Routine 1: Establish a sufficient foundation of trust
What are the essential differences between us in sales and those on the streets who do sales promotion, which is to promote our products or services? We can communicate with customers at all times and establish trust like friends, but those people who sell on the street are strangers who want people to buy your products without saying a word? The probability is very low, especially low! Most people don't pay attention to these salespeople at all, and I believe that when you encounter such sales, you are basically in a state of indifference.
So, trust foundation is very important for buying and selling, especially for bulk trade like our foreign trade. It is necessary to have sufficient trust foundation. Think about it, customers need to make money from you, a person they haven't met before. Do we need enough trust?
So how to establish enough trust?
First of all, you should take the initiative to chat with customers. If you don't take the initiative with customers, customers will not take the initiative to talk to you, especially when they have no needs for a while. In daily life, you need to take the initiative to contact them. Talking with them is not just about products. Many times you can talk about more private things, and occasionally roast about your boss, This will make customers feel that you are very real and easier to establish some trust.
You can also use some tools to collect customer information first, and then use this information to achieve effective communication with customers, making them feel that you are well prepared. For example, some search software, one click search for suppliers, get customer websites, view the actual size of customer entities, check customer import and export records over the years, and automatically add LinkedIn friends. Obtaining this information allows you to easily follow up with customers.
Then it's about showcasing your daily life in the space of your chat software, and even showcasing more of your company's daily life and your factory's daily life. Customers are more interested in these things, and you can proactively send them to see if they find them and see if the results are good. What they find themselves is more likely to earn their trust.
The statement that interaction generates trust is absolutely correct and can be regarded as a treasure.
Trick two: putting benefits first, it's better to compromise attitude than to compromise benefits
This has actually been said many times. When customers are fixated on pricing, many times they don't insist on your own interests. Of course, there are also those who can't lower the price, but most of them just want to take advantage of it. In fact, they want to see your willingness to compromise, see your sincerity, and see the importance you place on them. At this time, whether you can lower the price or not, you need to first soften your attitude, don't stick to it, and whether you can lower the price or not. In terms of attitude, you need to compromise first. Even if you insist on lowering the price, the lost benefits from the price can be found elsewhere.
We can talk to customers about quantity, delivery time, shipping costs, and other aspects. The best state is to be able to make customers feel comfortable without losing too much profit.
Trick three: Everything that has not been recommended is new
Some people always recommend the latest products when recommending products to customers. Of course, it is not wrong to focus on new products, but it is also possible to introduce some previous products to customers. For customers, these old products may also be unfamiliar and they may be interested.
For customers, your entire company is unfamiliar to them, let alone products. Therefore, when introducing products, do not limit yourself to new products. Many old products are also worth introducing, and buying and selling are benefits. As long as it is a profitable and profitable product, customers are willing to pay. Compared to previous products, you can offer lower prices, which is more attractive to customers.
Also, when introducing a product, it is important to describe the key details. For customers, it is not just a general overview that is attractive, but they often care more about the details.
Developing and following up with customers is a long and arduous process, and we need to constantly learn and accumulate experience to better do our foreign trade work.
