse Auction and the Skills to Attend It
28. The Experience of Attending A Reverse Auction
29. Why Don’t Place Orders for Good Price and Products?
30. What if Customers Require Not to Supply to Its Competitors?
31. Can You Really Buy Real Buyer Information?
32. How to Make A Standardized Quotation?
33. How to Prepare for Customers to Visit Our Factory?
34. How Should We Arrange for the Visit of Executive Clients?
35. How to Prepare for the Quality Inspection?
36. What Should Be Noted When Eating Food with Customers?
37. How to Work as A Good Banquet Translator?
38. How to Reasonably Arrange the Time When Customers Visit?
39. How to Prepare for Visiting Clients Abroad?
40. How to Make the Minutes of the Meeting?
41. What If Clients Propose to Sign Exclusive Sales Agreements?
42. Is the Cost of the Hotel Paid by Customers or Us When Visiting?
43. Can Subcontractor Warranty be Provided to End-users?
44. What If the Customer Suddenly Does Not Want the Goods?
45. Suppliers Lost Chances for Backing Up on the Highway
46. How to Maximize Profit through Reasonable Price Strategy
47. How Should Foreign Trade Companies Find their Position?
48. How Do Foreign Trade Companies Choose Export Suppliers?
49. How to Enhance the Control and Influence over Suppliers?
50. Is It Proper to Let Clients Ask Manufacturers to Solve Problems?
51. How to Agent Domestic Factories to Export Their Products?
52. Which Way to Pay the Agency Fee is better?
53. Why Do You Have to Know about Products, Suppliers, Clients?
54. The Process and Cost Calculation of Agent Import Business
55. How to Straighten Out Relationships in the Agency Contract?
56. How Do We Show That We Need An Agent in the Contract?
57. How to Do Good Jobs of Agency Import Agreement Service?
58. How to Determine A Reasonable Agency Fee?
59. Is the Agency Business with Low Agency Fees Worth Doing?
60. Why Do Manufacturers with Foreign Trade Rights Want Agents?
61. How to Use Foreign Trade Company to Open Overseas Market?
62. What are the Difficulties in Collecting Money by Letter of Credit?
63. If Supply Cycle is Long, How to Control the Risk of Quotation?
64. What if Tax Rebate Policy Cause Prices Lower Than Costs?
65. Tips for Paying Commissions to Foreign Middlemen or Agents
66. Why Use Written Documents for Business Contacts?
67. How to Control the Risk of Export Quotes?
68. How to Trade in the Middle East While Controlling Risks?
69. How to Offer the CIF Price to Products with Long Supply Cycle?
70. The Main Situation of Foreign Trade Fraud
71. How to Handle Costs of Repacking Goods at Destination Port?
72. What If the Qualified Products Aren’t Enough to the Contract?
73. How to Handle the Return or Repair of Exported Goods?
74. What Should I Do with Insubstantial Complaints from Clients?
75. How to Handle Disputes in the Agent Export Contract?
76. What If Clients Ask Us to Replenish or Repair Products?
77. What if Clients Demand Compensation for Packing Damage?
78. Parts of Previous Goods Rusted, Clients Ask to Replenish Freely
79. Who Should Bear Import Tariff and VAT for Free Replenishment?
80. What If the Goods Deformed the Container Before Shipment?
81. What If Customers Threaten to Punish Us for Quality Problems?
82. Why Do Customers Never Feed Back on Our Quality?
83. What If Customers Ask Compensation for Damaged Products?
84. What If the Forwarder Delay Delivery, Bringing Extra Costs?
85. What If Customers Have Placed Orders with Wrong Quotes?