The Inquiry That Came During Chinese New Year
It was the Spring Festival holiday in 2017.
I received an Alibaba online inquiry.
The message was simple:
“I’m coming to China. I have a project that needs your products.”
I was still on holiday, but I replied anyway:
our working hours, company address, and my contact info.
On the first day back at work, I arranged for the company car to pick him up from his hotel.
This was the first time I fully hosted a foreign customer by myself.
I was nervous — but also excited.
Preparing Like There Was No Order
I prepared everything in advance:
product parameters and prices
samples of recommended products
and… I researched Croatia.
Croatia is a country with strong tourism.
I searched for its customs, culture, and famous places.
“Know yourself and know your enemy, and you will never be defeated.”
I wanted to understand as much as possible — so there would be no awkward silence when he arrived.
To be honest, I didn’t expect much at first.
His inquiry was not for one specific product.
But I decided: even if he is just visiting, I will do my best.
The Moment Everything Changed
When the customer arrived, I showed him several recommended products.
Then he took out a project engineering drawing.
I was shocked.
He was not here to “just look around.”
During the conversation, I noticed something unusual:
His price sensitivity was almost zero.
No matter what price I quoted, he simply said OK.
Even when I mentioned the price of a software that other customers often found expensive —
he calmly said:
“I think the price is no problem!”
The negotiation was much easier than I expected.
Many steps were simply skipped.
A Drawing Left Behind, and a Late‑Night Realization
I thought he would take the engineering drawing back with him.
Instead, he said:
“It’s yours. I will leave it for you.”
A project this big — I assumed he would compare at least three suppliers.
But he told me: “I only have three days in China.”
On the third afternoon, when I brought him samples,
he invited me and my manager to his hotel room.
While he was testing the samples, I looked around carefully.
I didn’t see any other suppliers’ samples in his room.
I quietly told my manager:
“We have a very high chance of getting this order.”
The Turning Point: A Trip to Window of the World
After testing, he made a long phone call in his own language.
From his tone and expression, he was reporting the test results to his boss.
I decided to act.
With my manager’s agreement, I immediately took him to Shenzhen “Window of the World” theme park.
Earlier, during casual conversation, he had mentioned:
This was his first time in Shenzhen
He even asked me for a taxi driver’s phone number — because he wanted to see the city
So I seized the opportunity.
“In a place you don’t know, instead of a taxi driver who may not speak English, why not let me show you around? I’m free, and I’m available anytime.”
With the samples testing well, I decided: go with him and make it happen.
It was already dark when we arrived — only the night show was open.
While my manager bought the tickets, we started talking about Croatia’s tourist destinations.
His face lit up.
He talked non‑stop.
He even took my phone and searched for pictures on Baidu to show me.
At “Window of the World,” most exhibits are famous foreign landmarks.
For him, this was perfect.
He became our guide, telling us stories about countries he knew well.
The Moment the Order Was Secured
On the way back to his hotel, he asked me:
“If something goes wrong with the project and your team cannot solve it remotely, can you send a technician to our site?”
That was the moment I knew: the order is secured.
Sure enough, within one week of returning to his country, he confirmed the order.
He asked me to make a purchase contract, and signed it back in two days.
A $20,000 order was done.
The final project appearance, controlled by Madrix:
Dock project with WS2811 30LEDs/m digital led strips work with Madrix
dock project with 3000m ws2811 30LEDs/m flexible led strip work with Madrix
Then Came the Second Order
While the first order was still in production, he gave me another piece of good news:
“A new project is coming. We will need your products again.”
In total, his orders accumulated to $35,000 (approximately over 200,000 RMB at the time).
Why Did He Choose Us? (I Asked Him Directly)
Later, I asked him:
“Why did you give the order to us?”
He forwarded me the quotes he received from other suppliers.
One of them was half my price.
His answer was simple:
“Because I trust you.
And because you understand what I’m saying.
My English is self‑taught. Many Chinese suppliers struggle to understand me. But you don’t.”
What I Learned From This Customer
I believe he told me the truth — but there was more to it.
Price is not the ultimate reason for every customer.
The most important thing is:
How do you make the customer trust you?
How do you leave a good impression among many choices?
A Personal Reflection
A student who always failed physics in school —
never imagined that one day I would help a foreign customer complete an engineering project they had only dreamed of.
Including complex control systems.
That feeling of pride and accomplishment is hard to put into words.
What This Means for Custom LED Projects
Looking for a Supplier Who Listens First?
If you have a project — even if your English is self‑taught or your requirements are not yet 100% clear —
we are happy to sit down and understand what you really need.