General

Foreign trade professionals who are just starting out in foreign trade often sell products without knowing what customers want, market demand, or products. If you do this, you don't know what customers want and it's often difficult to sell. Regarding the sharing of customer ideas for foreign trade development, Xiao Zhijun has compiled the following:

Understanding the following questions will help you understand your market positioning.

What is our position in this market?

Can the products and services we provide enable us to earn enough money in this market share?

How much investment do we need to make to enter this market?

Is the market we want to enter highly competitive? What is our competitive advantage?

How much money or time do we need to spend to compensate for our competitive disadvantage?

6. In this market share, do any customers need our personalized services and products?

Customer Ideas Sharing for Foreign Trade Development - First, Understand Our Customers

1. Who are our customers?

2. What do our customers want?

3. What is the customer's purchasing motivation?

We need to understand what the customer wants and what benefits it can bring them. If a customer wants something, they will have a strong desire to purchase it because it can satisfy their desires, such as earning more money, obtaining a higher quality of life and status.

We will not attempt to sell customers things they do not need to purchase, such as product inventory and daily necessities. These items will only be purchased when the customer's inventory reaches the warning line. And they have a fixed supplier, and their purchasing desire is generally not strong. Replenishment is also a small batch of regular replenishment.

So how can we better understand our customers? Asking yourself a few questions first will make it easier to grasp:

1. Do our potential customers usually purchase our similar or related products? We can learn about it through the customer's website and promotional materials.

2. Who is the decision-maker who can determine purchasing behavior? Who can have a decisive impact on customers' purchasing behavior? Is it the boss? Or the procurement manager? Project leader? Or a secretary? If you find the right person, things will go much smoother.

3. What are the potential motivations for our target customers' purchasing behavior? Is it the appearance of the product? Product price? Product quality? Is it the market potential of the product that will soon become popular locally? Is the freshness of our product used only when there are special local needs? These can be discussed during communication with clients.

Share customer ideas for foreign trade development - Secondly, segment the market and target customers.

For foreign trade salespeople and companies, do not attempt to sell their products worldwide or engage in global business. This often leaves people at a loss, making it difficult to sell products and accumulate customers.

The market competition is fierce, and you need to have the awareness of becoming stronger and smaller, but not bigger. In segmented small markets, your advantages and activity space are much stronger. Spending less money and investing relatively little energy. A good share of a region or country is enough to support a factory or company.

Foreign trade development customer ideas sharing - third, foreign trade business letter writing, capturing the customer's heart.

We write foreign trade letters not only to tell the other party what you do, but also to turn them into our customers. We open the letter in two steps.

The first step is to be simple and clear, make the other person interested in you, and make them understand you better. Please refer to your email below.

We can use a prominent title:

For example, the secret to reducing costs and increasing profits. The Victoria's Secret of the Product.

The second step is to write all of our marketing information in the body of the email as short as possible. In order for our letter to have sufficient persuasiveness, it must include the following content:

1. Explain to potential customers the problems they have encountered.

2. Emphasize the importance of the problems encountered by customers, and we can effectively solve them.

3. Emphasize to customers what benefits our solution can bring to them.

4. Explain our product prices, related fees, payment methods, and trade terms to the customer.

5. Provide guarantees for customers to prevent losses. For example, replacement within six months or one year, or provision of maintenance accessories or spare parts.

A letter containing the above five points will have a much greater appeal to customers.

Sharing customer ideas for foreign trade development - Fourth, setting sales and marketing goals

If we don't set sales targets, then all our marketing work will be on paper. When setting sales targets, we need to consider the following factors to set them:

It must be practical and wise.

2. It must be evaluable and supported by testable data.

3. It must be possible to complete.

4. It must be feasible and achievable.

5. There must be a clear completion time.

Sales targets must be measured using some financial data, such as annual sales revenue, gross profit, and the business volume of each salesperson. At the same time, it is also necessary to pay attention to non-financial factors, such as the number of contracts signed, the number of negotiated customers, and the number of product releases.

Share customer ideas for foreign trade development - Fifth, develop a detailed marketing budget.

If you have been doing business for a year or more, it will be easier for you to calculate the cost of developing a customer and successfully completing an order. This helps to allocate next year's marketing budget to corresponding customer development and target marketing.

You should know that these steps are just the beginning, and the 80/20 principle will run through our work throughout. 80% of our success often depends on 20% of our efforts, while 80% of our work often does not yield direct benefits.