General

For international trade enterprises, the contribution rate of big customers even exceeds 50% of the total profits, and in some industries, the proportion will be higher. Therefore, the development of key customer resources has become the main guarantee and breakthrough for the profits of international trade enterprises. So what should we pay attention to when developing key customers?

Adequate prerequisite preparation

Many international trade operators pick up the phone once they find the target customer, which often leads to customer rejection due to insufficient preparation and wastes valuable customer resources.

The correct approach is: Before making the first call to the customer, learn as much as possible about the major customer's information, especially their needs, and also think about the problems that the other party may raise, the focus of possible disputes, and the bottom line of concessions. The more prepared you are, the higher your chances of success.

In addition, it is recommended to conduct a thorough and preliminary communication through telephone and other channels before contacting unfamiliar customers, which can greatly improve the work efficiency.

Become a product expert

The customer is different from ordinary customers, and their professional requirements are very high. Therefore, whether the international trade business personnel know enough about the products they sell, whether they are professional enough, and whether they can give customers confidence have become the key factors to conclude the transaction.

It is easy for us to accept the suggestions of experts in a certain field, and also easier to believe the words of professionals. Therefore, it is very helpful for the business to become an expert on the products you sell. On the contrary, how can customers buy without knowing their own products?

Create value for customers

Valuable cooperation can last. Don't think that a preliminary cooperation or a key person in charge can lead to long-term ownership of this major customer.

The only way for long-term cooperation is to continuously create value for the organization's key customers. When you are valuable, important or even irreplaceable to the organization of a major customer, you can have the customer for a long time even if you do not maintain the key responsible person.

Of course, unless the responsible person is the owner himself, the maintenance of his personal relationship cannot be relaxed. Master the key decision makers in major customer organizations, which are familiar and commonly used.

Focus on competitors

Why don't big customers cooperate with you? It is not that they have no needs, but that your competitors better meet their needs. Therefore, it is important to focus on your competitors.

When we develop big customers, we often regard them as competitors, and all our efforts are put here. In fact, it is the competitors in the same industry that really affect whether we can reach deals with key customers. If you defeat your competitors, you will have big customers.