General

Many people use import and export customs data to directly search for customers by product, find contact information, and directly send emails. As a result, many development letters have been sent, but few responses have been received. If you use import and export customs data to develop customers in this way, it can only be said that it is luck to develop them, and it is normal to not develop them. Don't complain. You should find your own reason. Since you have spent money, you must use the correct method to use them, Otherwise, it's really a waste of money. It's better to buy a buyer's email and send it in groups.

1. Select Buyer

In most industries, the number of buyers in import and export customs data is quite large. Although there is a large quantity, not every model is suitable for your customers, and what suits you is the best.. First, confirm that the customer is a professional buyer. This step is crucial, otherwise a lot of meaningless work will be done. Compare the number of times customers have purchased your related products with the number of times all products have been purchased. It can directly confirm the professional level of the customer. Some customers have purchased your product, but it is only one of the hundreds or even tens of thousands of transactions in their purchasing records. These companies are mainly freight forwarders and traders. You can directly classify them and find the customer group you want to develop. Don't waste your time.. That's why the customers found in the customer feedback data are not matching customers and a large part of the reasons are here.

2. Purchaser Analysis

After preliminary screening and seeing professional buyers, it is important to study the customer's purchasing habits and identify whether they correspond to each purchase based on the quantity and weight. Some customers who are too small cannot accept it, while others who are not too large are unwilling to do so. Proper is the best. We can identify customer preferences based on the regions we purchased previously. Some customers have been selling from Europe or India. It is also helpful for customers to focus on quality or price. Then, based on the analysis of the customer's procurement time, confirm when the next customer procurement will take place. Some customers will purchase in the second half of the year, and some customers will purchase every month. Different customers have different contact times. If the contact is made at the right time, the probability of a customer responding will be higher.

3. Peer 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 the buyers to find out where they have advantages. Otherwise, why should someone give up the original supplier and cooperate with you? The quality of the product should be matched, and the price should not be compromised; Another point is to start from competitors and find competitors with comparable strength in the market, especially those with higher prices and similar quality, or those with lower quality and similar prices than you. Because of their comparable strength, you can definitely directly do what the peers can do for customers, which eliminates the previous screening process. Therefore, old sales will have more advantages and have a better understanding of the industry. If you don't know much about your peers, Alibaba International will search for products directly, and the peers who come out will copy their English names one by one to search for them. At the same time, it is also possible to focus on buyers who have been lost or newly added to their peers.

4. About Contact Information

How to develop import and export customs data? The contact information provided in the customer's trade dynamics is of high quality in India. There are relatively many procurement directors, with names and email addresses, which can be used directly. In addition, some customers fill in their own phone numbers and email addresses, which are relatively small in quantity. If they encounter one, they can count one and also directly contact each other. The rest are basically contact information that will be matched in the future. Of course, some are matched and some are not. The source of contact information is not centralized. One type of contact information is internet capture. Generally, internet search and capture for software installation are mostly from a wide range of sources, but also relatively complex. There are also contact information for integrated third-party social media or plug-ins.

5. Deeply mine contacts

Many people use data to copy it to their email and send it directly, but if you don't find the right person, it can be difficult to have an effect. After finding the company name, as long as it is available on the official website, the next step is to find the relevant person in charge. Small companies usually directly find the owner, president, or CEO, while large companies need to find the functional head of the relevant department, "Or some product engineers and the like, different customers may have different personnel in charge. LinkedIn is a very good channel for directly finding the names of relevant positions. It would be much better to find contact information with the names. You can also directly send a message to the customer's official Facebook page and ask the buyer's email address, and some customers will give you their email address.". You can also use some plug-ins in Chrome to directly extract mailboxes such as Hunter, RocketReach, and Skrapp, which can also be more efficient.

6. Multiple communication methods in parallel

Currently, many foreign trade salespeople in China are still at the stage of developing customers using only email development letters. They should learn to use various social media and instant chat apps. If you receive a promotional email, it is likely that you will not respond. However, if someone adds you to WeChat and greets you, our probability of responding will be much higher. WeChat is available in China, and Whatsapp, Line, Viber, VK, Messenger, etc. are also available abroad, If you have a customer's phone number and communicate directly online through a chat tool, it will be more efficient to screen customers. Of course, making a direct phone call will also be more efficient in the past. The rejection rate of instant chat and phone communication is not low, but compared to the probability of email contact, the efficiency is much higher. The main purpose of chat and phone communication is to screen potential customers and find the purchasing responsible person. Details are still communicated through email. The main reason for the current low utilization of telephones is due to poor spoken language and jet lag. Another factor is the mindset. Just prepare the relevant scripts and possible problems in advance, print them out, memorize them, and take the first step. They will become better and better in the future.

7. Combining existing foreign trade development methods

Whether it's an exhibition or a B2B platform, if customers come to visit, you can also check whether there are transaction records through customs data. If so, how is the previous purchase situation and price? After formulating appropriate pricing strategies, continue to communicate with customers to know yourself and your enemy! There has always been information asymmetry in international trade in China. Foreign customers know a lot about us, and we know too little about foreign buyers. Import and export data can make market information more transparent!

8. Finally, professionalism and diligence! In sales, no matter what channels are used, diligence is the cornerstone of performance! Don't be afraid of customers' rejection, sales are originally a game of zero savings and lump-sum withdrawal! There will be gains if there is effort!