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