General

How to find customers in foreign trade? If you want to work with Asian customers for a long time, you must first understand the customer, understand yourself, and understand the opponent, so that you can win all battles. Understanding the characteristics of the customer's country, negotiation skills and purchasing habits can help us better communicate with customers and finally negotiate orders. The following skills will teach you how to find customers in foreign trade.

How to find customers in foreign trade? Characteristics of Asian buyers

Middle East: family values, loyal friendship, stubborn and conservative, slow-paced life. In the eyes of the Arabs, credibility is the most important thing. Those who want to do business must first win their favor and trust, and must respect their religious beliefs and Allah. Middle Easterners use more body language in negotiations and like to bargain.

Japan: Introverted and steady, polite, confident and patient, outstanding teamwork spirit, well-prepared, strong planning, focusing on long-term interests. Patience and perseverance, and sometimes ambiguous and tactful attitude, the "wheel tactics" and "silence breaking the ice" methods are often used in negotiations.

South Korea: Koreans pay more attention to etiquette, are good at negotiating, have clear thinking, clear logic, and have strong comprehension and responsiveness. They value creating an atmosphere. Their merchants are generally unsmiling, serious, even solemn. Our suppliers should be fully prepared, adjust their mentality, and not be overwhelmed by the momentum of the other party.

How to find customers in foreign trade? Asian buyers negotiation skills

Japan and South Korea: Japanese businessmen have a strong sense of group and are accustomed to collective decision-making. "Less wins more" is the negotiation habit of Japanese businessmen; focus on building interpersonal relationships, don't like bargaining with contracts, pay attention to reputation rather than contracts, intermediaries are very important; pay attention to etiquette and face, do not directly criticize or reject Japanese people, and pay attention to gift giving ; "Procrastination Tactics" is a "trick" commonly used by Japanese businessmen. Japanese businessmen don't like hard "selling" negotiation, they are calm, confident, elegant and patient; Koreans are more forthright than Japanese, but at the last minute, they will still ask for "a slightly lower price". When signing contracts, they like to sign contracts in each other's language, English and Korean have the same effect.

Middle East and Arabia: Negotiation is slow, like bargaining; subordinates play an important role in negotiation, and their role as an agent cannot be ignored; like to combine pictures and texts, pay attention to the order of pictures. Arabs read from right to left; respect religious habits, avoid political issues, and stay away from female topics.

How to find customers in foreign trade? Buying habits of Asian buyers

Japan, South Korea: high price, medium quantity; comprehensive quality requirements (high quality, high detail requirements). 100% inspection in Japan; the requirements are high, the inspection standards are strict, but the loyalty is high. After cooperation, suppliers are usually rarely changed; the buyer generally entrusts a Japanese commercial company or a Hong Kong institution to contact the supplier.

India/Pakistan: They pay more attention to price, and buyers are severely differentiated: either the price is high, but they demand the best product; or the bid is very low, and there is no demand for quality; pay attention to distinguish the authenticity of the seller. It is recommended to require the buyer to make a cash transaction.