JUNE 2012 |
www.opp.org.uk
given the great number of fl y-by-night operations here, so quick commitments are out of the question, especially for old Chinese women ... the toughest customers there are! But they are the decision makers, quite often, and they are generally serious buyers, not just ‘looking’. That’s the Chinese way. You must get used to it. If you can offer patient and thoughtful service to them, they won’t let you down.” Dong says. “The developers should look for Chinese partners to serve their client if they want to win the Chinese buyers’ trust. For cooperation with Chinese agents, having detailed information about your company and its offerings out on the Chinese internet is indispensible here.”
Besides that, Dong also points out that western developers and agents should also give enough support to their Chinese partners. “The developers should offer enough
information and materials for the marketing of the properties,” he says. “They should also give a very warm reception and thoughtful concierge service, if potential buyers come to tour the properties. As I have already said, professional follow-up makes all the difference.”
Jack Dong and Amerealty are standing by to hear from overseas agents and developers interested in cooperation.
BUSINESS
LETTER FROM BEIJING | 35 Solving the complex Chinese puzzle
How is it that some UK estate agents report enormous activity from Chinese buyers looking for property in the UK yet others have never seen one? How is it that some developers and master agents are selling international property very successfully into the Chinese market while others, despite strenuous efforts, are getting nowhere and thinking of abandoning the market? The short, and obvious, answer is that those who are succeeding understand the Chinese market and offer what the Chinese want to buy. OPP has spent a lot of time getting to know the Chinese market. You will have seen our Mandarin language OPP China magazine and you will have read the report from Hilary Li, the Beijing-based editor on the page opposite. At our OPP Live conference in October one of the cornerstone events is a session called ‘Selling Successfully to the
Chinese’. This will be presented by experts on the Chinese market and people who have proved successful in selling into that market. After you have attended that two-hour session you will be much better placed to work successfully with the Chinese. If you don’t want to wait until October then speak to us about a ‘one-to-one’ consultancy. Whether you attend the OPP Live session or take the benefit of a consultancy, you will probably want to follow this
up with a bespoke OPP trip to China. We will arrange for you to meet agents and other key players specifically chosen to be the right kind of people to
help you sell your particular type of property to the Chinese market. The market in China now extends to very large parts of the country and certainly to the top 50 cities, so expect to do a bit of travelling. A trip of this kind can be a very inexpensive way of launching into this vast market. Speak to Xavier Wiggins – xavier.
wiggins@opp.org.uk – for more details. Of course, once you have met and signed up your agents it is up to you to push your business forward but the com-
bination of the ‘Selling Successfully to the Chinese’ session and a ‘Meet the People’ trip will give you a great head start. If you are already operating in China and want to expand your agents and connections, speak to Andy Grimley –
andy.grimley@
opp.org.uk – about using our mailing lists to get your message across to the right people. If there is any specific content about China that you would like us to cover in OPP Magazine, let me know – john.
howell@opp.org.uk
希望您在中国旅途愉快。 (Good luck in your journey through China!)
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