How should I respond to a customer who always comes to us for a quote but without buying from us?
How should I respond to a customer who always comes to us to request for a quotation, without buying, just to fulfill their company policy of getting an extensive collection of quotation to do a price comparison?
Get on a call and qualify, at times potential customers use your quote to shop and negotiate.
Try to figure out where you lose them (literally) in the process.
Looking at the bright side, at least you lie in his/her supply chain category.
Just find out what he truly wants, be polite. Tell him that you have been offering a lot of price to him and ask him if what is the reason kept him from buying from you. Is it the price?
One key thing, you need to find out about your client's business, is he a trader or final user. Are you are a manufacturer or trader?
I have several suppliers, I sometimes give an order to the factory offers a higher price. You may ask why? Because the factory offers a higher price has some products another factory doesn't have but I need, I have to give them some sweet tips to keep them be in good service. I do it because I'm a company owner, I look at everything in a big profile.
So you also need to find your buyer's position? Is he a normal employee or purchasing manager or company owner? It helps you to negotiate a deal. If he is a business owner, you can actually come a bit hard, jokingly tell him that he is breaking your heart to not give you some sweet order as you always being helpful. Hahaha, a little evil hint sometimes works, if he is smart enough, he may sense that you want to walk away. He may give you the order for keeping you serve quotation. That strategy is not 100% working.
If he is just a normal employee try to collect prices, ask him what is his company's target prices and tell him that you have been giving a lot of quotation. If after this direct conversation but still no order but asking price, you could just ignore but I won't recommend unless it is really the last way left.
I always do a background check with the buyer's business so I target on my audience.
This is something some people do. I don't know you, the client or anything about the situation so it's hard to tell but it is likely one of two scenarios.
Your client is indecisive and not very serious about his/her ideas. An idea pops into his/her head and the first thing she does is getting advice.
Your client has no intention of using your product/service you at all.
In either case, it is not doing you any good.
Obviously, there is no obligation to follow through with a quote and go ahead with the project but if someone is consistently asking for quotes, taking up face-to-face time and never buying anything, that is wasting your time. Time is money, and you could spend that time better.
Be direct and explain the situation to this person. There's no need to be rude or too blunt about it but they may not realize they are doing anything wrong. If this person is a decent and reasonable person they will understand. That will end any time wasting (or you'll get paid for the time, so you win either way). If the client isn't understanding, they aren't worth having as a client.