General

Foreign trade friends often complain with me that they buy customs data in order to find overseas buyers, but the use of customs data is not satisfactory. Although they find all real overseas buyers, it is difficult to develop follow-up. Many customers have no idea of replacing or adding new suppliers. Many customers send development letters through global customs data, but they reply that they don't need them, or they have partners, or they don't reply directly to you, but they continue to follow up with customers. Frequent e-mail customers are tired, some directly refuse or pull them into the mail trash, and many will not follow up.

In fact, in the final analysis, it is not that the customs data are not good and complete enough, but that the way of use is too closed, and the value of customs data is not really explored. Just because it is not used, it means that the customs data is not easy to use. Now I will introduce the correct use of "posture" of customs data.

1、 Unable to find customs data, high price of customs data

The competition among the customs data industries has become increasingly fierce. In addition to the importance and transformation of in-depth data mining services, some enterprise websites have begun to develop customs data. People can use these customs data to find "foreign buyers who really need their own products". As long as they find the name of the enterprise, they can further conduct in-depth information mining, which is much faster than Google in terms of efficiency.

However, there are many customs data platforms on the market, and the data update time and quality are also mixed. In addition, the current price of customs data is not cheap, which makes many foreign traders who are ready to use customs data feel headache. So here we would like to recommend Huacheng Chuangzhihai customs data, which is much higher than other customs data websites in terms of performance and price. The real-time data is very good, and the relevant analysis report is also very comprehensive, The most important thing is to be able to query some customs import and export data for free, which will reduce the initial trial and error costs. Friends who are struggling to find customs data can try.

2、 The effect is not good? Reasons why customers do not change suppliers

First of all, the customers found in the global customs data are the customers who actually purchased the relevant products. We can search the product keywords directly and accurately. This product is already a mature product of the customer. The customer has been doing it for a long time, and there are many old suppliers.

The so-called "do well, do not do well" means that the customer has already had a stable cooperation with the old supplier, who knows each other well, and has established trust through many transactions and cooperation. Suppose that a new supplier comes to you through global customs data, and the quotation is similar, will you continue to cooperate with the existing old supplier, or will you find a new supplier?

The customer adds/replaces a new supplier, including email communication, product proofreading, ordering, stock, payment, etc. All these require trial and error costs and a certain cycle time. Therefore, with the same product and the same price, regardless of whether the customer trusts you or not, what conditions can you offer to attract customers to change suppliers? Some friends want to say, "My price is very low." The price of products in the industry has changed. Customers can also directly find old suppliers to reduce the price and negotiate.

Everyone's product quality, parameters and prices are almost at the same level, and suppliers are not necessarily necessary. Therefore, in order to prepare for long-term follow-up, we should first understand and master the actual order cycle of customers!

3、 Development misunderstanding

From the customer to the product supplier, the supplier checks the ordering information, inventory, delay, invoicing, delivery and other work during the period. From order placement to production, it will take at least one month for small items, and another month or two for freight transportation, about three months to complete the order.

When we use global customs data to analyze the procurement cycle and development frequency, we often enter into a misunderstanding: in the target company's procurement peak season, the success rate will be greatly improved!

Actually, it is not!

For example, there are two situations when we develop in the purchasing season.

First, the customer has already placed an order. There is no other purchase plan during this period, and there are many things to confirm with the supplier after placing the order. There is no time to consider what you said.

Second, the customer is about to place an order. You can develop customers through global customs data. The customer has cooperated with the old supplier for many years and knows the bottom of the matter. The product quality, the manufacturer's reputation and the transaction process are well guaranteed. Basically, the customer will not consider changing the supplier. Even if changing, the customer will have one or two backup suppliers.

Whether we develop customers or customers change suppliers, it takes a certain period of time and cannot be achieved overnight.

4、 What to do? Development opportunity

Which time node is a good time for development? It is suggested that the purchase is in the off-season before and after the peak season. By this time, the purchased goods have been shipped, and it takes a long time for customers to receive the goods and deliver them. This is also the best time for us to develop customers.

Therefore, do not send development letters to customers throughout the year as soon as you get the global customs data. For customers with high possibility of cooperation, it is better to conduct classification management, and then follow certain circular rules. For example, in the off-season, according to the time nodes of 1 day, 3 days, 7 days and 15 days, send development letters to customers, and often provide customers with some product information they need. Constantly stimulate customers and let them notice you.

It is worth noting that the frequency and interval of mail delivery should be well controlled and efforts should be made to establish preliminary contact with customers. It is difficult to develop directly. Can't we become the reserve supplier of customers first? Let customers know about us and win the trust of customers. First of all, let customers add us to the alternative suppliers. If there is any temporary situation in the procurement process, compared with unfamiliar suppliers, we will have more opportunities to cooperate with customers.

You can also use the new product to properly write articles on the content of email to attract customers, brush your sense of existence from time to time, and customers will naturally notice us. Of course, this requires our foreign trade friends to develop the mail content strategy and make use of global customs data to prepare for long-term follow-up.