Frequently foreign trade partners will ask me these questions:
1. Google development of customers, is each customer to investigate the background in-depth and then fine hair, or coarse hair and fine hair in accordance with a certain ratio?2. After receiving the inquiry, how to arrange the processing time?
3. How to improve the efficiency of developing customers?
So let's talk today, about Google's initiative to develop and deal with those issues in the inquiry.
1, Google development of customers when the first customer grading
Google development of customers, we can not do to all customers are fine development letter. So you can follow the search results of the relevance of the customer grading, that is, open the customer's website to view the customer's product match.
For example:
Class A customers do the same with your products;
Class B customers do half or part of your products;
Class C customers are only a small part of your products, and the other is the same industry, different types of products;
Class D customers may not be able to find a specific Web site, but there is information that indicates that the product, there is contact information. This product, there is contact information.
Then you can fine develop AB customers, C customers can be roughly check.
The reason why I said to roughly check the C customers, because this type of customer business scale may be relatively large, although it may be only one or two types of products in line with your, but the amount of imports is considerable, so it is also part of the development can be fine, but also can be C and AB to go.
AB further look, in the industry and market familiar with the premise of the large and medium-sized brands, a look at the know, as for small brands and then look at, gradually fine.
This will of course cost more between, which involves how to rationalize the arrangement of time and management work.
You can limit the area, such as one or two days to do a regional search, the customer will be simple classification.
Then you can send out the CD category roughly, and then spend two or three days to develop the AB category of customers finely.
2, after receiving the inquiry first classification
We all know that the importance of analyzing the customer is indisputable. But if there are too many inquiries and each customer has to be investigated and analyzed before responding, this alone will take up a lot of time.
Assuming that there are 60 inquiries a day, and that each inquiry takes only 5 minutes to investigate, at least 300 minutes will be spent on investigation. Not to mention the fact that it is impossible to analyze every customer's inquiry in as little as 5 minutes, and it will only take more time.
First of all, make a general categorization of the inquiry.
For example, a simple please send me pricelist, such as detailed product information, specifications and quantities of the inquiry.
So for the former type of inquiry, you can simply reply:
I'm glad to receive your inquiry, I'll sort out the latest pricelist for you as soon as possible. (sort out the latest pricelist for you as soon as possible).
This allows time for processing.
For inquiries with detailed information, you can look at the mailbox, check the customer's website to make a judgment, and check whether there is any missing information that needs to be asked. If there is, quickly reply to the inquiry to confirm, so that you can further see the other party's intention, of course, also have time to check the background.
The complete inquiry can directly see the customer's professionalism, this kind of very professional customers should be well-known in the industry, then how to report also have a number.
These prerequisites, of course, need to look at the degree of your understanding of industrial products.
3, improve the efficiency of the development of customers
Some people can search for a dozen or two dozen customers a day, and respectively, investigate the background of the customer to send a development letter, but also have time to busy with other work; and some people write two or three development letters a day feel overwhelmed.
Particularly newcomers to foreign trade, for their own development of customer inefficiency is very agonizing.
Then there is no good way to improve efficiency?
The cause of inefficient development is: not planning the search for information, and summarize the work of grading.
As mentioned in the first bullet point earlier, not all clients require a refined development letter, and similarly, not all clients are worth the effort of digging deeper into background information.
Start by planning your search task, either by making a list of programs and searching them one by one, or by region.
The search for customer information first organized into a document, and then a rough understanding of the customer's website to initially determine the counterpart with or without grading.
The counterparts to do background checks, looks like the edge of the or not so good judgment on the rough hair.
Search ideas and programs do not do a good job, the efficiency is naturally low.
I hope that today's sharing can help you foreign trade people to improve the efficiency of the development of customers. 2021 we go together!
About Us
Made-in-China.com was founded in 1998, developed and operated by Focus Technology Corporation (002315). By the end of 2019, the website has more than 12.1 million global buyers, with a monthly average of more than 1 million buyer inquiries in 220 countries and regions around the world.
(This article is synthesized and organized by MIC Foreign Trade Circle)