General

After obtaining the customs import and export data, we should not rush and start using the information of customs import and export data to send development letters in a hurry. This not only has little effect, but homogeneous email content can also easily cause customer dissatisfaction.

1、 View business products

Search and query the website content of the customer's enterprise, such as business scope and product pages. Master the customer's business scope, products and categories, and take a look at the variety of products operated on the website? When you see the product page, there are products that your own company can produce, and they have a certain price and quality advantage. At this point, everyone can integrate customs import and export data to query which types of goods the other party has recently operated and how much they have purchased. Record the customer's buying and selling frequency within different time ranges, the number of suppliers, the intention to frequently change suppliers, and the frequency of changing suppliers.

Through customs import and export data analysis, identify the customer's main products, purchasing habits, and whether they have the intention to change suppliers. Before the customer makes a new round of purchases, everyone communicates and discusses the price through email to see if they can win the customer.

2、 The supply chain role played by customers

Similarly, the customer's website and product page are queried through customs import and export data. If the product variety is diverse and the correlation is not strong, it is likely that the customer plays the role of an intermediary in the supply chain. This type of customer is not particularly sensitive to the price of the product, mainly purchasing products from production enterprises and reselling them to downstream customers such as retailers, with a focus on the middle price difference.

If the website has a fixed and stable range of product business, with a large and stable total number, the majority of the customers are buyers, that is, end customers. This type of customer first considers high-quality first-hand supply and stable channels, and is more sensitive to price.

Why do we need to understand the role of customer companies in the supply chain? Due to the completely different communication and discussions between intermediaries and end customers, their concerns are different. When communicating with customers via email, there are differences in both stance and negotiation. For example, when negotiating with intermediaries, you can stand on the "front line" with them and cooperate with them to obtain long-term supply channels or large orders from customers. When discussing with end customers, it is necessary to demonstrate product quality, ensure smooth supply, and provide appropriate quotations.

Search the other party's website or search for their content through customs import and export data, analyze whether the customer's enterprise is an intermediary or an end customer, and keep records.

3、 Understand the sales market scope

Where are the main markets where customers' products are sold by using customs import and export data? What are the main importing countries? Understand the sales market coverage area and service scope of the client company, and combine with local consumption levels and habits to estimate our export profit, analyze the buyer's price acceptance ability, and may provide appropriate quotations during communication. Among them, it is also necessary to conduct investigation and analysis on the industries and fields covered by our products. For example, our product is a frequency converter, which is not limited to importers who purchase frequency converters, including importers of machine tools, injection molding machines, water pumps, and other products. We can conduct customs import and export data investigation and analysis, and include them in the development list.

Finally, the customer information organized through customs import and export data is summarized and sorted into a customer tracking report, which can be divided into new project layouts based on different product categories, enterprise information, customer sources, contact numbers, etc., to record the customer's information content and order details. In addition, everyone must also keep follow-up records of contact, and indicate the time and content of each email exchanged with customers.

After investigation and analysis, we also have a certain understanding of the customer's habits. This habit all depends on the usual summary, sorting out detailed customer information, and generating a "logical" understanding of a certain type of customer. In the post development of customer work, it becomes increasingly simple to find content as a breakthrough point for communication and communication with customers. Making customs import and export data a "sword" and problem oriented approach will greatly increase transaction rates.