The secret to successful negotiations with international Buyers on Alibaba

1. Understand the B2B model on Alibaba

Alibaba is the world's largest B2B (Business to Business) e-commerce platform, where buyers and suppliers connect directly.

Unlike B2C like Shopee or Amazon, Alibaba focuses on bulk transactions, wholesale prices, and long-term contracts. Understanding the B2B model correctly helps you know what buyers on Alibaba care about: quality, competitive prices, production capacity, export certification, and supplier reliability.

At Alibaba Vietnam, many small and medium-sized businesses have successfully opened booths to reach global buyers, especially in industries such as agricultural products, food, furniture, and textiles.

2. Carefully prepare your business profile and Alibaba booth

International buyers always check their business profile (Company Profile) before starting an exchange. Invest in a professional business description, with images of the factory, team, and production line. Optimize the booth according to international standards:

• Use standard, clear English, avoid grammatical errors.

• Post products with sharp images, detailed information, including MOQ (minimum order quantity), delivery time, and payment conditions.

• Use the Alibaba Keyword Tool to choose appropriate product keywords.

If you are unfamiliar, you can advise on opening an Alibaba store through Alibaba Vietnam's support team, helping to quickly set up and optimize SEO standards.

3. Understand the working process and behavior of international buyers

International buyers often compare many suppliers at the same time. They care most about: reputation, quick response, certification, price, quality, and after-sales service. The ideal response time is less than 30 minutes from receipt of inquiry. They evaluate you by the way you write emails, the way you greet, and the professionalism in each answer.

4. Be tactful in the first exchange

Start with a polite greeting and a brief introduction of the company and key products. Do not send a quote right away without the buyer asking for it, instead ask:

“May I know what product specification or quantity you’re looking for?”

This helps you gather real demand information and avoid price gouging. If a potential buyer, proactively suggest a video call or send a catalog to increase credibility.

5. Smart price negotiation skills

On Alibaba, buyers often bargain hard. The secret is to prepare 3 price levels in advance:

• Ideal price – the price you want to sell at.

• Acceptable price – price at which you still make a profit.

• Bottom price – the lowest price to avoid losses.

When negotiating, don't immediately reduce the price. Add value instead of discounting:

• Give away free samples.

• Reduced shipping fees for large orders.

• Warranty extension.

Buyers value flexibility and professionalism more than cheap prices.

6. Take advantage of Alibaba's Trade Assurance tool

Trade Assurance is a tool that protects both buyers and sellers, making transactions safer. When using Trade Assurance, buyers will have more confidence because Alibaba guarantees:

• Refund if the item is not as described.

• Ensure delivery schedule.

• Support for disputes when problems arise.

This is a powerful weapon that helps Vietnamese sellers improve their reputation and easily close orders with international buyers.

7. Learn about the business culture of each country

Each country has different negotiating styles:

• US & Europe: direct, likes data and evidence.

• Japan & Korea: respect, takes time to build trust.

• Middle East & India: prefers multi-round negotiations.

Before talking, research their business culture and buying habits. Cultural respect helps you score points and maintain long-term relationships.

8. Maintain a professional attitude even though the buyer has not yet closed the order

Many buyers need 1–3 months to make a purchasing decision. During this time, you should:

• Send follow-up emails gently, without urging.

• Update new products, offers or new certifications.

• Keep in touch periodically, showing that you are still interested in collaborating.

A patient and polite attitude can help you win in the "next round" when the buyer comes back to look for supplies.

9. Apply data to understand the market and buyers

Alibaba offers many powerful data tools such as:

• Keyword Data Tool – see product search volume.

• Industry Insight – analyze industry trends.

• Buyer Activity Report – monitor areas where buyers are most active.

Using data helps you negotiate more confidently, because you know:

• Where do buyers come from?

• Which products are "hot".

• What is the average market price?

10. Cooperate with Alibaba Vietnam team

Alibaba Vietnam currently has consultants opening booths and supporting international negotiations, helping Vietnamese businesses:

• Positioning products in the right market.

• Write SEO standard product descriptions in English.

• Optimize your store so buyers can easily find it.

• Learn skills to answer inquiries and handle feedback.

Many sellers, after being consulted, increased their buyer response rate to 300% and closed export orders to 5-7 countries in just a few months.

ALIBABA VIETNAM COMPANY - EXPORT E-COMMERCE FLOOR

• Head office: 19th Floor, Saigon Center Building, No. 67 Le Loi Street, Ben Nghe Ward, District 1

• Email:[email protected]

• Phone: (+84) 987 258 510

• Branch 1: 10th Floor, Becamex Tower, 230 Binh Duong Avenue, Thu Dau Mot, Binh Duong

• Branch 2: 9th Floor, TTC Plaza, Vo Thi Sau, Thong Nhat Ward, Bien Hoa City, Dong Nai

• Branch 3: 123 Cong Hoa, Ward 12, Tan Binh, Ho Chi Minh City 700000, Vietnam