General

Dry goods sharing! How to double foreign trade orders? The so-called "Merchandiser" refers to a dedicated person who tracks the flow of product or service operations based on customer foreign trade orders during the operation of the enterprise. It is an intermediate hub for communication between various departments within the enterprise and between the enterprise and customers. An excellent merchandiser must possess rigorous thinking, meticulous planning, and can be said to have "everything under control".

It can be seen that foreign trade tracking plays a crucial role in promoting business. How to achieve effective customer follow-up? Today, we are going to share with you the five major foreign trade tracking techniques that are commonly used by foreign trade experts, hoping to benefit everyone.

NO.1 Search for relevant information and conduct analysis

Analyzing customer information refers to analyzing the customer's purchased products, transaction frequency, transaction weight, procurement behavior, procurement records, supplier details that the customer has collaborated with, and competitor analysis. This information can be searched through customs data, websites, search engines such as Google, Facebook, LinkedIn, and social media platforms.

Next is to filter the information you have mined and record it in categories. It is very convenient for you to follow up on foreign trade orders in the future. It is worth noting that these information and data are updated in real-time every day. If we do not find the content we want on that day, we can try again every few days. Remember to keep a good record of every task you do, as this not only saves time but also allows you to fully monitor the progress of each task.

NO.2 adopts different methods based on the nature of the customer

The importance of following up with customers is self-evident, but this does not mean that just keeping in touch with customers is enough. Following up with customers also requires considering the specific situations of different customers, adopting different follow-up methods for customers in different situations, and achieving targeted treatment. Here are some common types of customers to discuss the corresponding follow-up methods:

1. Quoted Customers

After quoting the price to the customer, remember to ask if the other party has received the quotation in a few days. If not, remind them in a timely manner and send the price again if necessary. If the customer is interested but has different opinions on the price, it is best to collect the price information of other similar products or services during follow-up, and explain the cost basis and advantages of the quoted price to the customer.

2. Customers with unclear attitudes

Some customers, due to their lack of in-depth understanding of your products or services, exhibit a buying or not buying attitude, making it difficult for you to understand their ultimate intention. This type of customer requires you to elaborate on your product or service based on their feedback during follow-up, and clarify your core strengths and benefits to the customer, in order to motivate them to make a decision to purchase.

3. Customers who have already completed transactions

Closing a deal is not the end point of cooperation. In fact, follow-up and maintenance can often make customers who have already closed a deal become "repeat customers" again, and even spontaneously recommend more new users to you. Therefore, it is also important to maintain timely communication with such customers and recommend new products or services to them in a targeted manner.

NO.3 Maintain stable and timely communication

Stable and timely communication is the fundamental guarantee for deepening customer relationships. If the communication interval is too short, it will make customers tired, and if it is too long, it will make them forget. The communication rhythm is very particular for the vast majority of orders that can be negotiated. If you are a new customer, the recommended interval is 1 day/1 day/3 days/5 days/7 days/15 days, and this frequency can help customers maintain their understanding of you without forgetting.

NO.4 Utilizing Price Reduction or Increase Strategies

Price reduction strategy: Within your acceptable range, lower the price appropriately to entice customers to place an order. If the customer really wants to buy but is still hesitating, the method of price reduction can help them make a decision faster. But it is important to ensure that customers have confidence in the quality of your product, otherwise they may have concerns. Therefore, it is important to let them know that we offer the most favorable quotation with the best quality.

Price increase strategy: It can create the illusion of a "price increase" and stimulate customers to purchase cheap prices. For example, due to the increase in exchange rate, raw materials will also increase in price, and product prices will be adjusted in the near future. If foreign trade orders can be placed in advance, the prices will remain unchanged

NO.5 uses routine tactics to urge orders

Make a simple PI without writing any customer information. Write down your information. If you intentionally sent the wrong product quotation for this customer, and send it over, it indicates that everything has been agreed upon. All you need is the PI, and then the customer will make the payment. Of course, it is best to offer a slight discount on the price in the PI, so that customers are highly likely to ask you questions about the PI, and you can pretend to be surprised to say that you have sent the wrong message. If the customer is still indifferent, you can directly send an email two days later saying that you sent the wrong PI and just discovered it, asking him to ignore it. Of course, this tactic is mainly used to stimulate customers and should not be abused.

In the process of foreign trade documentation, strict verification and confirmation are required at every stage, in order to improve work efficiency, reduce errors and disputes, and create more value for the company and customers. As long as you can learn these tracking techniques, it will definitely help you achieve twice the result with half the effort and easily double your foreign trade orders!