General

If there is no foreign trade order, you still need to find the reason from yourself! A friend told me anxiously that she had not closed a deal since December last year. For three months, she had almost become the bottom performer in the company. Now, she is trembling at work every day, walking on thin ice, and will soon arrive at the end of the month. It is inevitable that the company will receive approval at the summary meeting. I don't know exactly where the problem occurred?

In fact, it is understandable that no orders were issued at the end of last year or during the Chinese New Year. Generally, the decrease in foreign trade orders during the month of the opening of the new year is also understandable, and it will take some time.

She is a glass product manufacturer, not a novice. She has some accumulated customer resources for an old business with some experience. If she does not make an order for several consecutive months, it is indeed not right, but there must be a reason for this.

Recall that before, the company's requirement for new salespeople was to write work summaries and plans every day, and also share them in the morning meeting. In fact, it was for managers to understand which customers the salespeople had on hand. Although it is quite cruel, everyone is also complaining incessantly, and they are busy every day, but they also have to spare no effort to write a summary plan. However, those days have also made me develop the habit of making records and classifying customers, so that I have a general understanding of the customers on my opponent, and I have a clear understanding of which customers are about to clinch a deal.

I think the most important thing Xiaoxiao should do now is to review the work of these months and analyze the customers on hand. When analyzing customers, it is necessary to mark them as new and old customers, while new customers should be divided into categories such as A, B, C, etc Find out which ones are potentially the fastest to place an order; Let's take a look at which ones are likely to place orders recently; I believe everyone can make a customer registration form. In this table, identify a few customers who are most likely to clinch a deal, and based on your understanding of the customers, make different follow-up plans for their needs. Recently, I have focused on these customers.

These customers may be your regular customers or potential customers whom you have contacted for some time. It will be much easier to stimulate their needs than to develop a new customer now. Hurry up frequently, greet them more, understand their needs, and ask yourself more. What kind of help and service can you provide to customers? Think more, there will always be a breakthrough.

When I resumed my job, I thought that I didn't have any foreign trade orders because of the small number of customers? Or is it because the customer's quality is not high? Or is there a problem communicating with the customer? Or the follow-up was not timely

If you have been doing customer consolidation for several months, you will know whether your customer base is large or small. As long as this work is done, there is also something to say at the summary meeting. If you know that your failure is due to a small number of customers, be patient in developing customers, use your hands and brains more, and accumulate more.

Some people especially envy others for taking big orders, and feel that they can spend the year safely by taking a big order. I was once envied by others like this, but at first glance, it was really true. Later, I realized that profit margins on foreign trade orders for major customers are very low. If this major customer doesn't place orders for a year, then you'll have to go west and north. Customers are also demanding that their families be matched. Sometimes, some small customers return orders several times a year, and their profits keep up with those of large customers. Moreover, the small customers on hand will gradually grow, so don't just look for big customers. If you don't match, you will be very tired and have no results.

During the review process, if it is found that the failure is solely due to communication issues, adjust your thinking. Take a look at how colleagues who have done well recently have followed up, learn more, or take a look at the follow-up techniques shared by celebrities to learn from each other. If the follow-up is not timely, then bring up the spirit of twelve points and spend more time

Doing foreign trade is like many jobs, with ups and downs, joys and sorrows. Foreign trade orders generally belong to those who are diligent, thoughtful, polite, patient, and able to empathize with customers