Why is one's Integrity, Professionalism and Persistence so important for future business?! ?

??Honesty and #trustworthiness is the foundation of international #trade and the principle of import and export business. Every transaction contains a moving #story behind it.

??My most unforgettable export business quote, happened many years ago, that time experienced a year and 21 days, the quote occurred 4 times big twists and turns and repeated, nearly 400 emails, the draft text materials nearly half a foot thick.

??After more than a year of marathon negotiations, we finally won the trust of the American customer, got the first order of more than $40,000, and established a long-term win-win relationship between customers and US.

1,At the end of April of that year, I got an enquiry from a customer for information. The product he wants is exactly the high-end product our company has been promoting in recent years. As usual, I sent the customer a routine email about the availability of the product and he quickly replied and asked for a sample.

2,From this day on, A year-long negotiation on the offer between us began

3,After receiving the samples I sent, he called to praise my timely reply, quick delivery of samples, and expressed satisfaction with the samples and quotations. Strangely, he didn't proceed with the negotiations or order for the product. Instead, he asked if I would like to see his samples. From the English name he mentioned, it is obvious that this is a new product not yet available in China. What exactly does it look like? What material is it made of? What's special about the process? etc.., so I am writing to ask him to send samples.

4,I was very excited when I received his first four samples of different specifications, materials and sizes on July 31.

5,This new online customer sent so many samples after three months of contact with me. At least the following points are explained: First, I am tempted to send samples and quotations to see if what we say and do is consistent and honest; The second is investigation, send new samples to see whether I understand, whether I have the ability to develop new products and accurate quotation; Third, we can learn more about our long-term cooperation and reliability from the quotation. The most important point is that he is not an ordinary leather merchant or ordinary trader, may be a larger end user, later facts proved that my inference is correct.

6,We have carried out thorough mapping, analysis and #cost calculation for all parts, parts and auxiliary materials of the samples, and then issued a price list listing all parts. The customers responded warmly to my first offer.

7,The factory and I are very pleased with our competitive price. It shows that our quotation is accurate and reflects our sincerity for cooperation. That's a good sign!

8,A few days later, on September 19, the client telegraphed to say, "Your price is too high. Several suppliers in your country have quoted more competitive prices." What a blow! The shock waves of cut-throat competition and underpricing rushed directly to the as-yet-uninvented product

9,After my repeated contact and questioning, he called on November 6 and said: "We sincerely regret to inform you that some one came in at better pricing than your company. Again, thank you and I hope to contact you soon with additional items that may be of interest to you"

10,??How to do?

(1),I chose to stick it out. According to our analysis, the key to price is the material of the product. If 100% new material is used, the variable of price is not big, unless shoddy, adulterated, or used material instead of new material, first drive away competitors at a low price, replace it, and then raise the price. We will never cheat our customers, but it is necessary to remind our customers to avoid being cheated.

(2),So on November 7th I sent a letter saying:"I know that some one’s price is lower than our, but I also know that some suppliers use the old and waster materials to make the items you needed.So, you must consider the quality of the items while you pay attention to the price.I don’t know whether you give the guarantee from your some suppliers for the quality of the materials"

(3),The customer called on November 8 and said:"Thank you for your persistence. You are indeed correct that the prices we have received do not guarantee the business.If for some reason there are unable to provide our requirements. You will be our first contact.We sincerely appreciate your continued pressure to give you a second look. It strengthens our resolve to let you be a part of any future bidding that take place."

(4),Therefore, when we discussed with the factory, we asked if we could reduce the price by 10% in order to adapt to the competition, so as to win back customers actively

(5),The factory director is very active, the next day with detailed quotation information, excitedly came to the company, readily agreed to our new quotation scheme. I am also willing to copy the samples and send them to customers for quality testing until the samples are satisfied and confirmed by customers, which greatly enhanced my confidence.

(6),Upon receiving my new offer, the client readily accepted it. On November 14, he replied:"Please accept my apologies for the delay in responding. We will send out all set items immediately."

(7),As expected, he sent a full set of samples of 6 shapes, 4 specifications and 24 sizes by UPS on December 12. On January 30, we remitted more than $5,000 for the cost of opening the casting mold, and asked me to duplicate the sample and send it to them for testing and confirmation.I recaptured the negotiation initiative that almost loses in offer price again finally.

(8),After April 19, the customer called to congratulate me:"Congratulation! We have reviewed the items and are very pleased with your products. We plan to place an order with you not later than tomorrow."

11,From the end of April to May 21 of the following year, I negotiated with this new American customer for a year and 21 days on the offer of a new product that was not available in China. Finally, we reached a win-win result and everyone was #happy.

12,After that, the first batch of orders was successfully produced and shipped on June 27, and the exchange was settled safely.

13,This honorable and lovely customer friend, after completing the opening of L/C, said a paragraph, very humorous, and very sincere, let my life infinite benefit.

??He said:“As we more along and things proceed as required, we’re would like be more than happy to serve as your reference for #future #business you seek in our country."

??This quotation negotiation experience is the most unforgettable one in my foreign trade career, it fully shows that good #faith will help success! At the same time, #professionalism and #persistence are indispensable.

Kind regards,

Jimmy

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E-mail : [email protected]

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