subject: How to approach China market: what can you offer? [print this page] How to approach China market: what can you offer?
China has integrated increasingly into the world economy in these years. It has become a major player in global market as it seeks materials around the world to sustain its rapid economic growth and supply its growing export industries.
The trade between China and other countries has changed significantly and the growth of exports and imports has accelerated significantly over the past years. Under these circumstances, more and more companies have focus to China market and apply their products to develop target market in China.
So, how to approach china market? Before thinking about this problem, you need to ask yourself: what can you offer to your target customers?
Before starting any kind of international trade, a thorough self-analysis is indispensable. Without being aware about the strengths and shortcomings of your own company, it will be difficult to develop a successful sales strategy. So, each company should realize what it can offer to the customers and then use this self-analysis as a basement for all marketing and sales strategies.
There are some general key questions as follows:
1> you need a competitive price, it will be the effective means of market competition;
2> all of our products need a reliable quality control;
3> you have to make detailed market investigation, to control the knowledge of the customers market;
4> you need to have a stable deliver times of good repute;
5> if you update and innovate the products regularly, you will receive more orders;
6> good language skill is one of the most important things also;
7> you have to provide an outstanding service: after sales service, personal care for customer, etc.
As we know, most companies will choose traditional methods to enter the China market directly such as using a sales agent, distributor, business incubator, or creating a WOFE. Otherwise, B2B trading platform has becoming more and more popular in recent years, for example, Alibaba, Made in China, Tradekey, China-ogpe and so on. No matter which method you choose, when you are communicating with a customer, the following examples will tell you what you need to attention:
1> Do NOT say "We can do everything." Customers are thinking: nobody can do "everything". On this occasion, they will think of you are tongue-in-cheek.
2> Do NOT say "please tell us your request, we can do it!" Customers are thinking: they have no idea and neither any suggestion for me; this is not a serious business-negotiation;
3> Do NOT say"What do you want?" (asked in a direct way) Customers are thinking: what is their offer? Do they want to come into business with me? They seem to be busy or uninterested."
4> Do NOT say "Tell me our price!" (asked at the beginning of a negotiation) Customers are thinking: either they do not know the price of their product or more likely they want to play games with me?
5> Do NOT say "Why do you ask that? No other customer asked this before!" (when a customer's question is reasonable) Customers are thinking: are they not able to answer my justified question?
Even so, many companies will not follow such considerations; they think it is unnecessary to think deeper about their customer approach. Instead of this, because they are afraid to loose any order, some companies will rather try to "get each possible order" and promise everything to their potential customers. But due to their own insecurity and missing selfanalysis preparation, most of them will often interrogate potential customers with numerous questions. Sometimes this is done in a quite aggressive way, and then they will lose most orders.
In general, China market has enormous potential and promising prospect. Under this circumstance, as long as the companies consider what can they offer to their target customers, and notice the important things when communicate with customers, they will be sure to success.
