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| New to export-import - getting the first order! |
As a newcomer to the export-import business, getting the first order can be at times be both frustrating and disheartening. But the mantra to overcome this hurdle is not to lose heart. At this juncture its very important to stay calm and be patient.
Cliché though it may seem, one needs to keep trying again and again. However it will be absolutely futile if don't get your basics right before you start your business.
(i) Know your competitors:
It is absolutely compulsory to know what your competition is doing, and why they are getting orders and you are not. Knowing your competitors will help you to know where your are going wrong. It will answer questions like: Am I quoting the right price? Do potential buyers know about my products?
Make it a point to find out how they are marketing their products. Are your competitors showcasing their products better than yours?
Knowing what your competitors are doing will also help you to know the weak points of their products. Once done, try highlighting the advantages of buying your products over your competitors.
(ii) Put yourself in your buyer's shoes:
Think what your customer/ buyer is thinking. See things from his point of view. Ask yourself why you would do business with your company? What is your USP? Make a list of the questions you would have asked if you were a buyer. Then try to answer them. Do you have answers to all the questions? If not than you need to work on them.
Also know your products in and out. It's very unimpressive if the buyer asks about a particular product and you have now knowledge about it. Try giving even the smallest details about your products. This gives a good impression on the client.
(iii) Prepare for the best:
There is a saying 'Hope for the best, but prepare for the worst.' In the export-import business, however it's always: PREPARE FOR THE BEST. There can be chances that the customer/ buyer likes your products.
He may go to the next level. Here comes the tricky part: the payment and shipping issues. Always be prepared. Keep your answers ready to queries like, 'What will be the shipping costs?' 'What is the best payment option acceptable to both parties?' etc.
If you are aware of these issues, the customer/ buyer will definitely take you seriously even though this is your first prospective order.
(iv) Be Honest in your approach:
Make your customer/ buyer feel that you are helping him find the best products and not trying to fleece or cheat him. Try to be open and transparent to the customers. This approach will enhance the chances of you getting the order.
(v) Be prompt in responding:
If your customer/ buyer communicates through email...so be it! Don't keep the emails in cold storage. Reply promptly to the queries he has posted in the email. If you have a presentation or online brochure send it across. Be sure that it's not very heavy and opens instantly.
No one likes to read or see a never-ending presentation. Having said that don't bombard him with a volley of mails. Send a accurate to-the-point mail that covers all the information he wants. If he doesn't respond for long, send him a reminder mail re-introducing yourself with context to your earlier conversations.
So if you can adhere to these five pointers, it's almost assured that your first order is not far away. However all this time send as many quotations as possible to different customers/ buyers. This will increase the percentage of possible customers. Also stay positive and motivated.
-- this post is updated in 2008-6-3 9:15:52. |
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