First, ask questions and solve problems!

What are the * * * common problems people encounter when using e-commerce platform to negotiate foreign trade business?

1, I replied to the buyer, why did the buyer ignore me?

Analyze the reasons:

1) The guest didn't receive the email!

Analysis: At present, many domestic manufacturers and businessmen still use free e-mail addresses, even digital e-mail addresses (e-mails with suffix 163, 126.com), which are easily recognized as spam by foreign guests' mail servers. Before the guest receives your counter-offer, the guest's server has directly returned or deleted the email you sent, and the guest will naturally not reply.

Solution: It is best to contact the guests with the company email address with suffix. This is not free to use. Usually, it is a company mailbox that is given away free of charge after the company website is completed, and there is a charge every year. Similarly, this mailbox with company name suffix must also find relevant companies to do "two-way analysis" of the mailbox. In this way, the email you send will pass through the guest's mailbox server, and the guest will receive the email smoothly! In addition, even if you want to use free mailboxes, free mailboxes like yahoo.com and hotmail.com are better, and they are not easy to be analyzed as spam!

2) There is a virus in the mail.

Analysis: Do you kill virus in your computer every day? Imagine if a guest receives your email, but your email contains a virus and is detected by the guest's antivirus software. Will the guests read the email or just delete it? This problem is obvious.

Solution: The solution is simple, that is, check your computer thoroughly regularly to make sure that the email you send is free of any viruses and Trojans.

3) The time difference of sending, and the time for customers to read emails!

Analysis: Many foreign trade personnel believe that they will reply as soon as possible after receiving the inquiry. I believe that the guests will be satisfied and appreciated and will reply as soon as possible! This is right, but it ignores a very important point. Except for some countries in Asia and Australia, most customers have time difference with China. Even if you reply to the guest immediately, the guest will not see the email until after work. Moreover, you will definitely not be the only one to reply to the inquiries sent by the guests, and there will definitely be a lot of suppliers scrambling to reply, so that the earliest emails will sink to the bottom of the mailbox arrangement order. If guests find interested suppliers in the above email, they won't read your email at the bottom at all!

Solution: Know the local time difference and working hours of the guests and send them according to the working hours of the guests. This can be achieved by simply sending emails regularly! One more thing, which I think is very good, is to contact online according to the working hours of the guests! For example, the time difference between Europe and China is -6 to -8 hours, so 3-4 pm is the time for guests to go to work. In this way, if you send an email to a guest in the afternoon, you are likely to receive a reply from the guest, and reply immediately after receiving it, or you can communicate with the guest online on Trademanger or MSN, which is also the best way to communicate.

4) The density of guests' vacations and mails.

Analysis: In addition to contacting the guests in time, we should also know the legal holidays or rest time where the guests are located! Guests from many countries pay great attention to their schedules. Once they have a rest or a holiday, they will never do anything again! So it is also important to know the holiday time of the guests.

The density of your email is also important. If the density is too high, at least three emails a day are likely to be regarded as harassment or spam by guests, and you will be blacklisted.

Solution: The best mail density proposed by the lecturer is: day 65438 +0, 2, 6 days 13, 28 days-every 1 month! That is, after sending it at first, if you don't reply the next day, you will add another one, if you don't reply for four days, you will add it on the sixth day. If you don't reply, send it again in a week, then send it again in half a month, and then send it regularly every month! Of course, the content must not be the same, and the title should be changed frequently. Don't give up any guest, even if there is no reply, send an email every month! Let the guests know you and remember you. When customers have questions about your products, they will think of you first!

2. Why do some buyers contact several times without news?

Analyze the problem:

1) The customer doesn't believe me.

Analysis: Many customers have been cheated by many unscrupulous merchants in China, which makes it difficult for them to contact us when they feel that something is wrong when communicating with us!

Solution: At the initial stage of contact with the guests, scan the company's customs registration form and send it to the guests, so that the guests can believe that we are genuine and regular trading companies!

2) Market cycle

Analysis and solution: To understand the market cycle of the product, we must clearly know the off-season and peak season of this product. Understand the off-season of products, so that you can seize the opportunity to contact with guests!

3) Other suppliers have been contacted.

Analysis and solution: Many colleagues will encounter this situation. After the email was sent, the guest replied that he was already contacting other suppliers! Never give up in this case, and keep in touch with the guests. If customers and current suppliers find problems, they will contact you immediately! If you find that the guest is a potential customer, you must quote carefully. Some people think that your offer is higher, and maybe the guest will make a counter-offer, but I don't know that if the guest receives a lot of inquiries, if your price is too different from other suppliers, the guest will not consider you at all and will directly cut you!

4) The email was not clearly expressed.

Analysis and solution: this is mainly aimed at newcomers to foreign trade. E-mail writing is not writing English novels or lyric articles, but simple and clear. Know clearly what you want to express and let the guests understand what you mean.

At the beginning of the inquiry, sometimes, we sent a lot of inquiries and there was no news. Think from the guest's point of view, the customer has the right to remain silent! Only when he needs something or your email touches him will he contact you! So don't give up the guests! Seize any opportunity!

3. A lot of feedback, but no big buyer I want?

Be clear about your own positioning and the certification of the corresponding market, and don't be superstitious about big buyers.

Big customers are not common, and there are not many opportunities to meet real big buyers. Big buyers are established and cultivated by themselves in long-term business contacts. The guests are cultivating the factory, and the factory is also cultivating the guests! Large customers usually need higher product certification and factory environment. If you don't have the relevant conditions, you are likely to be rejected by big customers. Besides, don't be superstitious about big customers. Big orders from really big customers should also be handled with caution. If your order is large, you will lose more money. Maybe it's just a big customer. If there is a quality problem, you may lose everything.

I have been in contact with my customers by email, but they just don't place an order.

Analysis: If you are a professional customer, you may be cooperating with other suppliers.

Take measures: Do everything possible to find the direct contact information of customers, not just by email, but by MSN, ICQ, SKYP, YAHOO Connect, and even by phone. Modern foreign traders often forget the most basic contact information, telephone. Don't forget to call, send a few emails and call the guests to ask if they have received the emails! Let the guests remember you and pay attention to you!

How can I get the buyer to give me an order?

In fact, this is not a problem, but the goal of our salesman. "Why do some buyers contact several times without news?" At this time, customers are really needed. How to get customers to give us orders, the key is to solve such inquiry customers. We should have a correct attitude and carefully analyze and handle the inquiry!

Analyze and judge inquiry

I. Classification of queries

1) irrelevant inquiry

2) There is no mention of related products, only a cooperative inquiry.

3) Inquiries about specific products are mentioned.

4) When we mention products, we also need some inquiries about price, packaging and delivery information.

Second, how to deal with different types of mail.

1) Filter out irrelevant queries.

2) Cultivate inquiries that generally seek cooperation. After the counter-offer, there is no following. Follow it up with different novel titles on a regular basis. The mailbox can also be changed occasionally!

3) When referring to products, focus on asking about price, packaging and delivery information, and focus on such inquiries to urge customers to order samples in advance through various sales methods!

4) It should be noted that while making classified inquiries and replies, we must be wary of customers using different mailboxes to inquire about product prices. Be careful when you encounter an inquiry for the same product in a region!

Third, the customer-centered criteria

Through the key judgment of customer information and customer inquiry, find out the customer's direct topic.

For example:

Ask about the difference between the packaging size of the product (the customer calculates the number of containers on the premise of having an order) and other similar products. The guests are comparing. Where is your product expensive? ) ask about the corresponding certification of the product. (The guest must be a regular channel company, perhaps an official customer) Key parts requirements of the product. Application process in processing. Not outrageous price requirements. The guest must have made a price comparison. (4) How to cultivate potential guests?

1, establish a long-term contact mechanism and method.

2. Use special reminders, preferential promotions and other activities to drive them to cooperate with us.

3. Use word-of-mouth marketing to cultivate customers.

4. Make a long-term and accurate quotation, so that guests can feel pressure all the time! (Prompt the price increase next month, putting pressure on the guests)

Inquire and reply

First, the subject of the email.

The subject of the email should be attractive, innovative and attract customers' attention at the first time. If you are judged as a real guest, you must work hard on the title of our email.

For example: selling masks (CE, ISO, FDA, BFE) (the certificate of direct label product certification is on the title! )

The best price list for masks! ! ! !

Surprise mask

Mask (ce, FDA, BFE)-USD 10.00 (the price is directly marked on the title! )

Second, the text content

Briefly introduce your company, highlight product performance and various certifications, and skillfully use electronic catalogues and price lists.

Don't rush to quote at first. Understand the customer's search, make a cautious quotation after reasonable analysis and classification! You can also use the picture quotation to send the pictures of our company's products to the guests. For those customers who don't understand English communication, the simpler it is, the easier it is for them to understand!

Third, set the reply template.

Through the summary of a large number of customers, we can make different counter-offers for customers with different countries, different requirements and different prices! There is no stereotyped reply! Set an easy-to-understand reply template with pictures.

Fourth, the quotation exercise

1. Set gradient quotation for customers who start to have feedback, for example:

Set the minimum order quantity. What is the price of the minimum order quantity? What's the price of bulk goods? What's the price of the whole container? What is the annual cooperation price? Talking about the cost of membrane equipment and so on. The film equipment fee can be refunded, but not in cash, and the sample fee is charged for returning the product. How to deal with free samples? For our cheaper products, we can avoid the sample fee, but we need to pay the express freight!

2. What must be written in the quotation email:

-Product model and configuration (with pictures)

-Quote customers according to the quantity ordered.

-Port of destination information (FOB, CIF, ...)

-Validity of the offer

Step 3 sign

Leave your company's contact information: company name, telephone number, fax number, address, email address, main email address and backup email address.

Special reminder:

Look at the country of the inquiry customer and reply to the email on time. Try to let customers receive your email during working hours! Remember not to quote the guests in a hurry, but to find out the details and status of the guests first!

abstract

Analysis, counter-offer, follow-up

-This is a repeated, long-term, painful and hesitant process, which makes it almost impossible for people to persist and is also a process of tempering their will.

-Persistence and maintenance are the key to foreign trade through e-commerce.

-You should keep a good attitude every day, do what you should do every day, and deal with inquiries and quotations. Keep full of confidence in your products!

-Focus on maintaining customers who have already made a deal, and constantly follow up and maintain inquiries that have not been made!

Don't give up, don't give up!