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eCommerce Street Smarts

Following are a few tips for getting the most out of your Consupro membership.

1. Trading with Confidence:

   Trading with confidence requires ability, determination and patience. To establish a higher level of confidence, observe how potential trading partners respond to communication including:

   • The eagerness to work with you.
   • How much attention they pay to details.
   • How fast and favorably do they respond.
   • Do they answer your questions clearly and in full?
   • If they have a website, browse sections like "About Us" or "Testimonials" to learn more.
   • Do not judge competency by their level of English. Attempting to communicate in an unfamiliar language shows a willingness on their behalf to do business.
   • If you place substantial orders, visit their premises, meet the principals, inspect the facilities and view their product quality & production methods.
   • Ask questions to get a better insight into their true financial situation. To reduce your risk in a more formal way, obtain:
     • Banking/credit references through national and local credit agencies. How long has their corporate account been open? Can a given check amount clear their line of credit?
     • Business references from companies with which they have done business. If they are confident in their commercial reputation, this should not be a problem.

2. How much product information should Vendors provide?

   Ideally, product information should be as detailed as possible. When submitting your product information, make sure you fill in as many fields as you can so buyers can find out as much information as possible. Remember information such as lead times, minimum quantities, payment terms and methods all factor into the decision-making of your potential customers.

   You may also find that a good product description gives Buyers the impression that they are dealing with an experienced and knowledgeable Vendor. Product descriptions should be clear and concise and presented in a format that can be scanned quickly for important information. Use the checklist below as a guide when writing your product descriptions.

   • Check for spelling errors.
   • If your product description includes specifications or features, use the appropriate and customizable fields in Consupro to make them easier to read.
   • Avoid long product descriptions as buyers are reluctant to read them.
     • Replace long words with shorter ones.
     • Make sure paragraphs focus on one idea.
     • State facts, not opinions.
     • Do not over-claim or use flowery language.
     • If your product is new, tell the reader what is new about it.
     • Use specifications for text in bullet point form.

3. Product Picture:

   Use the information in the list below as a guide to help you take and submit the best product pictures possible.

   • Make sure that products are well lit.
   • Photograph products against a neutral (white or grey) background.
   • Include only one product in each picture.
   • Check that product images are clear before uploading.

4. What is marketing?

   Marketing is the collection of functions needed to move goods from producers to consumers to satisfy consumer demand. All marketing approaches generally aim to accomplish the following:

   • Provide satisfaction and value to existing customers.
   • Promise value to potential customers.

   You should look at marketing as everything from communications (including emails) to advertising and promotions. In every task or business decision, you are directly or indirectly delivering your company's offerings, image and reputation to the market for its continuing evaluation. Your business image and your results are always on the line. Marketing is important because it can directly affect a business' performance and, particularly for small to medium enterprises engaged in global trade, its livelihood.

   Planning your promotion and market presence: One of the most cost-effective and immediate ways to get responses to your offerings is to take advantage of the variety of online promotion options available, including email marketing. Consupro provides Vendors with the necessary tools to promote the appropriate product(s) to a targeted audience in real time. You can also search online for companies looking to source products (buying leads) and attend trade shows.

   Differentiation: The quality of your company's service from a customer's perspective should be an important part of any ongoing marketing efforts. A high level of service is hard to maintain but invaluable in setting your company apart. Some tips include:

   • Return phone calls and respond to emails within 24 hours.
   • Set up regular factory/premises tours along with product demonstrations.
   • Ask clients what you can do to help them achieve success in their business.
   • Hold seminars and trainings at your office or online for clients and prospects.
   • Create an area on your web site specifically for your customers. A testimonial or success story area - or even a discussion board - draws customers to you.

5. Understanding Buyers' Expectations

   Effective communications: Once you are in contact with a buyer, they will probably ask you many questions regarding your company and your products as well as your ability to deliver on time and at a reasonable price.

   What do buyers expect?

   • Buyers expect to receive accurate and factual information.
   • Buyers expect their questions to be answered fully and clearly.

   You should be prepared to answer basic questions such as:

   • Do you provide customized service?
   • Do you accept OEM (Original Equipment Maker) orders?
   • Do you accept small orders or low minimum quantities?
   • Do you provide samples free of charge?
   • Do you have keep stock available?
   • How long from the point of design to actual production?
   • What is the typical turnaround time for a minimum order?

   You should also have product information available in electronic format. Making this information available upfront to buyers enables their questions to be answered as quickly as possible. Your goal should be to “Always make it easier for the buyer”. If they are genuinely interested, after having all of the facts, they will contact you.

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