From Confusion to Satisfaction: Documenting the Full Process of Customizing Liquid Filter Bags

As a sales engineer at an industrial filter bag manufacturer, my greatest joy isn't closing a deal—it's seeing a customer have that “aha!” moment and say, “This is exactly what I need!” Today, I'll share a case that left a lasting impression.

Encountering a Client Who Couldn't Articulate Their Needs
Last month, I received an inquiry from Manager Wang regarding the purchase of liquid filter bags. However, several issues emerged during our discussion:

They couldn't accurately describe the specifications of their current filter bags

They couldn't distinguish between needle-punched felt and mesh materials

They had no concept of clamp ring dimensions or bottom structures

It was like a patient who only knows they “feel unwell” but can't articulate specific symptoms. In such situations, the most crucial step is—don't rush to quote!

Activating “Filter Bag Detective” Mode
I took three key actions:

Sample Forensics
I had the client send existing samples (no matter how old) and reverse-engineered the specifications from the physical items:

Use calipers to measure clamp inner/outer diameters

Dissect old filter bags to analyze material layers

Take high-resolution close-up photos for comparison

Visual Communication
Photograph client samples alongside our stock samples, annotating differences:
“See these two clamps? Left is your 71mm, right is our 118mm”
“This blackened area indicates insufficient filtration precision”

Contextualized questioning
Instead of asking “What material do you want?”, we inquire:
- “What is the particle size in the liquid being filtered?”
- “What is the maximum pressure tolerance of your existing equipment?”
- “How many cubic meters need to be processed daily?”

Unexpected discoveries
Through in-depth communication, we discovered:

The client actually needed two types of filter bags for different processes

One process didn't require a filter bag at all (switched to a more economical filtration solution)

Minor modifications to existing equipment could reduce consumable costs by 30%

Outcomes Exceeded Expectations
Final solution:

Coarse filtration stage: Stainless steel ring-sealed mesh filter bags (reusable after cleaning)

Fine filtration stage: Plastic ring-sealed needle-punched felt filter bags (guaranteed precision)

Adjusted pipeline layout to reduce filter bag replacement frequency

The client was pleasantly surprised: Though individual filter bags cost more than anticipated, overall costs actually decreased!

Lessons for Industry Peers

Sometimes clients don't seek the cheapest option—they seek peace of mind
We compiled an 8-page “Filter Bag Selection Confirmation Form.” Upon signing, the client remarked: “With such detail, you can't be blamed for any errors.”

Slow is fast
Two weeks of back-and-forth communication seemed inefficient, yet the client signed an annual agreement and referred three new clients

Expertise is the best sales pitch
When you identify issues the client hadn't even noticed, the order naturally becomes yours.

Now Manager Wang has become our unofficial sales rep, telling everyone: “Always test filter bags before placing an order!”