Foreign trade team management: what three points should be done after receiving the inquiry?

Nowadays, the trade environment is ever-changing, business opportunities and challenges coexist, individualized consumer demand, small batches, short cycles, diversified sales channels, etc., have gradually become the new normal of international trade. Under such a new normal, every company is wondering what the hell am I going to do? Is there a breakthrough in the current situation? Therefore, we also hope to identify our own target customers and identify our own positioning under such circumstances.

For 45 years, Global Sources has kept pace with the times and is committed to creating the most efficient communication platform for both buyers and sellers. At the same time, through the "CEConline" magazine, website, social media and the Outbreak Future Forum, we will disseminate leading management information and lead enterprise managers to find the best management answers.

On the afternoon of June 13th, on the 1st floor of Crowne Plaza Hotel Yongan New City, Zhongshan City, the CEConline Outsmart Future Export Series Forum Zhongshan Forum was held. Representatives of leading foreign trade companies from Zhongshan shared their experiences and lessons in customer service, market information capture, branding and innovation.

Under the chairmanship of Cameron Walker, President of Global Sources Industry, Chairman of Lustor Group Mr. Shi Qiu, Mr. Zeng Li, General Manager of Zhongshan Dahang Electronic Technology Co., Ltd., Mr. Zhu Chunchang, General Manager of Zhongshan Jingrong Electronic Co., Ltd., and Ms. Zhang Xu, Foreign Trade Manager of Jiangmen Huahui Lighting Technology Co., Ltd. shared their experience in customer service, Experiences and lessons in market capture, branding and innovation.

Moderator:

Mr. Kemailon, President of Global Sources Industry

Guest:

Mr. Shi Qiu, Chairman of Roadsto Group

Mr. Zeng Li, General Manager of Zhongshan Dahang Electronic Technology Co., Ltd.

Mr. Zhu Chunchang, General Manager of Zhongshan Jingrong Electronic Co., Ltd.

Zhongshan Haocai Silicone Mr. Zhang Xuanyun, General Manager of Technology Co., Ltd.

Ms. Zhang Xu, Foreign Trade Manager of Jiangmen Huahui Lighting Technology Co., Ltd.

Kemailon: After receiving the inquiry, how did you communicate with Buyer communication? What can I do to get rid of other competitors?

Zhu Chunchang: In fact, Chinese people have a characteristic, they love face very much. I think it's important to be authentic and honest with buyers to build our integrity. So I built integrity from the first year, invited all the suppliers over to dinner, and I needed the help from the suppliers. The second year, I built the team and set a tone for myself each year. In the third year, the performance has doubled, and I still have considerable confidence in the future, because I feel that I will continue on this road and do this well. I think the real trick is to be honest, to be honest.

Shi Qiu: This is a very huge topic. I will discuss it from three aspects.

First, what is the most important thing in foreign trade? The most important thing is to gain the trust of your customers. Because he is so far away from China abroad, he must be assured of you when he gives you the money, how can he give you the money if he is worried? Unlike domestic sales, customers can come at any time for domestic sales. Foreign trade is different. Because foreign trade is too far apart, he can't do anything about it, so he needs trust. Gaining customer trust is very important.

Second, professional. I don't know how many are professionals here, everyone is very professional in your profession, industry. I can tell you that as long as customers want to buy my products, they will stay with me for the rest of their lives. There was a Russian customer who needed a batch of products and I personally gave him a very professional reply in the mail. He said that your company is very professional and the products are very good. Even if there are some problems in the process of cooperation, he will not leave me. I have won the respect of customers with my professionalism.

Third, be competitive. What is the competitiveness of your product, is it an innovative product, and what valuable services do you provide? These are the points that stand out.

Zhang Xu: I just listened to Mr. Shi's remarks, and I am better than ten years of study. I have been doing e-commerce for 8 years, and I have seen all kinds of wonderful inquiries. Every time from the inquiry to the successful order, I will summarize how the order was received, and then share it with the team. My requirements for the team are: after receiving the inquiry, be "fast, accurate, and good."

Respond quickly, so that customers can feel that you are a good person, your company is a good company, and your products is a good product. But Kuai does not immediately reply to the inquiry. You must first analyze whether the customer is a rookie or an expert. Faced with these two types of buyers to answer in different ways.

If it is the former, guide him to become a professional buyer. If you write a lot of professional data, because he doesn't understand your product, he sees so many professional terms and his head is big. You only need to show that you are a professional factory when you return to the market and give him a sense of security. Unprofessional buyers are wary of Chinese people. You should show your factory information with various certifications, factory inspections and other materials, so that he will think that you are a professional factory.

Second, you need to let him know the benefits of cooperating with your factory, such as good products, good prices, and personalized service.

For professional buyers, tell him your professionalism. Your knowledge of the product will allow him to place an order with confidence, instead of asking about the product, no matter how good your product is, If your salesman is not professional, he will not be able to get into his eyes. So the image of the salesman represents the image of the company.

Entrepreneurs say the company's culture, the company's culture for customers, especially new customers, customers who have never done business with you. As front-line salesmen, what we present to customers is the team, and what culture I create for the team is "fast, accurate, and good". This is what I ask each of them to do.

Zeng Li: If you want to get an order, there are many factors, even I will immediately list 10 or 20 factors. But you lose a customer, an order, one of the factors can be lost. The winners are similar to the winners, and the losers are often different. Orders will be lost because of a poor performance.

If you throw all the factors away, there is one thing that I think may be important, if you want to win a customer and order, you have to give 200% effort. To do this, we must start by recruiting people and recruiting people with drive. If a person has the inner drive to change, he can hope to change his career in business work. If some people are like this, they do not need you to ignite it, they will ignite it themselves, some people have to push it before running, and those who pretend to be asleep will never wake up.

Second, I think motivation is important. Our company's incentives are very good. If you think that the money the company loses is the money that the salesmen get, then the company is over.