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Chiterion devoted to Customizing Eco Bag Solutions for Shopping, Packaging, Delivery, Storage and Travel Since 2007
In foreign trade business, we often encounter situations where the customer's order volume does not reach the minimum order quantity. Faced with such a problem, we cannot simply choose to refuse, because this may miss potential high-quality customers. Today, let's share some skill tips to deal with small orders to help foreign trade people better grasp every business opportunity.
First, Clarify customer positioning and order value
we need to clarify our customer positioning. We don't accept all orders. B2B customers need to make some trade-offs. We need to analyze the customer's potential and the purpose of accepting this small order. The following are some common considerations:
1. Newcomer training: It may be to give newcomers training, find the feeling of closing a deal, or run the process of foreign trade orders.
2. Production line operation: It may be that the production line has been relatively empty recently, so let the production line operate.
3. Boost morale: It may be that the new team needs to boost the morale of closing a deal.
4. Technology growth: Although the order is small, the technology is novel and the design department can have new growth. After excluding these possibilities, if the small order is time-consuming and labor-intensive, and the customer has no potential, you can consider refusing. However, it should be noted that some customers do not trust unfamiliar suppliers enough in the early stage and will not place large orders directly at one time. Some customers place orders for engineering projects, and the quantity they require will depend on the size of the project. Sometimes the quantity is large, and sometimes it is small. For such potential customers, smaller quantities can also be supported. Some customers don’t particularly mind whether the quantity of the order is more or less. At this time, you can try to negotiate with the customer.
Some Flexible methods for small orders:
1: Recommend similar flexible orders or inventory products If the customer’s order quantity does not reach the minimum order quantity, you can recommend similar relatively flexible styles or inventory products to the customer. Although this method may not be feasible in some companies, in many cases, it can effectively solve the customer’s urgent needs and maintain a good relationship with the customer. Method
2: Group order production Check whether there are other customers’ orders being produced and try to group orders. Sometimes, this small number of customers needs to make certain compromises in demand. By group ordering, production resources can be effectively utilized, waste can be reduced, and customer order requirements can also be met.
3: Guide customers to increase the order quantity Give customers some guidance and explain the discounts and benefits that can be obtained by increasing the quantity. For example, the price is lower with more quantity, and the freight is more advantageous with increasing quantity. Through these preferential measures, customers may be willing to increase the order quantity, so as to meet the minimum order quantity requirements.
Dealing with the problem of material waste
Sometimes the minimum order quantity exists because of material factors. For example, a roll of fabric can make 70 bags, but the customer only needs 30 pieces, which leads to a waste of fabric. In the face of this situation, you can consider the following methods:
1. Multiple styles consumption: Ask the customer if other styles can consume this roll of fabric. If the customer has multiple styles, you can make full use of the fabric and reduce waste through reasonable matching.
2. Delivery in batches: It is recommended that customers make 70 pieces at a time, 35 pieces for this order, and 35 pieces for the next order. Especially for large products and customers who are worried about storage problems, delivery in batches is a good solution.
3. Customers bear the fabric costs: You can consider asking customers to pay for the entire roll of fabric, make 20 pieces this time, and deduct the remaining fabric price for each subsequent order until it is used up. This method sometimes helps to facilitate customers to place counter-orders.
After all, you already have raw materials in stock, and the probability of customers giving priority will increase. Similarly, the color boxes and packaging of products are also prone to similar problems. For example, the minimum order quantity of the printing factory is 1,000, but the customer only needs 100. At this time, you can try to use the second and third methods mentioned above to deal with it.
Summary In foreign trade business, although small orders may bring some challenges, we can turn these challenges into opportunities through flexible response strategies. Clarifying customer positioning and order value, flexibly recommending similar products, group production, guiding customers to increase order quantity, and reasonably dealing with material waste are all methods we can use in actual business. I hope these methods can help foreign trade people be more calm when facing small orders and seize every potential business opportunity.
If you have other questions or experiences in foreign trade business, please share them in the comment area and let us grow together!
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