Foreign trade market development and order receiving process: detailed steps and strategies

In the foreign trade industry, the market development and order-taking process is a systematic project, involving the full utilization of existing customer resources, precise positioning of the target market, and the formulation of effective strategies. This article will elaborate on the six key links in this process based on the content of two articles.

1. Statistics of high-quality old customers, predicting the amount and quantity of repeat orders

By analyzing the sales data in 2017, it was found that the amount of orders placed by customers that year reached US$20 million and US$14 million respectively, including trial orders from new customers. Taking into account the stability of old customers and the growth potential of new customers, the total order volume in 2018 is expected to be between 20 million and 25 million US dollars or 16 million US dollars.

2. Calculate target amount gap

Based on the set goals, there is a certain gap between the current forecast value and expectations. Specifically, the shortfall could be between $5 million and $10 million, or about $4 million. To fill this gap, companies can incentivize existing customers to increase order volume or actively seek and develop new potential customer groups.

3. Market development strategy

Market development not only relies on traditional marketing methods, but also requires the help of modern information technology tools. For example, use platforms such as Google, LinkedIn, and Instagram to collect information about potential buyers; for the European market, you can also obtain more detailed corporate and personal information through localized social networks such as Bundesanzeiger, Xing.com, and VK.com. In addition, analyzing customs data is also one of the effective ways to understand the changing trends of target market demand. It can help us identify major competitors and adjust strategies accordingly.

4. Exhibition strategy

Participating in important domestic and foreign exhibitions is an important channel to expand brand influence and reach more potential buyers. Properly plan exhibition plans to ensure that each exhibition can achieve the expected results.

5. On-site visit planning

Face-to-face communication can deepen the trust between both parties, so it is important to make detailed arrangements for on-site visits. Prepare relevant materials in advance to ensure that each visit can smoothly promote the cooperation process.

6. Customer case filing

Establishing a complete customer file system is of great significance for long-term maintenance of customer relationships. From the initial contact to the final transaction and even follow-up services, every step should be recorded for future review and learning. These valuable experiences can not only guide future business operations, but also serve as reference materials for training new employees.

Through the efforts in the above six aspects, enterprises can gain a firm foothold in the fierce market competition and gradually expand their business scale.