General

A simple summary is to quickly find a pool of potential customers with demand, and select a group of customer groups that are suitable for your factory (such as supply volume, supply cycle speed, product quality, price, etc.) based on the customer's procurement records, such as purchase quantity, price, date, and country of origin. Then, through search engines, LinkedIn Facebook and other combination methods are targeted to identify the contact information of key customer groups (prioritizing the company's boss and procurement department, followed by the official website and sales department), and finally carry out effective follow-up and promotion to achieve the goal of order completion. What are the specific usage methods of customs data? Below are several points to share with everyone

No.1 Supplier Selection

There are many customs data materials, but not all of them are suitable for oneself. What is suitable for oneself is the best. Firstly, we need to confirm whether the customer is a professional buyer. This step is very important, otherwise you will do a lot of useless work. The professionalism of customers can be directly confirmed by comparing the number of times buyers have purchased products related to your operations with the number of times all products have been purchased. Some customers have purchased your product, but it is 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 without wasting time.

No.2 purchaser analysis

After preliminary screening and finding a professional buyer, the purchaser must 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 big can't pick it up, while customers who are too small don't want to do it. It is the best; Determine the customer's preference for products previously purchased through which regions, including those who have been purchasing in Europe and those who have been purchasing in India. Understanding the customer's level of concern for product quality or price is also helpful for our transactions.

Then, by analyzing the customer's procurement time, determine the possible time for the customer's next purchase. Some customers make purchases in the second half of each year, while others make purchases every month. Different customers definitely need to set different contact times and find the right contact time, so the probability of orders will naturally increase.

No.3 Competitors in the same industry

For matching buyers who have already been analyzed, it is important to pay attention to their existing suppliers. It is best to first do some homework on the products and prices of existing suppliers, and then contact the buyer to understand their advantages. Why else would someone give up their original supplier and cooperate with you? The number of people fighting depends on the quality, and the price of fighting should not be soft; Another point is to look for customers from competitors and competitors with comparable market strength, especially those with higher prices and similar quality, or those with lower quality and similar prices. Due to their considerable strength, they were able to directly serve as clients for their peers, so the previous screening process was omitted. So old sales will have more advantages and a better understanding of the industry. At the same time, you can also pay attention to lost and new buyers.

No.4 About Contact Information

India has the highest quality of its own contact information in customs data, with relatively more procurement leaders who have names and emails that can be directly used. In addition, some customers fill out their own phone numbers, emails, etc. Relatively small, meeting can be considered as one, or you can contact directly. The rest are basically matched by the contact information of the customs data company. Of course, some have matches, some do not, and the prices will also vary.

No.5 delves into networking

Many people use customs data to copy emails and send them directly, but if you don't find the right person, it's difficult to be effective. After finding the company name, as long as it exists on the official website, you can find it, so the next thing to look for is the relevant person in charge. Small companies usually directly contact their boss, CEO, or CEO. If a large company looks for functional leaders of relevant departments, purchasers, procurement departments or some product engineers. LinkedIn is a great channel for directly finding the names of people in relevant positions. Having a name makes it much easier to find contact information. You can also directly send a message to the customer's official Facebook page and inquire about the buyer's email address. Personal testing is valid.

No.6 Multiple communication methods are parallel

At present, many foreign trade salespeople in China are still in the stage of developing customers solely through email, and need to learn to use various social media and chat applications in a timely manner. From a different perspective, if you receive a promotional email, you may not reply, but if someone adds you to WeChat and greets you, the probability of our reply is much higher. WeChat is available domestically, while Whatsapp, Line, Viber, VK, Messenger, etc. are available abroad. If you have a customer's phone number, you can communicate directly online through chat tools. Of course, hitting directly would be more efficient.