In the wave of global business, the company has always adhered to the concept of “customer first” and actively expanded the international market. From June 17 to July 10, 2018, a delegation led by the company’s general manager, sales director, technical experts, etc. went to the Middle East countries to conduct a customer visit trip to deepen cooperative relations and draw a development blueprint.
1. Pre-trip preparation: accurate planning, prepare for a rainy day
Customer demand survey
Before departure, the team sorted out the three core needs of customers through questionnaires and video conferences: product localization adaptation, after-sales response efficiency and supply chain optimization solutions.
Cultural etiquette training
Specially invited cross-cultural experts to conduct business etiquette training, including details such as meeting etiquette and negotiation style taboos.
Customized solutions
The technical team prepared multilingual technical white papers and 3 sets of customized solutions for different customers
II. Visit record: Win trust with professionalism
▶ Key itinerary: Strategic cooperation upgrade
The originally scheduled 1-hour meeting was extended to 3 hours. The two sides reached an intention to jointly build an overseas service center and signed an annual framework agreement of US$5 million. General Manager XXX said: “This is not only a business meeting, but also a resonance of values.”
▶ Unexpected episode: Quick response shows responsibility
During the visit, the customer’s production line suddenly failed. The team coordinated domestic engineers for remote diagnosis overnight and delivered an emergency plan within 12 hours, winning collective thanks from the customer’s management.
III. Achievements and Inspirations
✓ Direct Achievements
Signed 3 cooperation memoranda, expected to bring 30% growth in Q4 performance
Collected 17 product improvement suggestions, which have been included in the R&D department’s priority list
✓ Long-term value
Established a mechanism for regular high-level visits
Found 2 local potential partners
General Manager concluded: “This trip made us deeply realize that overseas customers do not want simple suppliers, but partners who can move forward side by side. The next step will be to accelerate the construction of localized teams to make the service truly ‘zero time difference’.”