General

After we get the customs data, don't be too hasty. With the information of customs data, we began to send the development letter in a hurry. This not only has little effect, but also the same quality of email content is easy to cause customer disgust.

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

Through the induction and analysis of the sea data, we can know the customers' main commodities, purchase habits and whether they have the intention to change suppliers. Before the new round of purchase, we will communicate with the price through email to see if we can win customers.

It is also the goods page of the customer website through customs data query. If there are many and complex products and the correlation is not strong, it is likely that the customer plays the role of middleman 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 quantity will be large and stable, and most customers are buyers, that is, end customers. This type of customer first considers high-quality first-hand goods and stable channels, and is more sensitive to price.

Why do we need to understand the role of customer enterprises in the supply chain? Because middlemen and end customers are completely different in negotiation and communication, their concerns are also different. There are differences in position positioning and negotiation when communicating with customers 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 with end customers, we must show the quality of products, ensure stable supply and proper quotation.

Search the other party's website, or search the other party's content through customs data, analyze whether the customer's enterprise is an intermediary or terminal customer, and make records.

Which markets are the customers' products mainly sold to using customs data? What are the main importing countries? Understand the sales market coverage area and service scope of the customer company, estimate our export profit according to the local consumption level and consumption habits, analyze the buyer's price acceptance ability, and may give appropriate quotations in the communication. Among them, the industries and fields involved in the product also need to be investigated and analyzed. For example, our products are frequency converters, which are not limited to importers who buy frequency converters, including importers of machine tools, injection molding machines, water pumps and other products. We can investigate and analyze customs data and include them in the development list.

Finally, summarize and sort out the customer data sorted out by the customs data, and make the customer tracking report. The layout can be divided according to different product categories, enterprise information, customer sources, contact numbers and other new items, and record customer information content and order details. In addition, we must make contact follow-up records and indicate the time and content of each email with customers.

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