General

Foreign traders who have just started foreign trade often sell products without knowing what customers want, market demands and products. If you do this, you don't know what customers want, and it is often difficult to sell. Xiao Zhijun sorted out the following ideas about foreign trade development customer sharing:

Understanding the following questions will help you understand your market positioning.

1. What is our position in this market?

2. Can the products and services we provide make enough money in this market share?

3. How much do we need to invest to enter this market?

4. Is the market we want to enter competitive? What is our competitive advantage?

5. How much money or time do we need to spend to make up for our competitive disadvantage?

6. In this market share, do any customers need our personalized services and products?

Foreign trade development customer ideas sharing: first, understand our customers

1. Who are our customers?

2. What do our customers want?

3. What is the customer's purchase motivation?

We need to find out what the customer wants and what benefits it can bring him. If a customer wants something, he will have a strong desire to buy, because this can satisfy his desire, such as earning more money and obtaining a higher quality of life and status.

We will not try to sell customers what they do not need to buy, such as product inventory and daily necessities. These items will only be purchased when the customer's inventory reaches the warning line. Moreover, they have fixed suppliers and generally have weak purchasing desire. Replenishment is also a small batch of regular replenishment.

So how can we better understand our customers? Ask yourself a few questions first, and it will be easier to grasp:

1. Our potential customers usually buy our similar products or related products? We can learn about it through customers' websites and promotional materials.

2. Who is the decision-maker who can decide the purchase behavior? Who can have a decisive impact on customers' purchase behavior? Is it the boss? Or purchasing manager? Project leader? Or a secretary? If you find the right person, things will go much better.

3. What is the potential motivation of our target customers' purchase behavior? Is it product appearance? Product price? Product quality? Is it the market potential of the product that will soon become popular in the local market? The freshness of our products. Do you use our products only when you have special local needs? These can be discussed in the process of communication with customers.

Share the ideas of foreign trade development customers: second, segment the market and target customers.

For foreign trade salesmen and foreign trade companies, do not try to sell their products to the world or do global business. This often makes it difficult to sell products and accumulate customers.

The market competition is fierce. You should have the consciousness of being stronger and smaller, but not bigger. In the small market segment, your advantages and activity space are much stronger. Spend less money and invest less energy. A good share of a region or country is enough to support a factory or a company.

Foreign trade development customer ideas sharing: third, foreign trade business letter, grasp the customer's heart.

When we write foreign trade letters, we should not only tell each other what you do, but also turn them into our customers. We open the letter in two steps.

The first step is to be simple and clear. Let the other party be interested in you and let them know you better. Look at your email below.

We can use a striking title:

For example, the secret of how to reduce xxxx costs and improve profits. The Victoria's Secret of XXXXX products.

The second step is to write all our marketing information in the body of the email as short as possible. In order for our letter to be convincing enough, it must contain the following contents:

1. Explain the problems to potential customers.

2. Emphasize the importance of customers' problems and we can solve them well.

3. Emphasize to customers what benefits we can bring to customers through our solutions.

4. Explain our product prices, relevant fees, payment methods and trade terms to customers.

5. Provide guarantee for customers to prevent customers from losing money. For example, replace half a year or one year, or provide maintenance parts or spare parts.

A letter containing the above five points will be much more attractive to customers.

Foreign trade development customer ideas sharing: Fourth, set sales and marketing objectives

If we don't set sales targets, all our marketing work will be on paper. When we set sales targets, we need to combine the following factors to set them:

1. It must be practical and wise.

2. It must be evaluable and supported by testable data.

3. It must be possible to complete.

4. It must be feasible and achievable.

5. There must be a clear completion time.

Sales objectives must be measured by some financial data, such as annual sales revenue, gross profit, and business volume of each salesperson. At the same time, we also need to pay attention to non-financial factors, such as the number of contracts signed, the number of customers negotiated, and the number of products released.

Share the ideas of foreign trade development customers: Fifth, formulate a detailed marketing budget.

If you have been doing business for a year or more, it will be easier to calculate how much it costs to develop a customer and how much it costs to successfully complete an order. This will help to put the marketing budget of next year into the corresponding customer development and target marketing.

You should know that these steps are only the beginning. The 80/20 principle will run through our work. 80% of our success often depends on 20% of our efforts, while 80% of our work often does not produce direct benefits.