Six details developed by foreign customers

The development of foreign customers is a gradual process. The steps are: development of channel positioning, release of international supply information, establishment of an English website, search for international procurement information, search for international buyers, recommend products to international purchases, and negotiate with customers. During the process of developing foreign customers, attention should be paid to the following details:

One of the details of the development of foreign customers: Screening customers, understanding the nature of customers The understanding of the nature of guests is the confirmation of the object of negotiation, so it is the basis of foreign trade negotiations and the key to the beginning and the end of negotiations.

(1). The nature of the guest includes: the situation of the country where the guest is located, the physical condition of the guest, the customer's sales market, the sales method, the purchase route, the purchase conditions and methods, and the content of the imported product.
(2). The physical conditions of the guests include: 1, import traders; 2, import distributors; 3, direct sellers; 4, foreign agent purchase agents.
(3). Customer's purchase cost analysis and possible status conditions. The purchase cost of the guest includes understanding the actual cost of the guest, the opportunity cost of the guest. The possibility of the situation must understand the customer's focus, the method of procurement, whether it is through a third party to control the flow of funds and quality control.
(4). The comprehensive advantages of our situation: Our analysis of the situation is also an understanding of the subject and theme of the negotiations; our situation includes our market position, product advantages, price conditions and our main advantages, such as ours is a large company. We have strong financial strength and product resources, or we are small companies or even intermediate traders. Our advantage is that we can set up our supply methods, our service items, and our minimum order volume. The advantages.
Our comprehensive analysis also includes the selection and cooperation of negotiators, the collocation of the primary and secondary negotiators, the collocation of Chinese and English, and so on, that is, the negotiation of at least two people.

The second issue of foreign customer development details: Customer information management In today's demanding management, information management (online data management) and applications are also issues that must be understood by foreign customers.

The first stage: Screening letters of inquiry, categorizing letters of inquiry, and not receiving letters, we can divide letters into several categories according to likelihood.
a. There is an address letter to ask - this is a more careful, polite guest, will be marked with the recipient.
b. There is a letter to ask the product - at least he clearly understands that he is interested in what your product.
c. A brief introduction to their company background - that he is interested in your interest and willing to let you know more about him.
In these kinds of letters, the person sending the letter is more attentive. At least he will respond to your reply. Can be included in the reply to the target customer.
a. There is no title or product name, just to tell you that you are interested in your company.
The standard format must be a random messenger. You are only one of the people he collided with.
b. At the beginning you will be asked to send quotation and samples.
Eighty percent of this kind of people did not do business.
c. Any unforgiving requirements, such as invitations, investment news, cooperation information, etc.
Many of these are friends of the third world who have just started to do business. If you are just a staff member, you can't make any decisions for the company. Don't waste this time. It will cause trouble.
In the first stage, about 30% of the potential target customers can be screened out. If other people feel discarded, they can be placed in the final position.

The second stage: In reply to the inquiry letter, the selected guest should not immediately send him a quotation or a catalogue according to his request. He can immediately reply a counter-inquiry letter stating that you have received the letter from the other party, but some do not understand it. You can ask about the needs of the product, style, quality, quantity, etc., and even ask him about the market and the nature of the company. Tell the guests that it will help you recommend your product to him. When replying, if you know the guest's first name, you can call the other person's name or MR. This action is to increase the response rate of customers and create more opportunities to interact with guests.
This action is very important. It means that if they have already obtained the information they wanted in the first stage, he will not return to you. If he returns, the success rate of your next offer will be higher.

The third stage: quotes, quotes for customers who have replies, but at least 20% of guests should know about the quotations.
Including guests is there? What to buy? Wholesaler, or retailer? If he can tell you that he often buys better quantities. When quoting, please be sure to reply to you regardless of the price, because it helps you understand if there is any room for improvement (here to be euphemistic, not charming). If the other party is looking for factories, you can follow Quotations are accompanied by photos of some of the factories. They have web pages that invite guests to visit your website. It is also necessary to let him know more about your products and scale.

Stage 4: Guests receive a reply from the quotation and request a sample. They can measure their company's rules and reply to the guests. They should mention the sample fee as much as possible, or they can provide free samples, but the other party must pay the freight to understand the guests' sincerity. .

Usually we can go to the fourth stage according to this procedure. Then the success rate of the guests will be very high. Most of our colleagues will communicate with the guests according to this procedure. After evaluating, probably the success rate is 50%, but due to the guests Too small for us, so most of us just use it to understand the market.

There are some taboos that must be avoided on the Internet to communicate with guests who have not met or have not yet completed a deal. Never communicate with guests in the form of MSN or ICQ, because if you have not met and communicated in this way, it is easy to cause unnecessary illusions or rashness, leading to the loss of guests. Domestic trade started late and coincided with the advent of the E era. Many young people entering the industry are very handy in using the Internet. Therefore, their communication methods have gradually become E-generational, casual, casual, and emotional, but This is totally different in the field of international trade. The business is realistic, cruel, easy to come, and easy to go to the information age, still need to carefully understand the experience, it should not be purely fortuitous, loss is not inevitable. If everyone can't understand the Internet is just a tool, it's not all about business. It is easy to lose yourself in the frustrations of defeat each time. What a pity to beat the young wing.

The third problem of foreign customers' development details: master reasonable quoting methods, product characteristics analysis and understanding

1. The product is an important condition for the negotiation (the real negotiation expert does not talk about the product). The analysis of the product is the analysis of the content of the product entity, the analysis of the functional status, the analysis of the status of the product, and the analysis of the status of the industry. Etc. That is to say, understanding of the external conditions of products and products is a very important aspect of our negotiations in foreign trade.

2.. Importers are not all professional to the product, but any buyer is professional, at least it feels professional, all in the supplier selection process is also hope that the opponent is professional, and is better than him More professional.
The principle and method of quotation

3..Quotation means the opening of our trading conditions in foreign trade negotiation, which means that foreign trade quotation not only means pure price, but also means trading conditions, especially setting of payment terms and negotiation of shipping conditions. , packaging conditions and other aspects.

4. Therefore, the principle of quoting in foreign trade negotiation is to give the other party a chance to offer a counter to the market, give yourself a chance to bear, and also set a negotiation content for the negotiation.

5.. From a methodological point of view, when we open conditions, we strive to achieve the status of stealing the concept. That is, when the guests want one-on-one, our conditions are one-to-many. When there is one-to-many, we are many-to-many. In the end it is a one-on-one end.

Details of foreign customers' development details: Effective communication and reasonable negotiation content According to the above description, we can understand that the negotiation content setting must be prepared in advance. Therefore, in terms of content, it is generally necessary to negotiate the following:
1, product
2, peripheral product status
3, modify the product's possibility and cost status analysis.
4, a basket of prices.
4, the establishment of trade conditions and the risk of commitment.
5. Payment conditions
6. Shipping conditions.
7, insurance
8. Others

The fifth problem in foreign customers' development details: The key to the completion of the transaction The key to the completion of the transaction is to grasp the negotiation process by grasping the rhythm and content flow of the negotiation, and at the same time, timely summary and final result setting and timely presentation.
Prepare our format contract, and urge the guests to sign and confirm on the contract when necessary. Although it is not formal, it is already a general transaction, and it should be noted on the technique to indicate the effective time and exchange rate of the contract.

Sixth, foreign customer development details of the problem: the development of customer points perseverance, seize every opportunity, pay attention to every detail of the negotiation mentality and skills.
1. Equality trading mentality, we do not want me to do 100% business, we only do 70% of the business of the guests
2. Cherish your chance
3, autonomously control the rhythm of the negotiations.
4, take notes carefully, and have a final result set in mind.

Therefore, when foreign traders deal with foreign businessmen, they are familiar with the cultural differences of different countries, concretely understand the characteristics and habits of the negotiators, and pay attention to the six details developed by foreign customers, and can make use of them in a clever manner, which effectively promotes the conclusion of orders. It is hoped that the six details developed by the above foreign customers will be helpful to foreign traders engaged in the import and export industry.