Know-How Exchange : Customer Behavior

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What makes your granite better than the Chinese granites? Is it physically obvious? Is it cosmetic? Is it structural? Is it simply country of origin? If the customer can't tell the difference, then they'll no doubt buy the cheapest. Why SHOULD they purchase your granite?

Hi Kjtastex,

I would probably rewrite what other have already said.

First you need to make a differentiater between Chinese one and your product. Why one would buy your but not chines. If you look around you will find apple has mention in the back f it's product - "Made in China". does it make it a bad product. No. Actually it doesn't even make a difference to customer as far as they are getting the good quality Apple product.

Same way, What customer wants, that's what you need to look for. Try to understand what customer is looking for and they are not getting in chines model. Obviously only cheep product is not the main motive behind any purchase. People look for sustainability, usability, long life, after service etc etc etc.. there are actually lot of factors. your job now is to analyse what people are really looking for, than compare it with chines product and make your sales pitch which actually overcomes the problems of chines product. That's how you can gain back your customer. You can make them realize that the over all TCO total cost of ownership is actually less when they buy from you....

Also, try to be more innovative by introducing new variety or solutions suiting customers needs and also try to explore other avenues of business opportunity.

Hope this will help you.

Nishant Manchanda