Talking about foreign trade development skills

A complete collection of customer development skills: (here is the way to actively develop customers)

1. Combined with your own product features and advantages, carefully select such free customs data query platforms as http://cn.greatexportimport.com/ and so on. To the buyer list, pick out the customer base that may be suitable for you. Your product features and benefits are your biggest draws to attracting new customers. And new customers are willing to contact you, there are no more than a few situations:

one is that your product is newly developed, the customer needs to add such a new product, the product itself is very attractive to the customer;

the other is that the customer is interested in the original supplier You are not satisfied, but you happen to have similar products available;

third, the customer's demand for products has increased, and the original supplier cannot meet the customer's demand for the quantity, and the customer needs to seek a new supplier;

fourth, your product is exactly the same Customers are importing, and yours is of the same or better quality, with a clear competitive advantage in price.

So in the face of hundreds or even thousands of importers, your choice is very important. Don't contact every family, hoping to plant a small income, but in fact, one family can't go deep. At the same time, the selection of customers must be objective, and do not contact the super importer when you do not have sufficient conditions and strength. There is still a so-called "right match" in business. Everyone wants to do WALMART's business, but WALMART still has a relatively high threshold for the selection of suppliers. On the contrary, some small and medium importers may be more accessible and accessible.

2. The mentality of contacting customers in a certain sense determines whether new customers are willing to have in-depth contact with you. Never give new customers a sense of rush. Don't make customers feel that your business must have new orders right away to survive. Business is also a kind of marriage. Only when both parties feel it is suitable can there be real business. We must give new customers such a feeling: we have stable sales channels, but our enterprise is enterprising and pioneering, and contacting you is to give you and me a new opportunity at the same time.

3. Contact the customer. If you have good English conditions, we suggest that the first contact should be made by telephone and fax as much as possible. By phone, try to find a purchasing manager or a specific person in the company's department that is specific to your product. Knowing his name and his fax is the first step. If the fax you send out contains a brief introduction to the recipient who is responsible for this type of product and your product, as well as your product website, and the buyer is not interested in your product Also interested, then he will definitely reply to you. In future contacts, you can conduct E-MAIL exchanges with specific personnel. Never contact customers by email or fax. The result of qun sending may be that there will never be a reply. At present, foreign countries are quite disgusted with junk mail and even junk fax, which is also an important reason why most importers, especially purchasing managers, are reluctant to disclose their e-mail addresses.

4. Establishing an English website dedicated to displaying products is very important for contacting and developing new customers. It can not only give new customers a detailed product introduction, but also avoid the expensive cost of premature product delivery. The more professional, detailed and specific the product content on the website, the better. It is even better to introduce the product's packaging, packing size, gross weight, and net weight, so that customers can see at a glance.

5. For new customers who have not placed an order for a while, don't rush, let alone give up easily. You can pass some new product pictures to customers after a certain period of time. As long as you do better than others, the customer is yours in the end.

Another few tricks:

The first trick is to properly arrange the appointment of the meeting -

Id like to make an appointment with Mr. Lee.

When you plan to travel overseas and visit a client, you must first notify the other party by letter. Before leaving the country, confirm the date and purpose of the visit with Telex or telephone. If it is a temporary decision to visit, also arrange through the other party's secretary, tell her: "Id like to make an appointment with Mr. Lee." (I want to make an appointment with Mr. Lee.) Let the other party be prepared for your visit , will be in the mood to negotiate with you.

The second move is to show goodwill and welcome to the communication opponent

--I will arrange everything.

If the communication is initiated by you, provide all the convenience of the opponent, so that the communication can be carried out in a friendly and harmonious atmosphere from the beginning. Especially when your communication opponent is from afar, you enthusiastically tell him: "I will arrange everything." (I will arrange everything.) Not only shows your sincerity, but also makes him not have to worry about room and board, etc. In the case of trivial matters, concentrate on communicating with you.

Step 3: Avoid interruptions during the communication process—

No interruptions during the meeting!

If the place of communication is in your company, please remind your subordinates not to make unnecessary interruptions during the communication process. Because too much interference can affect the willingness and enthusiasm to communicate.

The fourth measure is to observe etiquette

--Behave yourself!

When communicating, you should still abide by the general etiquette and maintain a good manner, which can increase people's goodwill towards you and improve your communication efficiency. In addition, poor sitting posture and looking left and right when the opponent is speaking are enough to make people have a bad impression of the body and reduce their interest in negotiating with you.

Step 5: Admit your fault at the right time--

Its my fault.

If you obviously made a mistake and caused someone big or small harm, an apologetic "Im sorry. Its my fault." (I'm sorry, yes My fault.) Usually can get the other party's forgiveness. Even if he is really annoyed, at least he can ease his emotions a little. Doing unnecessary excuses can only add fuel to the fire and expand the incident.

No. 6 Complaining is not vexatious

—I have a complaint to make.

Complaining to someone about something in a furious tone is likely to be offensive and counterproductive. It's really frustrating when the waiter serves the wrong dish, the hotel waitress forgets to tidy your room, and the delivery isn't exactly what you specified on your order. But getting angry won't solve the problem. It's better to tell the other person "I have a complaint to make." (I have a complaint to make.) in a calm and firm tone, and then tell him what happened.

7. The information must be substantial and complete

—We have a pamphlet in English.

Specific items are usually more convincing than verbal descriptions. When customers hear you say "We have a pamphlet in English." or "Please take this as a sample." , which in turn asks you a lot of product-related questions. If you usually collect comprehensive information, you will be able to answer your questions. This is very beneficial in business communication.

The eighth stroke eases the tense atmosphere

--How about a break?

When the meeting is tedious and tense because of the length, it is impossible to achieve a satisfactory result by doing a meaningless deadlock. If you can ask "How about a break?" (how about a break?) without interrupting the other party, the other party will readily accept it, and the tension will be resolved immediately. When you return to the conference table, you can continue to communicate with clear ideas.

No. 9 Be a thoughtful host—

You can use our office equipment if necessary.

If the communication is carried out in your company, in addition to providing a comfortable place for the communication opponent, you should try your best to cooperate with the opponent and provide him with services and equipment that are helpful for communication. For example, telling him generously "You can use our office equipment if necessary." advantageous.

The 10th trick asks the other party's opinion

- What is your opinion?

Everyone wants their opinion to be taken seriously. When you communicate with others, in addition to expressing your own thoughts, you can always add a sentence "What is your opinion?" (What is your opinion?) or "Id like to hear your ideas about the problem." (I I want to hear your opinion on this issue.) Not only will it make the other person feel valued, but it will also allow you to gradually reach an agreement through the exchange of ideas.

The 11th trick clearly expresses your thoughts and decisions

—I think I should call a lawyer.

If you cannot express your thoughts in detail in a communication situation, it will not only make the other party confused, maybe It will also make the other party think that you don't understand the actual situation at all, and lose interest in communicating with you. Imagine if you were describing the accident to the police and couldn't remind him "I had the right-of-way." (I have priority.) Or didn't tell him? I think I should call a lawyer." You should call a lawyer.) You may suffer a big loss because of this. There are many situations where you need to provide detailed information, such as: telling the doctor about your pain, telling the hairdresser what hairstyle you want, and explaining the characteristics of the product to the customer Etc. Usually pay more attention to the response of British and American people to such situations, your English in this area will definitely improve!

12th trick to find the crux of the problem

--What seems to be the trouble?

Any conflict or misunderstanding has underlying causes. Why don't your old customers order from your company this time? Why can't the other party meet your requirements? When this happens, actively explore the cause immediately. Ask the other person "What seems to be the troubte?" (is there any difficulty?) or ask "Is there something that needs our attention?" Is there anything we need to pay attention to? ) can show your concern about the matter. Knowing the crux of the problem, there is a way to communicate.

The 13th trick should have the sincerity to solve the problem -

Please tell me about it.

When a customer complains to you, what you should do is try to appease him. The best way is to express concern and sincerity in resolving his complaints. Your sentence "Please tell me about it" or "Im sorry for my error and assure you I will take great care in performing the work" (I am sorry for my error, and assure you that I will do my best to deal with it.) Make the other person feel that you are responsible and restore their trust in you.

The 14th stroke is a timely suggestion

- We'll send you a replacement right away.

When losses have already been incurred, timely remediation can often save communication from deadlocks and even lead to a successful agreement. For example: the goods you ship to the customer are indeed not what is indicated on the order, and you can immediately assure him "We'll send you a replacement right away." (We will send you a batch of replacements immediately. .) Or tell him "We can adjust the price for you if you keep the material." Consider your offer.

The 15th move is to confirm important details at any time—

Is this waht we decided? During

business negotiation, when the amount, delivery conditions and date are involved, in addition to confirming it with oral recitation at the time of the negotiation, after the contract is drawn up, it should be more detailed Take a look at it. Once you find any doubt, you should immediately ask the other party "Is this what we decided?" ." (I have to return this contract to you, no signature.) in protest. On any contractual issue, it is better to be wordy than vague.

Tip 16 When you don't understand what the other person is saying, be sure to ask him to repeat

it—Would you mind repeating it?

English is not our native language and it is natural to not understand. If you don't understand and pretend to understand, that's harmful. In fact, it is not difficult to ask people to repeat or explain it a little more clearly, you just need to say "Would you mind repeating it?" (Do you mind repeating it?), I believe that the other party will not only repeat it, but also slow down the speed.

If you still don't understand, then still use this old method: " Could you explain

it more precisely?" That ...?

It takes a lot of thought to continuously ask the questions that the communication opponent gives a positive answer, and finally guide him to give a definite answer to your main suggestion. Usually, if you communicate with your opponent's questions that are only beneficial to you, you will happily answer "Yes". Therefore, before you start a communication situation, you might as well think carefully about the conditions you want the other party to accept, and what are the benefits to him. Try to use "Is it important that ...?" (…Is it important to you?) Or "Is it helpful if ...?" (If ... is it helpful for you?) not getting his approval, then it is not difficult to get your suggestion to pass.

The 18th trick is to make appropriate concessions—The

best compromise we can maks is...

Communicate mutual concessions on both sides, the most common example is bargaining. The buyer wanted the seller to reduce the price by 150 yuan, while the seller only wanted to reduce the price by 50 yuan. No matter how aggressive your opponent is, you have to make one last concession: "The best compromise we can make is..." or "This is the lowest possible price .” (This is the lowest possible price.) Then stand firm, or you’ll lose something if you concede too much.

No. 19: Don't make hasty decisions

—Please let me think it over.

In the shopping mall, it is important to be trustworthy. Once you promise other people's things, you have to go back on them, which will create a bad impression. Therefore, it is important to think carefully before making a decision. If you're talking to a client about something you can't make a decision on, ask him to give you some time to "Please let me think it over." or "Would it be all right to give you." an answer tomorrow?" (Can I answer you tomorrow?) Remember, making hasty decisions often leads to serious consequences!

The 20th trick of saying "No"--No

, but ...

In business communication, when it is time to refuse, you should say "No." Yes, but..." (good is good, but...) to prevaricate, it will make the other party feel that you are not clear enough to promise, instead of politely rejecting. If you say "No, but..." it's easy to know that you're refusing, but it seems you can still talk. At this time, because you have used "No" to contain the other party first, you are in a favorable position for communication.

21. Don't urge your opponent to make a decision

--Stop asking "Have you decided?"

When your communication counterpart needs time to think about a plan, don't keep urging him to "Hare you decided?" (Hare you decided?) That way, you not only interfere with his thinking, but you may also irritate him. As a result, an agreement that could have been reached may have been in vain.

Trick 22 Silence is golden—

Silence is golden.

Silence is the most powerful answer to an unacceptable offer made by the other party. This indifference brings more pressure to communicating with the opponent than pouring cold water on him. Record the agreements reached one by one - Let's have the agreed items recorded. In order to avoid disputes or renegotiations at the time of signing, the items agreed in the negotiation should be recorded and circulated at the end of the meeting. Therefore, every time an agreement is reached, remember to remind the other party that "Let's have the agreed items recorded." We record the agreed items. )

The 23rd trick is too bragging, enough to fail

--Don't boast!

Negotiators often brag too much to negotiating opponents in order to reach an agreement. This situation is especially common when selling products to others. Customers buy products because they listen to your bragging, which in turn causes losses. The light ones will no longer deal with you; in serious cases, I am afraid they will sue you for fraud, which will not be worth it! So it's best to think carefully before making promises like "We can give you a guarantee 100 years."

The 24th trick is not to waste the time of communicating with the opponent

-- ...then I'll drive you to the airport for your flight at 7:00.

Before the communication starts, it is best to know the itinerary of the communication opponent in advance, and try to cooperate as much as possible . When you have discussed all the details with the client, you say to him "I'll have my secretary type the contract for you to sign at once, then I'll drive you to the airport for your flight at 7:00. ( I'll have my secretary type the contract for you to sign immediately, and then I'll drive you to the airport for the seven o'clock flight.) I'm sure he'll appreciate your thoughtfulness, so he'll take a cooperative attitude.

The 25th electronic procurement: the magic weapon of intensive management!

—internet is King.

Facing the increasingly frequent global procurement of multinational companies, many domestic enterprises lack experience in connecting with the global procurement system, and do not know how to enter the international market through the global procurement platform. Go to the e-commerce column of FOB Business Forum to select a suitable b2b site.

No. 26 When you reach your goal, leave immediately

—I'm glad to have met you, Mr. Lee.

If an agreement is reached and you still linger, there are two dangers: communicating with your opponent to change your mind; Say nothing, say the wrong thing. Therefore, as soon as the negotiation is completed, I will immediately end with "I'm glad to have met you, Mr. Lee." (Mr. Li, it is a pleasure to meet you.)

No. 27 Communicate with Confidence—

You can ask me any question.

Anyone who has a heart to communicate wants his communication opponent to be a pivotal figure. The most direct way to make your opponent think you are a decision maker is to tell him "You can ask me anyquestion." If you are not smoking all the time, or you are constantly coughing, the other party will definitely doubt the effect of his communication with you. Therefore, in every communication situation, you must be full of confidence.

The 28th move is to express cognition of the opponent's expertise and ability

--I know you are good at ....

Everyone takes pride in their talents. Show your communication opponent that you recognize his ability and hope that he will behave: "I know you are good at handling difficult situations, and I believe I can count on you." (I know you are good at handling difficult situations, and I believe I can count on you. question, and trust that I can count on you.) Trust that he must not want to let you down.

Trick 29 Talk about your opponent's problems in a positive tone -

I believe our experts can give you helpful advice for the problem in your company.

When your opponent is troubled by a problem and you can help him, the sentence "I believe our experts can give you helpful advice for the problem in your company." The power is also greatly increased.