General

For international trade enterprises, the contribution rate of key customers is even more than 50% of the total profit. In some industries, this 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 in developing key customers?

Adequate prerequisite preparation

Many international trade salesmen pick up the phone immediately once they find the target customer, which often leads to customer rejection and waste valuable customer resources due to inadequate preparation.

The correct approach is: before making the first call to the customer, learn as much as possible about the information of key customers, 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 fully prepared, the higher the probability of success.

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

Become a product expert

The customer is different from the ordinary customer. The 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 become the key factors to reach a deal.

It is easier for us to accept the advice of experts in a certain field, and it is easier for us to believe the words of professionals. Therefore, it is very helpful 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

Only valuable cooperation can last. Don't think that you can have this big customer for a long time if you reach a preliminary cooperation or catch a key person in charge.

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 key customer, you can have the customer for a long time even if you do not maintain the key person in charge.

Of course, unless the owner is in charge, the maintenance of his personal relationship cannot be relaxed. Master the key decision makers in the major customer organizations. Everyone is familiar with them.

Focus on competitors

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

When we develop key 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 conclude transactions with key customers. If you defeat your competitors, you will basically have big customers.