General

Foreign trade friends, do you have such worries:

Where to find customers?

What regions are the target customers located in?

What are the transaction details between competitors and customers?

In fact, the customs data is telling you the information you want!

The term "customs data" must have been heard by many foreign traders.

In international trade, it is important to understand the trade information of both sides. For the foreign trade industry, import and export data is one of the most valuable data, which allows enterprises to understand their market situation from multiple aspects. Therefore, in the era of big data, the use of customs data has gradually become a method for foreign trade enterprises to improve their competitiveness.

However, many foreign traders may have doubts about the role of customs data. Is it useful for foreign trade? What is the best way to use it to develop customers?

Today, the editor will talk to you about the role and usage of customs data.

The role of customs data

1. Analyze the target market through customs data, understand the procurement cycle and habits of foreign buyers, and improve customer conversion;

2. Understand industry market information and grasp trends;

3. Understand and master the changes and needs of the industry;

4. Understand the stage of the target market: germination, development, maturity, and recession;

5. Guide enterprises to formulate procurement plans and arrangements;

6. Master the real purchasing situation of the buyer. The role of customs data, both in itself and for enterprises, is enormous and valuable. It not only helps enterprises analyze the market and provide guidance, but also can be used to develop overseas customers.

As we all know, customs data is various import and export statistical data generated by the customs in performing the import and export trade statistics function. The task of customs statistics is to investigate, analyze, and supervise import and export goods, and provide statistical services.

In the foreign trade industry, there is a great need for customs data. The application of customs data plays an important role in foreign trade in "knowing oneself and the other" in order to "be invincible in a hundred battles. At the same time, customs data is the most widely used customer development channel, and is a business warfare tool used by enterprises to develop customers, monitor peers, and maintain regular customers and decision-making references.

As China's exports continue to climb, more and more enterprises are beginning to shift from domestic trade to foreign trade, and the application of customs data is becoming increasingly widespread.

What is the correct idea for using customs data?

A simple summary is to quickly find a pool of potential customers with demand, focus on selecting a group of customer groups suitable for your factory (such as supply volume, supply cycle speed, product quality, price, etc.) through customer procurement records, such as purchase quantity, price, date, and country of origin, and then use search engines, LinkedIn Combination methods such as Facebook specifically identify the contact information of key customer groups (giving priority to the company's boss and purchasing department, followed by the official website and sales department), and finally conduct effective follow-up and promotion to achieve the purpose of order formation. What are the specific usage methods? Let's share them with you in several points

No.1 Purchaser Selection

There are many customs documents, but not all of them are suitable for you, and what is suitable for you is the best. First, we need to confirm whether the customer is a professional buyer. This step is very important, otherwise a lot of useless work will be done. The professionalism of customers can be directly confirmed by comparing the number of times buyers have purchased products related to your operation with the number of times all products have been purchased. Some customers have purchased your product, but only one of the hundreds or thousands of transactions they have purchased. These companies are mainly freight forwarders and traders, and can be directly screened out without wasting time.

No. 2 Purchaser Analysis

After preliminary screening and finding a professional buyer, the purchaser must analyze the customer's purchasing habits and determine whether they match based on the quantity and weight of each purchase. Some customers who are too big can't pick it up, and customers who are too small don't want to do it. Is the best; Determine the customer's preference for products previously purchased from which regions, from customers who have been purchasing in Europe to customers who have been purchasing in India. Understanding how much customers care about product quality or price can also help us with our transactions.

Then, based on the analysis of the customer's purchase time, the possible time for the customer's next purchase is determined. Some customers purchase in the second half of each year, while others purchase every month. Different customers definitely need to set different contact times and determine the correct contact time, so the probability of ordering will naturally increase.

No.3 Competitors

For matching buyers who have already been analyzed, it is important to pay attention to their existing suppliers. It is best to do some homework on the products and prices of existing suppliers before contacting buyers to understand their advantages. Why else would someone give up their original supplier and cooperate with you? The amount of people fighting depends on the quality, and the price of fighting should not be soft; Another point is to find customers from competitors and competitors with comparable strength in the market, especially peers with higher prices and similar quality, or peers with poorer quality and similar prices. Due to its considerable strength, it is possible to become a customer that peers can directly do, so the previous screening process has been omitted. Therefore, old sales will have more advantages and better understanding of the industry. You can also focus on lost and new buyers

No. 4 About Contact Information

India has the highest quality of its own contact information in customs data, with relatively many procurement leaders, who have names and emails, and can be used directly. In addition, some customers fill out their own phone numbers, emails, etc. Relatively small, meeting can be counted as one, or you can contact directly. Others are basically matched by the contact information of the customs data company. Of course, some have matches and some don't, and the price will vary.

No. 5 Deeply tap into contacts

Many people use data replication to send email directly, but if you don't find the right person, it's difficult to have an effect. After finding the company name, as long as it exists on the official website, you can find it. The next thing to look for is the relevant person in charge. Small companies typically go directly to their boss, president, or CEO. If a large company seeks a functional leader, purchaser, purchasing department, or some product engineer from a relevant department. LinkedIn is a very good channel for directly finding the names of people in relevant positions. Having a name makes it much easier to find contact information. You can also send a message directly to the customer's official Facebook page and ask for the buyer's email address. The personal test is valid.

No. 6 Multiple communication methods are parallel

Currently, many foreign trade salespeople in China are still at the stage of developing customers only by email, and they need to learn to use various social media and chat applications in a timely manner. To put it another way, if you receive a promotional email, it's likely that you won't respond, but if someone adds you to WeChat and greets you, our probability of responding will be much higher. WeChat is available domestically, and Whatsapp, Line, Viber, VK, Messenger, etc. are available abroad. If you have a customer's phone number, you can communicate directly online through a chat tool. Of course, it would be more efficient to call directly.