General

After we get the import and export data, don't be too hasty. With the information of import and export data, we began to send out development letters in a hurry. This is not only ineffective, but the content of the same quality email is also likely to cause customer disgust.

View business items

Search and query the website content of customer companies, such as business scope, product pages, etc. Master the customer's business scope, products and categories, and see how many products are in operation on the website? You can see that the product page has products that your company can make, and it has certain price and quality advantages. At this point, we can integrate the import and export data, inquire about the other party's recent key commodities and the purchase volume of various commodities, and record the customer's purchase and sales frequency, number of suppliers in different time ranges, and whether there is an intention to frequently change suppliers. and the frequency of changing suppliers.

Through the induction and analysis of import and export data, we can learn about the main commodities, purchasing habits of customers and whether they have the intention of changing suppliers. Before a new round of purchases, we communicate via email and prices to see if we can win customers.

The role of the customer in the supply chain

The same is to query the goods page of the customer's website through the import and export data. If the products are numerous and complex, and the correlation is not strong, it is likely that the customer is acting as a middleman in the supply chain. Such customers are not very sensitive to the price of goods. They mainly buy products from manufacturers and resell to retailers and other downstream customers. What they focus on is the price difference.

If the website has a fixed business scope of goods, then the total quantity is large and stable, and most of the customers are buyers, that is, end customers. Such customers first consider high-quality first-hand commodities and stable channels, and are more sensitive to price.

Why do we need to understand the role of the customer enterprise in the supply chain? Because the intermediary and the final customer are completely different in negotiation and communication, and what they care about is also different. There are differences in stance positioning and negotiation when communicating with clients via email. For example, if you negotiate with an intermediary, you can stand on the "front line" with the intermediary and cooperate with the intermediary to obtain long-term supply channels or large orders from customers. When talking to end customers, we must demonstrate product quality, ensure stable supply and appropriate quotations.

Search the other party's website, or search the other party's content through import and export data, analyze whether the customer's enterprise is an intermediary or an end customer, and make a record.

Understand the scope of the sales market

Using import and export data, which markets are the customers' products mainly sold to? What are the main importing countries? Understand the customer company's sales market coverage area and service scope, estimate our export profits based on local consumption levels and consumption habits, and analyze purchasers price acceptability, and may give an appropriate quotation in the communication. Among them, the industries and fields involved in the products also need to be investigated and analyzed. For example, our products are frequency converters, which are not limited to importers who purchase frequency converters, including importers involved in machine tools, injection molding machines, water pumps and other products. We can investigate and analyze customs import and export data and include them in the development list.

Finally, the customer data compiled from the import and export data is summarized and sorted, and a customer tracking report is made. The layout can be divided according to new items such as different product categories, corporate information, customer sources, contact numbers, etc., and record customer information content and order details. In addition, we must also keep a record of contact follow-up, and indicate the time and content of each email with the customer.

After investigation and analysis, we also have a certain grasp of customers' habits. This habit relies on general summaries, collation of customer details, and a "logical" understanding of certain customers. In the follow-up customer development work, it becomes more and more simple to find what content is the breakthrough point of communication with customers. Let customs import and export data become a "sword" and face problems, so that the transaction rate will be greatly improved.