Selling to China: how Chinese importers like to work

First contact

Chinese importers often find UK makers through trade shows, platforms, introductions or a search. First contact is commonly by WeChat or email. Introduce your company, your product and what makes it distinctive in a few clear sentences, and offer a short company profile and product sheet, in Chinese if you can.

Expect to be asked for samples, certificates, a price list, a minimum order quantity and the production location. Answer promptly and consistently, because the importer may be comparing several suppliers at once.

Documents and written terms

Be ready with the documents an importer will ask for: company details, product specification, ingredients or materials where relevant, certificates and a clear price with its delivery term. Agree prices, payment terms, delivery and responsibilities in a written contract or proforma, and confirm any change in writing.

For the regulatory side of exporting to China, rely on the official GOV.UK guidance and your Chinese importer's own advice, because requirements vary by product.

Patience and relationships

Decisions can take several rounds of questions and internal approvals on the Chinese side. Quick, courteous replies, honest answers about lead times and a willingness to meet or visit build trust. Public disagreement damages a relationship, so raise concerns privately and with a proposed solution.

Plan around Chinese New Year and the early-October National Day holiday, when replies and shipments stop for days. See exporting to China from the UK for the wider picture.

Where we help

Cambridge China Bridge works with UK suppliers and Chinese buyers on introductions, checks and the practical side of getting goods to China. See our export to China service or contact us.