New foreign trade customer development and order forming skills - next
New foreign trade customer development and order forming skills - next
1 The decision-making power of project docking personnel
In the process of contacting with customers, whether it is the boss, the project decision-maker, or the valet or purchaser who made the inquiries in the early stage of the audition work, the efficiency of our business development will be different.
The above-mentioned information on key customers can be obtained through customer websites, customs data, industry information, Google maps, freight forwarders that customers cooperate with, and direct consultation with customers.
At the same time, as a business manager, we will help newcomers in foreign trade in a timely manner in terms of customer judgment, and provide them with clear and definite support, so as not to miss the best business opportunity for important customers.
Everyone's energy is limited, and they can only put their limited energy where they are most needed to create better and greater performance for the company and themselves, and create better income for themselves.
Customer follow-up and forced order method:
The above sharing is how to identify our key customers, but when we know that this customer is our key customer, the next step we have to figure out how to introduce customers and make orders land.
Share some tips for client follow-up, how I follow up after we find a client.
First, effective follow-up:
After sending a message to a customer, if the message shows an unread status, first of all, you don’t have to deny yourself immediately, denying that it is a problem with your own data, or thinking that the customer is not interested in this business, etc.
The customer didn't read the information, we first understand the time difference and whether it is currently the customer's working hours. If we send an email, we can send it an hour before the customer goes to work, or during working hours, so that the customer will be easier to see.
In the early follow-up, it is recommended to slow down the speed, do not urge the customer to make a decision frequently, give the customer time and let the customer make their own decision, otherwise, it will easily arouse the customer’s disgust and pull you into the blacklist.
When the customer decides to purchase your product and enters the ordering stage, we need to stay online all the time, eliminate the customer's doubts in time, effectively meet the customer's needs, and then strike while the iron is hot to prompt the customer to place an order
Second, customer follow-up and forced order methods:
There are many reasons why the project has not progressed or has not responded.
It may be that the customer's project has not been taken down, or that they are doing market research and comparison, or that the procurement season will not arrive in 2-3 months. There are various possible situations.
The following introduces 13 methods of customer follow-up and forced order, hoping to help you:
1. Regular communication, such as an email a week, a phone call every two weeks, etc.
2. Ask about project progress
3. Recommend new products
4. Promotion special offer notice
5. Remind customers that the quotation validity period is approaching
6. Delivery time reminder: if the customer wants to deliver the goods at what time, when is the right time to place the order
7. Some business status of the company is shared, provided that it does not involve company secrets
8. Holiday wishes
9. Product technical update notice
10. Free sample offer and more
In addition to the above 10 points, we can also use the following 3 methods to follow up and force orders:
11. Invite customers to visit the company.
When the customer is comparing several products and hesitating about which product to choose, inviting the customer to visit the company can make the customer have a more intuitive feeling of the product and leave a deeper impression on him.
12. Video Advancement
For some large products, such as furniture, machinery and equipment, on the one hand, the cost of mailing is too high, and on the other hand, it is not convenient for customers to visit the company. We can use video to promote our follow-up and negotiation.
Shooting video of the production process, video of the production process, or video communication with customers, allowing customers to see the product and the job site from the screen, can enhance customers' confidence in the product.
13. Substitution follow up
When the customer no longer has expectations for continuing to communicate and negotiate with you, or you feel that your authority cannot meet the customer's requirements, you can introduce your superior leader to the customer, and let the leader communicate what the other party is dissatisfied with. What conditions and what price do you want to achieve to pave the way for a deal.
In short, customer follow-up is a patient work, which requires us to persevere for a long time. For example, some of our customers need to persist for several months, years or even 10 years to be successful in development.
