Tips for Successful Marketing in Nanchang
Nanchang company marketing is the process of communicating the value of a product or service to customers, for the purpose of selling that product or service. Nanchang company marketing can be looked at as an organizational function and a set of processes for creating, delivering and communicating value to customers, and customer relationship management that also benefits the organization.
Tip for Successful Nanchang company marketing--Relationships
Focus, but do not over-focus, on relationships. Any salesperson must be prepared to be ‘friends’ with a potential supplier. However, this is as well as, not instead of, the 4 Ps of the marketing mix.
Tips for Successful Nanchang company marketing—Marketing Basics
Remember the marketing basics – product, price, place and promotion are all important. All should be researched before and after market entry in order to ensure that the value proposition meets and continues to meet the target market’s needs.
Tip for Successful Nanchang company marketing--Patience
Patience is required when applying the marketing basics to Nanchang market. In particular, the sales process is longer and more complex than in Western markets, and local buyers will take time to be convinced that a Western company has the ‘local’ credentials to meet their needs.
Tip for Successful Nanchang company marketing--Listen
Only by listening will you be able to understand and therefore meet the Nanchang market needs. Nanchang companies do not want to buy a product or service that has come straight off a shelf in the West.
Tip for Successful Nanchang company marketing--Avoid Exaggeration
Focusing on the credentials you have, rather than exaggerating to make up for perceived deficiencies. Above all, Chinese companies want to trust their suppliers.
Tip for Successful Nanchang company marketing--Be Confident in Your Quality
Western companies start from a strong position, in that they are usually assumed to have excellent quality. Focus on the value you add, and be prepared to explain why you can add value in Nanchang specifically.
Tip for Successful Nanchang company marketing--Be Methodical
One of the qualities that define Western businesses is their methodical approach to doing business. It is clear that when this turns into a dogma about how business should be done, Chinese companies quickly lose interest in your offering. However, do not be afraid to highlight the methodical nature of your offering, as this is something that is valued by Chinese businesspeople and seen to be lacking in some Chinese businesses.
Tip for Successful Nanchang company marketing--Be Prepared for Plenty of Negotiation
Any potential supplier should be prepared for plenty of negotiation when selling to Nanchang businesses. It is almost inconceivable that first proposals will be accepted. Keep in mind the fact that buyers may be deliberately benchmarking suppliers, and always try to reserve sufficient margin for further price reductions at a later stage.
Tip for Successful Nanchang company marketing--Be Flexible
Flexibility on issues such as product, service, payment terms and price is vital for success in Nanchang market. Foreign companies should do their best to identify and meet Chinese customers’ real needs rather than assuming these needs mirror those of customers in the West.
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