Cooperative Customers Lost, In Fact, You Can "Get" Again

I believe that the foreign trade salesman often encounters: the customer suddenly tells you to terminate the cooperation one day; the old customer who has cooperated for many years has not placed an order recently for three or four consecutive months ... generally we will ask the customer why the cooperation was interrupted, and then The client scammed for a casual reason, and then there was no more. The loss of cooperative customers, I think we can "fish" again. Cause of loss At this stage in many foreign trade industries, most suppliers are in a state of oversupply, and limited high-quality foreign trade customers will naturally become the object of competition among major peers. If you can't maintain your customers, maybe your competitors use some product profit advantages to dig you out, then customer loss is normal. There is also a lack of long-term communication with cooperating customers and failure to follow up in a timely manner. It is said that it was dug up. You may not even know that the customer has changed careers. Failure to understand and respond in time will also lead to the natural loss of customers. The above are some of the more objective reasons. Perhaps the customer's measurement standard is still on the price, quality and service of our products. At this point, we can use customs data to help us verify. Query customer transaction data The real transaction information in customs data is a big source of data for us to understand our customers. Using customs data, re-conduct customer background checks to gain a deeper understanding of the core needs of customers at this stage. Check the customer's recent bill of lading data and detailed transaction history to see if the product recently imported by the customer has changed? What's new? Are there changes in the main markets? Is there a significant change in demand? And so on for these trade information. Compare our own products with the prices given to find out the main reasons why customers choose to stop collaborating. Customers' new sources of purchase are also essential. Lost customers now cooperate with suppliers, established supply chains, and specific purchase transaction records, etc. These are data that we need to investigate and analyze. Comprehensively understand the current trade information of customers and find out the real reason for customer churn. Only then can we turn things around again with our customers. The "mechanism" for customers changing suppliers Customers change a new supplier, or add a new supply chain, including trade processes such as email communication, business negotiation, product proofing, order placement, etc. These all require trial and error costs and a certain time period. If an old supplier has a stable cooperation, customers will not easily change partners. Therefore, communication with old customers is very necessary. The benefit of cooperation is the bond that connects us with our customers, but the emotional connection is also an important bond. Don't neglect this detail. Email exchanges and renewed contacts Find ways to make customers change their minds, one is the customs data mentioned above, and the other is email communication. Through the customs data, we understand the core needs of customers and the reasons for discontinuing cooperation. At this time, we can talk about some of the customer's interest information. It is no longer a purposeless questioning of the customer's reason, and knocking on customer needs. Of course, here is still a bit implicit, many foreign customers are more disgusted to be investigated. We can improve the product quality, launch new products or recommend good quality products to customers based on the products and prices recently traded by customers. For example: unintentionally disclosed to the customer in the email: We recently launched xxx new products, price xxx… We have a product that has a good response in the market, but you have not yet. Would you like to see samples...and so on. Appropriate to attract and stimulate customers with improved product sales data, new product details, and price changes. Because the previous cooperation, transaction docking and business processes are relatively familiar, this is a possible win-win cooperation scheme. Not only does it save customers the trial and error cost and labor cost of finding new cooperative suppliers, but it can also meet the customer's current needs. For us, it also saved the cost of developing new customers. There are two more points to consider here. One is the possibility of returning lost customers, and the other is how long customers who have returned can be kept. This requires us to follow up and maintain for a long time, and win back customers with advantages such as products and prices.

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