Abstract Overseas markets are attracting more and more companies with their diversity and broad demand space. The author is engaged in the expansion and maintenance of overseas customers for some time, I hope to take this opportunity to explore the expansion of overseas markets. When it comes to the development of the international market, everyone may think first...
Overseas markets are attracting more and more companies with their diversity and broad demand space. The author is engaged in the expansion and maintenance of overseas customers for some time, I hope to take this opportunity to explore the expansion of overseas markets. When it comes to the development of the international market, the first thing that people think of is the search engine, related search software, B2B platform and exhibition.
Why didn't the customer reply?
Search engines and search software have a large number of customers, but when we sent emails with confidence, we found that thousands of emails did not even have a reply. What is the problem? For the search for such a large number of customers, many people use mass-sending software, or copy a lot of customers to send a group, the content of the mail is the same, even without the customer's name, no effort to find the relevant information of the customer, so as to discover What is the real need of the customer and what is the problem at the moment. For how we look for entry points to help customers solve problems, I am afraid that few people will sink to understand and think.
Then the answer is here: since you don't care about customers, you don't understand their needs, and you can't show the benefits that you might bring them. Why do customers return your emails? Second, the nature of this marketing method is actually sales. Modern people have long lost interest in the development of the industrial revolution, and they are very impatient and even resentful. If you really want to find customers by writing emails, then you must not send them in bulk, but you should send them one by one, write the customer's name, try to find out the specific needs of the customer, and what problems the company needs to solve now.
Which is the B2B platform?
In addition to mail communication, the second way we use is to mine customers through the B2B platform. This seems to be a matter of once and for all. As long as you register seriously, there will be occasional inquiries.
So how do you register carefully? During the registration process, your product description will show you the difference between your products and the possible benefits to your customers. Secondly, the pictures you match should be able to clearly show these differences. Again, you can compare your products to those made from higher quality (competitive) abrasives from abroad to show your quality to customers. At present, the B2B website for the overseas market, which is relatively professional in the industry, should be Ai Rui.
As for the quality of the enquiry, it is necessary to check out on your own. This kind of free B2B platform inquiry seems to come from India. The more common phenomenon is that the other party comes up and said that the purchase amount is several million carats per month, and then please quote the lowest price. It seems that the quality is not mindful. The quality of this inquiry is actually not high in many cases.
Please give the customer your reason
In view of the special nature of this industry, the author believes that the quality of customer information obtained at the exhibition is relatively high. However, many exhibitors may also find that they are very hot at the show. It feels that some companies will definitely become our loyal customers, but when you come back, you will write to the other party and you will not return. This phenomenon is universal, and the author has been thinking about the reasons.
Some of Keith Ferrazzi's views in his book Never Eat Alone should be worth learning. Keith Ferrazzi believes that it is necessary for someone who is in touch with what you think is valuable to write an email to him immediately after the meeting, even if it is a very short email, so that this person will be more impressed. However, we often write emails to customers after several days of the show. At this point, the customer may have forgotten who you are, let alone remember what you are talking about.
Secondly, in the conversation, try to get the guarantee that the other party can make follow-up contacts. For example: I will send you the price as soon as possible according to your request. Regardless of the price you think, please be sure to respond. I believe that through the efforts of both parties, you can agree on the price based on the quality level;
Once again, when you talk to your customers, you need to understand the customer's application, whether there are new projects, current major suppliers, and problems that we hope we can help him solve. The customer's concern is that we should work hard to solve it. Of course, in the conversation with the customer, it is necessary to carefully observe some of the client's body language to understand whether the customer is interested in the current topic, whether the customer's content is true or not. Private topics can't be ignored. They only want to interact with you and do business when they feel that you are worthy of being involved.
Finally, in the exhibition process, you should try to get more opportunities to contact with customers. For example, you can book a relatively high-end hotel near the exhibition hall, because many exhibitors will live there, so you may encounter the booth you just visited. Customers can also invite them to dinner.
In addition to the above, if the company's budget allows, it is also a good way to advertise and technical articles in industry magazines, and then participate in high-quality conferences or forums in the industry. This will let others know about your company, how your quality, how it is, what it is doing, how to know the industry, and so on. If the customer knows about you, there may be a lot to say when you meet, and you will feel more cordial, so it is relatively easy to establish contact with the customer. (Text / He Zongchao Enterprise Customer Service Specialist)
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