Four stages of growth for foreign trade beginners

The four phases of growth in foreign trade are important at each stage, and they must all be gradual.

Stage 1: Familiar with the product

A good salesman has superb professional knowledge, and companies often ignore this problem and directly pull the salesperson into the salesman. This will bring to the company not only material losses but also reputational losses. Because guests always feel that the company is not so professional, it is not so trustworthy.

Therefore, as a new industry contact, we must start from the production workshop, learn packaging, material composition, specifications, quality and so on. In addition to the quality and characteristics of the product itself, we must also understand the sample production time, sample production costs, sample delivery time, production time required for the next large cargo, daily production, how many machines, workshop size, workshop staff's schedule, management system. Wait. Because when meeting foreign guests, he is very concerned about these issues.

Only after we have completed the first stage, will we be able to move on to the second and third steps more easily and ultimately gain the trust of our customers. With trust, there is a basis for business. Each large-scale enterprise will allow employees to exercise at the most basic level for a period of time, that is, to make employees become the company's long-term talents, and to arouse the passion of employees. Sometimes I often fall into this confusion, I do not know the product, what to do, only to drag the boss back to give a definitive answer, which greatly wasted the guests' time. The guest thinks that the business is inefficient and not professional enough. It is difficult for the guests to continue to care about you, especially for potential new guests.

Phase two: Familiar with the product quotation and reply mail

The quotation is listed separately because the quotation can indeed reflect many of our things. This is not only for our awareness of the product, because it involves a range of factors such as material composition, specifications and carton size. Often see the clerk is directly based on the customer's picture quotations, or select the product in the product store directly reported to the guests. However, the requirements of the guests are different. Some guests think that you are reporting too high, beyond their imagination, that you have made a big fortune. In actual fact, the price is due to the different materials selected; therefore, we must first do is the type of customer operating products, quality grades, so as to quote a price suitable for his taste.

Quantity adjustment: The price must be reported not only according to his material requirements, but also according to the quantity he requires. Sometimes guests can't confirm the exact quantity. We often give it the highest price. Why don't we give him a report in quantity, give him more room for a price, and give him more trade opportunities.

Product Quotation: Most salesmen have this problem. They always want to simplify the quotation, but there are some details that we cannot easily remove. Because guests not only need to know the product price, the specific specifications and models, the choice of materials, size, size of the outer box, packaging methods, trading conditions, the corresponding picture of the product. This quotation method is very complete, will not be directly in the mail Written in: ND-2155: 2.52$/PC FOB Shanghai, this will make guests feel that you are not professional enough, not serious enough.

Reply Quote Time: It is often required to respond within one hour of receiving the email, which of course is only for our working hours. Asian guests responded in the morning, European guests responded in the afternoon, and American guests responded in the evening. For the size of the guests, determine whether the mailbox is the company's corporate mailbox, corporate e-mail response, free e-mail reply. Giving guests a timely response to information habits, so that guests also pay more attention to your way of doing things. Now the development of the software more let us not open the mailbox once every two hours, because it will automatically collect. This has accelerated the efficiency of our work.

Stage 3: Processing Guest Samples

When the guest takes a look at our products, they will ask us to send samples. This is also a necessary process before the transaction. However, few domestic manufacturers can meet the requirements of their customers. They often replace them with alternatives. Materials need to be changed and their appearance changed because Chinese companies are reluctant to invest in the development of new customers. They just want to open the market with existing products. This kind of development of guests is difficult. Because we can not meet the requirements of foreign customers, so there are eight out of ten samples. I personally think that the factors of the enterprise account for too much. Therefore, we must examine whether we can do this If we can do our products, if we can't do it, we must tell the truth and we should not fool customers. Because once it is delivered, it not only brings pain to the guests, but also causes pain to the guests because the guests have to claim. Our reputation is also greatly reduced, and it is very difficult for us to do business with our customers. If the long run goes on, the entire company will only stop and its performance will stagnate. Therefore, we must ensure the quality of the product. This not only brought reputation to the company, but also brought performance. I believe that those well-known companies are supported by quality, not by low-price competition. Only in this way can a company be accepted by its customers and it can grow even stronger.

In addition to guaranteeing quality, we must collect sample fees. It is time-consuming and costly to make a sample for our guests. We do not have to bear all of our own responsibility. However, we must promise: Because we do business with our customers for the first time, we need to collect sample costs. However, after the order is placed, it will be returned in full. I believe that foreign guests will not be so obsessed with sample fees. The opportunity for such orders is also relatively large, because guests must also think about how successful the order will be before they pay the fees. This increases the order rate to 80% because of sample charges. Of course, in addition to larger companies, small businesses operate this way because small companies cannot compete with large companies in terms of financial resources.

Phase 4: Confirm the sample, place the order

After we took a crucial step, the guests confirmed the samples and gave us a very small order. We must grasp the production period, delivery time and product quality control. Timely feedback on production news to guests, timely charter booking, so that we can guarantee delivery, but also to ensure the quality.