General

Are customs data useful? The answer is absolutely useful, but it is not easy to find a purchaser. Most of the foreign trade companies or foreign trade operators who use customs data do not have the right system or the correct method of use, not only fail to develop customers, but also waste time and energy, and even affect the company image. Let's share our experience in developing customers with customs data, so that we can avoid detours.

1、 Preliminary screening of buyers to find professional buyers

Through the one-button search function in the customs data, enter "product keywords, company name or HS code" to see a lot of foreign buyers' names. Although the quantity is large, not every one is a professional customer, and the purchaser needs to be screened. How to filter?

You can directly confirm the professionalism of customers by comparing the number of times that buyers purchase relevant products and the number of times that all products are operated. Some buyers have bought your products, but they are only one of the hundreds or thousands of transactions they have purchased. Such buyers are mainly freight forwarders and traders, which can be directly screened out.

2、 The purchaser will conduct in-depth analysis, lock in accurate buyers, and master their purchasing habits and preferences

After preliminary screening, we have found buyers who have real purchasing needs for our products, but these buyers are not necessarily suitable for their target customers, because the supply and demand capacity may not match, and the company strength may not match. In order to save time and improve the order rate, we must conduct in-depth analysis on the buyers, and then lock in accurate buyers.

How to conduct in-depth analysis on the buyer?

1. Judge whether the purchasing capacity matches its own production capacity by the quantity and weight of each purchase. The right is the best.

2. Analyze the supply chain of the purchaser to understand whether it is centralized or decentralized. If its supply chain is centralized, it means that the purchaser has a solid partner and is not easy to enter; However, if its supply chain is scattered and changeable, it means that the purchaser is easy to enter and is a good target customer.

3. Judging customers' preference for products by which regions they have purchased from before, including customers who have been purchasing from Europe and customers who have been purchasing from India, is very helpful to understand whether customers care about quality or price.

4. Based on the analysis of the customer's purchase time, we can determine the possible time of the customer's next purchase. Some customers purchase in the second half of each year, and some customers purchase every month. The contact time is certainly different for different customers, and the probability of customer reply will be higher if the contact time is right.

3、 Analyze competitors in the same industry, know yourself and the enemy, win every battle

For the matching buyers that have been analyzed, we should focus on analyzing their existing suppliers (i.e. competitors) for three reasons:

1. Understand the products and prices of its existing suppliers (competitors), find out their own advantages from them, and then contact the buyers strategically to determine the quality of the quality and the price of the price, so that the order rate can be greatly improved.

2. It is better to analyze the procurement chain of competitors, and find out the customers with whom we can cooperate. These customers are also our target customers. Because of its considerable strength, we can certainly do the same for customers he can do, which can eliminate the previous screening process. The old sales will have more advantages and know more about the industry.

3. Monitor the purchasing chain of peers. The new and lost buyers are the target customers that we can focus on.

4、 Deep excavation contact information

The contact information contained in the customs data is of the highest quality in India, and there are relatively many procurement principals, with names and mailboxes, which can be used directly. However, there are many buyers whose contact information is not the main person in charge, or some have no contact information at all. This requires us to dig deeper into contact information.

So how to dig out contact information?

1. Find the purchaser through the product name, and you can find the relevant company information of the product, company profile, phone number, and click the company portrait to query the relevant contact person of the company, company home page, and purchase information. It is simply not too convenient!

2. Go to the official website through the company name, and some official websites leave relevant responsible person information. For small companies, we can directly find owner, president or CEO; In large companies, we need to find functional heads of relevant departments, such as buyer, purchasing, department or some product engineers.

3. Find the name of the person in charge through LinkedIn. It will be much better to find the contact information with the name; You can also send a message directly to the customer's official Facebook page to ask the buyer's email address. The personal test is valid, and some customers will give you their email address.

4. You can also extract the mailbox directly through the social media homepage, which will be more efficient.

5. Use the "accurate responsible person positioning" service in the customs data to search for the accurate responsible person with one click. Now many customs data companies and platforms have launched this service, such as:

5、 Parallel communication in multiple ways

After finding the accurate contact information of the target purchaser, we need to contact the customer. It is suggested that you should not only stay at the stage of developing customers by email, but also learn to use various social media and instant chat apps to contact customers. If you receive a promotion email, you may not reply, but if someone adds you and greets you on WeChat, your probability of reply will be much higher. WeChat is available in China, and Whatsapp, Line, Viber, VK, Messenger, etc. are also available abroad. They can communicate online directly through chat tools; Of course, if there is a customer's phone number, it will be more efficient to call directly.