The anonymous nature of Internet is a challenge for
any researcher to identify serious buyers. I have been fooled several
times in the past - a fake buyer in the disguise of serious one
AS WELL AS A REAL SERIOUS BUYER MISTAKEN AS FAKE !!!
The obvious question - how to separate wheat from
chaff ? Like most areas in life - there is no short cut or ready-fix
solution. One has to observe several factors dispassionately and
come to a conclusion that is most likely to be true. Some of the
tips to think over are:
-
Observe the language. A serious buyer
knows what he or she wants or is pretty close to it. Close examination
of articulation of interest may often provide a clue to actual
intent of inquirer. A word of mcaution however, articulation
of a non-English speaking person can not be ideal and one has
to factor this in the evaluation process. Another flip side
- some buyers do not like to specify everything at the first
go - and are notoriously brief in their inquiry.
-
Look at the Name. Any import-export company
with names like 'Cyberpundit', 'Rocketmoney' or some such funny
thing is a suspect. More often than not, they are brokers with
little or no experience. Avoid them like plague - if you do
not want to waste your valuable time in wild goose chase
-
Check Address of the inquirer. I haven't
found any serious buyer hesitating to give telephone and fax
numbers. Please call the inquirer wherever necessary in addition
to e-mail exchange - serious buyers usually appreciates it
-
Look Up Buyer's Website These days, every
serious businessman should have a website. While buyers without
website can not be treated non-serious - a professional looking
website certainly helps in building credibility. Check for tips
on how to evaluate web-site.
-
If special design is involved, ask for
buyer's sample. Serious buyer will not think twice to courier
sample provided seller is able to inspire confidence in buyer.
-
While sample and catalog are very important
for any buyer to select right seller, one can not send
samples to every inquirer. If you are sure of the buyer, please
do not hesitate to send sample/catalog. It is quite unlikely
that a major order will materialize without the buyer checking
samples or visiting your country. However, in cases where you
aren't too sure - ask for buyers' Federal Express Account Number
(so that courier cost is on buyer's account) Fed-Ex in India
offers the service where you can send sample at buyer's expense
propvided buyer has a Fed-Ex account. This is an equitable solution
where buyer bears courier cost and seller cost of sample - acceptable
to most serious buyers and sellers.
However, it will be foolish to treat this as the only
test for seriousness or that you should demand it from the buyer,
as many institutional buyers are unlikely to pay for courier cost
because of company guideline.
Remember, just as the seller can not send samples
to all buyers similarly buyer can not be expected to foot the
courier bill in each and every case.
-
Check Credit Record If you are ready to
spend some money, there are several International agencies who
may help you check buyer's credit record. However, credit record
for companies outside North America and Europe may not be readily
available. Even within developed countries there are many small
and medium enterprises who are not covered by credit rating
organizations.
-
Request Reference Though this is more often
asked by buyers to check seller's credentials, sometimes sellers
may also politely request for references from past or present
suppliers, specially when credit or advance payment is involved.
-
Finally, a buyer can not be judged non-serious
just because he/she chooses not to buy your stuff. If your
offer is turned down or buyer backs out of negoiation in last
minute - dispassionately think of possible reason for such set
back. Is it your product, price, payment terms, delivery schedule,
negotiation, communication etc. or just lack of seriousness
of buyer ?? If the reason is on your side - it is likely that
you will find only non-serious buyers while your competitors
rake the moolah. There is no harm if you politely ask for buyer's
feedback (i.e. request him/her reason for non-consideration/rejection).
If the buyer is helpful and finds you friendly - he/she might
help you with information on your shortcomings. Such feedback
can immensely help you with next buyer or even same buyer in
future.
