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SMEs need to be prompt in replying to buyers
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Bikky Khosla | 26 Aug, 2008
With numerous players in the market waiting for their chance, there is fierce competition between small and medium enterprises (SMEs) to get business. Many are complaining that although they are getting enquiries, the same are not getting converted to deals. This is becoming a perennial problem which I, along with my research team, tried to find a solution to.
Amazingly enough it was found that still many companies do not realize how important email communications are. Many SMEs reply to emails either too late or not at all, or send replies that are not actually the answers that the buyer is seeking.
If SMEs are able to deal professionally with emails, this will provide them with that all important but elusive competitive edge. Moreover, by educating employees on the pros and cons of email writing, SMEs can protect their respective companies from awkward liability issues.
In my pursuit to find an answer to this problem I went through the book Writing Effective E-mail, by Tom Flynn and Nancy Flynn and one aspect which sums up the problem faced by SMEs is that they need to understand that "by requiring employees to use appropriate, businesslike language in all electronic communications, employers can limit their liability risks and improve the overall effectiveness of the organization's e-mail and Internet copy in the process."
Rightly said, I would say. SMEs need to understand that buyers send an e-mails because they wish to receive a quick response. Had they not been looking for a quick response they would either send a letter or a fax, which would have taken hours or even days.
It is an undisputable fact that each e-mail sent by a client should be replied to within at least 24 hours and preferably within the same working day. If one feels that one needs time to reply, it works to just send a reply email saying that you have received it and that you will get back to them at your earliest convenience.
Doing so will assure the customer that you are interested in dong business and will also minimise chances of his writing business proposals to another seller or supplier.
So let's not overlook the opportunities that come our way. I think a proper emailing strategy can do a world of good to SMEs â there is no doubt about that.
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SME response to potential customers
R. McClunie | Wed Sep 3 02:51:15 2008
I am very happy to see that someone has finally addressed the issue I have been experiencing for two years. The importance of responding to inquiries is crucial to all parties' (buyers and sellers) success.
I find it difficult to believe that there exists a lack of understanding the importance of email communications by those who have chosen to make their company names, product descriptions, email addresses and services available to potential clients through TradeIndia.
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Re: SME response to potential customers
Heena Kaku | Tue Oct 7 10:05:59 2008
I like to visit trade india.com. It gives as business idea, find new supplier, find new seller & everything related to business.
Thanking you
For & on behalf of
Dot2Dot Advertising Pvt. Ltd.
Heena Kaku
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UTMOST IMPORTNAT
DEV RAJ SHARMA | Thu Aug 28 12:47:26 2008
Replying emails or any other communication in time really matters for the benefit of the organisations. It also reduces risk of memory loss. Memory loss is a syndrome, we think we shall do it later, tomorrow or so on. But because all of us have to do more important things, we tend to forget. No reply or replying late is an attitude, we can overcome easily. Replying late means we have lethargic attitude.Delay simply means failure.
I fully agree with Mr. Bikky Khosla on the issue and wish to express my sincere thanks and good wishes to him and all his team, who are working so hard to provide us very useful write-ups.
DEV RAJ SHARMA(M.D.), SAI DEVCOM LIMITED, KADUNA, NIGERIA www.saidevcom.com, email saidevcom@yahoo.com
SMEs need to be prompt in replying to buyers
P. J. Bhavnani | Thu Aug 28 11:31:49 2008
I agree with Bikky Khosla, he has pinpointed the problem with the Indian SME's. We too had the same problem, and after trying for a couple of months, we just about gave up.
It is not only SME's we are facing this problem also with one of the blue chip organization of India. It is a pity that one hand India has Dreams and Aspirations of overtaking China's economic growth in the near future, but what many Indian companies and its CEO's dont realise that inorder to do that, they need to change their attitudes. They need to introduce time bound management policies in their organizations.
It is not only the late replies to e-mails which is the problem with Indian SME's, it is also their lack lustre attitude and not being able to stick to a strict time table.
Once they are able to bring about these changes, the sky is the limit. India can be a much stronger economic power than any other contry in the world. It has the potential, the man-power and the know-how, THEY JUST NEED TO LEARN HOW TO USE IT.
SMEs need to be prompt in replying to buyers
Ramesh | Wed Aug 27 11:00:07 2008
I find this an experience myself. I have been in touch with Indian companies requiring quick responses on quotations. There is either poor follw up or communication dries up.
Definitely not the way to do business!
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Re: SMEs need to be prompt in replying to buyers
Heena Kaku | Tue Oct 7 10:16:26 2008
I experienced the problem when i send out inquiries to buy flex material. I never got a response immediately. I have sent inquiry to Max imagin. But not receive reply untill today.
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Re: SMEs need to be prompt in replying to buyers
Kish Atit | Wed Aug 27 18:18:09 2008
I experienced the same problem when I sent out inquiries to buy chemicals from India for a water treatment plant in Iraq KBR was rebuilding after the Iraq war. I never got a response immediately and what response I got late nearly after 2 to 3 weeks was not relevant to my inquiry. Ultimately, we ended buying the chemicals from Italy.
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SMEs need to be prompt in replying to buyers
Sunil Dadlani | Wed Aug 27 08:41:03 2008
Very true! and we agree with you 101%. Indian Manufactures and suppliers should be serious and reply by all means, whether they need some time to digest the enquiry or not!
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Re: SMEs need to be prompt in replying to buyers
Samuel Thomas | Wed Aug 27 12:27:34 2008
Not only SME, even bigger companies are bad. (I work abroad) Points to note while replying to companies abroad (even within India):-
1. The answer should be to the point (if you can number your answers, that is the best)
2. Question or answers should be brief but clear. Most of them will not read if each sentence is more than 1 or 2 lines. Use simple words. (Don’t show off your English!)
3. Don’t bluff.
Lastly I found some Indian companies do write very nicely and respond fast! So all are not bad!
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Re: SMEs need to be prompt in replying to buyers
Jackson Xu | Wed Sep 3 00:17:04 2008
I have sent inquiries to Suppliers by ur website service but only get one email with different contact information after long time waiting, really not efficiency actually.
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Re: Re: SMEs need to be prompt in replying to buyers
HAMID ALI | Wed Sep 3 14:42:29 2008
we would like to sell wrought iron chandeliers,wooden articles,napkin holders
to your company.if you need.kindly contact us for further details.
thanks
warm regards
hamid ali
ali enterprises
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U.K.Comment
David Bale | Wed Aug 27 04:31:04 2008
Dear Sir,
I read your story with interest, but I disagree with your ssumption. Indian companies are excellent in technology and products, but rather they don't understand the complexities of UK and European markets, which are not markets of choice being price agressive, greedy, low-priced and distributor crazy !!
Being a retired chemist I wish to association with Indian companies and help them,to get over this hurdle, but nu luck as yet.
Indian companies should seek help in sales, marketing, market knowledge and experience then perhaps you may be getting closer to being right.
Kindest Regards
David Bale
Chemical Technology Systems
UK
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