A talented, resourceful supplier will take full advantage of the connections he or she already has. Some opportunities may be too close or too obvious to see, but friends, relatives, and former co-workers are a great resource when it comes to finding new clients. However finding and expanding your client base is not the end of the world. One needs to work on these clients.

Usually, it takes time for the customers to establish a smooth business relation. In the beginning, all suppliers/ exporters spend a lot of time in sending offers, but get no response. In many cases the supplier/ exporter fails because of the fact that he has been in touch with the wrong person. If you feel that the clients your are in contact are not responding, then you need to do a certain amount of research. Here's is how:

(i) Are you quoting right:
You need to find out what the market price is for the products you are selling. Maybe your prices are too high, or there are too many suppliers for the same items. You need to find out, why people are responding to other suppliers and not to yours. Maybe it's the way you write quotations or offers. A lot of times improving the writing style and getting straight to the point will increase customer replies.

Keep your messages short, straight to the point, give a rough price at the minimum order, attach pictures along with it, offer the possibility of samples, and invite the buyer/ importer for a site inspection. Inviting him to your factory or supply-house will give you a stamp of credibility that you are genuine and a serious supplier.

Other then that, try to send each customer a specific quotation, and not always the same one. Make changes to it based on the country your buyer is based and order types.

(ii) Don't give contradictory details:
Stick to what you said in the first meeting. If the buyer doesn't respond after you had quoted your price, don't immediately lower the prices. This may have an adverse affect. The buyer might think that your products are of inferior quality, etc. Ask him politely why he has opt out of the deal. If he feels that your prices are higher, try to educate him of the advantages, the USP of your products over your competitors. Show that you want to help him out in getting the best product rather then make him feel that you are trying hard to sell your products.

(iii) Register yourself with a B2B Portal:
Being a member of a B2B portal helps and makes things much easier for the exporter/ supplier. Not only do you get access to a readymade clientele, you also get a hoard of other services that can make your hunt for new buyers easy and tension-free.

(iv) Email — powerful tool if you use it right:
When you are communicating via email, take a good look before you hit the 'Send' button. Don't write never-ending mails. Attach your e-brochure or give the url of the company's website so that he can take a look at the products. If this is your second round of discussion via email, keep the string of the earlier mails. The buyer will immediately know the context of the email then.

Send occasional mailers updating your product gallery, current market situation, and your position in the market. In short keep him updated about all...just like a newspaper. However don't bombard his inbox with too many email. This might backfire.

(v) Dealing with big clients:
The basic problem with making big clients or doing business with big companies is that you just can't knock on their door and show your products. As a supplier/ exporter, you need to know the purchasing department and the people working in this department. If you have a name to go for, then use it. Call them up personally, and then send an email in response.

Dealing with big companies be in person, online or via telephone, are usually blown off, since they don't know you. The best solution is to participate in trade shows/ trade-fairs and exhibitions, specially in those target countries of yours. This will be the one place where these big buyers will come to you, if your products are to their liking.

There is also an easier way, you need to spend a lots of time on the web and particularly on the email and try to send out as many samples as you can so that buyers get to know your products in hand. But you need to know importers/ buyers names inside these companies, otherwise it will be of no use.

(vi) Don't give up too easily:
If a potential client seems interested, but doesn't have any work at the moment, ask if you can check back with them later — and do so. No matter how well qualified you are, there will always be an element of timing and luck when it comes to getting a deal, so persistence will often pay off. One caveat, however: if you are being told, loud and clear, "don't call us, we'll call you," then you should probably take the hint. Handle the rejection with poise, and make sure they have your contact information, just in case.

Tradeindia Editor

(Tradeindia Expert)

Tradeindia.com

Tradeindia.com
New Delhi, India