how to build relationship and win-win with client

[simonliu]

Hi,

I'm just thinking about below question here:

Background:
I'm the agent here in China for Quality control and Product Sourcing on the demands of our client.
the competetion here is getting more and more sharp in term of service price.

1) when we developed a new client and provide the service quotation on pre-shipment inspection. the mostly feedback from them is my prices is higher than other. and then I explain why I charge the price with the data supported. my client just say to me: ok, if you can't reduce your price we will cooperate with other.

2) when we frankly tell our clients that we are a sourcing agent here in China. they used to say: oh, no, I'd better directly doing business with manufacturer than a middle man. and they always think of there is seems any dodgy deal behind there. and I explain the value we are as inspection and sourcing agent. but in vain.

3) how could I build the trusted relationship with my client (especially, the client doing small business). and let us here as a "worthy-trusted agent", then both I and my client will get the benefit from the cooperation?

I'm not quite sure how much the situation is caused different culture and the way to think things, because of Asia and Europe.

But, I'd really preciated that you can give your valuable comment in your point of view as a client from Europe.

thank you very much!
Simon

 

[GraemeL]

Hello Simon,

Totally understand all of your points. I ship to the UK but will only do so through an 'agent' based in Shenzhen who I have known for many years and who are now good friends. That's because I value the re-assurance that this company brings. Sourcing, factory QA, QC, negotiation, payment and so on.

But you are right, it is very hard to convince a 'spot' buyer, who only wants best price, to add anything on for these benefits. The result for me is that I only seek clients in Europe who want a long term relationship. I will not deal with any enquiries that are just an email or phone call. For you, this may be very difficult to adopt a similar policy.

Is there a pattern to the countries that your enquiries come from?

G

 

[simonliu]

Hello Simon,

Totally understand all of your points. I ship to the UK but will only do so through an 'agent' based in Shenzhen who I have known for many years and who are now good friends. That's because I value the re-assurance that this company brings. Sourcing, factory QA, QC, negotiation, payment and so on.

But you are right, it is very hard to convince a 'spot' buyer, who only wants best price, to add anything on for these benefits. The result for me is that I only seek clients in Europe who want a long term relationship. I will not deal with any enquiries that are just an email or phone call. For you, this may be very difficult to adopt a similar policy.

Is there a pattern to the countries that your enquiries come from?

G

Hi Graemel,

thank you for your feedback on this. I think I need take this into consideration.

I even encount the situation that after pre-shipment inspection service, I can't get back the fee from my customer becuase sometimes in order to building the relationship with client, we sometimes, do the job first and talk about payment after the job has been done.

I think it's really important to get the trust with each other during the business way (means small trial order).

I'm the guy who really want make friends who from worldwide and to see any business opportunity. of course, make friends will let you happy.

 

[GraemeL]

I even encount the situation that after pre-shipment inspection service, I can't get back the fee from my customer becuase sometimes in order to building the relationship with client, we sometimes, do the job first and talk about payment after the job has been done.
.

Sorry Simon, but not discussing (and getting) payment in advance from a client whom you have no reason to have confidence in is, in my opinion, a bad move. If you are in business, then payment has to be discussed in exact same way as prices, lead times etc.

 

[tecobag]

Sorry Simon, but not discussing (and getting) payment in advance from a client whom you have no reason to have confidence in is, in my opinion, a bad move. If you are in business, then payment has to be discussed in exact same way as prices, lead times etc.

What's the payment method that UK business people prefer?

 

[simonliu]

thank you Graemel, for the advise!

Sorry Simon, but not discussing (and getting) payment in advance from a client whom you have no reason to have confidence in is, in my opinion, a bad move. If you are in business, then payment has to be discussed in exact same way as prices, lead times etc.

 

[MH1]

Times are tough but basically you need to sell yourself, the value that you bring to the deal. Many people will simply believe they can get a better rate direct, you need to show that you can remain competitive but then also increase the value of the deal with local knowledge, language, customs, relationships etc.

Most professional importers will understand the potential value, the new bedroom type importers which have started due to the internet making things so easy will not, but they are unlikely to survive for very long anyway.

One potential way is to be crystal clear about your rates, and the services they can expect for the commission taken.

 

[GraemeL]

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