How should foreign trade salesmen track customers?

In the eyes of outsiders who don't know the industry, we call international foreign trade salesmen glamorous, or what a tall profession foreign trade translators are. For those who don't know foreign languages, this seems to be a mysterious world.

But only those who are in it know the pain. We should not only have all kinds of skills in collecting customer resources of major foreign sales platforms, releasing products and updating registered product information day by day, but also know the skills and life of optimizing products, repairing pictures and shooting pictures that may be reversed day and night at any time. The most important thing is that after suffering for a long time, customers can't ask about products, and suddenly there is no news. Then I don't know how to follow up with the customer. Talking too much about customers will blacken us and will not attract customers' attention.

So today, let's talk about how to better follow up with customers to improve the conversion rate, how to upgrade and maintain existing customers, let the other party have an impression, and think of us when necessary.

In fact, to learn how to follow up with customers better, we only need to know four questions, that is, when to track, who to track, how to track, and the purpose of tracking. As long as these four problems are handled well, they will generally be solved.

First of all, when to track, there are two points to pay attention to. One is the time difference of foreign customers. We try to send emails or chat software messages at the customer's work place. Instead of where we work, for example, when we talk to our customers in the United States, we'd better send an email to our customers after work at night, so that our customers may see our news as soon as they get to work. It will not be covered by other information. The second is the frequency of tracking, which should not be too close or too long. If a few messages are bombarded every day, customers may directly drag us down because of our interference. The most obvious example is doing WeChat business. A little WeChat business only publishes its own products, and dozens of messages are published in the circle of friends or WeChat group, which makes us have to brush other messages for a long time, so it is the wisest choice to simply block them.

But if the time interval is too long, customers may not remember us or think that we have changed careers. This also plays a negligible role in our customer transformation. So there must be a degree to grasp here. The tracking frequency for different customers is also different. This is the second question to talk about.

The second question is who to go with? We divide customers into three categories: those who have already made a deal, those who may make a deal and those who can't make a deal for the time being. For customers who have already made a deal, we only need to follow up after the customer receives the goods, adjust the price or expect the customer to have a purchase plan. In fact, what we need to pay attention to most is the potential customers who may make a deal, and we should pay special attention to their tracking. If the docking time with the customer has been determined before, ask the customer for relevant contents and decisions the day before the docking time. If it suddenly disappears, don't bombard it with emails, just follow the usual chat frequency. For customers who are temporarily unable to close the deal, follow up regularly. A week, a month, etc. Depends on one's schedule.

The third question is how to track it. If you know customers' preferences, and customers like to know something about themselves, start with each other's preferences. If you can't perceive the customer's preferences, it is excusable to talk about some topics, such as weather, family, mood, or some beautiful scenery, poems, sentences, jokes and so on. You feel better and you can attract customers' attention to some extent.

For example:

The fourth question is the purpose of tracking. No matter what we talk about, the ultimate goal is to sell the products to customers and get orders, so no matter which topic we start with, we should return to the products instead of just chatting with each other and finally just chatting. And forget your ultimate goal, and finally not only waste time but also run counter to it.

How to turn the topic to our products is actually very simple. When the conversation is almost the same, you can turn the topic around smoothly by saying a word.

For example:

The two most popular words in foreign trade, customers abuse me thousands of times, and I treat customers like first love. With the heart of selling white powder, I earn money to sell cabbage. I think this is the biggest feeling of many newcomers to the foreign trade industry.

In fact, as long as you can stand loneliness, there is still a lot to be moved and happy about. For example, the concern of foreign customers thousands of miles away, the trust in you and me, and the solution of problems after sleepless conversations with each other at night. These are things that others can't feel or feel.

So come on, foreign businessman. As long as we can enjoy loneliness and keep exploring. We will finally usher in our own spring.