General

After we get the customs data, don't be too hasty. With the information of import and export data, we began to send a letter of development urgently. This not only has little effect, but also the same quality of email content is likely to cause customers' aversion.

View business items

Search and query the website content of the customer enterprise, such as business scope, product page, etc. Grasp the business scope, products and categories of customers, and see how many products are being operated on the website? You can see that the product page has its own products that can be produced by its own enterprise, and has certain price and quality advantages. At this point, we can integrate the customs data, query the recent purchase volume of the other party's key commodities and various commodities, and record the customer's purchase and sales frequency in different time ranges, the number of suppliers, whether there is an intention to change suppliers frequently, and the frequency of changing suppliers.

Through the induction and analysis of import and export data, we can learn about customers' main commodities, buying habits and whether they are willing to change suppliers. Before a new round of purchase, we will communicate with each other by email and price to see if we can win customers.

The role of customers in the supply chain

It is also through the customs data to query the goods page on the customer's website. If there are many and miscellaneous products with weak correlation, it is likely that customers play the role of middlemen in the supply chain. Such customers are not very sensitive to the price of goods. They mainly buy products from manufacturers and resell them to retailers and other downstream customers. They focus on price differences.

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

Why do we need to understand the role of customer enterprises in the supply chain? Because middlemen and final customers are completely different in negotiation and communication, their concerns are also different. When communicating with customers via email, there are differences in position positioning and negotiation. 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 with end customers, we must demonstrate product quality, ensure stable supply and appropriate quotation.

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 records.

Understand the sales market scope

What markets do customers sell their products to using customs data? What are the main importing countries? Understand the sales market coverage and service scope of the customer company, estimate our export profit according to the local consumption level and consumption habits, analyze the price acceptance ability of the purchaser, 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 those 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, summarize and sort out the customer data sorted out by the customs, and make a customer tracking report. The layout can be divided according to different product categories, enterprise information, customer sources, contact numbers and other new projects to record customer information and order details. In addition, we must also make contact and follow-up records, and indicate the time and content of each email with customers.

After investigation and analysis, we also have a certain grasp of the customer's habits. This habit relies on general summary, sorting out the detailed information of customers, and generating a "logical" understanding of some customers. In the subsequent customer development work, it becomes easier and easier to find what is the breakthrough point of communication with customers. Let the customs data become a "sword" facing the problem, so that the transaction rate will be greatly improved.