In April this year, I got an unexpected call at the Canton Fair. A customer who I had been following for more than 3 years took the initiative call. He said that he wanted to go to our booth at the Canton Fair. Before that, customer told me that he had no idea whether he attend the Canton fair or not. Based on previous knowing of the customer, I thought it would be hard to invite customers to visit our booth, but it’s a surprise that the customer can take the initiative to think of us. So we lead them to visit our booth in person.
The things were in good train that the customer selected several styles and quickly confirmed the sample . So I felt that the customer's purchase intention was clear. After the Canton fair, we arranged our client's sample quicker. Although there were some breaks, they also completed the test soon and sent the report to us. It can be found that they were not professional to the product when reading their inspection report.The customer denied our product’s quality with some strange reasons.At that time, I was in a complex mood. But I still patiently answered all their doubts for the products. After analysis, customer also began to slowly understand our product performance and accept our interpretation.After a period of follow-up, the customer began to discuss the quantity of mixed loading and bargain with us. At that time, I felt the intention of the customer was very clear. and I was also sure that it must be a successful cooperation.
When everything started to move on, India GST came out. So when I was urging the customer to carry out the order as soon as possible, the customer stopped and told us that they had to finally confirm for at least two weeks. I felt that things may be bad at that time, so I became vigilant .But I also figured that maybe it’s normal for the customer to make the first cooperation with us.
According to analysis and the knowing of other customer's order and repeat order, I understood that the impact of the GST for our products is not actually great. So ,at that time, I also analyzed the case to clients, and explained the necessity of order now.Obviously, the customer had a high acceptability of our analysis. When we contacted on the next morning , the customer said that they would implement the order on the same day.
At this time, I began to feel relax, waiting for the customer's confirmation. But waiting for a long time, I still did not get client's mail on that day. I wondered if he will change his mind. So that night I contacted my customer, but I got an opposite result to the morning. The customer said they were suddenly not interested in our product and refused to place order.I was very desperated at that time: Are you kidding me? Is it funny? On the same day, the change of my mood was just like a roller coaster. It look like the candle lit not easily but stub out by others suddenly.
This is not the ending of my story. I can’t believe that the strong purchase intention of customer had gone so fast.There must be some reasons i didn't know.Then, through constant temptation,eventually I found the direct reason from other key person. The thought the price was too high.
Although this story is complex, it still cannot escape from the price problem. When the customers sent you with some casual reasons, they just want to get rid of you. But if you take it seriously, you will lose.Back to our case, since we know the reason of their stopping order is the price, we must first understand the customer’s target price. If the price gap is not great, there is still an opportunity to get your customer back. But at the same time, you have to seize the right time. The customer can give you two very different results in a same day,and they may also buy from you in the next second while the premise of seizing this opportunity is continuously tracking.