General

Responding to inquiries is a task that every foreign trade person does almost every day. Although it is a light and familiar task for foreign trade veterans, many foreign trade novices often make mistakes and waste resources when responding to inquiries. In my opinion, novices are prone to the following major misunderstandings when responding to foreign trade inquiries:

1. Do not conduct inquiry analysis and respond to customers in a hurry

For many newcomers to foreign trade, as they have just entered the industry, they attach great importance to the speed of responding to foreign trade inquiries after they have made them, fearing that customers will be lost due to untimely responses. Therefore, after receiving an inquiry, they will immediately conduct screening, and they will first respond to those "boutique inquiries" with complete information. And some customer inquiries with incomplete information are often filtered out by them. In fact, it is advisable to send an inquiry email to respond to the batch of buyers with incomplete information, so as to obtain more information as a basis for judgment, and then conduct inquiry filtering.

At the same time, it is also necessary to check customer information to further confirm the authenticity of customer inquiries, which can avoid being deceived by peer inquiries, and can also avoid missing some customers.

To summarize the methods we often use, first, check the sender's IP address. You can then find the IP address region on the website. Of course, it is also possible to find the IP address of the proxy server, but this method can still filter some information. Second, check the delivery time of the customer. If the time is suspicious, it is likely that it is an inquiry from a domestic peer. How can it be possible to receive an email from the United States at 12 noon? Do American customers not need to sleep? However, the mailbox has a timing function, which can only be used as a reference. Third, it is easy to check the authenticity of the customer's website and contact information. As for the phone, you can call directly, even if you tell the customer that you have received his inquiry, which will also make the customer feel that you value him.

2. Unified quotation reply to buyer?

Foreign trade salesmen usually have a price list of various products in their hands. Facing this price list, foreign trade novices often make a mistake: when responding to foreign trade inquiries, they provide different customers with unified quotations for similar products. In fact, the actual situation of each regional market is different, and corresponding quotations should be formulated based on the specific situation of different regional markets. In this way, the possibility of ordering will greatly increase.

What kind of price is a reasonable price? Three points must be met.

First, we should properly grade the quality of our own products, and the price should be a product with a medium to upper grade price;

Secondly, we have a certain profit margin at this price

Third, the buyer has the willingness to negotiate with us.

Generally speaking, before making a quotation, we need to conduct a market survey of the product in the customer's country, as well as a survey of our competitors. Our quotation should not deviate from the market price by more than 10%. Unless your product has an exclusive process or patented product, the deviation exceeds 10%, and the customer is basically unwilling to continue the discussion.

3. When replying to customer questions, there is a large amount of redundant content

After receiving foreign trade inquiries, some salespeople are intent on clarifying the advantages of their products, resulting in lengthy emails and cumbersome statements. Customers don't have the patience to read such long emails, so make sure they can understand your key points at a glance. At the same time, because factors such as the arrival rate and opening rate of emails are relatively uncontrollable, and the waiting time is relatively long, it is recommended that for high-quality inquiries with complete information and development potential, telephone communication can be used to briefly describe the product and company to the buyer, and then combined with development letters or customized emails to enhance the buyer's impression and increase the possibility of transaction.

For foreign trade newcomers, only by continuously learning and deeply understanding their own products, managing customer emails through the Huacheng Creative Intelligence email system, timely tracking whether customers have received emails, clarifying the results of the emails, and whether customers are interested in them, can the follow-up work be more planned, which can not only ensure effectiveness, but also enable customers to truly benefit from the sincere foreign trade inquiry unit price. Improve foreign trade customer transactions.