General

There are many salespeople who directly use customs data to search for customers. After sending out the email, there are very few responses. If you use this method to develop customers and succeed, it can only indicate that you have good luck. If you can't develop to customers, it's also very normal. Don't blame yourself. You should find your own reasons. Since you've spent money buying customs data, you should use the correct method!

So let me share with you the experience of using customs data.

1. Selection of purchasers:

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 suits you is the best. Firstly, 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 the purchaser:

If you are looking for a professional buyer, you should first analyze the customer's daily purchasing habits and determine whether they match your product based on the customer's purchasing quantity. If it is a large customer, 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 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 is a contact information in the customs data, and the quality of hardness is generally the highest. There are relatively many procurement managers there, and they all have email addresses and names. Once purchased, they can be used. 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. Deep excavation of contacts:

Many sales people send their customs data directly to their email after receiving it, but if you don't find the right person in the email, it's difficult to get 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 in parallel:

Many salespeople in our country just stay on email to develop customers. 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 existing foreign trade development methods:

It is possible to hold an exhibition every other period of time, which may attract customers to actively come, but it is difficult to have a thorough understanding of the 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, 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 their 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. Finally, I hope everyone can reap full rewards through their own efforts.