Importance of Establishing Business Relations
Establishing business relations is the first step in international trade. No transaction can be concluded until business relations have been established. A good relationship can lead to the success of a transaction. Therefore, it is very important for a company to consolidate the business relations with the existing customers and to establish new relations with the potential customers if they want to start or expand their business.
Generally, before two companies from different countries get in touch with each other, a “middleman” is needed to provide the necessary information and help the two parties. Those who act as middlemen can be as follows: the Internet, banks both at home and abroad, Web, the Commercial Counselor’s Offi ce of the Embassy of China in foreign countries, chambers of commerce in foreign countries, advertisements, trade directory, market survey, attendance at trade fairs and exhibitions held at home and abroad, mutual visits by trade delegations and groups and recommendation by others.
Having obtained the name and address of the firm from any of the above sources, you may send letters or visit the fi rm concerned to express the desire to establish business relations. No matter whether you are importers or exporters, you should make a self-introduction about your company. If you are exporters, you’d better provide brochure, price list or any reference materials voluntarily so as to help others to know more about your company and products. If you are importers, you may be requested to provide your reference. Both parties should state simply, clearly and concisely what you sell or what you expect to buy.