How to get foreign trade customers with stable suppliers? These points are key!
In the foreign trade industry, many times the best source of customers are not new potential customers, but customers who have established stable cooperative relationships with other suppliers. These customers often have clear and stable purchasing needs, but obviously, it is not easy to get such customers. So what should foreign traders do to get such customers?
Analyze customers
To tap such a customer, the first thing a foreign trader must do is to understand and analyze the customer. You can use tracking data to view customer information, including purchase frequency, purchase volume, purchase amount, partners, etc.
（Source：ueedata）
For example, if you search for this buyer named "SAILUN TIRE USA CORP", we will find that its purchasing volume is very large. Generally speaking, large buyers will have a main supplier that supplies 60-70% of the goods, a secondary supplier that supplies 20%-30% of the goods, and a second substitute supplier that supplies 10%. goods. This is mainly to avoid shortages of goods due to unexpected events.
Obviously, if foreign traders want to win over this customer, they must first strive to become its second substitute supplier. And before fighting for it. Foreign traders must first confirm whether their size matches the customer's needs. If the size cannot match, it will actually be difficult for foreign traders to place this order.
How to find customers?
Examine customer websites: B2B customers are not the final payers, but end consumers are. Therefore, the evaluation of end consumers will affect the customer's choice. So you can find the problems your customers are currently facing through their users’ feedback and complaints about existing products. And use customer problems that you can solve as recommendation points to attract customers' attention.
Continuously develop new products: If it is difficult for foreign traders to surpass existing products, then foreign traders can consider starting with new products. Avoid direct competition with its suppliers by exploring new customer needs.
More favorable prices: If foreign traders can reduce overall costs while ensuring product quality, thereby giving customers lower quotations, it can also help foreign traders win customers.
Provide personalized service and support: Foreign traders can also improve customer satisfaction in exchange for longer-term cooperation. You can provide personalized solutions based on customer needs and requirements, and provide regular product training and technical support to gain more recognition from customers.
Finally, you also need to remain sensitive to the market and customers, and constantly optimize and improve your marketing strategies and service quality. Communicate and provide feedback regularly with customers to understand their needs and opinions, and timely adjust strategies and services to adapt to market changes and customer needs, thereby maintaining long-term cooperative relationships with customers.
If you want to know more customer development skills, you can send us a private message~
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