General

The foreign trade people are ecstatic to receive the foreign trade inquiry. However, some people may be facing such a dilemma: they do not know how to reply to the inquiry email; After many inquiries were answered, nothing was heard.

Why can't the inquiry be converted into an order? Is it because these inquiries are inaccurate? Or is our response not accurate enough to impress customers to place orders? Let's have a look.

1、 Analyze buyer types

After receiving foreign trade inquiries, we should first analyze the types of buyers and apply the right medicine to the case, so as to effectively improve the conversion of inquiries and achieve more orders.

1. Define the purpose type

This kind of customer is really in need. This can be seen from the content of their inquiry. If they ask more specific questions, such as product style, color, function, packaging, certification, specific parameters, delivery date, order quantity, etc., it can be seen that this kind of customer has high sincerity.

2. Potential customers

Potential customers have the following situations:

① Some customers have suppliers and want to add more suppliers, or they are unhappy with their original suppliers and want to change suppliers, so they send inquiries to find suitable suppliers.

② Some customers used to import goods from other markets. They heard that Chinese goods are good and cheap, so they made inquiries to know the price of the goods.

③ Some customers don't have the order at hand for the time being, but they need to know the market situation in advance in case of emergency.

④ Some customers are big sellers in their home countries, and need to find a good OEM factory in China to do OEM production, so they make an inquiry.

⑤ Some dealers' products are very miscellaneous, and they know what products they see to make money, so they make inquiries to collect some desired products.

3. No clear target type

Some buyers have just entered the industry, and do not know what products are easy to make in China. Therefore, they make inquiries to collect information extensively, but only ask for product prices, pictures, etc.

4. Invalid type

① Some customers don't really want to do business, just want to get one or two free samples.

② Some of them seem to want to do business with you in the name of inquiry, but actually cheat you to help him handle the invitation letter.

③ Some inquiries lead you to log in on a website, with the goal of cheating your account, etc.

2、 Respond to inquiries efficiently

First of all, after receiving the foreign trade inquiry, you should carefully read it several times, read the content clearly, and do not put time on the invalid inquiry. For effective inquiries, search the customer's company information through the information left by the customer to understand the customer, and then make corresponding responses.

So, what should we do?

1. Adjust your mind

Many foreign trade friends may make the following mistakes when there are many foreign trade inquiries:

① I couldn't get over my work and didn't reply in time. I think it doesn't matter if I delay a few days because there are many inquiries now.

② In the case of a large number of inquiries, you will think that it doesn't matter if you quote more when you quote. After all, it's your own fault if you quote less, and you can bargain if you quote more.

Note that such a situation must not occur. When we receive an inquiry from foreign trade, we must pay attention to the timeliness of the reply. After all, the current foreign trade competition has been in a white-hot state. If the reply is slow, the competitors may take the lead. Paying attention to the timeliness is the key step for us to seize the business opportunities. However, due to the time difference between us and customers, we may not be able to respond to some inquiries in time. However, when we see it, we should first analyze and think, and then reply to the customer's inquiry as soon as possible. In addition, we should really treat big and small customers, new and old customers, and customers from far and near equally. Don't try to be clever and bid high prices. Customers are not only looking for you. Once they are hated by customers, they will not only lose some opportunities, but also may be pulled into the "blacklist".

2. Make preparations

① Price: FOB, CIF and other prices.

② Quantity: what quantity can be provided in what time.

③ Quality: what kind of quality assurance can be achieved, and the measures taken in the production process.

④ Packaging: tell the customer what kind of packaging and how much can be packed.

⑤ Pictures: pictures of various products are available.

⑥ Samples: There should be all kinds of samples that can be sent immediately.

3. Effective communication

① In language communication, we should do some skills.

② If the other party does not reply, take the initiative to reply.

③ And try to use multiple methods, such as email, telephone, fax, etc.

④ And take advantage of our or the other party's holidays, local relocation, major events and other situations to actively contact to shorten the distance.

The purpose and needs of customers who make inquiries are different. In order to improve the conversion rate of foreign trade inquiries and make inquiries into orders, foreign trade people need to know how to analyze customer types and respond to different types of customers, so as to effectively improve the conversion of inquiries and make more orders.