Exporting Basics: Finding Buyers and Distributors
How do I respond to a specific trade (offer to buy) lead?
Not all leads merit a response. In some cases, the buyer may be “fishing” for information or samples, with no real intent to purchase. However, many leads are worth a response. If you do decide to respond, you should act quickly. Your competitors can retrieve the same leads, and won’t wait for you to respond. In addition, you should respond in the mode preferred by buyer, such as by E-mail or fax; and provide all requested details, such as product specifications, company bona fides and price lists. Often the lead contains the preferred response mode and the details wanted by the buyer, so be sure to read the lead carefully. This is especially important for government tenders, where specific guidelines are laid out and must be followed.
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