Расположение проекта： Ближний Восток
Товар：Стальная труба ERW
Стандарт и материал：BS1139 Q235B
Написано Анной：48.3мм,38мм, 60.3мм
Заявление：Scaffolding System
“Этот заказ, I just can’t give up on it.”
This is a thought many in foreign trade have held at some point. The order story I’m sharing today stems from precisely that kind of persistence. The client is from the Middle East, a new customer developed in 2025 with two successful orders already under our belt, specializing in scaffolding-related products. Their quality standards are extremely strict—even if they couldn’t accept a price increase, they firmly refused to use a 10% under-tolerance to “lower” costs. For every shipment, they required physical and chemical test reports and inspection photos.
The real challenge lay in the payment terms.
The client insisted on using OA (Open Account) terms, with a portion of the payment due only 30 days after the goods arrived at the port. For any company, this meant significant capital pressure and risk. Initially, we flatly refused. But the client was equally adamant: “We only accept these payment terms.”
At this impasse, we didn’t give up. After repeated discussions with leadership, we adjusted our strategy: we accepted the OA terms but simultaneously raised our quoted price to mitigate risk, which gave us the confidence to proceed. The negotiation turned into a tug-of-war, with the client constantly pushing for a lower price while we weighed profit against risk. We formally updated our quotes over ten times, following up from July all the way until issuing the Proforma Invoice. There were several moments in between where it felt like “this might be a lost cause,” yet we gritted our teeth, monitored the market daily, and reached out to the client every couple of days.
The turning point came from support both internally and externally.
Внутри, company leadership provided full trust and support. After credit insurance was approved, the leader’s encouragement to “be brave and go for the order” gave me immense confidence. Более того, the establishment of our Dubai office became a crucial advantage—we quickly arranged for local colleagues to visit the client in person, showcasing our capabilities and sincerity face-to-face. This made the client feel that we were not just a distant supplier but a reliable partner with local support.
Externally, we always held our ground while remaining flexible. When the client finally proposed a “rounded” target price, our calculations showed that even in the worst-case scenario, we could break even. So we decisively agreed: “Okay, we can do it,” securing a total of 4,211 tons of welded pipe.
Looking back on these four months, I’d like to share three key takeaways:
1. Persistence isn’t about stubbornly pushing forward blindly; it’s about strategically continuing to follow up after clearly understanding your risk tolerance.
2. Company support and collaboration are the greatest empowerment for a salesperson—tackling tough challenges requires seamless coordination from risk control approval to local market visits.
3. Sometimes, making yourself “visible” to the client is more effective than simply lowering prices. That visit to Dubai likely resonated more deeply with the client than any price concession would have.
This order has long been shipped smoothly. Reflecting on it now, what I’m most grateful for isn’t the final sales figure, but the fact that in those moments when I wanted to give up, I chose to take one more step forward.
Some orders don’t inherently belong to you; you make them yours, eventually.
Написано командой Xinyue Steel
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