How to find customers and win their trust

[Harry Yang]

As a lighting designer, I am proficient in every production process of lamps. I can design my own lamps or, according to the customer's requirements, they are satisfied with the lamps. I know how to control product quality and I am confident that I can provide customers with a lower price than the market but better quality than the market. But as far as I know, if a single product is shipped from China to other countries, the freight is even more expensive than the product. I don't know how to find B-side customers and get them to trust me to provide them with a better product.

I hope you can help me. Thank you.

 

[Deleted member 335660]

Hi Harry,

Putting it simply, people buy benefits. They expect quality and they appreciate a good price.

Your lights might be a good price and they might be good quality, but so are many others, what is different about yours?

If you are not experienced in marketing or retail light sales then you might be better off approaching wholesalers and retailers and supplying them.

 

[Harry Yang]

Hi Harry,

Putting it simply, people buy benefits. They expect quality and they appreciate a good price.

Your lights might be a good price and they might be good quality, but so are many others, what is different about yours?

If you are not experienced in marketing or retail light sales then you might be better off approaching wholesalers and retailers and supplying them.

Thank you, Trevor

Thank you for making me more aware of my goals. What bothers me now is how to make dealers who have never cooperated with me trust me and believe that I can provide them with better quality products at the same price in the market.

I have been involved in design and engineering. I also understand the shortcomings of the products on the market, and I can do them well at a lower price than the market.

 

[Chris Ashdown]

Are you talking about low numbers i.e.1-5 or in the thousands

 

[Harry Yang]

Are you talking about low numbers i.e.1-5 or in the thousands

Dozens or hundreds of them.

 

[Mark T Jones]

Who would be your ideal target customer?

What specific needs or wishes will grey have?

 

[Harry Yang]

Who would be your ideal target customer?

What specific needs or wishes will grey have?

Thanks for your reply, Mark

I think dealers and retail stores around the world will be my target customers.
They want to have a good enough margin and a good quality product.

 

[Mark T Jones]

Thanks for your reply, Mark

I think dealers and retail stores around the world will be my target customers.
They want to have a good enough margin and a good quality product.

Therein lies you problem.

You target is far too broad and unfocused and you benefit incredibly vague.

To start with, you need to really stand out to a specific group of people- the rest will follow.

 

[AstEver]

I don't like the 'win someone's trust' expression because trust is built (durative) and not won (punctual). Therefore, you should focus on proving, informing about the quality, and persuading, encouraging the customer/distributor (refer to marketing communications).

Trust is built through the many aspects of your business activities but to put it simply, through consistently delivering what has been agreed and expected.

It seems you need a good marketing (don't confuse it with promotion/advertising) strategy, or at least comprehensive marketing plan. It would be good to speak to procurement/purchasing/buyers at the retailers/dealers to learn what they need (e.g. volumes, certifications, supply).

Also, your advantage of lower price and better price is temporary and will be closed by smart competitors. You may want to spend some time on thinking about your market entry strategy as you have a few options here such as entering with both advantages, using only one of the advantage (for example offering only better quality and keeping the lower price on the market level, or the other way round), among others strategies.

 

[Harry Yang]

I don't like the 'win someone's trust' expression because trust is built (durative) and not won (punctual). Therefore, you should focus on proving, informing about the quality, and persuading, encouraging the customer/distributor (refer to marketing communications).

Trust is built through the many aspects of your business activities but to put it simply, through consistently delivering what has been agreed and expected.

It seems you need a good marketing (don't confuse it with promotion/advertising) strategy, or at least comprehensive marketing plan. It would be good to speak to procurement/purchasing/buyers at the retailers/dealers to learn what they need (e.g. volumes, certifications, supply).

Also, your advantage of lower price and better price is temporary and will be closed by smart competitors. You may want to spend some time on thinking about your market entry strategy as you have a few options here such as entering with both advantages, using only one of the advantage (for example offering only better quality and keeping the lower price on the market level, or the other way round), among others strategies.

Thank you, AstEver

Your answer is very helpful to me. I will think about your suggestion carefully.

 

[Harry Yang]

Therein lies you problem.

You target is far too broad and unfocused and you benefit incredibly vague.

To start with, you need to really stand out to a specific group of people- the rest will follow.

Thank you, Mark

I think I need to make more specific plans. I can't do that just by thinking.