General

How to find customers for foreign trade? If you want to cooperate with Asian customers for a long time, you must first understand the customers, yourself and your competitors, so that you can win all the 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 points tell us how to find customers for foreign trade.

How to find customers for foreign trade - Characteristics of Asian purchasers for foreign trade promotion

Middle East: family concept, loyal friendship, stubborn and conservative, slow paced life. In the eyes of Arabs, credibility is the most important. People 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 bargaining.

Japan: introverted and stable, polite, confident and patient, outstanding team spirit, full preparation, strong planning, and focus on long-term interests. Patience and perseverance, sometimes ambiguous and tactful, often use "wheel tactics" and "silence to break the ice" in negotiations.

South Korea: Koreans pay more attention to etiquette, are good at negotiation, have clear thinking, clear logic, and strong understanding and response ability. They attach importance to creating atmosphere. Their businessmen are generally serious and 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 for foreign trade - negotiation skills of Asian purchasers

Japan and South Korea: Japanese businessmen have a strong sense of community and are used to collective decision-making. It is the negotiation habit of Japanese businessmen to "win more with less"; Focus on establishing interpersonal relationships, do not like to bargain with contracts, focus on reputation rather than contracts, intermediaries are very important; Pay attention to etiquette and face, don't criticize or reject Japanese directly, and pay attention to gift giving; "Procrastination tactics" is a "trick" commonly used by Japanese businessmen. Japanese businessmen do not like hard and fast "sales type" negotiations, and pay attention to calm, self-confidence, elegance and patience; The Koreans are more straightforward than the Japanese, but at the last minute, they will still ask for a "slightly lower price". When signing a contract, they like to sign the contract in the other party's language. English and Korean have the same effect.

Middle East and Arab: slow negotiation, like bargaining; Subordinates play an important role in negotiations, and their role as agents cannot be ignored; Like the combination of pictures and text, pay attention to the order of pictures. Arab reading habits from right to left; Respect religious habits, avoid political problems and stay away from women's topics.

How to find customers for foreign trade - purchasing habits of Asian buyers

Japan and South Korea: high price and medium quantity; Comprehensive quality requirements (high quality, high detail requirements). 100% inspection in Japan; High requirements, strict inspection standards, but high loyalty. After cooperation, suppliers are seldom changed; The buyer will generally entrust Japanese commercial companies or Hong Kong institutions to contact the supplier.

India/Pakistan: they pay more attention to price, and buyers are severely differentiated: either the price is high, but the best product is required; Either the price is very low and there is no requirement for quality; Pay attention to distinguish the seller's authenticity. It is recommended that the buyer be required to conduct cash transactions.