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 customs data is of the highest quality in India, with a relatively large number of procurement managers who have names and email addresses that 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 the contact information that the customs data company matches, of course, some have matches, some do not, and the prices may also vary.

5. Deep excavation of contacts

Many people use customs 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, if there is one, you can find the relevant person in charge. Small companies usually directly find owners, presidents, or CEOs, while large companies need to find functional heads of relevant departments, such as buyers 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. It will be much better to find the contact information when you have the names. You can also directly send messages to the customer's official Facebook page to ask about buyer's email. The personal test is effective, and some customers will give you your email. You can also directly extract emails, Hunter, Rocketrech, Skrapp, etc. through some of Chrome's plugins, which will be more efficient. Of course, the HOOGEGE platform also provides very practical tools such as customs data, intelligent portrait search, email/social marketing, etc.

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 you have a customer's phone number, it would be more efficient to communicate directly online through chat tools. Of course, calling directly would also be more efficient.

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 use data to check if there are any transaction records. 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 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!

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!

The professionalism of the product is also essential. If you are not professional, you cannot handle even the best customers!