General

Customer inquiry, we quote. But quoting is easy, and whether to capture customers after quoting is the most difficult thing. Today, I will share with you my experience in quoting foreign trade inquiries from old foreign trade companies!

If there is no news after the quotation, have you made the following taboos in the quotation?

1. Blindly quote without understanding and speculating on customer attributes.

2. In pursuit of timeliness, hasty quotation or lazy work, delayed quotation.

3. The quotation is simple and perfunctory.

4. Disrespecting customers' foreign trade inquiries.

5. Do not track after quoting.

How does an excellent salesperson do after receiving a customer's foreign trade inquiry

1. Understand the customer's background, strength, sales model, etc., that is, customer evaluation.

If a customer asks you for an inquiry, you should try to understand through multiple channels which country and city the customer is from, whether it belongs to the target market of your product, the customer's main product business scope and sales methods, whether it is wholesale, retail or mail order, whether it is a large customer or a small intermediary, the customer's purchasing ability and sincerity, the customer's familiarity with the product, and the customer's habits in different regions, Then implement targeted foreign trade quotation techniques, namely "personalized quotation".

2. Ask him clearly about his requirements for the product, packaging requirements, possible quantities, etc.

It can be done by phone, email, or voice. With a basic understanding of the customer, you can even suggest other more suitable products to them. This process is very important and a valuable opportunity to showcase your professionalism to the customer. Poor English doesn't matter, it's important to remember the product terminology and think about what questions to ask before making a phone call. It's best to write them down.

If the customer is willing to chat with you, they can also briefly explain their company's history and business philosophy, and establish their own supplier image. Anyway, I want to give him a reason to choose you as a supplier besides the price.

3. Determine the quotation.

If it is a large customer with strong purchasing power, you can appropriately quote a higher price, and vice versa; If the customer is very familiar with this product and price, it is recommended to use a "comparison method" to highlight the advantages of their own product and the disadvantages of their peers.

The price is close to the bottom price, and customers are "caught" from the beginning; If the customer has a straightforward personality and does not like to negotiate in circles with you, it is best to show your bottom line from the beginning to avoid scaring the customer away by offering a high price. If the customer is not very familiar with the product, you should warmly introduce the purpose and advantages of the product, and the price can be quoted higher; If some customers are particularly sensitive to the price and have to contend for every penny, and the customers like your products, you must have enough patience to fight a "psychological warfare" with the customers.

4. Produce foreign trade inquiries and quotations

Detailed, clear, and prominent features.

5. Follow up afterwards.

Business is all about communication and negotiation, and it's not normal for you to directly receive an order after quoting. So after quoting, we should continue to strengthen his understanding and understand his operational rules, procurement plans, sales plans, etc.

If a new customer sends an inquiry and you respond to their foreign trade quotation in a timely manner, but there is no follow-up. Is it because your quotation is too high that scared away customers, or is it because your quotation is too low that customers can tell at a glance that you are not an expert and dare not take the risk of doing business with you? That requires constant follow-up and finding ways to remedy it.

How can we distinguish between normal potential customers and set prices?

(1) Set price. Most of these customers are too lazy to say too much, and most will cover up or fabricate company information. As long as they carefully investigate, they will know. So after receiving the inquiry, it is important to remain calm. Unless you are a 100% confident customer, it is recommended to check their customer information.

(2) Potential customers. This type of customer often appears during the off-season and is likely to become a buyer during your peak season. So it is important to leave a good impression on customers, make them remember you, and regularly carry out maintenance, but pay attention to frequency.

(3) Normal customers. This type of customer is the best judge. Customers will choose several suppliers for comparison, and how to make your products stand out and highlight the greatest advantages is best achieved by quickly capturing the customer's focus.

(4) Customers who are in a hurry to purchase. This type of customer usually has a compact language but a calm tone. Detailed information such as product specifications, quantities, packaging, etc. will be provided, and at this time, salespeople should be slow and concise. This type of customer has the highest email response frequency and is likely to directly request your online contact information or phone number. Be careful to ask him about the source of information, which can serve as a basis for judgment.