New foreign trade customer development and ordering skills and ordering cases - Part 1

New foreign trade customer development and ordering skills and ordering cases - Part 1

Customer Development:

The source of developing customers is more traditional foreign trade methods, such as exhibitions, door-to-door visits, foreign trade B2B platforms such as the Made in China website that everyone is using, social tools such as LinkedIn and Facebook, customs data, Google search, etc.

Next, I will share with you a case: I successfully developed the largest retailer customer in the Middle East market through the exhibition.

Through the above methods of finding customers and the Made in China platform, we can find a large number of customers.

However, the scale of customer companies is large or small, and the quality of customers is good or bad. How do we judge which customers we need to focus on following up and cultivating?

We often say that you can only catch big fish by choosing the right pond, and choosing the right pond is 10 times greater than the effort.

Choosing the right customer can make our business development work more effective with less effort.

My tenet in the customer area: take every customer worth treating seriously and serve every customer worthwhile.

The subtext of this sentence is that not all customers are worthy of our serious consideration, and the value needs to be proportional to our service.

Of course, some high-quality customers cannot bring us the expected value and performance in the early stage of cooperation. The business of super customers cannot be done with one or two orders.

Therefore, before cooperating, we need to understand whether this customer is worth our training, whether he can meet the company's future development needs, and the salesman's own personal development needs.

Methods and suggestions for finding key customers:

How to judge whether the customer is worth our time to focus on follow-up? share some suggestions;

1. Project prospect: 

Whether this project is scarce, there are technical barriers in the industry or in a certain market, resulting in fewer entrants, but if we can do it, the future prospects and profits will be considerable.

2. The strength of customers themselves: 

large wholesalers, importers, retailers, traders.Wholesalers, or traders, they have a common feature, that is, the price is lower.

However, the order volume of wholesalers is relatively large, and the order volume of traders is not necessarily certain. It needs to be judged according to the strength of the end customers they are cooperating with.

Retailers, the price is relatively good, the size of the purchase, we need to first understand the strength of the customer itself.

How many retail customer stores, how large the store area, and how wide the business span is, such as how many countries it spans, which industries the group's business covers, and so on.

3. Current purchase volume: 

Judging customers' purchase needs from the monthly or annual purchase volume of customers purchasing similar products from their own company.

4. The influence of other suppliers in the customer cooperation in the industry:

Customers will choose suppliers, in fact, powerful suppliers will also choose customers. From the suppliers that the customer is currently cooperating with, you can inquire about the customer's business reputation and purchasing strength in the industry.

Customers with good business reputation and purchasing power are naturally our key target customers. We should consider digging the corners of others.

5. Urgency of need

For example, the customer's original supplier had problems, and the supply could not keep up. At that time, it was urgent to find a new supplier to supplement.

It shows that the customer urgently needs this batch of orders, and we also understand the real strength of this customer.

Then, we need to focus on taking time to follow up and strive to do business with customers.