Customer Case: New customer got the first order in 3 months! Revealing the path of customer development from 0 to 1!

Case introduction: 5 key actions behind a new customer’s first order

• At the exhibition, he used product usage scenario demonstrations to attract customers. For example, he demonstrated on the spot how the product solved real problems.
• Send a personalized thank you email within 24 hours after the exhibition, and make a follow-up plan based on customer intentions and priorities;
• He reconnected with customers through LinkedIn interactions. He would like and comment on their posts to stay connected.
• Send the first development letter, attract customers to open the email through accurate title and content, and actively propose trial order plan to promote cooperation;
• The second email was customized based on the press release on the client’s company website. This personalized approach increased the likelihood of a response from the client.

Channel selection: 3 golden channels that newcomers must use (with a 0-budget operation guide)

1. Basic operations of B2B platform (taking Alibaba International Station as an example)

Step 1: Product details page : Use the "3-second eye-catching rule". Put a real photo of the customer's factory on the first picture and attach a table of core parameters. In this way, customers can quickly find the key information they need.

Step 2: RFQ quotation tips : Use the "Peer Comparison Table" to highlight your delivery time advantage. For example, you can mention that your delivery time is 5 days faster than your Guangdong peers.

Step 3: Notes for newcomers : Avoid "one-click bulk quotation" and adjust the minimum order quantity according to the size of the customer's company.

Common mistakes made by beginners: Don’t make your product detail page too long. Focus on the most important information and make it easy for customers to understand.

2. Accurate query of customs data (such as AB customer customs data, covering import and export data of more than 180 countries and regions, free query )

Step 1: Search syntax : enter the importing country + product HS code + "Purchase frequency ≥ 3 times in the past 12 months".

Step 2: Case analysis : Xiao Li discovered through data that the average monthly purchase volume of a Mexican customer had dropped by 20%, so he sent the customer a "Cost Optimization Plan".

Step 3: Free tools : You can try ABke Customs Data ( https://www.cnabke.com ) for free, or visit the United Nations Commodity Trade Statistics Database (suitable for mobile devices) to obtain more customs data information.

Common mistakes made by beginners: Don’t search blindly. Use the right keywords and filters to get the most relevant data.

3. Social Media Icebreaker (LinkedIn + WhatsApp Combo)

Step 1: LinkedIn Friend Request Template : "I noticed that your company is building a new warehouse in Brazil. Our storage racks are INMETRO certified."

Step 2: First communication via WhatsApp : Send “booth photos + product manual page number annotations” within 24 hours after the end of the exhibition.

Common mistakes made by new users: Don’t send the same old friend requests or messages. Personalize your communication style to stand out.

Customer positioning: 3 steps to target high-potential customers

1. Portrait construction: using the "5W2H method"

Step 1: Who : Determine whether the customer is an end user, wholesaler, or brand owner. Xiao Li’s first order customer was a seller on Amazon in the United States.

Step 2: Quantity : Determine the annual purchase volume through customs data. Screen customers with annual purchase volume between US$500,000 and US$1 million.

Common mistakes made by beginners: Don’t assume that all customers have the same needs. Segment your customers based on their characteristics.

2. Pain point mining: 3 channels for obtaining information

Step 1: About Us page on the company website : Grasp the client’s market positioning. For example, Xiao Li’s client emphasizes “fast fashion supply chain”.

Step 2: Social Media Trends : Discover the customer’s “warehouse expansion plan” from the CEO’s tweets and match it with the warehouse equipment needs.

Step 3: Industry Reports : Use IBISWorld reports to analyze the pain points of your industry. For example, understand the inventory turnover days in the US retail industry.

Common beginner mistake: Don’t ignore information on your customers’ websites and social media. This information can provide valuable insights into what your customers want.

3. Priority classification: ABC customer classification method

Step 1: Category A customers (follow up within 1 week) : customers who have clear purchasing plans and whose production capacity matches your company’s.

Step 2: Class B customers (return visit every half month) : customers who have participated in similar exhibitions and have product gaps on their websites.

Step 3: Case analysis : Xiao Li classified an American customer as a Class A customer because the customer’s website showed “30 days left to new product launch”.

Common mistakes made by newcomers: Don’t treat all customers the same. Prioritize follow-up based on customer potential.

Communication and transformation: 4 key points from breaking the ice to closing a deal

1. Development letter writing: The golden rule of “pain point-solution-evidence”

Step 1: Title : "Are your Amazon products experiencing a 15% return rate due to damaged packaging? A US customer case study."

Step 2: Body structure :

• Pain point confirmation: "I noticed that the cartons you purchased in March were not strong enough to withstand compression." (Quoting customs data)
• Solution: “Our three-layer corrugated boxes are ISTA 3A certified, reducing the breakage rate to 3%.”
• Operation Instructions: "Attached is a customized packaging solution for you. We can arrange a free sample this week."

Common mistakes made by beginners: Don’t write long development letters. Focus on the customer’s pain points and how to solve them.

2. Ice-breaking Negotiations: 3 Low-cost Techniques to Build Trust

Step 1: Factory live broadcast : Invite customers to watch the production process via WhatsApp. Xiao Li live broadcast the carton printing workshop before completing the first order.

Step 2: Customer evaluation : Send inspection reports from similar buyers (hide core data and highlight the years of cooperation).

Step 3: Sample strategy : Implement the "freight payable + free sample" strategy for Class A customers.

Common mistakes made by beginners: Don’t be afraid to show your factory and customer testimonials. This helps build trust with your customers.

3. Price negotiation: the “sandwich quotation method” for beginners

Step 1: Value Anchor : “Our cartons can hold 20% more weight than regular cartons, which reduces Amazon’s overweight storage fines.”

Step 2: Step-by-step planning : "The first order of 5,000 will be priced at [price 1] per unit, and the next order of 10,000 will be priced at [price 2] per unit."

Step 3: Risk Guarantee : “If you are not satisfied with the first cooperation, the remaining amount can be transferred to the advance payment for the next order.”

Common mistakes made by beginners: Don’t drop the price right away. Show the value of your product first, then offer a reasonable price plan.

4. Capturing transaction signals: 5 order placement signals that cannot be missed

Step 1: When the customer asks "Can the minimum order quantity be split?"

Step 2: When the customer asks for a "Destination Port Customs Clearance Document Template".

Step 3: Case Analysis : Xiao Li noticed that the customer asked on WhatsApp, "Does PI include pallet charges?" He immediately prepared 3 packaging solutions.

Common mistakes made by beginners: Don’t miss these signals. Respond promptly and close the deal.

Follow-up and review: key actions from order to long-term cooperation

1. After-sales follow-up: 72-hour golden service period

Step 1: On the day of shipment : send the “logistics tracking number + a video of monitoring the packing”.

Step 2: 3 days before arrival at the port : remind customers of the “List of Documents Required for Customs Clearance” (attached with the contact information of the local freight forwarder).

Common mistake made by beginners: Not forgetting the post-sale follow-up, which is crucial for long-term customer relationships.

2. Customer classification management: Building a 360° customer profile in CRM

Step 1: Core fields : Make full use of the CRM system (such as AB客 CRM, which is free to use ) to establish detailed customer profiles, classified by purchase stage (trial order/re-order/strategic customer), special requirements (for example, EU customers need CE certification), communication preferences (send email first/call first), etc.

Step 2: Case Analysis : Xiao Li marked the American customers as “attending the Las Vegas exhibition every March” and prepared on-site samples in advance.

Common beginner mistake: Don’t manage your customers in a chaotic way. Track them in a systematic way.

3. Review and Optimization: 3 Things Newbies Must Do Every Week

Step 1: Statistics on the response rate of development letters : Record the opening rate of different titles. For example, "the response rate of case-based titles is 22% higher."

Step 2: Classify the reasons for customer rejection : sort out 5 major categories such as "price sensitivity" and "certification mismatch", and make corresponding optimizations.

Step 3: Update the resource library : record high-quality customer websites, industry reports, and success stories into cloud documents.

Common mistakes made by beginners: Don’t ignore review and optimization, continuous improvement is the key to success.

Now that you have learned a lot of valuable tips from Xiao Li’s success story, it’s time to put them into practice. Start your customer development journey now and build long-term, trusting relationships with global buyers!