Strategies and practices for foreign trade companies to improve customer satisfaction
For foreign trade companies, it is crucial to deeply understand customer needs and effectively demonstrate their own advantages. This article will combine three aspects: customer visit summary, product display skills and customer company organizational structure research to help foreign trade practitioners better serve customers.
Summary and reflection after customer visit
After the visit, a summary of the day’s negotiations should be made immediately, including but not limited to the consensus reached by both parties, and a written document should be sent to the customer. This approach not only reflects the company’s professionalism and efficiency, but also makes customers feel pleasure working with them. In addition, factors such as the economic conditions, consumer behavior patterns, and competitive landscape of the target market should be deeply analyzed to evaluate the potential of the product in the local market. At the same time, reflect on whether there are deficiencies in the entire visit, such as whether insufficient information collection led to errors in judgment about the customer.
Show content that customers care about
In order to win the trust and support of customers, foreign trade companies need to comprehensively display product features. This includes but is not limited to product processing, quality control measures, production line visits and operation demonstrations, etc. By prolonging the customer’s stay in the factory, it can not only deepen their impression of the company and products, but also help the sales staff introduce in detail the entire process from raw material input to finished product leaving the factory. For example, when displaying LED lamps, you can focus on highlighting their brightness, anti-stroboscopic and other functions; while when displaying power tools, you should emphasize the effects of use. It is worth noting that before conducting a product demonstration, be sure to be fully prepared to ensure that every link can go smoothly.
Study the organizational structure of the client company
Understanding the internal structure of a client’s company can help pinpoint key individuals and develop targeted marketing campaigns. Specifically, the client company’s decision-making process often involves multiple departments and personnel, including but not limited to the President, Marketing, Sales, Production and Purchase. departments and their heads. For the procurement of major projects, it is particularly necessary to pay attention to five types of roles, including decision-makers, influencers, decision-making executives, insiders and sources. Among them, although the decision-maker has the final decision-making power, his decision-making is often influenced by surrounding opinions; although the influencer does not have direct decision-making power, he can provide important information to influence the final result; the decision-making supervisor is usually responsible for executing specific procurement tasks; insiders They are people who hope to use supplier products to achieve their own performance growth; sources can provide valuable intelligence on competitor dynamics, budget arrangements, etc.
In summary, by systematically summarizing the experience of each visit, carefully preparing product displays, and in-depth study of the internal structure of the customer company, foreign trade companies can more effectively establish contact with customers and promote business development.
Reference materials:
- Summary after visiting foreign trade company customers
- How foreign trade companies display content that customers care about
- Why foreign trade companies should study the organizational structure of client companies
- Key roles in foreign trade companies and customer companies