What I share with you today is a series of processes for developing foreign customers, which include:
1. What channel to purchase through
2. The best time for product promotion
3. Time for bulk purchases
4. How to develop these buyers.
01 What channels do overseas buyers use for purchasing analysis? Procurement and sales process for overseas buyers: formulate procurement plans (new product procurement, new supplier selection) – find foreign trade suppliers through appropriate channels (exhibitions, magazines, networks) – factory site inspections (screening comparison, audit strength)—officially place an order
1. Some of them find suppliers directly through the Internet; 2. Some traditional buyers mainly purchase through exhibitions, and they have also started to use the Internet to screen and negotiate suppliers in the early stage. Analysis: Because the exhibition time is very tight and very planned, he needs to understand the market and product trends through the exhibition. On the one hand, he needs to meet with old suppliers and conduct substantial negotiations. whether there are opportunities for cooperation. If there is still time, I will take a look around. In order to increase the effectiveness of the exhibition to find suppliers and find better suppliers, search for new products and suppliers through the Internet 1-3 months in advance, and conduct inquiries and trade terms through e-mail, and then make an appointment to the exhibition. negotiate. Reasoning: So if you do not promote it through the Internet, even if the buyer comes to the exhibition, there is no guarantee that he will be able to come to your booth. Even if the overseas buyer passes by your booth, there is no guarantee that he will stop and come in to see your products. Even if a buyer comes in and sees your product, it doesn’t necessarily give you enough time to introduce your product and business. So your best bet is to make a buyer’s selection catalog when he is initially screening suppliers through the Internet.
02 When is the best time for product promotion? | The buyer formulates the procurement plan (new product procurement, new supplier selection) time from October to December; work: annual sales summary, future market forecast, product procurement analysis, supplier evaluation; once the procurement plan is formulated, the buyer usually It takes about three months to select suppliers. | Looking for new suppliers and new products through B2B websites, purchasing magazines, professional exhibitions Mostly. – The supplier has abandoned the buyer. The old supplier has cooperated with the buyer for many years. Through the help of the buyer, the management level and product quality have been compared in various aspects. The cooperation at this time is attractive to the supplier. Not very big, and the lower margins cause suppliers to start breaking away from the buyer and looking for new partners. This is usually the case with suppliers who supply large buyers. – Buyers’ demand for purchasing increases, reducing purchasing risks, and choosing more suppliers to cooperate with. 2. Looking for new products, product and technical analysis that the original supplier cannot provide: For buyers, use various methods to search for new suppliers, including the Internet, magazines, exhibitions, and get to know new suppliers through this. At the same time, the strength, product price, quality and so on of the suppliers will be compared. At this time, it is most important for suppliers to do all kinds of publicity, so as to enter the selection range of buyers. Reasoning: For suppliers, getting to know and accumulating new buyers quickly in a short period of time is the source of future orders. At the same time, in order to seize the market of peers, it is very necessary to do a lot of publicity during this time period. Suppliers with new products need to release them to buyers in a shorter period of time and enter the buyer’s purchasing plan. It is also in order to lead the peers and prolong the high profit time of new products. Therefore, publicity at this time is very important and suitable for overseas buyers and foreign trade suppliers. | Purchasing process, inquiry and negotiation, factory site inspection, screening comparison, inspection and audit.
03 What is the order time for buyers to make bulk purchases? About the procurement process of the Spring and Autumn Canton Fair | Buyer’s order from January to June: The order after the autumn fair is mainly to meet the buyer’s market sales needs in the first half of the year. Search in September and October – Screening and comparison in November – Formal ordering and factory production in December – Shipping schedule of more than 1 month – Sales start in February. | Buyers’ orders from July to February next year: buyers looking for new factories and new products in March, April and May – factory inspection and screening comparison in May – ordering and factory production in June – shipping in July | Bulk purchases From March to June, buyers will place larger orders throughout the year to suppliers during this period. The sales time is from April to December Christmas, and the sales cycle accounts for 75% of the time. There is no time limit for sporadic purchases. Buyers usually have sporadic small purchases throughout the year. The most important sales time is from January to March each year. This period is also the off-season for sales. Large buyers who purchase large purchases usually start placing orders in February/March each year. Take Walmart as an example, orders are placed with each supplier at the beginning of each year. , and then distributed to each store according to the sales plan.
Among them, the following two points need to be paid attention to:
1. The impact of delayed delivery on Wal-Mart: Wal-Mart’s requirements for suppliers: low prices, high quality requirements, and particularly strict requirements for supporting services, including delivery time and after-sales service, etc. The reason is: In order to reduce costs and obtain the lowest price, Wal-Mart implements zero-warehousing. In addition, in the early stage of product sales, Wal-Mart will distribute a large number of promotional leaflets in major stores to promote the launch of new products. At the same time, Walmart has more than 4,000 stores around the world, of which there are more than 3,000 stores in the United States alone. Many products in these stores are on the counter at the same time, so the supplier’s delivery time must not be skewed or time errors. It will bring huge losses to Wal-Mart’s sales. It is possible that all the previous publicity will be made in vain, and all delayed deliveries will cause Walmart to lose trust in the supplier forever, and the supplier will also need to bear high fines.
2. Possibility of sporadic purchases: Walmart’s annual purchase plan will be formulated by a specialized marketing department after evaluating and forecasting the market for the next year. Once this plan is in place, it is usually not changed throughout the year. For example, Walmart purchased 100,000 TVs, which are expected to meet the sales of the whole year and will continue to be sold until December. But maybe all the TVs have been sold out in October. At this time, Wal-Mart will no longer do sporadic purchases, because the price of small batch purchases will be higher, and the cost of transportation and distribution will be much higher than that of large batch purchases. cost. Coupled with the risk of backlogs when sales are bad, Walmart makes fewer sporadic purchases.
04 How to develop foreign buyers? 1. Select the city you want to develop, and preferably some more prosperous places. The number of buyers searched in remote places is small. If I want to develop the United States now, then I can locate New York and enter keywords. The choice of keywords is best to be comprehensive, not limited to one aspect. If I sell decorative boards, first translate them into English, Decorative board (decorative board) , belonging to Building materials, sold to Construction supplier, Construction dealer, subordinate industry: Building, etc. to build more product keywords. We input keywords from the following perspectives: 1. Direct input of product words: Decorative board (decorative board) 2. Direct input of industry words: Building 3. Subordinate materials: Building materials 4. Supplier: Construction Supplier (Construction supplier), 5, dealer: Construction dealer (Construction dealer), etc.
2. Check the customer’s company information, click on the website, you can see the company’s profile, main products, contact information, etc. on the home page, as well as trade information and company real scenes, you can view the import and export records of the other party, and the red mark is the import business. The above functions can help us judge the size of the customer company, etc., which is more conducive to later development.
3.Mining key person information, click on a company at will, click on decision-maker mining, you can dig out the email address left by the company’s executives on social media, you can see the decision-maker’s position and mailbox, click In, you can view the other party’s email address. Learn more about his company on his LinkedIn page.
4.Fourth, batch mining, select all companies, collect them into the collected data, submit mining, you can mine the mailboxes of all company decision makers, these mailbox systems will be verified, and finally export valid mailboxes, mass product development letters to decision makers’ mailboxes .
5. The effect of mass mailing and mass sending product development letters, you can see that thousands of messages can be sent at one time, and the success rate is particularly high. This is because: multi-national servers send, the United States, Japan, Singapore, etc., and have 45 ip addresses at the same time , the success rate is particularly high, this is because: multi-national servers, the United States, Japan, Singapore, etc., have 45 ip addresses at the same time,
You can also directly conduct mail tracking inquiries
6. WhatsApp batch scraping
Enter keywords, building materials, open the WhatsApp plug-in, and click to find contact information: you can choose one platform or multiple platforms, and you can search for more than 100 results in less than a minute. After a day, you can easily search for it. Thousands of results.
7.Number verification and group message The searched number is not necessarily a WhatsApp account, and then the number is verified. After one operation, the number is accurate and the WhatsApp account has been opened. Directly send the edited product introduction to the group. Target customers.
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Post time: Aug-25-2022