General

Share the golden tips for foreign trade development clients! For newcomers, the skills of developing foreign trade clients are always worth paying attention to. Many old businesses have summarized many methods and skills of developing foreign trade clients through years of work experience. Let's talk about the methods and roles of developing foreign trade clients.

1. Persist in taking up some time every day for development

Development work, like military warfare, requires discipline, and a persistent spirit is definitely necessary. Development work should not be the efficiency of three days of fishing and two days of fishing, but rather the daily persistence. Business sales work that does not plan time well is actually useless.

We can allocate one hour a day for development. As long as we can identify 10 potential customer information in one hour, we can send 300 development letters in one month. Unlike open web development, this targeted foreign trade development of customers still has a certain effect.

2. Communicate over the phone more frequently

In order to accurately identify the target market, we need to prioritize the choice of communication methods. The effectiveness of telephone communication should be greater than that of instant messaging, and instant messaging should be greater than email. However, each corresponding method has its own advantages and disadvantages. Telephone communication focuses on temporary changes, and for customers, credibility is higher. Instant messaging is better than being able to communicate quickly, The advantage of email is that it can be fully and formally expressed.

Many salespeople are obsessed with email as a means of communication because it has enough time to prepare for you. However, for customers, what is needed is not only your complete expression, but also your genuine expression. For customers, the way of telephone communication is more authentic, and most customers will not reply when emails are sent, and the phone will definitely answer, which gives us a preliminary communication opportunity.

3. Keep the phone short and don't talk nonsense

The phone is just a tool and method for us to communicate and establish trust initially, not a bargaining channel for us. Therefore, in the process of phone communication, we should try to avoid unnecessary communication taking up valuable time. If the customer gives you the opportunity to speak, we should focus on the key points.

Generally speaking, a customer only has 1-3 minutes of patience to answer a phone call. To convey information to the customer in this short period of time, you need to streamline your language, focus on introducing the product, and understand the customer's needs appropriately, and be able to quickly obtain the contact information of the responsible person.

4. Prepare to record information

When doing business, we must learn the ability to record information using keywords. Most of the time, we don't have enough time to record the information completely, especially in the process of telephone communication. When we need to record some useful information, we need to use keyword records and supplement them afterwards.

In addition, it is necessary to prepare relevant information, including simple customer information, before telephone communication, so that it can be used during the communication process.

5. Focus on a certain task

Practice makes perfect in any job. If you don't do it well in the first attempt, it will improve a lot in the second attempt. Therefore, we advocate for repetitive work content. High density work frequency can deepen our proficiency in skill mastery, just like calling a customer. The first customer may be incoherent, but the second one can have a smooth conversation, and the third one can use some conversation skills.

6. Avoid peak work hours for development

If the person you are communicating with is not the actual person responsible for procurement, it is best to avoid the peak hours of the other party's work, such as one hour after work in the morning and two hours after work in the afternoon. The peak hours of customer development are also between 9:00-11:00 or 14:00-16:00, and we can avoid this time period to avoid customers feeling harassed due to frequent phone calls.