Finding Customer Key Elements Online

The first step: screening the inquiry letter

Divide the letter of inquiry, do not receive the letter, we can divide the letter into several categories according to the possibility.

a. There is an address letter to ask --- This is a more careful and polite guest, who will call the recipients one by one.

b. There is a letter to ask the product - at least he clearly tells you what he is interested in.

c. A brief introduction to their company's background - that he is interested in your interest, 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. This will cause trouble.

The first step can be to screen out about 30% of potential target customers. If you feel discouraged, you can put it in the end and try your best.

Step 2: Reply to inquiry letter

The guest who is screened out, do not immediately send him a quotation or a catalogue according to his request. You can immediately reply to a counter-inquiry letter stating that you have received a letter from the other party, but some do not understand the place, the product, the style, and the quality. The understanding of the demand for quantity, quantity, etc. can be asked, and even ask him about the market, and the nature of the company, telling the guests that this helps you recommend him to your product. 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 obtained the information they want in the first step, they will not return to you. If he returns, then the success rate of your next offer will be higher.

The third step: quote

Quotes are given to guests who have replies, but at least 20% of guests should be aware of the quotations. Including guests is there? Buy something? Wholesalers, or retailers? 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.

Step 4: The guest received a reply and requested a sample

You can measure your company's regulations to respond to guests, mention sample fees as much as possible, or provide free samples, but the other party must pay the freight to understand the guests' sincerity.

Usually we can follow this procedure and go to the fourth step. Then the success rate of the guests will be very high. Most of our colleagues will communicate with the guests according to this procedure. The evaluation rate is about 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 customers in the form of MSN or ICQ, because if you have not met and communicated in this way, it is easy to cause unnecessary forms of misrepresentation 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.

Also pay attention to the following questions:

1. Combine your own product features and advantages, carefully select the customers in the data, and select the customer group that may suit you. Your product features and advantages are your biggest attraction to attracting new customers. And new customers are willing to contact you, nothing more than several situations:

First, your product is newly developed. Customers need to add such new products. The product itself is very attractive to customers;

Second, the customer is not satisfied with the original supplier, and you happen to have similar products available;

Third, the customer's demand for products increased. The original suppliers could not meet the customer's demand for quantity. The customers themselves needed to seek new suppliers.

Fourth, your product happens to be imported by customers, and your quality is the same or better, and the price has a clear competitive advantage.

So in the face of hundreds or even thousands of importers, your choice is very important. Do not contact each family, hoping to produce a wide range of income, and in fact the family can not go deep. At the same time, it must be objective to select customers, and do not contact the super importers without sufficient conditions and strength. Businesses still have the so-called "door to door". WALMART's business people all want to do, but WALMART still has a relatively high threshold for suppliers' choice. On the contrary, some small and medium-sized importers may be more accessible and close.

2. The mentality of contacting the customer in a certain sense determines whether the new customer is willing to contact you in depth. Never give new customers a feeling of urgency. Don't let customers think your company must have new orders right away to survive. Business is also a kind of marriage. Only when both parties feel that it is appropriate to have real business. Must give new customers such a feeling: We have a stable sales channel, but our company is aggressive and pioneering, and contact you at the same time give you a new opportunity for me.

3. In terms of contact method, if you have better English conditions, we suggest using the combination of telephone and fax for the first time. By telephone, try to find the purchasing manager or specific person of the company's specific department that is in line with your product. Knowing his name and his fax is the first step, if you send out a fax with a brief description of the recipient of the product and the brief description of your product and your product's website, and the buyer is on your product. Also interested, then he will reply to you. In the future, you can contact E-MAIL with specific personnel. Do not contact the customer by using mass mailing or faxing. The result of mass mailing may never be returned. At present, foreign countries are quite disgusted with spam and even junk faxes. This is also an important reason why most importers, especially purchasing managers, are unwilling to disclose their e-mail addresses.

4. The establishment of an English-language website dedicated to displaying products is very important for liaising and developing new customers. It can not only provide detailed product introductions for new customers, but also avoid the expensive costs of premature product delivery. The more professional and detailed the product content on the website, the more specific the better. Even the best product packaging, packing size and gross weight, net weight introduction to the customer at a glance.

5. For new customers who do not place orders at the moment, do not rush to urge them, let alone give up easily. You can pass some new product pictures to customers over a certain period of time. As long as you do better than others, the customer is yours.

Try to use as many search engines as possible when searching for customers online.

First, a good salesman can be a good foreign trade salesman!