General

Many people use customs data to search for customers directly by product, find contact information and send e-mail directly. Many development letters are sent out, but few replies are received. If you use customs data to develop customers in this way, it can only be said that you are lucky, and it is normal to not develop. Don't complain. You should find your own reason. Since you have spent money, you have to use it in the right way, otherwise it is really a waste of money, It's better to buy the buyer's mailbox directly and send it in groups.

1. Screening of purchasers

The number of buyers in the customs data is quite large in most industries. Although the number is large, not every one is suitable for your customers. The best one is the one for you. First of all, it is very important to confirm whether the customer is a professional buyer. Otherwise, it will do a lot of useless work. By comparing the number of times that the buyer purchases the relevant products you operate with the number of times that all products are sold, you can directly confirm the professionalism of the customer. Some customers have bought your products, but it is only one of the hundreds of thousands of transaction records that he purchases. These companies are mainly freight forwarders and traders, which can be directly screened out, Don't waste time.

2. Analysis of purchasers

After preliminary screening and finding a professional buyer, we must analyze the customer's purchasing habits and determine whether they match through the quantity and weight of each purchase. Some customers who are too big can't accept it, and those who are too small don't want to do it. The right one is the best; Judging customers' preference for products by which regions they have purchased from before, including customers who have been purchasing from Europe and customers who have been purchasing from India, is also helpful to understand whether customers care about quality or price; Through the analysis of the customer's purchase time, we can judge the possible time of the customer's next purchase. Some customers purchase every year in the second half of the year, and some customers purchase every month. The contact time of different customers is certainly different. Find the right time to contact, and the probability of the customer's reply will be higher.

3. Peer competitors

For the matching buyers that have been analyzed, they must pay attention to their existing suppliers. It is better to contact the buyers after doing some homework on the products and prices of the existing suppliers, and find out their advantages. Otherwise, why should they give up the original suppliers to cooperate with you? The quality of the products that should be matched is the quality of the products, and the price of the products that should be matched should not be soft; Another point is to look for customers from competitors and find competitors with comparable strength in the market, especially those with higher prices and similar quality, or those with lower quality and similar price than you. Because of the comparable strength, you can definitely do the customers that the peers can do directly, so the previous screening link is omitted. Therefore, the old sales will have more advantages and know more about the industry.

At the same time, we can also focus on the missing and new buyers in the same industry.

4. About contact information

The contact information contained in the customs data is of the highest quality in India. There are relatively many procurement principals, with names and mailboxes, which can be used directly. In addition, the number of telephone numbers and mailboxes filled in by some customers is relatively small. One by one, you can also contact directly. Others are basically the contact information of the customs data company to match. Of course, some are matched, some are not, and the price will be different.

5. Deeply mine contacts

Many people use the data to copy the mailbox and send it directly, but if you don't find the right person, it is difficult to have an effect. After finding the company name, if you can find it on the official website, then the next thing to look for is the relevant person in charge. Small companies usually find the owner, president or CEO directly. Large companies need to find the functional person in charge of the relevant department, such as buyer, purchasing, Department or some product engineers and so on. Different customers may be responsible for different people. LinkedIn is a very good channel to find the names of relevant positions directly. It will be much better to find the contact information with the names.

6. Multiple communication methods are parallel

At present, many domestic foreign trade salesmen are still in the stage of developing customers only by email. They should learn to use various social media and instant chat apps. If you receive a promotion email, you may not reply, but if someone adds you to WeChat and greets you, our reply probability will be much higher. WeChat is available in China, and Whatsapp, Line, Viber, VK, Messenger, etc. are also available abroad, If you have a customer's phone number, you can communicate online directly through chat tools. Of course, it would be more efficient to call directly in the past.

7. Combined with the existing foreign trade development mode

Whether it is an exhibition or a B2B platform, customers can come and find out whether there is a transaction record through data query. If so, how about the purchase situation and price before, and then continue to communicate with customers after formulating the appropriate quotation strategy, so as to know yourself and the other! There has always been information asymmetry in international trade. Foreign customers know a lot about us, and we know too little about foreign buyers. Customs data can make market information more transparent!

8. Finally, professionalism and diligence

In sales, no matter what channel is used, diligence is the cornerstone of performance! Don't be afraid of customers' rejection. Sales is originally a game of saving money and withdrawing money in lump sum! There will be gains if you pay!

The specialty of the product is also essential. If you are not professional, you can't handle any good customer!