General

After we get the customs data, don't be too hasty. With the information of customs data, we began to urgently send a development letter. This not only has little effect, but the same quality of email content can also easily cause customer dissatisfaction.

Search and query the website content of customer enterprises, such as business scope, product pages, etc. Master the customer's business scope, products and categories, and see how many products are in operation on the website? You can see that the product page has products that your own company can produce, and has certain price and quality advantages. At this point, we can integrate the import and export data of the customs, query the recent purchases of key goods and various types of goods by the other party, and record the customer's purchase and sales frequency, number of suppliers, whether there is an intention to change suppliers frequently, and the frequency of changing suppliers within different time ranges.

By summarizing and analyzing customs data, we can understand customers' main products, purchasing habits, and whether they have the intention to change suppliers. Before the new round of purchases, we will communicate through email and pricing to see if we can win customers.

Similarly, the goods page of the customer's website is queried through customs data. If there are many and diverse products with weak correlation, it is likely that the customer plays the role of an intermediary in the supply chain. This type of customer is not very sensitive to the price of the product. They mainly purchase products from manufacturers and resell them to retailers and other downstream customers. They are concerned about price differences.

If the website has a fixed product business scope, the total quantity will be large and stable, and most customers are buyers, that is, end customers. This type of customer first considers high-quality first-hand products and stable channels, which are more price sensitive.

Why do we need to understand the role of customer enterprises in the supply chain? Because intermediaries and end customers are completely different in negotiation and communication, their concerns are also different. There are differences in position positioning and negotiation when communicating with customers through email. For example, if you negotiate with an intermediary, you can stand on the "front line" with the intermediary and cooperate to obtain long-term supply channels or large orders from customers. When talking to end customers, we must demonstrate product quality to ensure stable supply and appropriate pricing.

Search the other party's website or search for their content through customs data, analyze whether the customer's enterprise is an intermediary or an end customer, and make records.

Which markets are the customers' products mainly sold to using customs data? What are the main importing countries? Understand the sales market coverage area and service scope of the client company, estimate our export profit based on local consumption levels and habits, analyze the purchasing party's price acceptance ability, and may provide appropriate quotations in communication. Among them, the industries and fields involved in the product also require investigation and analysis. For example, our product is a frequency converter, which is not limited to importers who purchase frequency converters, including importers of products related to machine tools, injection molding machines, water pumps, etc. We can investigate and analyze customs import and export data and include it in the development list.

Finally, summarize and organize the customer data compiled from customs data, and create a customer tracking report. The layout can be divided based on different product categories, enterprise information, customer sources, contact numbers, and other new projects, recording customer information content and order details. In addition, we must also keep contact and follow-up records, and indicate the time and content of each email with the customer.

After investigation and analysis, we have also gained some confidence in the customer's habits. This habit relies on general summaries, organizing detailed customer information, and generating a "logical" understanding of certain customers. In subsequent customer development work, finding what content is a breakthrough point for communicating with customers has become increasingly simple. Make customs data a "sword" and face problems, which will greatly increase transaction rates.