Compared with the salespersons of the cross-border e-commerce B2C platform, the salespersons of the cross-border e-commerce B2B platform are more likely to receive overseas visiting customers, because the prices of the products traded on the B2B platform are relatively high, and the B2B platform is mainly wholesale. For the security of transactions or the needs of long-term transactions, the possibility and frequency of customer visits on the B2B platform are relatively high. Of course, due to the different specific circumstances of each business, the specific purpose of the customer’s visit is also different. Only by fully understanding the purpose of the customer’s visit can the salesperson formulate a targeted reception plan and better promote the transaction. The purpose of overseas customers’ visits on the cross-border e-commerce B2B platform can be classified into the following categories
(I) Conducting project talks
Such customers are often customers who have communicated with the salesperson several times through the cross-border e-commerce B2B platform and have the intention to place an order, or have seen the products and the overall image of the company at relevant exhibitions, have a certain understanding of the company’s situation, and have the intention to cooperate. Visitors often come prepared with orders or projects, and the purpose is to discuss project cooperation, including relevant technical issues, price issues, payment methods, delivery dates, etc. Such customers are usually the most valued by salesmen. Therefore, when receiving customers, not only should they be accompanied by professional technicians, but also company leaders should participate in a timely manner.
(II) Inspect the strength of the factory for possible future cooperation
Some customers will visit suddenly without any communication or contact with the salesmen in advance. Such customers may have learned about the seller through cross-border e-commerce B2B platforms, exhibitions and other channels. The customer itself does not have a ready-made project at present, but may engage in business related to the seller’s industry in the future, so first conduct a preliminary investigation of the seller’s production scale, production capacity, product quality, etc., and at the same time understand the seller’s production system, quality control system and R&D system. Sellers with relatively good inspection results will be included in the list of high-quality cooperative sellers by the customer. When there are specific projects that can be cooperated, there is no need to inspect them one by one, and the seller can be directly selected according to needs.
(III) Mainly inspect the goods, and understand the latest development of the seller
Such customers usually have an order cooperation basis with the seller. The main purpose of the visit is to inspect and accept the goods that have been ordered, and then further confirm the quality of the seller’s products. If the quality of the goods is excellent, the customer may consider further cooperation in the future. This type of customer is also a very important customer. Although it is important to tap new customers, it is equally important to maintain old customers. Although such customers have already placed orders, maintaining good relationships with these customers can easily facilitate the conclusion of new orders. In reality, some salesmen will ignore such customers because the cooperation with the customers is ongoing, so they often ignore the possibility of new cooperation with customers.
(IV) Focus on complaints and conduct in-depth investigations on the sellers
Such customers are the ones that salesmen want to receive but are afraid to receive. They want to receive them because such customers are indeed very good partners: they are afraid to receive them because if the negotiations go wrong, they will hurt the customers and may lose them. But for such customers, salesmen should pay full attention. By paying attention to the feedback from such customers, salesmen can further improve their products or services. A good attitude towards recognizing mistakes may gain the understanding of customers and thus win the possibility of cooperation again.