There are many different ways to find foreign trade customers, usually find foreign trade customers mainly through the network, advertising magazines and other channels to find foreign trade customer sources, with the phone to contact feelings, understanding of the real needs of foreign trade customers, to establish trust, to win orders.
Through the phone to find foreign trade customers is not the same as randomly make a lot of phone calls, it needs a certain strategy and skills.
1 ⒈ to foreign trade customers to pay attention to what to call
A: First of all, enough self-confidence, believe that they have the ability to do a good job of this, because sales involves negotiation, enough self-confidence in order to do a good job of their own negotiation work.
B: call the foreign trade customers to know what they want to do? What are you going to say?
C: call or answer the phone when the first to regulate their own state of mind, not too nervous.
D: voice, tone, tone, enthusiasm, emotional state, infectious and so on.
E: control the phone time, simplify your conversation content, to ensure that the effect of the conversation and good benefits.
In fact, in this process, your voice is very important, confidently imagine that you can control the entire process of conversation, voice tone of the imitation and control is very important, while believing that the products and services they promote can really help their foreign trade customers.
2. When is the most appropriate time to make a phone call to a foreign trade customer? There is no set formula, there is no most appropriate, the key is to look at your mood, when you feel appropriate is appropriate.
3, before the call as a salesperson we must master the product knowledge. Of course, to understand the performance parameters and use of the product and how to find foreign trade customer base requires a certain process.
4, should understand the nature of foreign trade customers, information, A: trade-based: business projects? B: production type: production products?
5, how to make a good phone call to find the right foreign trade customers: should start from the decision makers , but often our sales staff in the telephone marketing suffered from the front desk or irrelevant personnel blocked and frustrated. The receptionist is always blocking us and decision makers to make substantive contact outside the door. This is where you have to improvise according to the reaction of the other party. (Telemarketing breakthrough receptionist six strategies)
A: overcome your inner obstacles, do not feel that the buyer's business is your parents, you do not dare to take offense, to remind themselves of the quality of our products is first-class, the best price, is to provide foreign trade customers with good supply channels, good service.
B: pay attention to your tone of voice, as if you were calling a good friend: Hello! Mr. Zhang is there? Do not say: "I am XX". Say the name of the business.
C: Avoid answering directly to the other side of the foreign trade customer interrogation, the person who answered the phone will usually ask you three questions: Who are you? Which business are you? What's the matter? If you do not answer these questions directly, they do not know what to do. I'd love to tell you, but it's so important that I have to talk to him directly.
D: Make strange moves on foreign trade customers and go roundabout; catch the person who answers the phone off-guard, don't sound like a salesman, make some strange moves to make the other person lose their guard.
For example: The other party: "This is so-and-so enterprise, hello!" You: "Hi! Mr. Zhang is here?" The other side: "May I ask which company you are from? Looking for him what is the matter" At this point you are very confused and said: "I do not know, just now I was answering the phone is he called me, only left the phone number said to be what relay, so I just call to find her.
E: in front of foreign trade customers to pose a high profile, strong pass. "You talk to strangers on the phone are like this? Did your old boss tell you to be like this?" "You help me to transfer the phone before, but also want to know about my personal what things"
F: If the buyer is not in or not available, do not leave your name and phone number to answer the phone to the person who calls, and then call later. Because the person who answers the phone knows that you are selling a certain product, he will not give you the person in charge, and the next time you call happens to be the one who receives it, he will simply find an excuse to say that the person in charge is not in.
6, to find foreign trade customers in charge of how to talk (4 points), the purpose of their own phone calls to make it clear that, generally as long as the use of this area of foreign trade customers will be interested in your topic, at this time they are mainly concerned about is the price and delivery time. Quotation is not easy to report, to understand the other side of the enterprise through telephone conversations after the procurement of verbal quotations, for example, whether they are used every month, each time how much is the dosage, whether or not the price of tax included. Now who is the supplier, with us there is no competitive advantage ...... and so on.
A: you call the foreign trade customers, the person in charge of a refusal to do? In your confirmation of their enterprises in use) after a period of time to call again, may be at this moment he is in a bad mood, perhaps the next time you call over, not the last time the person who answered. The attitude of the two people could be completely different! Really can not tell yourself should make the next call rather than in this one to make themselves feel frustrated and disappointed on the phone for too long! Move on to the next foreign trade customer, the next one will be better!
B: price and delivery problems, I buy 3 dollars, why do you buy 5 dollars ...... in the case of your understanding of the market price of ...... self-play
C: with other brands, why do you want to use your brand, and your price is good! What's more, the price is so high. Introduce the performance advantages of the product, (contact action times) usually also need to collect more other brands of some relevant information.
D: telephone sales, how to establish trust with foreign trade customers? General small and medium-sized enterprises are worried that they will be cheated lack of hair security, a heard that is out of town, he may be an excuse to say that it is too far away from the delay in the delivery of the problem, to solve the best is more phone calls, and each other when communicating with each other to show sincerity, from the heart, it is especially important to learn to listen, do not always want to think of what they want to talk about.
7, as a salesperson, to do timely psychological assessment of foreign trade customers and think differently, stand in the position of foreign trade customers to consider the issue, put your heart in the right place, if it is yourself, will accept?
8, telephone follow-up, closer to the relationship with foreign trade customers, not necessarily every phone call to talk about business, try to make friends with each other first, but remember is to make friends is to make friends, to make each other feel that they care about each other rather than looking for benefits. 9, as a salesperson, how to do a good job of extra work outside of working hours.
A: Each and a foreign trade customers to complete a transaction, they do a good job of organizing records, and regular telephone tracking, in order to understand the foreign trade customers of the next purchase plan.
B: Each employee should do their own weekly, monthly, quarterly and annual summary and weekly, monthly, quarterly and annual plan, the summary and the plan should be completed in accordance with their own ideas, and should not seek to cope with it, indiscriminate.
C: There is time to read more relevant books to consolidate their professional knowledge.
The development of foreign trade customers is a gradual process, which involves communication, negotiation skills, mentality, interests, cooperation issues and so on. Therefore, it is necessary to constantly accumulate experience in order to be able to swim in the successful development of foreign trade customers.