There are tens of millions of ways to do foreign trade, but if the foreign trade customers can make one order after another, the foreign trade people need to make more efforts, study strategies, and use unique ways to do foreign trade to tap the customers’ potential orders.
Some people once said that foreign customers are hens, orders are eggs, and foreign trade salesmen are breeders.
The breeder usually expects the hen to lay eggs every day, so he will often touch the hen’s bottom to see if the hen can lay eggs today. However, it is not enough to touch the bottom of the hen to lay more eggs. The breeder may have to make the hen eat better, let a cock keep company with it every day, or turn on the lights before it is light …
The same is true for foreign trade salesmen. If foreign customers want to place more orders, they must pay more attention, study strategies and take some measures to tap their potential orders.
Actively recommend other products to customers Top Sales: after new guests place orders, subsequent maintenance is very important. My practice is to recommend other products of the company to the guest after the first order. For example, the customer’s first order is underwear, and I will tell him that we also have children’s clothing, pajamas and other products. The purchasing division of foreign companies is often very clear. The guest may only be responsible for underwear, while his colleagues are responsible for pajamas and other products, so when he knows that we also make pajamas and children’s clothing, he will usually introduce them to his colleagues.
In fact, it is very important to know the customer. I usually know whether the customer is a trading company, a shopping mall or a supermarket. If it is a supermarket, he will definitely not only make underwear, there must be many other series of products. Therefore, I will recommend to him the product range that the company can make. Since we have already cooperated with each other for the first time, both parties have a clear understanding of the cooperation procedures and the guests also trust us, so when you recommend other products to him, he will be willing to accept them and will generally make inquiries to you as long as there is any need.
The other is the timing. Our products have a seasonal ordering season. I usually ask the customers when the subsequent orders are, and whether we need to make samples in advance, 2-3 months before the next ordering season. The company has a research and development department, and we will provide the sample product draft to the guest in advance for his reference.
Xiaobian thinks that through this interactive communication, the company will open up some new product markets and cooperate with customers on more types of products.
Maintain customer satisfaction on the premise of ensuring quality.
Top Sales: It is very important to maintain the customer relationship, but I think we must ensure the quality of the products. The quality of the products is the most important thing for customers to have subsequent orders. Some factories attach great importance to co-opting with customers, but they produce “junk” goods, which makes it difficult for customers to renew their orders. Because the customer’s main purpose is profit, if he cannot sell abroad due to poor product quality, it is useless for you to make friends with him again.
After ensuring the quality of the products, I have two main ways to maintain the customer’s mood. First, when I meet foreign festivals, such as Christmas and Thanksgiving, which they attach more importance to, I send some electronic greeting cards to customers to greet them. The second is to give some gifts with Chinese characteristics, such as tea, to clients at exhibitions such as Canton Fair. These gifts need not be very expensive, but the packaging must be good-looking. Through these practices, customers will feel that you put him in a very important position and will consider cooperating with you first when there are new orders.
In addition, when maintaining customer relations, you should also try your best to meet his price reduction requirements. For example, his cooperation with other factories is USD, while his cooperation with you is USD 1, but he still cooperates with you. This is mainly due to the good relationship between the customers. If you can do the same with the dollar, it is better to lower it down, which will make the relationship longer.
Keep track of valuable customers Top Sales: our company mainly exports sportswear. As for how to let customers renew their orders, I think the operation mode is similar to that mentioned by the previous several, that is, we keep telling customers that we have other types of products. I have an American customer who met at the canton fair. after the first order, their purchasing season was almost over. I told him that we still made leather garments and he asked me to provide sample garments. Later, the customer made another leather garment list. Therefore, by telling customers about different kinds of products, not only can the previous cooperative orders be carried out in an orderly way, but also the products in different seasons can be expanded.
For the cost of sample clothing, customers will usually pay, but if the customers are not satisfied with the repeated proofing several times, I think such customers should be carefully considered, and I will usually snub him. Therefore, it is very important to judge the customer, otherwise it will waste your time.
Top Sales: I agree with this question very much. Judge whether the customer is valuable or not. If you think he is valuable, you will definitely be given a large order in the future. Then the customer should follow up well. For example, I had a guest who followed him for a year and gave him at least 20 samples. Later he placed an order and now he is a big customer of ours. In fact, in the process of tracking, customers are also looking at you. Especially for some big customers, he will spend a long time to evaluate a new supplier, such as the clothing industry, and the customer evaluation time usually takes half a year.
Regarding the customer’s repeated modification of samples Top Sales: I have different views on the idea of “snubbing customers after repeated proofing several times”. I don’t think doing business with foreign guests should have too obvious a purpose. Because at first, they are not familiar with each other and need a cognitive process. In fact, the customer’s repeated modification proves that he is interested in this product, because if he is not interested, he will tell you to contact again after receiving the sample. Repeated revisions show that he is very careful and careful, and the possibility of placing an order is greater.
In fact, doing sales is doing service. Customers have raised questions, and we have to deal with them carefully whether there is such a thing or not. First stabilize his mood, and then implement whether there is such a quality problem. If there is a problem, correct it. If there is no problem, we have to have a good talk with the guests. In addition, we have to maintain a state of mind, not to provide samples to the guest must let him order. Because he also wants to provide your samples to his buyers, and his buyers haven’t replied yet, you always have to ask him whether he wants to place an order or not, which will make him feel very embarrassed. If you push him often, he may not even dare to answer your phone. Therefore, it is easy to lose customers if the purpose is too strong and the pursuit is too urgent.
About Major Customer Maintenance Top Sales: our company also has a big customer, Martha of England. I think the secret of this customer is that you should provide him with the most sincere, fastest service and the best environment. Previously, we supplied him with linen suits. After proofing, the samples should be sent to their offices in Shanghai. He demanded that the sample must not wrinkle. In general, samples are delivered by parcel express, but it is easy to wrinkle when the parcel is pressed. In the end, I had no choice but to fly myself to Shanghai. Along the way, I held the sample clothes in my hands and sent them directly to him.
Therefore, in order to get the orders from these big customers, we must not only be competitive in price, but also have better products and services. Now this customer gives us orders of 3-5 million USD per year. At the beginning, we only made western-style suits. Later, there were more and more casual pants, casual shirts, western trousers and other products.
To keep in touch with customers continuously Top Sales: Our company has some foreign trade newcomers. After the customers place orders, they basically don’t communicate with the customers. They don’t tell the customers that I have already delivered the goods until the time of delivery. I think, in the middle of this process, we can talk more with our guests. We don’t have to talk about production, but we can talk about some everyday things with him. For example, this week you went to a place to play. The place is very beautiful. You can tell the guest that you can take him to the next time he comes and so on. During this process, you can also talk to the guest about the production, for example, tell him that the production is progressing smoothly and we can deliver the goods as scheduled. When the goods are about to be delivered, you can say to him, “I’m going to deliver the goods here, and you have to be ready.” After the goods are delivered, you can also tell him that the ship has left as scheduled and when it is estimated to arrive at the port.
In fact, the guest knows all these things, but it will make him feel that you are continuously concerned about his orders. When the goods arrive, you can also ask him, “how is our product? What areas need improvement? ” After a period of time, say 3-4 months, you can ask him how the goods are selling now. If he said it was selling well, you can say, “should you consider turning over the list?”
I think when you ask the customer if there is any follow-up order, you can say to him like this: “Our product is a new model and there are many customers buying it now. Do you want to have a look?” Of course, it is also necessary to know what the guest does, and it is useless to recommend something he does not need.
In addition, I don’t think we should recommend products to our customers. We can talk to him more about some irrelevant topics and then cut in slowly.
Have the opportunity to visit customers abroad Top Sales: It’s not easy to develop a new customer, so it’s better to spend more time maintaining old customers. No matter whether you do a good job of after-sales service or win over customers, I think you should do it well. In fact, the best way to maintain customer relations is to have the opportunity to visit them abroad. At ordinary times, we may all be dealing with their purchases, and sometimes we can’t get to the point, or he can’t make up his own mind. If we go directly to the customers, we can communicate with their bosses, purchasing, technology, etc., and we also have the actual samples of the past. This makes it easy to solve many problems.
Last year, we took advantage of the opportunity to participate in overseas exhibitions and went to five or six countries at one go, visiting customers who had not made it. I think the effect is still very good. In fact, we don’t need too many customers either. It is enough to cooperate with several big customers for a long time and then develop several new customers every year.
There are many ways to do foreign trade, but if you can make customers order one order after another, you have to work hard on your own!
Original Artical，Author：China Trade Agent，if repost，please give references ：https://offers-bg.com/make-customers-repeat-orders/
