外贸学院|

热门产品

外贸极客

Popular articles

Recommended Reading

Practical methods and tools for B2B customer relationship management in international trade

发布时间:2025/04/10
作者:AB Customer
阅读:466
类型:Tutorial Guide

This article is designed for foreign trade novices and systematically explores practical methods and tools for the entire process of customer relationship management (CRM). From customer acquisition, subsequent maintenance to repurchase activation, it covers key elements such as customer segmentation management, communication script templates and data-driven analysis. This guide uses free CRM tools and case studies to help novices establish a scientific customer management system and improve conversion rates and customer loyalty.

m1Up222z6yIPUdCR.png

1. Introduction

Customer relationship management is crucial for B2B business. Data shows that the cost of repurchasing existing customers can be reduced by 50%. However, newcomers often fall into common misunderstandings, focusing on customer development and neglecting customer maintenance, and customer information is often fragmented. This is like building a big house but ignoring the existing rooms. Just as we carefully manage our circle of friends to maintain our relationships with friends, we need to pay attention to all aspects of customer relationship management.

2. Methods for managing customer lifecycle

Customer development stage

There are many customer prospecting techniques on B2B platforms. For example, when following up on inquiries on Alibaba, you need to pay attention to details. You should respond promptly, provide clear and competitive quotes, and demonstrate your professionalism. On LinkedIn, you can use a three-step approach to targeted customer acquisition: keyword search, dynamic interaction, and private message templates. By using relevant keywords, you can find potential customers. Then, interact with their posts to build connections. Finally, use a well-designed private message template to start a conversation.

Customer follow-up stage

A hierarchical management strategy is very important. Take the RFM model as an example. It can help you classify customers according to their purchase time, purchase frequency, and purchase amount. The following is an example of a customer grading table:

Customer classification Purchase time (R) Purchase frequency (F) Purchase amount (M) Marketing Tips
Important value customers Purchased within the last 3 months Purchased 4 times or more in the past year The cumulative purchase amount in the past year is high, for example, more than $100,000 Provide VIP services, such as exclusive discounts, priority delivery, customized services, etc., regular return visits, and maintain close communication
Important development customers Purchased within the last 3 - 6 months In the past year, the number of purchases was small, 2-3 times The cumulative purchase amount in the past year is high, for example, more than $100,000 Focus on following up, understand customer needs, provide personalized solutions, and try to increase purchase frequency
Important customer retention No purchase in over 6 months In the past year, the number of purchases was small, 1-2 times The cumulative purchase amount in the past year is high, for example, more than $100,000 Take the initiative to contact customers, understand the reasons why they no longer buy, and provide preferential policies or value-added services to win back customers
General value customers Purchased within the last 3 months Purchased 2 - 3 times in the past year The cumulative purchase amount in the past year is moderate, such as 50,000 to 100,000 US dollars Keep communicating and provide regular product information and promotions to encourage them to increase purchase amount and frequency
General development customers Purchased within the last 3 - 6 months Purchased 1 - 2 times in the past year The cumulative purchase amount in the past year is moderate, such as 50,000 to 100,000 US dollars Regularly visit customers to understand how they use our products, provide related product upgrades or supporting services, and promote their development
General customer retention No purchase in over 6 months Purchased 1 - 2 times in the past year The cumulative purchase amount in the past year is moderate, such as 50,000 to 100,000 US dollars Wake up customers through emails, phone calls, etc., and provide some attractive discounts to attract customers to buy again
Low value customers Purchased within the last 3 months Purchased 1 - 2 times in the past year The cumulative purchase amount in the past year is low, for example, less than $50,000 Provide basic service and product information, reach them through automated marketing, and pay attention to changes in their purchasing intentions
Potential Customers No purchase for more than 3 months, or new customers have not made any purchases No purchase history or very few purchases No purchase amount or very low purchase amount Carry out marketing and brand promotion to attract their attention and cultivate potential demand

In addition, it is essential to have a library of email communication templates. For development emails, you can introduce the company's advantages and products. For quotation follow-up emails, you can remind customers of the discounts you offer. For holiday greeting emails, this is a good way to maintain good relationships. Related reading : Foreign trade novices must learn - the golden formula for development letters that customers reply in seconds (2025 practical version)!

Customer maintenance stage

Just like posting regularly on WeChat Moments to maintain friendships, you need to establish a mechanism for regular customer visits. You can provide quarterly business analysis reports to show your concern and professionalism. If there are customer complaints, follow the standard operating procedure (SOP). Reply within 48 hours, listen to their demands, and provide effective solutions.

Repurchase activation stage

Designing promotions such as buy one get one free, free gifts with purchase, or exclusive discounts can encourage customers to make repeat purchases. You can also set up a customer referral reward program, such as a tiered rebate system. Customers can receive different levels of rewards for each successful referral.

3. Recommended Practical CRM Tools

Basic Tools

HubSpot CRM offers a free version that includes a lot of useful features. You can manage contacts, track deals, and send emails. Another tool is JianDaoyun, which allows you to build a customized customer management system.

Advanced Tools

Salesforce has a powerful customer profile labeling system. You can set different labels to accurately classify customers. Zoho CRM provides a multi-dimensional data analysis dashboard.

Lightweight tools

Notion provides a customer information database template. It is easy to use and can help you organize your customer information.

Smart Tools

AB Ke CRM provides multi-channel, intelligent and automated customer management. Its basic version is free to use. Click [ https://www.cnabke.com ] for more information.

4. Data-based management skills

Customer profile building

You can use customs data to infer your customers' purchasing habits. Here's a sample analysis report:


Social media behavior analysis is also important. For example, analyzing LinkedIn activity can help you understand your customers’ interests and needs.

Subsequent effect evaluation

Monitoring email open and reply rates can help you gauge the effectiveness of your follow-up efforts. You can do this using AB customer marketing emails .

Are you ready to take your B2B foreign trade customer relationship management to the next level? Start using these practical methods and tools now! Click the link above to learn more and download practical templates. Don't miss this opportunity to improve the competitiveness of your international business!

B2B Customer Relationship Management CRM Tools Customer Management Tutorial AB客CRM Customer management tools Customer Management CRM B2B Customer Management

智领未来,畅享全球市场

想要在激烈的外贸市场中脱颖⽽出?AB客的外贸极客为您简化繁琐业务,通过智能⾃动化技术,将营销效率提升3-10倍!现在注册,体验智能外贸的便捷和⾼效。
了解AB客
专业顾问实时为您提供一对一VIP服务
开创外贸营销新篇章,尽在一键戳达。
开创外贸营销新篇章,尽在一键戳达。
数据洞悉客户需求,精准营销策略领先一步。
数据洞悉客户需求,精准营销策略领先一步。
用智能化解决方案,高效掌握市场动态。
用智能化解决方案,高效掌握市场动态。
全方位多平台接入,畅通无阻的客户沟通。
全方位多平台接入,畅通无阻的客户沟通。
省时省力,创造高回报,一站搞定国际客户。
省时省力,创造高回报,一站搞定国际客户。
个性化智能体服务,24/7不间断的精准营销。
个性化智能体服务,24/7不间断的精准营销。
多语种内容个性化,跨界营销不是梦。
多语种内容个性化,跨界营销不是梦。
https://shmuker.oss-accelerate.aliyuncs.com/tmp/temporary/60ec5bd7f8d5a86c84ef79f2/60ec5bdcf8d5a86c84ef7a9a/thumb-prev.png?x-oss-process=image/resize,h_1500,m_lfit/format,webp