General

What do people think of when it comes to developing peers' clients? The first reaction of many people is:

1. Isn't this vicious competition?

2. Doing so is unethical;

3. Customers are already collaborating with their peers, can I still develop it?

Actually, before raising these questions, we can think about a few questions:

1. Where are all the good customers? Are you working with us? If not, who are they working with?

2. No matter how strong or large the company is, can any one enterprise take over the entire market?

3. If the purchaser has not engaged in any purchasing behavior with any peers, how can we determine that this is a good customer?

4. Is customer transfer of orders solely due to price? If this theory holds, then the current price should have dropped to the bottom!

Obviously, if we answer all these questions, we will come to a rational conclusion that the progress of the market and industry is driven by benign competition, and the market is constantly changing. These changes bring us business opportunities, and a pool of living water can be vibrant.

So the question arises again, are customers in the same industry so easy to develop? Of course not, reckless development can only undermine the healthy development of the market. In the current era of highly developed information, it may not be difficult for us to know which customers our peers are cooperating with. Our customs data is a direct way to see the various customers we are cooperating with at a glance, and we can also find contact information. But we can imagine, we found it, we contacted, and what did we say? What kind of purchase reason will we give customers? Most people passively fall into a price war when they arrive here, damaging the industry and losing profits. The gains outweigh the losses!

So what is the correct and efficient approach? Firstly, it is analysis. What is the purpose of buying customs data? It is not about finding contact information, let alone contacting customers when they see them. This approach to developing customers can be bypassed, as customs data is not suitable for you. The value of customs data lies in the systematic analysis and screening, allowing us to avoid detours and hit the mark with just one click!

Peer customer analysis, you can't just analyze for one year, you have to analyze their past few years, many people are unwilling to analyze, why? Too troublesome, the pivot table doesn't work, and after analyzing for a long time, it may still be a bone that can't be chewed, which is too annoying! Our "Trade Seven" system completely solves these problems, and any company can present their trade background report within six years with just one click.

Everyone knows an old saying, 'know who you are and who you are, and you will never be defeated in a hundred battles.' So, these reports provide us with a concise and concise explanation of what we need to 'know' when we 'know the enemy'.

The first report "Trading Circle" tells us about the last upstream and downstream enterprises that this enterprise has traded within six years. Who are the upstream customers? Do you know what are the downstream customers? Downstream is his raw material supplier, so the value behind this goes without saying much.

The second report is a supply scale analysis, which tells us about his export trends in recent years. I believe that most of the peers you are paying attention to are slightly stronger than our peers, so how much stronger is he than us? If you take a look at his monthly and annual total export volume, it will be clear.

The third report provides product analysis and tells us the product structure of his exports. If you only know the large volume of his exports, you also need to know what products he exports in large quantities and which are his flagship products. And we also conducted an analysis of product addition, loss, and retention. What new products have appeared in the industry, and which products have been eliminated and no longer exported are the contents that we should truly understand!

The fourth report, analysis of trading partners, is also a key report for us to "know the other". Why is it placed in the fourth place? Because after understanding the first three reports, I believe you have already understood whether this peer's customers are your right customers or not. If you want to compete with them, what are your strengths and weaknesses? This determines whether you see these customers meaningful or not. If you continue to analyze this report, it indicates that you have a certain degree of confidence in participating in the competition, otherwise not wasting time is also a way to improve efficiency.

With a little comparison, we can identify the two types of customers that our peers have lost and added. These two types of customers are the ones we can quickly develop and succeed in, because the lost customers are the ones whose cooperation has already had problems and their peers cannot continue to cooperate. Therefore, as long as we confirm that the purchasing enterprise is still in good continuous procurement and find their true demand points, we can quickly close the deal. The newly added customer base in the same industry has released a strong signal, indicating that this newly added purchaser is definitely in need of new procurement or is already optimizing its supply chain. Moreover, due to the limited cooperation time, it may not necessarily continue to work steadily with peers. At this time, it is easy to give us the opportunity to participate in supplier competition. So do you say that the clients developed in this way are in vicious competition with us? Do we need to fight a price war? This is an opportunity given to us by the market, an opportunity we have found ourselves!

As for the customers who have been cooperating with their peers, they can be said to be truly high-quality customers. Usually, they have continuous purchasing power and demand, and payment conditions are good. Such customers may not be feasible if you want to compete through price competition! To develop such a good customer, it is difficult to enter their supply chain first. Once they enter this supply chain, it is easy to say. As long as the product is OK, the procurement volume will definitely increase. Indeed, good buyers will have their own stable supply chain and will not make inquiries everywhere, let alone change suppliers. This is a challenge we face, but we are not afraid because now we:

The first one has already found him, and we know who the high-quality customer is and can still contact him at any time;

Secondly, after analyzing and comparing our peers, we have fully understood which strengths we should showcase to our customers and which weaknesses we should avoid. We should design a specific reason for customers to make purchases with us. We have a targeted marketing plan, which is no longer a universal development letter template.

Thirdly, we can keep track of the customer's dynamics and changes at any time, and we can seize this opportunity as soon as they adjust their procurement needs.

The eternal and unchanging thing is change. As long as there are changes in the market, we will have opportunities. What we need to do is to monitor and analyze customs data to grasp these changes at any time and seize the opportunities that belong to us.