General

Many people use customs data to search for customers directly by product, find the contact information, and send email directly. As a result, many development letters have been sent out, but few replies have been received. If we use customs data to develop customers in this way, we can only say that it is luck to develop. You must use the customs data in the right way, or you might as well buy the buyer's mailbox to send them in groups.

1. Selection of purchasers

There are many purchasers in the customs data, but not all of them are suitable for themselves. First of all, we need to confirm whether the customer is a professional buyer. This step is very important, otherwise we will do a lot of useless work. By comparing the number of times that buyers purchase your products and the number of times that they purchase all of your products, you can directly confirm the professionalism of customers. Some customers have bought your products, but only one of the hundreds of thousands of transaction records they have purchased. These companies are mainly freight forwarders and traders, so you can directly screen customs data without wasting time.

2. Analysis of purchasers

After preliminary screening of customs data and finding professional buyers, we must analyze the customers' purchasing habits, and judge whether they are matched by the quantity and weight of each purchase. Some customers who are too big can't accept them, while others who are too small don't want to do it. The right one is the best; Judging customers' preference for products from which regions they have purchased before, including customers who have always purchased from Europe and customers who have always purchased from India, is helpful to understand whether customers care about quality or price; Then through the analysis of customer procurement time of customs data, we can judge the time when the customer's next procurement may occur. Some customers purchase in the second half of each year, and some customers purchase every month. The contact time of different customers is certainly different. Find the right time to contact, and the probability of customer reply will be higher.

3. Peer competitors

For matching buyers who have been analyzed by the customs data, we must pay attention to their existing suppliers. It is better to do some homework on the products and prices of existing suppliers before contacting the buyers to find out what advantages they have. Otherwise, people can give up the cooperation with the original suppliers on what basis. The quality of the products that need to be competitive is the quality of the products that need to be competitive, and the price should not be soft; Another point is to start looking for customers from competitors, and find competitors with similar strength in the market, especially those with customs data that are higher in price, about the same in quality, or about the same in price than you. Because of the same strength, you can definitely do customers that peers can do, so you can skip the previous screening process. Therefore, the old sales will have more advantages and know more about the industry. At the same time, we can also focus on the purchasers lost and newly added by the same industry.

4. About contact information

The contact information included in the customs data is of the highest quality in India. There are relatively many procurement directors, who have name and email addresses, which can be used directly. In addition, some customers fill in their own telephone numbers and email addresses, which are relatively small. If you encounter one, you can also contact directly. Other contact information is basically matched by the customs data company. Of course, some are matched and some are not, and the price will be different.

5. Deep mining contacts

Many people use the customs data to copy the email and send it directly. However, if you don't find the right person, it is difficult to have an effect. After you find the company name, you can also find it on the official website as long as you have it. Then you need to find the relevant person in charge. Small companies usually directly find the owner, president or CEO. Large companies need to find the functional person in charge of the relevant department, buyer, purchasing department, Or some product engineers. Different customers may have different people in charge. LinkedIn is a very good channel. You can directly find the name of the person in the relevant position. It will be much easier to find the contact information when you have the name. You can also directly send a message to the customer's official Facebook page to ask the buyer's email, which is effective.

6. Multiple communication methods in parallel

At present, many domestic foreign trade salesmen are still at the stage of developing customers only by email. They should learn to use various social media and instant chat App. If you receive a promotion email, you may not reply, but if someone adds you to WeChat and greets you, our probability of reply will be much higher. WeChat is available in China, and Whatsapp, Line, Viber, VK, Messenger are also available abroad, If you have a customer's phone number, you can communicate online directly through chat tools. Of course, it will be more efficient to call directly.

7. Combined with the existing foreign trade development mode

Whether it is an exhibition or a B2B platform, customers can also check whether there is a transaction record through customs data. If there is a purchase situation and a price, we can continue to communicate with customers after formulating an appropriate quotation strategy, so as to know both ourselves and the other! There has always been information asymmetry in international trade. Foreign customers know a lot about us and we know too little about foreign buyers. Customs data can make market information more transparent!