How to become a super trade expert

Inquiry sent to new customers, your timely response, but not below.

you offer too scared off customers, or the offer was too low to allow customers to see that you are not connoisseurs, but not risk doing business with you? Quotations for customers is not easy. He will count on its strength and the price of the weight of powerful, well you received when his inquiry, I do not know how to offer: report too low, there is no money; reported too high, afraid he was under the orders to the others.

what price it effective? Experienced exporters will offer the first fully prepared prior to the offer price in selecting the appropriate term to use the contract method of payment, delivery, shipment terms, insurance terms and other elements of the bargain with the buyer, you can With their combined strengths, seize the initiative in the offer.



offer full preparation before the first, a careful analysis of customers' willingness to buy, understand their real needs, in order to be on the one were targeted good quotations. Some customers low prices as the most important factor in the beginning, they reported to him close to your bottom line price, then the possibility of winning big orders. An import and export company in Guangzhou City, Mr Tsang said: , or a formal offer (firm offer). High transparency of market information, market price changes more quickly, therefore, the exporter must be based on the latest market price quoted - A Shenzhen Import and Export Corporation, said Mr. Sun, the company now doing business with them are regular, more powerful foreign companies, these foreign investors in Hong Kong, mainland China has offices on the domestic market, the market environment is very familiar and understanding. This requires the export company, we also have access to information.

Mr. Sun's experience is that business people often gather to Zhejiang and plant sources, a number of local manufacturers selling price is clear. Meanwhile, as specific varieties of long-term business professional company, due to business expansion in the industry a long time, not only to understand the industry development and price changes history, but also can make a reasonable analysis of recent trends and forecasts

; select the appropriate price in terms

a quote,广州UPS国际快递, the price is a core part of the term. Because the use of the term which actually determines the price buyers and sellers responsibilities and rights, division of profits, so exporters in respect of a proposed offer before, except to try to meet customer requirements, we also have a full understanding of price and the true meaning of the term carefully chosen, then the term has chosen to quote a price.

choose to FOB price of the transaction, fluctuations in freight and insurance in unstable market conditions to their advantage. But there are many passive areas, such as: delay in sending ships as importers, or for a variety of situations lead to postpone the shipment, name change, it will enable exporters to increase storage and other expenses, or payment therefore result in late receipt of loss of interest. Exporters on export control of goods in FOB price conditions, due to contact with the carrier is deployed to guide the importer of the goods once the shipment, the exporter even if you want to resell the goods in transit or destination, or take other remedial measures will be consuming some of the twists and turns.

in the CIF price of exports under the conditions of the cargo problem of convergence can be a better solution, so exporters have more flexibility and mobility. Under normal circumstances, as long as the exporter to ensure the delivery of the goods comply with the contract, pay as long as the documents are complete, correct, the importer must pay. Goods over the ship's side, even if the payment of goods in the importer damage or loss, nor for damage to cargo importers refused to pay the purchase price. That is, the CIF price of the export contract is a transaction specific type of A smart exporter, only to be able to grasp the quality of their goods sold, quantity, and should take cargo to its destination and collect money every step of the process. For the loading, transport, cargo risk control should try to get some control over the profitability of such trade is guaranteed. Some large multinational companies, in their own transport, insurance to get favorable terms and requirements of Chinese exporters to FOB price of the transaction, that is, to ensure their own control. Again, most of them are exported to Japan FOB price of goods, even if the exporter provides very favorable conditions, it is difficult to price conditions change overnight. So in the end, it caters to the needs of buyers, or stick to their principles, exporters offer to pay more discretion is necessary.

export profits in the present case is not very high in general, for every aspect of the whole process of trade, careful planning is more important than ever. Domestic export enterprises exported some good profits, their approach is that of foreign quote, the first reported to FOB price, the customers of the company's commodity prices have more, and then exercise CIF price, and persisted in the domestic market to arrange transportation and insurance. They very frankly said, to do so, not only to the buyer more choices, and sometimes also on the premium operation earn a little difference.

use other elements of the contract

other elements of the contract include: payment, delivery, shipment terms, insurance terms, etc. . The factors affecting the deal, the price is just one of, if combined with other elements and customers to discuss, price flexibility should be larger. For example, for India, Pakistan and other countries or regions of the customer, sometimes you give him 30 or 60 days long-term payment terms of the credit, perhaps he has a great appeal.

also can export the geographical features, strengths and personality characteristics of buyers, the characteristics to adjust the price of goods. Some customers especially concerned about the level of prices, the order will be the next to offer the cheapest seller, then quote directly reported to him that you can offer the lowest price. Some customers are accustomed to bargaining, the price you quoted, if he is not willing to cut that down to less, then the first offer that he hopes can be reserved for the rate cut.

If a product market in the doldrums for some time, in order to grab place an order, they could take you directly quoted the lowest price. For highly seasonal clothing and other goods, in your commitment to the customer the offer fast and punctual delivery so that customers can no doubt brought to the attention of your quotations.

according to sales of light, peak seasons, or order size can adjust their bidding strategy. Engaged in the export of glass products Import and Export Corporation Shaanxi Province, a Miss Meng introduced, they export the products of different specifications and more, so a different country, regional markets are scheduled to have more uniform prices, foreign query response is better handling, but also Depending on the season to make some adjustments. The face of scattered orders, ensuring they offer often based on corporate profits, and then be flexible.



to win the overall strength of the overall strength for their confidence, will not need to blindly at a low price to please the customer the. Mr Tsang said: the other hand, the quality of their products and have confidence in dealing with new customers, allow customers to understand their situation clearly is important, such as asking them to look factory, so that they understand their operational procedures, so that when the customer orders must be much more easily determined.

the same time, from your quote, very understanding and familiarity with the industry to foreign investors can be aware, you are also a veteran of the industry, and determine your credibility, low price and makes the customer feel that you trusted, not professional. Mr. Sun said, , it shows you are a typical amateur or novice, a similar offer foreign investors is certainly not interested in what you dare to give orders. So to see what price you would know that you reported is not an expert. Customers may have to consider your trading conditions, which is a lot of inexperienced exporters often ignored. Sun that, although many foreign inquiry around parity, but a good company image and reputation can help you attract and retain customers can be said that good corporate image is the flagship of customers attracted.

select the appropriate channels offer online trade when you make, can be directly quoted. Alibaba online quote function only to feedback through the following ways:

& nbsp1, in the your offer. the fastest way to communicate information to your offer buyers the intention of further negotiations. in order to avoid price is not timely, the loss of potential customers.

& nbsp2, when you E -MAIL or system message received customer's RFQ, you can choose directly through E-MAIL or reply to messages to quote.

& nbsp3, you can take advantage of trade through time online quote and grasp opportunities.

& nbsp1) If the buyers to your inquiry and the degree of intent. ready to quote to each other, and obtain feedback on the other side of the price!

& nbsp2) hold if buyers do business online meeting, you can also trade through the multi- business meetings. Learn peers offer, combined with the company's actual situation and profit margins, timely adjustment of strategies to offer, and ultimately succeed!

& nbsp4, according to contact buyers directly hit phone to communicate with each other, judge each other letter of intent, the authenticity of inquiry, and to grasp customer needs and budget.

send samples of the matter is how the selection of potential customers and business development relationship before the following we will send samples, send samples, send samples to analyze, respectively, after three stages, I hope to give you some inspiration.

before sending samples: judge proof, confirmation

how to determine the cost to send samples or not? how to effectively control the sample delivery cost?

A clear understanding of their company's Send samples principle

& nbsp1, aware of their company's positioning and overseas expansion strategy

· is limited, the early overseas expansion, and hope effectively control the company's cost of sales of the company? or strength and hope to increase efforts to expand overseas, willing to put the company?

· the former, you can live within our means; the latter, the sample aspects (sample, freight) can do the budget.

· recommended level according to the customer send the samples to establish the standard.

· from the company's point of view of a certain number of sales during the sample and the amount to budget.

& nbsp2, potential customers in-depth analysis to determine

* In general, the cooperation has been a long time, know the ins and outs of the old customers, consider the sample fee, shipping is free.

· design client background questionnaire (see annex), to understand the new customer; if it is sincere customers will not care about understanding each other, but will make very specific demands of the inquiry and send samples.

· for new customers in good faith, although this sample may be provided free of charge, but the development of bilateral business plan, ask them to pay the freight.

· hope to provide more than one sample, and not willing to pay any fees, after further detailed analysis (the other company background, sample applications, etc.), the appropriate treatment.

& nbsp3, and products related

; * from the company's point of view, we must first clear the sample and freight costs.

· let the customer know, even free samples, regardless of the value of how is your company's operating costs.

· samples of high value, shipping is expensive, whether new or old customer, understanding each other, the spirit of common development, hoping to share each other's shipping.

· standard template letter can be prepared in advance, you send the samples to clarify the issue for the basic.

& nbsp4, the use of cord-like understanding the customer, BEDDING for future orders. Customers common cord-like use are the following:

· purely to collect samples for analysis compared

· Product-related parameters tested

· end-user experience

· potential, visible orders

; & nbsp5, right frame of mind: not only to bring order into the sample to be of value

· think about advertising it and only let more people know, before likely to have more and better results.

· even if no orders can also be customer feedback to understand the target market of the latest market, the product needs to be improved elements and product line The R & D direction.

· Some products such as textiles, subject to the composition of inspection; such as mobile phones, subject to the relevant network testing (usually 2-3 months), so be patient.

Second, without the need to send samples and send samples of several situations

(a), without sending samples of the situation:

these probably are (or similar form) expressed interested in you. Specifically I would like also can be divided into two kinds:

& nbsp1, concepts, features: I hope to provide samples for testing, also asked to provide company profile, business licenses, corporate business cards, etc., usually have a fixed format if sending samples in the past, so will soon be answered, and asked to where the company signed a contract (from receipt of sample to the next time you can use a single described rapidly.

Rating: These companies usually have their own office space, but they are not real business. As for why, I still tried to think of ... ...

such entities are generally hanging branch of the Hong Kong brand companies such as coastal areas more

& nbsp2, only). As the name suggests, this requires the close cooperation of both sides, namely, Plant A (not contacted) reported a sudden the phone said: (and so on) ... A plant you suspect might have been an inquiry by the B factory cover, so that the bait and then you will be led by the nose. B sides you come to me, like a double reed, of course, will not suffer them.

Rating: no matter big or small, lie cheat, in short, their aim is
trick for both is very easy to prevent, as long as we do not take any cheap enough To know the effort after the results do not necessarily have to mention right at your fingertips as a free lunch?

(b), should send the kind of situation:

& nbsp1, their links to domestic and foreign companies, after several consultations (Inquiry , offer, counter offer, etc.), in order to enable customers to better understand their own products, consider sending samples! such a situation should be more normal for a.

& nbsp2, for some of the larger, more famous in the industry-wide customers to be proactive and take the initiative to visit, take the initiative handed materials, or grab the initiative, I am afraid in the market competition into a difficult situation.

if it is their own initiative to send samples, the sample may not be too much to send, a representative point, or novelty that it can, but must ensure the quality of the sample to know that the sample is representative of your company it is, the sample is not good, your company's name is equal to the inferior label affixed to each other leaving a bad first impression of the first impression, once formed, may be difficult to change later. Therefore, we must pay attention to the customer's speaking here of Customers will agree to send several representative; some customers still have all, but can give you time to prepare or partial pay you like in this case, I agree try to meet customer requirements.

(c), can be sent from time to send the case:

In fact, in dealing with potential customers as part of the process, you will was made to send samples to make the determination and the determination not to send almost the same situation, I summarized it alone.

where potential customers or not, or the product is not great match, contact may also be less frequent and enthusiastic, so the people could not get the spirit and I think this will reflect differences in the corporate purpose. If you plant a larger scale, the sample charge is almost not issues, had completely affordable, but also hopes to plant a variety of ways to expand the company's reputation, it is worth a try, after all, this is an opportunity; but if you do not plant too many surplus funds, or that no specific budget, business development is in line with sound market principles, it would not have sent a.

send and not send the two are no good and bad, respectively, which is different business conditions reflected differences in the existence of such differences is completely normal.

but some people holding fee not to send samples, this view is too biased to generalize, after all you are to own (plant) Contact business to be profitable when the loss is not others, why act to loyalty? This is not the slightest with the backbone relationship.

three face charges of distress

sample suppliers face even more distressed sample fee! suppliers is so think.

& nbsp1, consider the cost. face one after another inquiry, sample, shipping is a big overhead. wholehearted enthusiasm and expectations, and then again just set City floated by. who does not heartache. who have feelings?

& nbsp2, the test of sincere buyers. a real buyers who cares so little shipping! and some supply Business has a considered, if buyers continue to give orders, then the sample is free of charge, in the payment button.

& nbsp3, anti-COPY. China's suppliers, competition between, COPY is very common, used, borrowed, stolen doctrine. By purchasing the sample, COPY supplier's products.

send samples: Quarantine declaration , send the best way to send

how to choose the kind of way? how to import and export commodity inspection?

one, ready to send samples

& nbsp1, the sample is critical

· sure to confirm customer needs of sample models and specifications, packaging, brochures, every single number of requirements, The format of the form of invoices and other details can not be ignored.

· if necessary, can be combined with e-mail and CD-ROM, photo.

& nbsp2, sampling principles

· sample should be representative, the sample from the mass production of products derived.

· to ensure the quality of the sample to be sent is strictly in line with customer requirements.

· production sample label.

· samples and production batches to stay and other related information for future verification.

& nbsp3, and customers to send samples to confirm the address

trade intermediary companies there is often inconsistent address and address to send samples situation, once sent the wrong can seriously affect your business opportunities.

Second, the general send the samples to approach

& nbsp1, postal big bag of air: the price is cheaper, a range of about two weeks or so (excluding the country of destination customs inspection and postal delivery of its domestic time) This method applied to send the bulk of low-value products. in the local post office General merchandise (non-dangerous goods) can be properly sent; the case of ordinary chemicals, generally only need to produce quality certificate (to prove their non-toxic, harmless, non-explosive, etc), to facilitate verification by the Customs, such as Department of dangerous chemicals suspected hazardous materials or chemicals (such as: titanium dioxide), you need a special certificate, and special shipping.

specify: The minimum weight of 2 kg by mail, 20 kg for a unit weight limit, such as the excess, need to be packaged billing.

& nbsp2, air express: EMS is divided into domestic and international postal express large foreign companies (such as: FedEx_ FedEx , DHL_ DHL, TNT, etc.), the rates were fairly similar. more postal cost you big bag of air. only if there is an agreement with the courier company, may have a discount. for about a week or so (or 3 to 5 days .) In the case of ordinary chemicals, only need to produce normal quality certificate (to prove their non-toxic, harmless, non-explosive, etc.), easy to verification by the Customs, such as Department of dangerous chemicals or suspected hazardous chemicals (such as: titanium dioxide ), you need a special certificate, and special shipping.

state: the unit weight limit requirements.

send sample freight payment:

& nbsp1, Prepaid (Freight Prepaid): the sender to pay the necessary postage. send this payment method used for low cost, good reputation or customer customers, hope the case of large transactions.

& nbsp2, to pay (Freight Collect): Recipient deliver the required postage. send this payment method used for the high cost of poor credit customers or new customers, deal hopes the case can not be determined.

Third, how to import and export commodity inspection?

for import and export commodity inspection, international trade is an important part in regard to export commodities inspection, the procedure is as follows:

& nbsp1, commodity inspection agencies receiving inspection, first person by the inspection fill out the If there are sub-requirements, could require the applicant to supplement or amend the terms.

& nbsp2, sampling by the commodity inspection authorities sent auspices, according to the different forms of goods, to take a random sampling sampling methods. inspection should provide inventory locations, and to work with the inspection staff to do sampling.

& nbsp3, test. inspection department can use from the Palace to the sense of chemical analysis, instrument analysis and other technical means of inspection of export commodities, inspection test in the form of self-examination to certify, test and origin Mill test.

& nbsp4, certificates. The commodity inspection authorities inspection of goods on the inspection certificate issued by, or in the According to the registration requirements of imported goods, inspection of imported goods divided into two categories.

one is included in the agency inspection of certificates of imported goods. after the arrival of imported goods, from receiving, pick up with the goods or his agent immediately to the port sector the commodity inspection authorities for inspection, fill out the application for inspection of imported goods, and provide contracts, invoices, bills of lading, loading packing list and other relevant information and documents, inspection agencies after receiving the inspection, inspection of the goods, after passing the seal on the customs declaration of imported goods, customs clearance basis.

the other is not a class on the import of goods, the receipt, use or agents pick up the goods sector to the region where the commodity inspection authorities to declare the import commodity inspection, self-examination or inspection by the commodity inspection authorities, self-test during the claim period will be submitted to the commodity inspection authorities test results, if the test failure should be promptly applied to the commodity inspection authorities for re-inspection and a certificate in order to claim foreign investors.

four , an instance of sending samples to send samples for

general is more cautious writer, even the old customer to send samples, if the sample costs, mailing costs higher, we generally require customers to pay the sample charge, and customers can understand, while if it is less valuable, less shipping, we generally require the factory to provide samples free of charge and mail it to us and we then forward the customer, of course, if the plant has special requirements, we and the customer that if the customer is convinced, also easy to handle, otherwise, in which case we would choose, if lower price, and free samples of the plant will be given choice again is to choose the low bid, or the quality of fit; of course, sometimes as the other cases, such as plant location, the integrity of factory conditions, considering.

as prepaid sample charge, and then double the return of such a contract system, so our customers are also sometimes required, but generally only long-term cooperation with our customers to understand the new customer would not normally trust us, so there In this case, a lot of list to send samples to come to a halt, unable to talk, in which case you need to bear some foreign companies own the risk, if the customer can be sure of the sincerity, the company decision-making confidence, strong pick this list, they should decide as soon as possible, independent of expense, or to convince the factory to share in which case, if the plant can actively take part of the responsibility, or from technology, industry perspective to help foreign companies to analyze the feasibility and transaction risk, it would be more perfect.

such as the United States last year, a foreign trade company to help customers looking for OEM manufacturers in China, I found the issue, customers are beginning to understand the author's foreign trade companies, rather on the role of middlemen, but since I can provide timely and effective services, or agree with me because of the product must send samples to confirm the quality, so I offer to get confirmation from the customer, customer requirements and then send samples to China to examine plant and sign an agency agreement, but the last in the factories to send samples and stuck on the issue while leading the project can not continue to negotiate down.

my final analysis of this matter, feel like not successfully send the main reason is because too many intermediate links (I even have to convince companies to pay fees and plant samples to send free samples to customers, but afterwards I thought, I feel like even if it is sent successfully, the likelihood of successful orders only 50%, so that it does not send as samples is not necessarily a bad thing), and increased uncertainty. so send samples, be sure to confirm the number of intermediate links, it is best to end to end, that direct users to the factory , or the middle of a foreign trade company, but more probability of success will be smaller, but in this case, I feel there is no apparent support for the plant, at least they should provide me with customer information generally, take the initiative to make appropriate recommendations to me, even when I offer to pay them time-consuming sample, says the initiative to make some what. Under this cooperation, can reduce the supplier's uncertainty, and improve the success rate.

In short, I believe that foreign trade and the factory should not be enemies, or strangers. but should have a choice about the case as a temporary or long-term combination work together to promote trade for as long as you have money, why not?

after sending samples: track orders, improve

How to avoid sending samples down the drain after?

a timely notification is important

& nbsp1, reprint by mail or courier First time to notify customers of your hair samples, including samples Courier tracking number when sent, and other information about when to arrive.

& nbsp2, the form of invoice is also essential. proforma invoice In addition to the client the necessary clearance documents, the exporter is an important record of the sample management.

& nbsp3, please confirm receipt of the samples customers.

; Second, the sample management

& nbsp1, management table can be designed to sample, including sample delivery country, customers, sample name, sample version and the production batch, the number of samples, the amount of money.

& nbsp2, keep good form invoice to stay file.

& nbsp3, customer assessment of the content of the sample should be added to the sample management table.

three track sample of

& nbsp1, asking whether or not the sample to reach a smooth, expressing the customer's emphasis, reflecting the professionalism of foreign trade, to avoid being forgotten.

& nbsp2, quality inspection sample report to follow up the progress of the client (access to testing, end-user experience, participation, etc. ).

& nbsp3, the assessment of customer samples, satisfied and want a way to get customers to give specific instructions.

IV. establish a stable contact

& nbsp1, regardless of whether the short-term orders, as far as possible and take the kind of customer contact to establish a stable, uninterrupted inform the company's product line the new situation.

the frequency of communication is very important

& nbsp2, so that customers and ultimately how you feel, because of the existence of e-commerce allows customers to always face numerous temptations

documents how to use a neutral international markets

a neutral role of documents and the concept of

The so-called neutral documents that Neutral Documents, refers to the buyer asked the seller to provide the line does not show its name, country, etc. of documents and certificates aimed at selling goods through the transfer of documents can not exposed to the original supplier of his own buyer, therefore, requires the buyer is usually neutral documents import agents, wholesalers, commission business, brokers or for resale for profit of the importer (hereinafter referred to as Import tax business).

almost all export documents can be made neutral, such as packing lists, bills of lading, insurance, inspection and quarantine and other certificates of origin, usually withheld information on the exporter's line of name. the bill of lading, for example, due to practice shipper (Consiginer) and shipper (Shipper) when differences in the shipper and the consignor not the same person, that the exporter is shipping people rather than the shipper, the bill of lading bill of lading issued is neutral (Neutral B / L), also known as third party bill of lading (Third Party B / L).

as Neutral packaging importers can export goods to the destination in the brush on the re-sell their own brand, as the importer documents can also be transferred by endorsement to sell goods.

documents use a neutral way of expanding sales in the indirect export promotion role: Request a neutral practice of international trade documents are a common practice importers. indirect export mode for the initial export of the SMEs, as imports providers to use their business to information, business relationships and sales of wide variety of marketing channels to actively expanding sales advantage, so to meet the requirements of importers to submit documents for a qualified neutral initiative to enter the international market has a high success rate .

documents use a neutral way of expanding sales to indirect exports, especially for the initial role of export promotion of SMEs is as follows:

; & nbsp1, protect the supply channel. require exporters to submit documents neutral, importers can be sources of purchase are not exposed to their buyers, in order to avoid end-users aside, around his purchase orders directly to exporters goods, so as to achieve by maintaining the temporary supply of the product to obtain higher returns monopoly purpose.

& nbsp2, importers using L / C to make the difference. importers often use of its extensive foreign relations, the foreign supplier's goods re-export or resale to other customers, pocketing the difference in these types of transactions, the importer is usually asked him to buy prescribing transferable letter of credit in order to transfer to the actual supplier. When two or two countries can not directly handle import and export trade, can not open a transferable letter of credit, generally back to back letter of credit through a third party to resolve payment issues. Most of these letters of credit in use available documents in order to avoid exposure to neutral or to avoid regulation, but also to simplify procedures, reduce re-copy orders. the bill of lading, for example, requires credit card beneficiaries of the original text expressed as a shipper, a symbol in name manner responsible for the shipment delivery, C-to-back letter of credit beneficiary that is available to shippers who (sometimes documents can be spent), the original card issuer to notify the buyer B using this on the back letters of credit, A does not require the exporter to advance funds, they can earn the difference.

& nbsp3, low import tariffs, which is a common practice and promote exports of a means payment in money to back to back letter of credit, the exporter sold to the importer's prices are generally lower than the price of the importer sold to importers (importers make the difference), and the importing country customs tariffs, the export , the actual country or region based on export prices, export orientation that is based on the invoice provided by the importer. neutral documents requested, the importer so you can pay less duty, so that is good for both imports and exports, is that we are willing to accept.

& nbsp4, breaking the embargo to import a product urgently, but for some reason such as the embargo, not directly to producers for import products, import operators can, through a third country producers to the products for purchase procedures so that a third country is a beneficiary of the importing countries, producing countries are the beneficiaries of third countries, and producers issued the documents, including transport, The bank can accept the importing country through this alternative approach, banks can accept the document or a neutral third party documents. contemporary Most countries allow this, the advantage of doing business can be more alive.


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