Marketing Articles

How to attract and win overseas buyers
By Azaz Motiwala

Attracting and winning a buyer is the main goal of each company whether doing marketing for domestic market and/or International. Buyer can only be attracted and won if you are can satisfy his business and psychological needs. Following 10 ideas has been designed to help you attracting and winning overseas buyers.

1..Focus on first impression

First impression is the last impression. You can make your 1st impression effectively with the help of marketing communication tools like company Profile, Sales letter, Product Catalogue, Brochures, Website etc. Design and prepare your marketing communication tools informative and appealing that can impress and influence buyer's decision to start communication with you

2..Create visibility

Create maximum online and offline visibility using informative and appealing communication tools so that whenever require, buyer can easily find you. You can create online visibility by posting company profile, product information and trade leads with images in maximum B2B portals, directories and search engines. Be sure that your company can be ranked in top of the search results with your products/services related keywords. Use SEO techniques for getting top rankings of your website in various search engines. Also participate in trade fairs, exhibitions, catalogue shows that will give your company offline visibility and live contacts with prospective buyers

3..Be Trust Worthy

Doing business with overseas buyers always ask for trust. While doing business with overseas supplier, buyer checks for supplier reliability through various sources and personal insights. Though trust can be built by experience only but initial trust can be build by using various resources like using paid features of well known B2B portals like Trust pass of Alibaba, credit rating agencies, accreditation standards, membership of associations etc. You can be trustworthy and reliable among the buyers by genuine offerings and sticking to your commitments.

4..Effective communication

Communication plays a major role in attracting and winning the buyers. Whether you are approaching buyer first time and/or for further communication on buyer's inquiry, your communication should be enough effective and professional. Below are the few simple tips for effective and professional communication with overseas buyers.

• Be fluent in writing and speaking English language as it is widely used business language in International trade. However to write and speak English as per buyer's understanding level is recommended. Knowledge of buyer's country's language will give you additional advantage.
• Do not use business jargons instead use simple easy to understand English words
• Always use proper subject tagline, salutation, and mention your complete contact information in all communication messages.
• Give only subjective reply by understanding buyer's requirements
• Respond buyer's inquiries, queries in time without much delay
• Mention dates of past communications if any for quick recall and references
• Do not spam

5..Understand needs of buyer

Understanding buyer's needs and satisfy it is a key to win the buyer. Once you receive inquiry from buyer, read it carefully and understand his needs in regards of qty, quality, specifications, business terms and others if any. Make offer and give feedback accordingly. Do not stick to your terms of qty, quality, price and other business terms. Make a smart negotiation with buyer to convince him for your terms if not possible for you to accept his terms.

6..Make an irresistible offer

Always try to offer better than your competitor in case of offerings, it can be best product with best quality, competitive prices, suitable business terms, attractive packaging, promotional materials or affordable free gifts or in form of after sales services. Develop right export marketing strategies after understanding target market’s needs and situation. This will help you to make an irresistible offer that gives competitive advantage to buyers. Also create value for money for the buyers by highlighting unique selling proposition of your product/service.

7..Punctuality

Always be punctuate in replying when ever you receive any inquiry from the buyer. Your quick and timely response will create positive and professional image of yours in buyers mind which will make him more interested to communicate further with you. Also stick to your committed deliverables, timelines and promises.

8..Live contact

Be in live contact with buyers through chat and phone. It will make communication faster and cost effective for both buyer and seller to understand each other and take decision faster. Consider buyer's country time zone while calling him. Take care of buyer's convenience for chat and/or phone conversation.

9..Business Etiquette

In virtual business environment where you have not met the buyers personally it is very important to create your professional image by following virtual business etiquettes while communicating online by email/chat or by phone and meeting personally. Follow business etiquettes of buyer’s country that will really help you to win buyer.

10..Be Friendly

Be friendly with your buyer. You can win your buyer and can build long term business relations with him if can build friendly relation with him. Always address by his/her name with proper salutation while communicating, this will give personalized feelings. Keep in mind your buyer's country culture and wish them on their special occasions like main festivals, new years etc. Give buyer a friendly treatment when he visits you and try to make meeting memorable. Use friendly language while communication with buyer’s on chat or phone.

By following above mentioned simple things you can easily attract and win the buyer and can enjoy long term business relations.

 

About Author,

Azaz Motiwala,  founder and CMD of  IKON Marketing Consultants, is a highly experienced and professional marketing consultant that Means Business to your Business. He is one of the few marketing strategy consultants that specialized in developing and implementing results-oriented marketing strategies and plans for SMEs and Corporate companies. http://www.ikonmarket.com