General

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

1. Select buyer

In most industries, the number of buyers in import and export 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.. Firstly, confirm that the customer is a professional buyer. This step is crucial, otherwise there will be a lot of meaningless work to be done. Compare the number of times customers purchase your related products with the number of times all products are purchased. Can directly confirm the client's level of expertise. Some customers have purchased your product, but it is only one of the tens, hundreds, or even tens of thousands of transactions in their procurement records. These companies are mainly freight forwarders and traders. You can directly classify it and find the customer group you want to develop. Don't waste time.. The customers found in the customer feedback data are not the corresponding customers and a large part of the reasons are here.

2. Buyer Analysis

After preliminary screening, it is necessary to study the purchasing habits of professional buyers and identify whether they correspond by the quantity and weight of each purchase. Some customers who are too small cannot accept it, while others who are not too big are unwilling to do it. Appropriate is the best. We can identify customers' preferences based on the regions they have previously purchased. Some customers have been selling from Europe or India. It is also helpful for customers to focus on quality or price. Then, by analyzing the customer's procurement time, confirm when the next customer procurement will be, 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 necessary 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 identify their strengths. Otherwise, why should they give up the original supplier and cooperate with you? The quality of the products should be matched, and the price of the products should not be compromised; Another 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 do the same for customers that your peers can do, eliminating the previous screening process. Therefore, old salespeople will have an advantage and have a better understanding of the industry. If you don't know much about your peers, Alibaba International Station will directly search for products, and the peers who come out will copy English name one by one. At the same time, for buyers who have lost or added to their peers, they can also focus on attention.

4. About contact information

How to develop import and export data? The contact information included in the customer's trade dynamics is of high quality in India, where there are relatively many procurement managers with names and email addresses, which can be directly used. In addition, some customers fill in their own phone numbers, email addresses, etc., which are relatively small in quantity. If you encounter them, you can calculate them one by one, and you can also directly contact them. The rest are basically contact information that will be matched in the later stage. Of course, some have matching information, while others do not. The sources of contact information are all centralized. One type is internet crawling, and generally the internet crawling for installing software is mostly from a wide range of sources, but it is also quite miscellaneous. There are also contact information for integrated third-party social media or plugins.

5. Deep excavation of contacts

Many people use data to copy it to their email and send it directly. However, if you don't find the right person, it's difficult to have an effect. After finding the company name, as long as there is one 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, buyer, and purchasing department, Or some product engineers and the like. Different customers may have different people in charge. LinkedIn is a very good channel. You can directly find the names of people in relevant positions. If you have a name, it will be much better to find the contact information. You can also directly send a message to the customer's official Facebook page to ask the buyer's email address. Some customers will give you the email address. You can also directly extract emails, Hunter, Rocketrech, Skrap, etc. through some of Chrome's plugins, which will also be more efficient.

6. Multiple communication methods in parallel

At present, many foreign trade salespeople in China are still in the stage of developing customers only through email. They should learn to use various social media and chat apps in a timely manner. If you receive a promotion email, you may not reply. However, if someone adds you to WeChat and greets you, the probability of our reply will be much higher. WeChat is available in China, and WhatsApp, Line, Viber, VK, Messenger, etc. are also available abroad, If there is a customer's phone number, it would be more efficient to communicate directly online through chat tools and screen customers. Of course, it would also be more efficient to make a phone call directly. The rejection rate of instant messaging and phone communication is not low, but compared to the probability of email contact, the efficiency is much higher. The main purpose of chatting and phone communication is to screen potential customers and find the procurement manager, and the details still need to be communicated through email. The main reason for the low utilization rate of telephones nowadays is due to their spoken language and time difference. Another reason is their mentality. They should prepare the relevant scripts and potential problems in advance, print them out and memorize them, take the first step, and they will get 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 look for them, you can also check whether there are transaction records through import and export data. If so, what is the previous procurement situation and price? After developing a suitable quotation strategy, continue to communicate with customers to know oneself and the other! There has always been information asymmetry in international trade, with foreign customers knowing a lot about us and our understanding of foreign buyers being too limited. Import and export data can make market information more transparent!

8. Lastly, professionalism and diligence! In sales, regardless of the channel used, diligence is the cornerstone of performance! Don't be afraid of customers' rejection, sales are already a game of zero deposit and withdrawal! If there is effort, there will definitely be gains!