How can foreign traders handle Middle Eastern customers? These are the key points!
The Middle East is one of the blue ocean markets for foreign trade. Most Middle Eastern countries are economically prosperous, but they lack resources, which makes them extremely dependent on imports. Although the purchasing volume of Middle Eastern customers is rapidly increasing, it does not mean that it is easy to deal with Middle Eastern customers. So what are the characteristics of Middle Eastern customers? Are there any things to pay attention to during negotiations with Middle Eastern clients?
1. Arabic: Most Middle Eastern customers use Arabic, but there are also some countries where customers use their own language. Communicating in a language familiar to local customers is the foundation for successful transactions. So it is obviously necessary to know Arabic, while for other minor languages, foreign trade professionals can use translation software for communication.
2. Pay attention to emotional investment: Middle Eastern clients tend to value friendship, which means that if you can establish good relationships with clients, it can to some extent compensate for the disadvantages you have in terms of products or services. To establish a good relationship with customers, besides daily communication, actively helping them solve problems is also an effective way to deepen emotions.
3. Communication tools: In terms of communication tools, Middle Eastern customers tend to prefer instant messaging tools such as WhatsApp and WeChat over email. Therefore, in addition to developing customers in the early stages, it is best for foreign trade personnel to communicate directly with customers through communication tools, which can greatly improve communication efficiency.
4. Pay attention to samples: Middle Eastern customers attach great importance to samples. If the quality of the samples is poor, they will give up decisively. Even if they have previously cooperated with suppliers, they will still require samples to be seen. Therefore, before sending samples, foreign trade personnel must ensure that there are no problems with the quality of the samples.
5. Pay attention to price: Although Middle Eastern countries are wealthy, their customers still place great importance on price. Therefore, there are two points that foreign traders need to pay attention to in this regard. One is that the quotation cannot be too low, otherwise there will be very little room for negotiation in the future.
On the other hand, it is important to be cautious when lowering prices. Foreign traders can use tracking data to check the buyer's transaction quantity, number of transactions, transaction weight, trade activities, etc., to determine the acceptable price range of the buyer, the number of competitors, and the willingness of the buyer to cooperate in the long term. Then, they can decide whether to lower the price or stick to the price.
(Source:Ueedata.com)]
6. Pay attention to transaction deadlines: Middle Eastern customers have a tight schedule for the delivery of goods, so either set a slightly broader time when initially agreeing on the transaction deadline, or accelerate the transaction process. It is best to avoid transaction delays, as this may lead to customers requesting price reductions or claims.
If you would like to learn more tips for handling Middle Eastern clients, please message us privately~
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