General

Years of experience, a good helper for foreign trade development customers! Nowadays, foreign trade companies no longer have customers staying at exhibitions in Beijing. There are many sales companies that directly use customs data to search for customers. Usually, after sending an email, there are very few responses. Based on years of experience, if you use this method to develop customers, success can only indicate that you have good luck. If you cannot develop to customers, it is also very normal. You should not blame yourself. You should find your own reasons. Since you have spent money on purchasing data, you must use the correct method. Otherwise, it is a waste of money. It is better to buy the buyer's mailbox directly. Here are some summarized experiences of foreign trade development clients:

1. Selection of buyers: In some customs data, there are a large number of buyers and industries, but not every one is suitable for your customers. Only the one that is suitable for you is the best. First, it is important to determine whether the customer is a professional buyer, otherwise a lot of effort will be useless. By comparing the number of product sales, it can be determined how professional this customer is. Some customers have only bought your product, but you are only one of their thousands of transactions. So these companies are definitely primarily freight forwarders, and they can be directly screened out.

2. Analysis of buyers: If you are looking for a professional buyer, you should first analyze the daily purchasing habits of this customer. You should judge whether it matches your product based on the customer's purchasing quantity. If it is a large customer, then you cannot accept it, and small customers do not want to pay attention, so it is best to say that it is suitable for you. Take a look at where this customer has been purchasing from and understand whether they care about the quality or price of the product the most. This will be helpful for future transactions. By analyzing the customer's usual procurement time, we can determine when their next procurement time will be. This will greatly help with the transaction rate by contacting customers at the most needed time, and the customer's response rate will be particularly high.

3. Competitors in the same industry: If you have already analyzed this customer, you need to observe the quality and price of their current suppliers' products, and explain the advantages of your own products. Why else would someone give up their previous partner to cooperate with you? Whether it's in terms of quality or service, it's important to identify your strengths. If your competitor's price is relatively high, but the quality is the same as your product, then if that's the case, you can directly target this customer and have a great advantage. If this client abandons many of their peers, you can also analyze why they are not continuing to cooperate with them.

4. Regarding contact information: There are contact information in the customs data. Generally, the hardness quality is the highest, and there are relatively many procurement managers there. They all have email addresses and names, which can be used once purchased. Another option is to have a customer's self filled phone number, but there are relatively few email addresses. If this is the case, you can directly contact the customer.

5. Many sales people who deeply mine contacts directly send their email after receiving the data. However, if the email you send does not find the right person, it is difficult to achieve results. Actually, after obtaining the data, you should first check the name of the company, learn more about the company, then find the relevant person in charge of the company, and then negotiate cooperation matters. This will improve efficiency.

6. Multiple communication methods are in parallel: Many of our domestic salespeople just stay by email to develop customers for foreign trade. In fact, this approach has certain drawbacks. It is necessary to flexibly learn various social and chat methods. That's good, for example, if you receive some promotional emails and the volume is particularly high, many people won't open them to read. But if we use some social media, if someone greets you and the frequency of greeting is high, the probability of us responding will also be particularly high. If you have a customer's contact information, you can use some chat tools, communicate online, or make direct phone calls, which will also improve efficiency.

7. Combining the existing methods of foreign trade customer development: It is possible to hold an exhibition every other period of time, which may lead to customers actively seeking help, but it is difficult to have a thorough understanding of customers. I don't have a clear understanding of their previous procurement situation, how to purchase the items, and the purchase price, so it's important to first understand these before communicating the quotation with the customer.

In fact, at the end of this point, I would like to remind all salespeople that when doing sales, they must have a clear mindset, and no matter what channels you use to communicate with customers, do not be afraid of customers' rejection, because sales is a game of zero savings and zero withdrawals. As long as you put in effort, you will definitely reap rewards, and the most important thing is that professionalism must be high. If your professionalism is not high, So encountering even the best and largest customers, there is a possibility of losing them.