[China Glass Network] Many people find information online, job search, and ask for help, but how can we achieve greater results, there are still techniques to follow.
1. The front stage: screening inquiry letters - will sort the inquiry letters, do not receive the letters back, we can classify the letters into several categories according to the possibility?
a. There is a letter of inquiry - this is a more careful, polite guest, will be the name of the recipient.
b. Have a letter asking the product - at least he knows very well what you are interested in about your product.
c. Briefly introduce the background of their company - indicating that he is interested in your interest and willing to let you know more about him.
The above-mentioned letters, the person who sent the letter is more attentive, at least he will respond to your reply. Can be included in the target customer of the reply.
a. There is no title or product name, just tell you that you are interested in your company.
The standard format must be a random inquiry letter, you are just one of the ones he collided with.
b. You must send a quotation and sample at the beginning.
This kind of person has never done business, and it is necessary to have samples from the beginning.
c. Any ruthless requests, such as invitations, investment messages, cooperation information, etc.
There are many friends who are just starting out in the third world to do business. If you are just a staff member, you can't make any decisions for the company, or don't waste this time. This will add trouble.
By the previous stage, you can select 30% of potential target customers. If you feel that it is a pity to leave it, you can put it later, and practice the goal.
2. The second stage: reply to the inquiry letter - the selected guest, do not immediately send a quotation or catalogue to him according to his request, you can immediately reply to a counter-inquiry letter, indicating that you have received the other party's letter, but some do not understand The place, the product, style, quality, quantity and other needs can be asked, even ask his market, and the nature of the company, tell the guests, this will help you recommend your products to him. When replying, if you know the guest's firstname, you can call the other person's name, or MR. This action is to increase the customer's response rate and create a little more opportunity to interact with the guests.
This action is very important, indicating that if they have already obtained the information they want in the previous stage, he will not return to you. If he returns, then the success rate of your next offer will be higher.
3. Stage 3: Quotation - Quotation to guests who have a reply, but at least 20% of the guests must be aware of the stage of the offer.
Including the guests there? What to buy? Wholesaler, or retailer? If he can tell you that he often buys more. When you quote, please feel free to reply to you regardless of the price, because it will help you understand if you still have room to improve (it should be euphemistic, not flattering). If the other party is looking for a factory, you can follow The quotation is accompanied by a photo of some of the factories. If you have a webpage, you can invite the guest to browse the website, so that he knows more about your products and scale.
4. The fourth stage: the customer receives a quotation and responds to the sample, can measure the company's regulations to respond to the guests, try to mention the sample fee, or can provide free samples, but the other party must pay the freight to understand the guests Sincerity.
Usually we can go to the fourth stage according to this procedure, then the success rate of the guests will be very high. Most of our colleagues are communicating with the guests according to this procedure. The estimated success rate is 50%, but due to the guests. It’s too small for us, so most of us just borrowed to understand the market.
Online exchanges with guests who have not met or have not yet completed a transaction, some taboos must be avoided. Don't communicate with your customers by MSN or ICQ, because if you haven't seen each other in this way, it is easy to cause unnecessary mistakes or rashness, resulting in the loss of guests. Domestic trade started late, and it coincided with the advent of the E era. Many young people entering the industry have very comfortable application of the Internet. Therefore, their communication methods have gradually become E-generation, casual, casual, and full of emotions, but This is totally different in the field of international trade. Business is a reality, it is cruel, easy to come, easy to go to the information age, still need to carefully understand, it should not be purely accidental, loss is not inevitable. If you can't understand that the Internet is just a tool, not the whole business. It's easy to lose yourself in the frustration of losing each time. It’s a pity that the young wings are broken.
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