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Online inquiry into real orders three tricks

2018-05-13 17:36:26

Customer classification and management of foreign trade experience Customer classification: Buyers who send inquiries through foreign trade platforms can usually be divided into: looking for sellers, preparing to enter the market, making trouble, information collection, asking for samples, stealing intelligence; When divided by region, it can be divided into: European buyers, North American buyers, Asian buyers and so on. In the process of online trade, the customers encountered are diverse, therefore, all customers should be classified, will help the customer management, transactions and services and the work before and after the launch so as to improve efficiency and enhance trading volume. Customer management: Because different customers have different needs for service and create different profits, it should be classified according to the customer's demand model and profit value, in the process of contact with customers, we must deeply understand the customer's various information, really understand the customer's needs and consumption patterns, especially the main profit to the 'gold customers'. Identify the most valuable and profitable customer groups and their most needed products and services, better configuration, improve products and services, firmly grasp the most valuable customers, to achieve the greatest benefits. 2. Effective follow-up inquiry of foreign trade experience 1. Distinguish between 'big and small' buyers and identify 'good and bad' inquiries. The identification of 'good and bad' inquiries of foreign trade experience can be considered from the following points: 'look at' the way of inquiry, 'look at' the content of inquiry, 'look at' the small details in the inquiry. Through the comprehensive consideration of the three aspects, so as to better identify buyers, inquiries, find the right customers. 2. Grasp the inquiry skills, timely follow-up, including careful treatment, timely reply. When replying to a new customer, in addition to answering the customer's concerns in the email, it is best to introduce the other information and website to the customer at the same time, so that the customer can have a more comprehensive and thorough understanding. Your inquiries to foreign businessmen must be prompt and accurate, following the following rules: accurate, comprehensive, specific, clear and polite. For the inquiry, we must keep follow-up, follow-up process, more important is to carefully understand a variety of possible situations, and actively take corresponding measures to stimulate, grasp the buyer's purchase intention, reach cooperation. 3. Bargaining with buyers in the process of foreign trade, product price and quality is the core of determining the entire order transaction, almost all new customers have a price cycle at the first time. In the quotation should pay attention to the following points: do not easily quote, pay attention to the way of quotation. In short, even if the price is acceptable, it must be more grievance and reluctance. If the buyer makes a counteroffer and you immediately drop it, they know there must be room to make a bargain, and then your price will be pushed lower and lower. Also, never show impatience in front of the customer, the more anxious you are, the more the buyer will bargain. Sometimes, the price negotiations, not necessarily the same day to reply, you can wait for a day or two. Bargaining with customers is sometimes a kind of psychological warfare, think of yourself as a buyer, more speculation about the buyer's mentality, empathy, there will be unexpected harvest. 4. Do not small 'order' small and not for small because 'small order' is often a lot of trouble, not much profit, so many suppliers will be 'small order' to limit or specify the minimum order quantity, or have special requirements in the payment method. 'Small order' may have become a 'hot potato' in the eyes of many foreign trade people, so, in the end is the 'pick up' or 'do not pick up'? Foreign trade experience of 'small order' to undertake skills, according to the enterprise's own situation, decide on the small order processing plan. For any small order, the operation procedure must be completed and fully documented and documented, including providing samples to the buyer. Keep a good attitude, patiently ponder the buyer's inquiry, play a due level to the buyer to leave the best impression, so that 'small order' into a large order as soon as possible! Sending samples of foreign trade experience Sending samples must bring corresponding costs, so before sending samples we must make a preliminary judgment of this kind of foreign trade inquiry to determine which samples are worth sending and how to send samples to better protect their rights and interests. 1. There is no need to send samples: (1) the first enquiry directly ask for samples and product quotes, these customers have a simple purpose: to cheat samples. To deal with such customers, it is best not to send samples directly, you can first send product pictures to each other to see, if you are interested in the product, and then talk about sending samples, which can avoid a lot of unnecessary trouble. (2) Some previously had no trade suddenly expressed interest in your products in the form of or fax, hoping to provide samples for testing, etc. 2. Should send samples: (1) their own trade, buyers. (2) For some large scale and well-known customers in the industry. (3) The buyer explicitly states that he will pay the sample fee and freight. (4) The buyer proposes to check all the products published on the foreign trade platform, and only the products that are close to its needs, and asks about the products required for purchase. 3. Whether to send or not: This kind of situation should be dealt with according to the actual situation. 4. Choose the best way to send samples: it includes sending sample preparation (sending sample confirmation, sampling principle, and customer confirmation of mailing address), sending method (air bag, air), sending payment method (prepaid, collect) and so on. 5. Avoid the sample after sending the sea: (1) after the buyer receives the sample, satisfaction is not only; (2) After the buyer received the sample, there is no reply (there are generally several possibilities) For this situation, we have to communicate with the customer in time, directly ask the customer is OK. So how do you avoid getting lost? (1) Timely notification is important. (2) Sample management. (3) Tracking the sample. (4) Establish stability with buyers. The sample summary of foreign trade experience, the buyer's attitude to bear the cost of sending samples, often can reflect its sincerity of cooperation to a certain extent, therefore, because of the selection of sincere buyers, reasonable samples, not only can promote the achievement of orders, but also avoid trade disputes between the two sides for the quality of goods.