General

The first step for foreign trade professionals to develop customers is usually to directly search for customers by product, find their contact information, and send them emails directly. However, the result is that many development letters have been sent, and very few responses have been received from customers. Today, the editor teaches you how to use the correct method of customs data to prepare in advance for winning customers~

1. Customs Data - Selection of Purchasers

There are many quantities in customs data, but not every one is suitable for oneself. The one that suits oneself is the best. Firstly, we need to confirm whether the customer is a professional buyer, which is a very important step.

By comparing the number of times a purchaser purchases products related to your business with the number of times all products are purchased, you can directly confirm the professionalism of your customers. Some customers have previously purchased, 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 to save time.

2. Customs Data - Analysis of Purchasers

After preliminary screening and finding a professional buyer, we first need to 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 large cannot accept it, while others who are too small do not want to do it. The appropriate one is the best; Judging the customer's preference for the product based on which regions they have previously purchased from, including those who have been purchasing from Europe and those who have been purchasing from India, can also be helpful in understanding whether the customer cares about quality or price.

By analyzing the customer's procurement time, we can determine the possible timing of their next procurement. Some customers make purchases in the second half of the year, while others make purchases every month. Different customers have different contact times, so finding the right time to contact will increase the probability of a customer's response.

3. Customs Data - 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 research on the products and prices of existing suppliers before contacting the buyers to identify their strengths.

The second point is to start looking for customers from competitors and find competitors in the market with comparable strength, 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 handle customers that your peers can handle, eliminating the previous screening process. Therefore, old salespeople will have an advantage and have a better understanding of the industry. At the same time, for buyers who have lost or added to their peers, they can also focus on attention.