1. Analyze customers
Analyzing customers refers to analyzing their purchasing products, transaction frequency, transaction weight, purchasing behavior, purchasing records, supplier details they have worked with, and competitor analysis.
So where can we obtain this information from analyzing customers? Foreign trade business can obtain the information you want from customs data, websites, search engines such as Google, Facebook, and LinkedIn, as well as social search product keywords, customer company names, contact names, and competitor company and contact names.
The next step is to filter the information you have mined and record it in categories, which is very convenient for you to follow up on orders in the future.
It is worth noting that information is updated every day, and today we cannot find the information we want. We will search again every few days. Record every task you do well, which can help you save time and keep track of the progress of each task.
2. Chat tracking
There are various ways to chat with customers, including phone calls, emails, Skype, and other social media platforms. Based on the information you have mined above, follow up with customers and pay attention to the frequency of chatting. Do not chat too frequently, otherwise it will scare away customers. At the same time, you also need to archive chat records and follow-up records.
3. Price reduction strategy
Within your acceptable range, lower the price appropriately to entice customers to place orders. If the customer really wants to buy, or if they are comparing and have not yet made a decision, perhaps you have succeeded. But make sure to reassure customers about your quality, otherwise they will think it's lowering the product quality to lower the price. So our premise is to provide customers with the most favorable quotation while ensuring the best quality.
4. Price increase strategy
Stimulate customers to purchase cheaper prices through price increase strategies. In fact, it's not really a price increase, it's just telling customers who are reluctant to place orders, saying that due to the rise in exchange rates, raw material prices will also increase, and the prices of products will be adjusted in the near future. If the customer can place an order in advance, the price will remain unchanged. This statement is used to explore the customer's reputation.
5. Notify customers in advance of price trends
Send an email or phone call in advance to inform customers that the prices of certain products will be adjusted later. Of course, it is best to have the products that customers want among those products, and we hope that customers can pay attention to the trend of product price changes.
6. How to track intermediaries
One characteristic of intermediaries is that they cannot directly decide to place an order. They also have end customers, and it is also possible that they are not targeting end customers. In this way, if the customer has any questions, they will ask you, and when the customer has no problems, they may have nothing to say.
(1) If an intermediary stops working on a project for a period of time, you can directly ask them if the customer has already purchased the product. The intermediary may feel embarrassed to tell you even if the customer has already placed an order elsewhere. You can directly ask them about a long-term cooperative relationship. If a customer has not reached an agreement, it does not mean that the cooperative relationship will stop. You can still continue to contact them in the future, but after asking, they told you, You will know whether to put in effort on this project or to push forward other projects.
(2) For intermediaries who have been in contact with you for a long time, you can ensure that they have a good relationship with you and have good market research and sales capabilities in their local area. For some customers you cannot win, you can directly contact this intermediary and tell them that they have contacted you and what products they need. You can help me negotiate and I will give you a few points of commission. If you actively seek business opportunities for the intermediary, how can they not help you? You should know that intermediaries are easier to obtain customer information than you, and it is easier to win customers.
(3) Regarding the quotation with intermediaries: Regardless of whether your intermediary has mentioned it or not, as long as you confirm that they are intermediaries, you must confirm the method of quotation with them. Whether you directly quote the final price, which includes the intermediary's commission, or you give your intermediary the lowest agent price, and then let them increase the price to sell to the end customer, these are best negotiated in advance, To avoid losing the order due to profit issues with intermediaries in the end.
7. Routine strategy, intentionally sending the wrong PI to the customer
Make a simple PI without writing any customer information. Write your own information. If you intentionally send the wrong product quotation to this customer, send it over without even using a title. Just Hi, please check the Proforma invoice and confirm it. If you don't need to say anything else, it means that everything has been agreed upon. All you need to do is PI and then the customer will make the payment.
Of course, it's best to offer a slight discount on the price in the PI. This way, customers are very likely to ask you questions about the PI, and you can pretend to be surprised and say, "I apologize for sending it to you incorrectly.".
If the customer is still indifferent, you can send an email in two days saying that you sent the wrong PI and just discovered it, asking him to ignore it. This move is mainly intended to stimulate customers and should not be abused.
8. Stimulate customers who have not placed orders with recent orders
Tell your customer about the product they are looking for, and if another customer has placed an order, let them know that you can offer them a discounted price. If you can place an order soon, you can also shorten the delivery time. Many customers are very concerned about delivery time.
9. Urge your customers to place orders based on the market situation in a certain country
Tell the customer directly that there have been many inquiries and high demand for your product in your country recently, and there is a good market to stimulate them.
If he is a purchaser in the company, you can confidently tell him that your product currently has good market value in their country, and you can help him expand the market. If you can recommend this product to the boss, you can help him make a profit and make the boss value him.
10. Change identity and communicate with customers
When you really can't win a customer, you can communicate with them with a new identity, a new email, a new English name, or even the name of your company. You can use this method to probe the customer and see what they are doing.
