AfCFTA: What It Means for Exporters to Africa

Large and small accounts need different approaches. Small clients care about price and speed. Large clients want stability and comprehensive service. For major accounts, maintain detailed records of every interaction, client preferences, and personal details.

The first week after sending a quotation is the golden window. The buyer reads it on day one, forgets by day three, and it's buried by day five. Confirm receipt on day one, check for questions on day three, share a success story on day seven.

When a client says 'Your price is too high,' don't rush to lower it. Understand whether they genuinely think it's expensive or they're conditioning you. Ask about their target price, their primary market, and who they currently buy from. Gather information first, then respond.