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Today's news:
1. The European Union passed the Net Zero Industrial Act on the 27th. The bill aims to accelerate the EU's transition to climate neutrality while enhancing the EU's industrial competitiveness.
2. According to the US Consumer News and Business Channel website on the 23rd, since the end of April, spot freight rates have soared on routes to the US coastal areas, with an average increase of up to US$1,500. Initial data from Kseneta shows that freight rates will rise further in early June.
3. The German Ifo Institute for Economic Research released the latest data on the 27th. The German business climate index remained at 89.3 in May and did not rise further. Previously, the data had risen three times in a row, and experts had predicted that it would rise to 90.4 points in May.
4. According to Bloomberg on the 27th, Philip Lane, chief economist of the European Central Bank, said that the European Central Bank is expected to start cutting interest rates next month, but it needs to keep the policy within a restrictive range in 2024.
5. First Financial: South Korea's "Aerospace Administration", an agency in charge of aerospace policy, research and development and industry, was officially established. The Aerospace Aeronautics Agency will build a space industry ecosystem dominated by the private sector to lay the foundation for becoming a space power.
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Today's Insights: Supercharge Your B2B Sales - 7 Expert Methods to Boost Your Business!
What is the premise of tracking customers? Analyze customers! If we can find a lot of information about customers through search, it will be the best. If we can't find it, we can't help tracking.
Are there any customers who can make a deal after the first contact? Yes, but very few. I also want to win the customer by sending an email and bargaining, but most of the time it is impossible. More than 90% of my customers are obtained by slowly tracking and harassing them later. We say that we should constantly harass customers.
But if we put ourselves in the perspective of buyers, we will also be annoyed by those salesmen and harassment who have nothing to do all day long and have nothing to say. Such harassment is ineffective and may even make buyers more disgusted, have a counter-effect, and make the relationship more distant! If you think from the perspective of others, you will easily come to the conclusion that for me, I prefer to accept two types of "harassment".
First: It is really helpful to me, useful or beneficial. Second: Some of the comments can really touch my heart. I believe that for most people, facing these two types of "harassment", they will not be disgusted! Then we can do enough work on these two points: First: Topics that are useful to customers, here are a few examples:
1. Product price
Customers must be concerned about the price of the product they want to buy. I usually report the latest price at the beginning of each month. If the price changes frequently, I will send an email to the customer according to the frequency of the change and set the validity period. I got a customer like this, from Pakistan. He asked about the price once, and then there was no news.
According to many people, If the other party no longer responds, just ignore him. I didn't. I sent him an email every month or when the price changed. This went on for seven months. Suddenly one day, a foreign phone number called me and said: I'm already in Shanghai and preparing to visit the factory in Jinan. I was quite puzzled. Who is this? I asked: May I ask who you are? The other party repeated the email twice and I remembered it, so I arranged to pick him up at the airport. As soon as we met, he gave me a thumbs up and said: You are very dedicated and diligent.
Although I don't reply, I will read it. This time I came to China, I inspected the original suppliers, and then came to see you who never gave up. I said: I am very surprised. You just sent me an email, and then ignored me in July and August, but you actually came. I am so happy. I thought clearly in my mind that this was a waste of money. But he was happy as soon as he arrived at our factory, especially when he saw our inspection equipment. He said on the spot: Is the price you quoted to me at the beginning of the month still valid? I said: Yes! "Okay, a trial order for a cabinet. "
2. Industry Status and Trends
For example, I will predict the trend of our products for customers at a certain period of time every year, and remind customers to stock up early or not to sell. I remember that there was a customer who ignored me no matter what. Several of us predicted that the price of this product would definitely increase because it was basically this trend every year, and there were signs of it that year.
So I sent an email to the customer. Title: you must buy ** within one week, or you will regret. Such an extremely confident post surprised the customer, and he sent an email: Do you think your prediction is accurate? I said: How about this, you sign a contract with me, if the price increases, cooperate according to the contract price, if it does not increase, I will reduce it to the lowest price for you to cooperate, how about it? I will also tell the customer that this period is a certain meeting in China, and some industries will be strictly checked, and even road transportation is troublesome.
If you don't want to delay the progress of the factory, I hope to prepare in advance. For example, before the Olympic Games, our products are hazardous chemicals, and Hebei is the main production area. Most factories in Hebei were forced to stop production. Although we produced, The sailing competition in Qingdao Port prohibits the shipment of dangerous goods. I reminded the customer in advance, but the customer did not take it seriously. Later, when he was in trouble, he began to ask me for help, and later he also recognized me.
3. Professionalism
We had a rubber customer before, who needed to use our product as a catalyst. At that time, I saw an article about their product production process on the Internet, saying that adding certain ingredients can make the rubber made more resilient and more resistant to aging. This article is the latest research result. I have a paid account to see it, so I briefly processed the article and sent it to the customer. The customer did not reply. After a few days, he sent me an email saying that it was true. , very happy, a customer was won just like that!
4. Other product-related issues requested by the customer
We can help customers collect information about related products and report them to customers in summary, which is also useful information for customers.
5. Sample method
For some customers whose tracking is deadlocked and negotiations cannot progress, I will decisively use the sample method for tracking. The sample tracking method will really bring the negotiation into a new situation. Of course, I am talking about free samples and free express delivery! This method cannot be generalized, it depends on the product. Be able to find the right topic that really touches your heart.
6. Analyze the information obtained by the customer
Example As I have shared before, I know that the customer likes mountain bikes and bicycles, so I can write articles about these topics. If we find common interests, it will be easier for them to accept us.
7. Offer emotional value for your customer
How do you know the customer's birthday? Just search online, or the customer's email will bring the information. I have a customer whose email address is maxeric***@gmail.com. On May 6, I sent an email to the customer, wishing him a happy birthday. The customer was surprised and sent an email to ask me: How did you know? Is it an acquaintance? Have you cooperated with me before? I said: I saw that your email address was written like this. So the customer was very happy and said: You are really good at marketing. The communication barrier was reduced at once.
I searched another customer's email and found his registered idgfs0728 on a forum. I thought it was his birthday, so I sent an email. The customer replied: Although it is not my birthday, it is my wedding anniversary. I am also very happy to receive your blessing. Thank you very much. It can also backfire. For example, a client also uses the format of 0823, but this date is the death anniversary of the client's wife. However, we can't throw the baby out with the bathwater. The chance of encountering such a thing is still very small! The above two categories are just a few examples. As long as you think it is useful and can impress the client, you can use it.
