General

Many people use customs data to directly search for customers by product, find contact information, and send emails directly. However, many development letters have been sent, but few replies have been received. If you use customs data to develop customers in this way, being able to develop them can only indicate luck, and not being able to develop them 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 is really a waste of money, It's better to buy a buyer's email directly and send it to the group.

1. Selection of purchasers

The number of purchasers in customs data is quite large in most industries. Although the quantity is large, not every one is suitable for your customers. What is suitable for you is the best. The first step is to confirm whether the customer is a professional buyer. This step is very important, otherwise a lot of useless work will be done. By comparing the number of times the buyer purchases related products and all products, the customer's professionalism can be directly confirmed. Some customers have purchased your products, but only one of the hundreds or thousands of transaction records they have purchased. These companies are mainly freight forwarders and traders, and can be directly screened out, Don't waste time.

2. Analysis of purchasers

After preliminary screening and finding a professional buyer, it is necessary 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 customers' preferences for products 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, is helpful in understanding whether customers care about quality or price, which can also help with the transaction; 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. 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.

At the same time, for buyers who have lost or added to their peers, they can also focus on attention.

4. About contact information

The contact information included in the customs data is relatively limited, and if you encounter one, you can count them one by one. If you have any, you can directly contact them. If we don't have it, we will have to find it through other channels and then promote it accordingly

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. Once you find the company name and the official website, as long as there is one, you can find the relevant person in charge. For small companies, you usually find the owner, President, or CEO directly. For large companies, you need to find the functional head of the relevant department, such as buyer and purchasing, Department or some product engineers. 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. Here you can use the decision maker mining function in this tool to directly match to LinkedIn. The names, positions, mailboxes, etc. will be captured, and then we can add customers to LinkedIn friends for social marketing

6. Multiple communication methods in parallel

To learn how to use various social media and chat apps in a timely manner, put yourself in a different position. If you receive a promotion email, you may not reply. However, if someone adds you on WeChat and greets you, the probability of our reply is much higher. There are WeChat in China and Whatsapp, Line, Viber, VK, Messenger, etc. abroad. If you have a customer's phone number, directly communicate online through chat tools. Of course, Making a direct phone call would also be more efficient.

7. Combining existing foreign trade development methods

A single development channel is no longer sufficient to meet the needs of Soho or a foreign trade company in developing customers. No matter what channel is used, if customers come to find them, data can also be used to check if there are any transaction records. If there are any, how is the previous procurement situation and price? After formulating a suitable quotation strategy, continue to communicate with customers to know oneself and the other! There has always been information asymmetry in international trade nowadays. Foreign customers know a lot about us, and we have too little knowledge about foreign buyers. Customs data can make market information more transparent! In addition, we can also quickly and accurately search for small language keywords through customs data, and then accurately find customers.