General

There are many foreign trade inquiries, but why is it so difficult to make an order? Many of them are at a standstill. How to follow up after the quotation to get a deal?

In fact, the transformation of foreign trade inquiry is based on the word "accurate". Only by finding the right direction can we transform the order.

Therefore, to improve the transaction rate of foreign trade inquiries, the analysis of foreign trade inquiries is very important, so as to better identify buyers, find suitable customers, and write replies according to customers' psychology and needs, which is easier to impress customers.

Moreover, the energy invested in foreign trade inquiry should be differentiated, and the resources and energy should be invested in high-quality customers who are really capable of placing orders and have long-term development potential.

How to identify "good or bad" inquiries

1. Foreign trade inquiries with clear customer objectives that can place orders in the short term

The authenticity and urgency of customers' procurement needs can be clearly understood through the inquiry letter. If the product information inquired in the inquiry letter is very detailed, such as the product style, function, certification, specific parameters, etc., and it is found that the customer has a very deep understanding of the product and industry, and has a very clear description of the delivery date, the quantity of the order and the payment method. For such precise customers, we should pay high attention and attention, because if the price is reasonable and the professionalism meets the requirements, Such customers can often place orders quickly in a short time.

2. Inquiry of potential customers

The so-called foreign trade inquiry of potential customers means that they will not place an order in a short time. For this kind of inquiry, only the due price list and regular routine maintenance need to be issued, and no special effort and expectation need to be invested. Generally speaking, potential customers are divided into the following categories:

A. Some large customers already have suppliers, and for some reason they want to add more suppliers, or they are not happy to cooperate with the original suppliers, or the price service of the original suppliers has lost its advantage. It is very difficult to win the orders of such customers. Unless their prices and products have a particularly obvious competitive advantage in the industry, the waiting period from inquiry to real deal is relatively long, The communication process will also be complicated.

B. Chinese goods are synonymous with good quality and low price. There are a lot of small and medium-sized wholesalers on the foreign trade platform. Find out the price of some goods through the network to see if there is any market opportunity to import these goods.

C. Some customers do not have orders on hand at present, but they want to know the information of Chinese suppliers and grasp the price trend, so as to prepare for the real order in the future.

D. Some grocery customers are not professional about the products. Maybe when his last home asked him for an inquiry, he collected the goods he wanted through the Internet. There are also some novice buyers. The purpose of making inquiries is only to collect information for future research on this product.

3. Invalid garbage inquiry

Ask for samples and peer inquiries. We must identify such invalid garbage inquiries in a timely manner to avoid wasting and losing energy and financial resources.

How to conduct customer background survey

Some salesmen saw that the content of the foreign trade inquiry was very simple, but after analyzing the customer's background in detail, they drew more conclusions. For example, although the customer was not a professional buyer, the sales channel was good and the purchasing power was good. After understanding the customer's background, find the entry point to communicate with the customer, reply to the buyer's questions, provide solutions to the customer's needs, and follow up continuously. A big fish customer has been successfully developed.

After receiving the customer's inquiry, you can find the customer's corporate website through Google, while Huacheng Creative's customer search can also find the corresponding contact number, registered email, social media account

Enter the customer's official website to get the following core information about the customer's background:

1. Product introduction page of the website

If the customer is a professional customer of our product, we can clearly see the correlation between the customer's product and our product through the product description on the customer's website.

2. About us page

Through this page, you can understand the customer's company history, such as the customer's sales market and sales channels.

3. Contact Us Page

More customer information can be obtained by contacting us on the page. You can input these customer information into SNS social networking sites such as Facebook or LinkedIn to see the rules of business activities and network evaluation of the customer company.

In addition, for customers with particularly high gold content, especially those with huge development potential, we can also choose customs data survey customers in order to understand customers more objectively and comprehensively.

In addition to the general customs data flow, the customs data of Huacheng Creative Intelligence also supplemented the export trend and product analysis, so that the search users can clearly analyze and compare.

Through customs data, we can know whether customers have purchase records in China, how often they purchase, how credit they purchase, who their original suppliers are, and what their core advantages are. Based on the price quotation and market analysis made on this basis, the success rate of the final customer transaction is naturally high.

How to take orders efficiently

After the detailed investigation and analysis of the customer's foreign trade inquiry, we can follow up the customer pertinently. There are also many skills to follow up the customer.

1. Professional and detailed preparation

For a professional real customer, the professionalism of the reply to the inquiry is very important.

Professionalism includes the following details:

A. If you are a supplier, show your company size, photos of exhibitions, famous customers you have cooperated with, R&D capabilities, and certification in your reply.

B. The product quotation shall be based on the type of customers, the strength of customers, and the geographical characteristics of customers.

C. Pay attention to the format and politeness of the email reply, and do not use the wrong words in English, which will reduce the professionalism.

2. Truly meet the interests and needs of customers

In the process of communicating with customers, salesmen should understand the customers' most real needs and puzzles for products and orders, try to solve these puzzles, and always think in a different way.

3. Sincerely provide high value content

Move customers through marketing rather than sales.

Marketing is not about sending a development letter and brushing the sense of existence. It is about sending valuable content to customers to help them find problems.

For example, tell a case that the company experienced personally. The customer lost $100000 due to not paying attention to the packaging. At this time, the customer will naturally think: Will I also have the packaging problem?

Of course, it is unrealistic to tell the case to customers by email, but it can be published on social media, which determines that social media is a good channel for market education.

So the content must be able to help the other party find problems, rather than blindly display the product.

Behind every foreign trade inquiry, there is a hidden order. It is a repeated and long-term process to analyze inquiries, reply and follow up.

In dealing with foreign trade inquiries, as long as we grasp the correct method, we will get twice the result with half the effort.