General

How to find customers in foreign trade? We all know that not all customers are potential or intended customers. Only when the supply and demand of each other match, you have a chance to win them. Demand research is an important part of the sales work of foreign trade salesmen and cannot be ignored. In addition to understanding product quality, technology and innovation, it is more important to understand the real needs of customers.

The crux of a development letter problem is generally relative tediousness and tediousness that doesn't even articulate its intent. For example, why would a client want to work with me? Why do customers trust me? How to find customers in foreign trade? What do you want customers to do next? The reason is that we did not do a good job of investigating the needs of our customers.

How to find customers in foreign trade? In practice, there are several ways to understand customer needs:

Investigate customer websites

1) In the "About" column, you can learn, such as focusing on quality, service, business philosophy, etc. Somewhere, it might not be the most XXX company.

2) Company nature: Judging from the content the nature and scale of the client company, whether it is a wholesaler/retailer/online store.

3) Product and positioning: You can judge whether the other party is your target customer by checking the category and target status of the other party's products. If so, investigate further which of the customer's products sells the most.

4) User feedback: In the customer comment column, carefully read the comments related to your own product, you can get what potential problems the customer's supplier currently has, and what angle the product should start from, in order to impress customers more. Which client doesn't like you if there's emphasis and detail in the open letter?

5) If the other party does not have a popular product, you can make a product ppt suitable for the other party, explaining the reason why you recommend this product. The main contents include consumer groups, product quality and characteristics, comparison of sales models, and prospects.

Find relevant analysis reports

If the customer scale is large, an annual report is generally issued. The annual report needs to be carefully studied in order to have a basic understanding of the current business situation of the customer, what are the challenges and opportunities they face, that is, you know what they are focusing on.

View industry reports and search for relevant market reports online. You will have a good grasp of an industry's growth rate, product distribution, channel structure, etc. This will be very beneficial to your conversations with customers! Use some business terms and you'll be recognized in no time. What's the best way to get close to someone? Magnetic fields attract each other, and they both speak and behave very similarly, which is called homogeneity.

Understand the business characteristics of customers

If you're developing a major retailer, you must know how their business works, how the different parts are divided, and learn more about their storied biographies.

Put yourself in your own shoes

Always think from the user's point of view. If I am a retailer, what aspects of my suppliers should I pay more attention to? If I was a wholesaler, what would I pay attention to in the middle? What if it's a small outlet? Ask yourself more. Starting from the actual situation of customers, it will greatly resonate with customers and obtain transactions.

How to find customers in foreign trade? Here are some myths about finding clients:

01 Relevance is very important

Be sure to keep your eyes open. Some of the industry information you search on the Internet with the software has nothing to do with the industry. Even if it is related to this industry, it is not necessarily that someone makes your product. It is easy to lead to a low response rate. At the same time, customers also complain when they receive irrelevant information. Your email address will be cloud blacklisted, which will affect your emailing to other customers. It will most likely be blocked or diverted directly to the trash.

02Various factors

For various reasons, customers of ordinary small retail stores are reluctant to import directly from China. If the disease occurs, the recurrence rate is not high. They are more concerned with cost, sea freight, port charges, shipping cost and storage cost, and whether the batch size is cost-effective. The most important thing is risk. If imported from China, the cost will be high and the risk will increase accordingly.

If you must develop this channel, you must first do a good job of research and solve customer concerns. For example, in distribution, find a warehouse overseas, then research the market and choose the right stock. It's a big project, like expanding your factory to the front end of the supply chain and becoming a wholesaler. That means you're directly competing with the wholesaler's customers and even giving the retailer a price that's not much different from other competitors. You won't make more money, or you may get tired.

03. Regardless of size, bigger is better?

Some salespeople are always looking for big customers and look down on small customers. This is a wrong idea! For example, if you find a large client who has high requirements and expectations, ask if you can guarantee success.

How to find customers in foreign trade? The bigger the client, the better. The more compatible the better. Buyers of different sizes have different requirements for suppliers. The salesperson should be aware of the customer's requirements and see if they match. If you don't deserve it, it's like wiping someone's cold ass with a hot face, it's hard to please. It is better to develop other suitable clients.