Many newcomers who have just entered the foreign trade industry have taken the business cards of the guests at the exhibition to follow up, sent dozens of e-mails and faxes every day, and received few responses. A lot of guests had no news after they sent the samples. How to deal with this phenomenon? How do you follow the effect? It is the top issue after the show. Here are the opinions of some senior foreign trade managers:

Customer Management Follow-up Skills First, make a good screening, do not blindly follow up First, detail the details of the negotiations at the trade fair, and first determine how strong the customer's desire to buy, that is, to distinguish him clearly. Is it a "real buyer" or a "buyer who is inquiring about the market?" Some customers actually have a long-term stable supplier. In fact, he only puts you as a reference for quotation. Special attention should be paid to such customers. For these customers, my personal opinion: not only do not quote, do not even give information. Because spending too much time and energy on such customers is not worth it. I do not deny that there are customers who are “sincere and sincerity,” but with my experience in foreign trade, there are too many customers who cheat “color” (price, price) to cheat “color” (samples, data) and are not worthy of pursuit.

For true and false buyers, you can discern through conversations (interviews, telephone calls, faxes, E-mails) (the condition of this method is - you respond to the questions asked by the guests): True or false? Experts or raw? Just ask him a few key questions, such as: product specifications, technical parameters, the price you want to accept, the quantity you plan to order, what brand to make, whether the brand has influence in the local area, and which companies in China have had business How long does it take to do business with China (that is, whether it is "China Express"), etc. These can roughly distinguish between customers' true and false, actual and imaginary, and large? "And" small.

The business cards provided by foreign companies can also determine the strength of customers. For example, where the company is located in the city's location, there are several telephone lines, fax lines, and there are no own websites. Are they retailers, wholesalers, or importers? Did you represent some famous brands in the local area?

Customer Management Follow-up Tips 2. The need to place an order may seem simple, but it is actually difficult. How does your product or service make the customer feel that it is very necessary, that is the level of sales! How to make your customers feel that buying your products and services is their best choice or that buying your products or services can give a big reward. If customers think so, then they will definitely give you the first time. single!

1. What are the advantages of your company's products for the same type of product? 2. In addition to the advantages of the product, how is your price and delivery time on time? 3. Does your company have some international certification? 4. Does your company have cooperation with well-known companies in the industry? 5. Are you working harder than others? As long as you can take more consideration from the perspective of the guests, you will find that your hard work + hard work + unremitting efforts, you will find that the difficulties have been away from you.

Customer Management Follow-up Skills 3. Don't Unconditionally Say. In order to save costs and other factors, do not send samples to guests immediately. Although most of the samples are free of charge, the courier fees may have to be paid out. First, communicate with the guests via fax or e-mail to find out how much he knows about the product, how the foreign final consumer responds to the product, etc. All of this depends on his own judgment to determine whether the guest is a real buyer and send it again. sample. If you are in a hurry to ask for a sample, then discuss with him to do "to pay", the real buyers will not care about this cost.

Customer Management Follow-up Skills IV. Persistence, patience, and enthusiasm will bring you last-minute success. Participate in professional exhibitions in the industry. You will encounter the same European guest each time. He contacted him from the first meeting until he took the first trial order and spent a year and a half. This guest now purchases 10 containers of goods in our company every month.

In fact, there are many customers on the Canton Fair that are not your customers. And there is no specificity. Under what you said, I think the key is to master business skills. Based on a careful analysis of customers, I constantly contact with customers to help them. Solve the problem from the customer's standpoint.

Customer management and follow-up skills 5. Maintain a good attitude and not be negatively affected Customers who do not respond or respond negatively do not need to care too much. There are too many customers like this, they have their own eyes, not real buyers; some may have no intention of making a deal for the time being, but as a seller, we have reached the goal of wide-ranging, and the first quotation can make Our business is safe.

According to my experience, customers receive many faxes and emails from you but they don’t respond. It’s not because the customer is despising you, or what you’ve done wrong, that’s wrong, but because the product you provided cannot satisfy the customer’s current demand. At this time, what you should do is to explore the current needs of customers, provide more products, more information for customers to choose, do not blindly act, seize the products or information that you have already provided to customers, and constantly urge customers to respond . Once the product you provide meets the customer's needs, the customer will naturally come back to take the initiative to find you, especially European and American customers, this situation is very common.

In addition, you can't be frustrated because the customer doesn't reply, you must have confidence, and you have to make unremitting efforts. Self-confidence helps you make the right judgments and decisions. For example, just starting to do foreign trade is like walking alone in a dark alley. You don't know how far you have to go before you go out. But once you walk out of the alley, you will find a bright and bright sky ahead. Only really hit the road.