First, ask questions and solve problems!

What are the * * * common problems that 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-mail with suffix 163, 126.com), which are easily identified as junk e-mail by foreign guests' mail servers. Before the guests receive your reply message, the guests' servers have directly returned or deleted the mail you sent.

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

2) There is a virus in the mail.

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

Solution: The solution is very simple, that is, check your computer thoroughly at regular intervals to ensure that the emails you send are free of any viruses and Trojan horses.

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

Analysis: Many foreign trade personnel believe that they will reply as soon as they receive the inquiry, and 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 a time difference with China. Even if you reply to the guest immediately, the guest will not see the email until he is at work. Moreover, you will definitely not be the only one to reply to the inquiry sent by the guests, and there will definitely be a lot of suppliers competing to reply, so that the earliest reply emails are sunk to the bottom in the order of mailbox arrangement. 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 done by simply sending emails regularly! Another point, which I think is very good, is to contact the guests online according to their working hours! For example, the time difference between Europe and China is -6 to -8 hours, so it is the time for guests to go to work at 3-4 pm. In this way, if you send an email to the guests in the afternoon, it is very likely that you will receive a reply from the guests, and you will reply immediately after receiving the reply, or you can communicate with the guests online on Trademanger or MSN, which is also the best communication method.

4) The density of guests' vacations and emails.

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 are very observant of their schedules. Once they have a rest or a holiday, they will never do anything! So it is also important to know the holiday time of guests.

The density of emails you send is also very important. If the density is too high, at least three emails a day, which is likely to be considered as harassment or spam by guests and will add you to the blacklist.

Solution: The best mail density proposed by the lecturer is: 1 day-day 2-day 6-day 1 day 3-day 28-every1month! That is, after sending it at first, if you don't reply the next day, you will add another letter, and if you don't reply for four days, you will add it again on the sixth day. If you don't reply again, you will send it again in another week, then send it again in half a month, and then send it regularly every month! Of course, the content sent 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 the guests have an inquiry about your products, they will think of you first!

2. Why do some buyers contact several times and have no news?

Analyze the problem:

1) The customer doesn't believe me.

Analysis: Many customers have been cheated by many unscrupulous businessmen in China, which makes them not easy to contact us if they feel something wrong when communicating with us!

Solution: at the beginning 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 a genuine and formal business company!

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. Know the off-peak season of the product, so that you can grasp the opportunity to get in touch with the guests!

3) Other suppliers have been contacted.

Analysis and solution: many colleagues will encounter this situation. After the email is sent, the guest replies that he is already in contact with other suppliers! Never give up in this situation, and keep in touch with the guests. If the customer and the current supplier find problems, he will contact you immediately! If you find that the guest is a potential customer, you must quote carefully. Some people think that if you quote a higher price, 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 that of other suppliers, the guest will not consider you at all, and will CUT you off directly!

4) The email is not clearly expressed.

Analysis and solution: this is mainly for new foreign trade personnel. The writing of email is not to write English novels or lyric articles, but to be 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, but 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 impresses him can he contact you! So don't give up on the guests! Seize any opportunity!

3. There are many feedbacks, but there are no big buyers I want?

Be clear about your 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! Big 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. Moreover, don't be superstitious about big customers. The big orders of real big customers should also be handled carefully. If you make a big order, you will lose more money. Maybe just one big customer, if there is a quality problem, you may lose everything.

4. I have been in contact with customers by email, but the customers just don't place orders.

Analysis: In case of such a problem, if you are a professional customer, you may be in cooperation 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 telephone. Modern foreign traders often forget the most basic contact method, telephone. Don't forget to call, you can call the guest to ask if you have received the guest's email after sending a few emails! Let the guests remember you and pay attention to you!

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

In fact, this is not a problem, it is the goal of our salesman. "Why do some buyers contact several times and have no news?" At this time, customers are really in need. 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 deal with the inquiry!

Analyze and judge the inquiry

I. Classification of Enquiries

1) irrelevant inquiry

2) There is no mention of related products, only an inquiry for cooperation.

3) Inquiries about specific products are mentioned.

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

Second, how to deal with different types of mail

1) Filter out irrelevant inquiries.

2) Cultivate inquiries that seek cooperation in general. After the counter-offer, there is no following, and follow it up again with different novel headlines regularly. The mailbox can also be changed occasionally!

3) Focus on the inquiry of price, packing and delivery information when mentioning products, and focus on this kind of inquiry to promote customers to order samples in advance by 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 the price of products. Be careful when you encounter an inquiry for the same product in a region!

Third, the judgment standard of focusing on customers

Through customer information and the key judgment of customer inquiry, find out the theme that customers go straight to.

For example:

Ask about the difference between the packaging size of the product (the customer is calculating the quantity 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 formal channel company, perhaps an official customer) The key parts requirements of the product. Application process in processing. A price requirement that is not outrageous. The guest must have made a price comparison. (4) How to cultivate potential guests?

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

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

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

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

Inquiry reply

First, the subject of the email

The subject of the email should be attractive, and strive to be original and attract customers' attention at the first time. If it is judged to be a real guest, you must work hard on the title of our email.

For example: Sell Facemask( CE, ISO, FDA, BFE) (the certificate certified by the direct label product is on the title! )

The best pricelist for Facemask! ! ! !

Surprise-Facemask

Face mask (ce, FDA, bfe)-USD10.00 (the price is directly marked on the title! )

Second, the text content

Give a brief introduction to your company, highlight the product performance and various certifications, and skillfully apply the electronic catalogue and Pricelist.

Don't rush to quote at first. Understand the customer's search and make a careful quotation after reasonable analysis and classification! You can also use the picture quotation to send 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 the guests to understand!

Third, set the reply template

By summarizing a large number of customers, we can make different counter-offers for customers of different countries, different requirements and different prices! No stereotyped reply! Set a simple, easy-to-understand reply template with pictures.

Fourth, the quotation practice

1, set gradient quotation for customers who have feedback at first, for example:

Set MOQ. What's the price of MOQ? What is the price of bulk cargo? What's the price of the whole container? What is the price of annual cooperation? 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 to customers according to the quantity ordered.

-Information of destination port (FOB, CIF ,… ...)

-Validity of the offer

3. Signature

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 where the inquiry customer belongs and reply to the email on time. Try to let customers receive your email during working hours! Remember not to rush to quote the guests, but to find out the details and status of the guests first!

summary

Analysis, counter-offer, follow-up

-This is a process of repetition, long-term, pain and hesitation, which makes people almost unable to persist, and it is also a process of tempering their will.

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

-You should keep a good attitude every day and do what you do every day to deal with inquiries and quotations. Insist on confidence in your products!

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

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