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Index > Knowledge > How to Handle “Incomplete” Foreign Trade Inquiries? Techniques and Strategies
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2024/10/23
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How to Handle “Incomplete” Foreign Trade Inquiries? Techniques and Strategies

In the foreign trade business, it is common for salespeople to receive inquiries that lack specifications, quantities, or specific requirements—often referred to as "incomplete inquiries." Although these inquiries may seem to have little value, they can still lead to successful deals if handled properly. Here’s how to effectively respond to these inquiries and increase your chances of closing deals.
 
1. Proactively Quoting to Show Expertise
 
When receiving inquiries like "What is the best price for XXX product?" it can be challenging to know where to start. In this case, a proactive quoting strategy can work well. Even if the client does not provide detailed requirements, you can still offer a price range based on the standard version of the product, including both the lowest and highest configurations.
 
Clients often ask for prices to understand the budget, much like we do when shopping to see if something fits within our price range. In most cases, clients won’t necessarily choose the cheapest option, and offering a price range gives them flexibility while preventing them from dismissing you due to a single price point.
 
Also, keep in mind that a client's initial inquiry might not represent the exact product they want to purchase. They may simply be exploring whether your product fits their needs.

This is where the foreign trade professional’s expertise comes into play. After providing the price, you can further analyze the client’s background and recommend 3 to 5 of your company’s most competitive products, along with price ranges for each. This approach not only demonstrates your professionalism but also shows the client that you value their business.
 
2. Japanese Pricing Strategy for Flexibility
 
There are several pricing strategies to consider, including the American method (offering a higher price with room for negotiation) and the Japanese method (quoting the lowest possible price for the base version, then adding costs as the client’s requirements increase). When dealing with incomplete inquiries, the Japanese pricing strategy is often more effective.
 
Since the client hasn't specified quantities, you can quote based on a full container. If the parameters are unclear, quote using the lowest configuration with basic materials and packaging. Be sure to provide a detailed, clear quotation with all conditions outlined. A professional and well-organized quotation is something every buyer wants to see and will increase your chances of keeping the conversation going.
 
3. Offer Customization Options to Capture Attention
 
In addition to quoting, you can also highlight that your company offers product customization based on the client’s specific requirements. This adds flexibility to the conversation and draws the client’s attention.
 
Handling incomplete inquiries requires demonstrating problem-solving capabilities rather than passively waiting for the client to provide more details. Offering custom solutions not only showcases flexibility but also leaves a lasting impression on the client.
 
4. Expanding Your Client Base to Boost Conversion Opportunities
 
Many foreign trade salespeople struggle with poor performance due to a lack of client resources or underdeveloped communication skills. In foreign trade, it’s essential to continually expand your client base to keep your pipeline filled with fresh opportunities and increase the chances of closing deals.
 
Tradeindata is a powerful client development tool that helps you quickly find global customer procurement records. By entering keywords, HS codes, or company names, you can discover detailed information about clients’ purchasing history, including product categories, quantities, amounts, partners, and frequently used ports. This data allows foreign trade professionals to analyze client needs more accurately and tailor their development strategies, improving the success rate of quotes and follow-ups.
 
In foreign trade, building up your client resources is key to improving performance. By mastering effective response strategies and leveraging powerful tools, salespeople can significantly increase their chances of successfully developing clients and closing more deals.
 
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