In the field of foreign trade exports, contact with potential customers is a key task. However, despite the large number of potential buyers or accurate buyers, the process of converting them into orders is not always smooth. In the face of various external reasons and excuses, in order to convert potential customers into foreign trade orders, you need to master certain foreign trade order-forcing skills. Especially in the foreign trade B2B market, customers often need to follow up before placing an order. This article will share some tips to help foreign trade practitioners better convert potential customers.
1. Why didn’t the customer place an order?
When interacting with potential customers, sometimes you will encounter situations where customers ignore or do not place an order. There may be many reasons for this:
1. Price factors: The quotation is too high, which is far from the customer’s target price, resulting in elimination.
2. Price comparison considerations: The customer is comparing prices with multiple suppliers and has not yet made a decision.
3. Agent forwarding: The customer may forward your quotation to other buyers and contact you after their response.
4. End-user demand: The customer is not the end-user and is waiting for the end-user’s decision.
II. Key skills for forcing foreign trade orders
In response to the above problems, the following are some key skills for forcing foreign trade orders:
1. Understand customer psychology: Have a deep understanding of customer needs and concerns, consider issues from the customer’s perspective, and solve customer doubts in a timely manner.
2. Actively solve problems: Provide customers with professional solutions, actively and responsibly help customers solve difficulties, and let customers feel high-quality service.
3. Patience and persistence: Follow up with customers unremittingly, move customers with your persistence and patience, and show your professionalism and dedication.
4. Imposing momentum: Use powerful momentum to get customers, let customers feel irresistible power, and thus prompt customers to make decisions.
5. Timely reminder: Use the “hypothetical transaction method” to make timely suggestions for handling relevant procedures when the negotiation reaches a certain level, and guide customers to sign the order smoothly.
6. Clever guidance: Use the “mysterious and hazy method” to not tell customers all the advantages of the product at once, but reveal them at the right time to stimulate customers’ interest.
7. Attract imagination: Use “painting a big pie” to let customers imagine the various benefits brought by your products or services, and stimulate customers’ longing and yearning.
8. Give away benefits: Provide some additional benefits or promotional fees to make customers feel your sincerity and care, and enhance the attractiveness of cooperation.
9. Flexible abandonment: When some customers cannot reach a cooperation, temporarily give up in order to seize more other opportunities.
By using the above foreign trade forced order skills, foreign trade practitioners can respond to various situations of potential customers more flexibly, improve order conversion rate, and obtain more business opportunities. At the same time, this also requires foreign trade practitioners to have firm confidence and patience, as well as keen market insight and coordination ability.