Newcomers to Foreign Trade Customers Experience

As a foreign trade newcomer, the first and most important point is to decide: What do you want to do? What do you want to do? Instead of what you want to do customers.

We often encounter such a situation, see what guests want to buy, go to find a bunch of this product. As a result, because there is no product direction and it is not professional, how can you find a good factory offer? Without the good price of a good product, how can the customer easily give you an order?

As a foreign trade newcomer, you have to remember three sentences: 1. You never know what guests are thinking (so don't bother to guess); 2. You never know what you are doing right (so don't shy away from doing things); 3. You never know what your customers are today and you will be a competitor tomorrow (so no matter how good the relationship is, some things should be kept confidential). The twenty lessons summarized are left to new foreign traders for reference.

1. When a guest complains that the price is too high at the factory, I always say a penny and a piece of goods and reply with good quality. After entering the trading company, I learned that the price is the hard truth, especially the big guests. The consideration of prices is definitely higher than the consideration of quality. And do not think that others can't do the price they can't do. You can get a penny for you here, and half the money for other factories. Taking the electronics factory as an example, there are more than 3,000 large and small in one place in Dongguan, Guangdong, and the choice of guests is very large. Therefore, when guests threaten to switch their orders without lowering their prices, do not think that they cannot transfer their prices at all.

2. If you say you want to audit the factory, your chance will come. Don't bother. Only big customers will check the factory before placing orders.

3. Don't oversold your current customers with your wishes.

4, promised to be done, even if it can not be completed but also to tell the guests in advance, do not drag the guests to ask before they say. Integrity is too important, not only the company, personal integrity is also very important, even if the list is not made, at least to maintain the integrity in front of guests, whether it is for business, or for their own future development will be of great benefit.

5, quotations should have skills. There are a lot of posts on this issue, but I don’t feel uncomfortable, because there are actually some factory operations that report prices to days (3 to 4 times higher than other factories!!). I also have the nerve to say that because of the high quality, I asked where exactly the good, and said the engineering staff is more clear, I do not know! ! The guests are not stupid, if the same price of MP3, quote is higher than Sony, who would be interested?

6. When replying to the customer's news, please reply in time. Even a reply in a popular format will let guests know the efficiency of your service and respect for the guests. Sometimes when you think about how to reply, the guests have already flown off the quotation. This is especially important for those who advertise on Ali or Global Sources and have a large number of daily trading services.

7, business SENSE is essential. This thing is more difficult to describe, simply to be able to find out what the most important factor is when guests consider whether to place an order.

8, do not easily say "no" to the guests. Sleek handling is a good choice. For example, the target price of the guest is really not to be able to do it, it can be said that "I will help you and the boss to fight for it", or recommend products that can reach the target price to the guests.

9. When I participated in the exhibition, I most like to go on the first day, because except for the first day, most of the exhibiting businesses are gone – and the price for the guests is almost exhausted. Those who think they have eye-catching eyes treat the guests differently. These are all fatal. Just a few days after the show, please give us 12 points and give each guest a good impression on your booth.

10, sitting in the office, repeating the same work, send e-mail, receive e-mail ... ... a lot of people did not have orders for several months, even a little clues are not. I believe that most salesmen have experienced such a situation. I had such a confusion at the factory. I came to a trading company and I realized that the original customer development had no purpose, that is, it did not focus on the key customers at all, but it was a general connection and it was naturally difficult to achieve results. To do business, before e-mailing new customers, be sure to confirm that your e-mail is valuable to the guest. For example, if you are a small, inexpensive gift and you want to develop the U.S. market, you must know that the target guest is WAL-MART, DOLLAR TREE, DOLLAR GENERAL... To do stationery, you need to know that the target guest is OFFICE MAX, OFFICE DEPOT... ...To do household appliances, we need to know about CIRCUITCITY, RADIO SHACK, STAPLES... These guests only need to take one and the business is enough for the boss to laugh for a few months.