Moria recently shared her experience visiting the UK and Turkey markets. During the trip, she and Tony and Lia spent around 45 days visiting several customers. Moria mentioned, "The UK is an emerging market while Turkey is one of our established markets and our objectives for each are different. For the UK we wanted to develop and understand the market, while for Turkey our aim was to wake up sleeping customers".
Preparation Before the Trip
Commenting on the pre-departure preparations, Moria said, "In order to meet the different needs of each market, our team made very detailed preparations. We prepared a chain of evidence, including factory photos, customs data and other important information, which we translated into English. We also ran several internal simulation exercises. Unlike previous business trips, the team took Orlando Zhang, the factory manager, with them to build confidence. "This was to dispel any doubts the customers might have, because trust is the first step in doing business.
Overcoming Challenges
In the UK market, the team faced significant challenges. Moria recalls, "The biggest problem we faced was customer refusal. Without prior appointments, we were sometimes left standing at the door waiting to speak to customers. In this situation, we played to our strengths - speed of response and flexibility - and maintained positive communication and strategy throughout". She added: "This was all possible thanks to the teamwork and support of everyone involved. It was the collective effort that made this breakthrough possible".
In Turkey, Moria faced low-cost competition. She explained, "Turkish customers often choose suppliers with lower prices (excluding taxes), even though these suppliers may not offer the same quality assurance as we do." Through in-depth communication, the team explained the risks of unfair competition and helped customers reassess their choice of supplier. "Whatever the market, the key is to address the customer's interests and risks."
Problem-Solving Approach
Moria shared some of her strategies for dealing with customers: "We need to take a long-term view of the clients' needs and address their interests or risks. After all, our goal is a win-win situation". In Turkey in particular, she has learnt a new approach: "We have to help our clients realise the potential risks, and I hope my clients can make better decisions."
Adjusting After Returning Home
After returning home, Moria admitted that she experienced a period of anxiety: "Seeing my shortcomings made me feel a bit lost, especially when it came to following up with clients." But she quickly changed her mindset: "I set myself a three-week goal. The first week was about reviewing visit results, organising client resources and making initial contact with clients; the second and third weeks focused on follow-up and sharing results within the team". She also shared how breaking down big tasks into smaller steps helped reduce the pressure: "By breaking down the big tasks into smaller ones and completing them one at a time, the stress became much more manageable."
Reflecting on Mindset
In conclusion, Moria said, "With every visit, no matter what the challenges, we must strive for every opportunity, even if it's just a tiny glimmer of hope." She added: "This visit was like opening a window to the world. We met outstanding people and clarified our own goals. I believe that whatever challenges lie ahead, as long as the team remains determined and united, we will be able to face and overcome them together".