Most of our customers are long-term clients. When we try to develop new markets, our sales team often discusses collaboration terms directly but gets no response. What's the problem?

The problem is likely that trust has not been established. With long-term clients, direct business discussions work because years of dealings have built a foundation of trust—they know your quality, delivery reliability, and service level. But for strangers, all of this is unknown. Discussing annual purchases or collaboration scale directly gives them no reason to believe your promises, so progress stalls naturally. The solution is to lower the barrier to the first transaction: let them try the product, place a trial order, or request samples. Through one genuine product experience, trust can begin to take root, and subsequent business discussions will have a foundation. This means when your sales team visits new prospects, the goal shouldn't be "close a big contract," but rather "get them willing to take a batch of samples back to test."