General

The ability to sell successfully is directly related to the quality of your customers. Therefore, the most critical step in sales is to accurately find the people who need your products or services. However, not every enterprise can clearly tell its sales staff how to develop customers and find people who need their own products and services. So how do foreign trade novices find overseas customers?

The following nine rules are for successful sales and customer development. Practice has proved that they are effective.

First, schedule an hour every day.

How do foreign trade novices find overseas customers? Fully understand your products, product expertise and related terms. To fully understand the same industry, you can use search to look at their English websites, and you can gain a lot. Do these things for an hour every day.

Second, when developing customers, we need to observe the market situation, purposefully promote the company's products and find the mainstream direction of customers.

How do foreign trade novices find overseas customers? When developing customers, we should understand the sales direction and main markets of the products. According to the characteristics and advantages of our products, we carefully select customers from the data and select the customer groups that may be suitable for us. The characteristics and advantages of your product are the biggest highlights to attract new customers. There are several reasons why new customers are willing to contact you:

1. Your product is newly developed. Customers need to add such new products. The product itself is very attractive to customers.

2. The customer is not satisfied with the original supplier, and you happen to have similar products to provide.

3. The customer's demand for products has increased. The original supplier cannot meet the customer's demand for quantity. The customer needs to find a new supplier.

Your product happens to be imported by customers, but your quality is the same or better, and your price has obvious competitive advantage. So facing hundreds of importers, your choice is very important. Don't contact every family. I hope you can grow more and receive less. In fact, none of them can go deep. At the same time, we must select customers objectively. Without sufficient conditions and strength, we should never contact super importers. There is still the so-called "door to door" in business.

Third, contact information. We recommend contacting first.

By telephone and fax.

How do foreign trade novices find overseas customers? By phone, try to find the purchasing manager or the specific department personnel of the company opposite to your product. Knowing his name and his fax is the first step. If you send a fax, it is specifically responsible for such products. The recipient and briefly introduce your product and your product website:, the buyer is also interested in your product. Then he will reply to you. In the future, you can write a specific email.

1. Make as many calls as possible, and try to be brief.

After you have accurately defined your target market, the person you communicate on the phone will be the most likely person in the market to become your customer. Make as many phone calls as possible. Since every call is of high quality, it is better to call more than to call less.

Telesales will last for about 3 minutes. You should focus on introducing yourself, your products and understanding the needs of the other party, so that you can give them a good reason and let them spend valuable time talking with you. The mentality of contacting customers determines whether new customers are willing to contact with you. Don't give new customers a sense of urgency. Don't prove that customers feel that your enterprise must have new orders immediately to survive.

2. Prepare a list before calling.

If you don't prepare the list in advance, most of your sales time will have to be spent on finding the customers you need. You will always be very busy and feel that you are working hard, but you haven't made a few phone calls. Therefore, you should always prepare a list of people who can use it for a month.

Fourth, focus on work.

Answer the phone and receive guests. Make full use of the marketing experience curve. Like any repetitive work, the more times you repeat your work in adjacent time periods, the better it will become. Promotion is no exception. Your second mobile phone will be better than the first one, the third one will be better than the second one, and so on. In sports, we call it "entering the best state". You will find that your sales skills have not improved with the increase of sales time.

If the traditional sales time is not good, we should avoid the telephone peak hours for sales. Generally speaking, people make sales calls between 9 a.m. and 5 p.m.

Therefore, you can also set aside an hour for promotion at this time of day. If this traditional sales time doesn't work for you, you should change the sales time to non-peak hours or increase the sales time during non-peak hours.

You'd better arrange the sales at 8:00-9:00 a.m., 12:00-13:00 noon and 17:00-18:30 noon.

Sixth, change the call time.

We all have a habit, and so do your customers. It is likely that you will attend the meeting at 10 o'clock every Monday. If you can't call them this time, you should learn from them and call them another day or another time. You will get unexpected results.

7、 The customer's information must be fully organized.

Use computer system. The customer management system you choose should be able to well record the customers that your enterprise needs to follow up, whether in three years or tomorrow.

8、 Before you start, anticipate the results.

This suggestion is very effective for finding customers and developing business. Your goal is to meet, so your wording on the phone should be designed around this goal.

9、 Don't stop.

How do foreign trade novices find overseas customers? Perseverance is one of the important factors for sales success. Most sales are completed after the fifth telephone conversation. However, most salespeople stopped after the first call.

The criteria for enterprises to develop customers can be measured from the following data dimensions: purchasing volume, profit margin, payment terms, product style and quality matching, long-term purchasing stability, loyalty, purchasing potential, communication leading strength, local brand influence, anti-risk ability, enterprise credit rating, etc. It has become the best choice for enterprises to develop customers by collecting enough high-quality customer big data and accurately "portrait" them from passive to active. With accurate customer "portraits", we should take the initiative to analyze and clarify the needs of the other party. Developing customers can follow the "5W+1H" principle: What (what the customer wants to purchase), Why (why), When (when), Where (where to purchase), Who (who ultimately decides to purchase), and Howtouch (how much is the purchase budget). Set up the corresponding questions for the above six points, step by step in the communication process, and then formulate the market strategy and quotation strategy to reduce decision-making mistakes.