Dealing with Customers Continuously Mentioning Higher Prices Compared to Other Suppliers in Foreign Trade

Case 1 Q: After providing a quote to a customer who responded that my prices are 15 points higher compared to others, I replied by expressing the intent to secure the best discount. What should I do next?

A: Send another email to inquire about the customer's intentions and their target price. If there is a response, provide a targeted explanation of why your product's price may be higher, highlighting its unique features. Offer the best possible discount.

Case 2 Q: After several emails about an old product with no response, should I send a quote for a different style?

A: Yes, engage with the customer and try to understand their needs better. Building trust through consistent communication is essential in the business process. Patience is key; successful business relationships are often long-term.

Case 3 Q: A potential overseas agent expressed interest without signing an agreement. How should I respond?

A: Continue the conversation, as the customer might be gauging the market before committing. Understand their plans and expectations. Even if an agreement isn't reached immediately, the experience gained from the interaction can be valuable for future opportunities.

Case 4 Q: Customer decided to choose another product; should I still follow up?

A: Yes, follow up sincerely and ask for feedback on areas where improvement is needed. If there is no response, consider calling the customer to understand the reasons behind their decision.

Case 5 Q: After initial email exchanges, the customer stopped responding. What should I do?

A: Evaluate the customer's response; if it's a clear rejection, respect it. If there are concerns or questions, address them promptly. Continued communication increases the likelihood of securing an order.

Case 6 Q: Customer consistently mentions our prices are higher than competitors. What should I do?

A: Analyze the customer and adjust strategies accordingly. If their company values quality and is in the mid to high-end market, explain the reasons behind the pricing. Be flexible, adjust non-critical parameters, and consider offering a slight price reduction if feasible.

Case 7 Q: Extensive communication with a Russian customer ended due to price issues. How should I proceed?

A: Communicate the lowest possible price you can offer. If the customer still finds it unacceptable, acknowledge the situation and move forward.

Case 8 Q: A Pakistani customer inquired about various products but became unresponsive. Recently, they sent a form with more product inquiries. Should I continue the conversation?

A: Respond patiently to the customer's inquiries. If the customer is actively seeking information, provide detailed responses. Building relationships may take time, and consistent engagement can eventually lead to securing an order.

Case 9 Q: How to respond to vague requests for a quote?

A: Focus on recommending a few key products rather than providing quotes for all. Cover a range of price points and express readiness to provide information on other products if the customer has specific interests.

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