Shocking! These customer development skills of the gold medal sales champion can double your foreign trade orders!

This article will combine the practical experience of a senior foreign trade sales champion for ten years to reveal the core customer development strategies that can double your order volume. From building accurate customer portraits, multi-dimensional contact channel layout, negotiation conversion skills to customer life cycle management, combined with real cases and tool lists, systematically analyze the complete link from lead mining to order completion, helping you break through the bottleneck of customer development and achieve explosive growth in performance.

1. The underlying logic of foreign trade customer development from a high-level perspective

As a foreign trade salesperson with more than ten years of experience, I have summarized three golden rules for customer development.

First, we need to have a deep understanding of market demand. For example, in the textile industry, according to the World Trade Organization, the global textile trade volume will reach about 750 billion US dollars in 2022. Fast fashion giants such as H&M and Zara have been looking for high-quality and cost-effective textile suppliers. Therefore, we need to adjust our products according to market demand.

Second, build long-term relationships. A study shows that repeat customers contribute about 65% of a company's revenue. Take Apple as an example. They focus on providing an excellent user experience, which makes customers more likely to buy their new products and recommend them to others.

Third, continuous innovation. In the electronics industry, Samsung continues to innovate in technology and design, which helps them attract more customers and stay competitive in the market.

The data also reveals the secrets of the top 10% of foreign trade professionals. They spend about 30% more time on market research than ordinary salespeople. They also invest more in digital marketing channels, with about 40% of their marketing budget going to online advertising.

2. Technology for building accurate customer profiles

I take a three-dimensional approach to analyzing the industry, customer needs, and decision makers.

Take the machinery manufacturing industry as an example. A company called XYZ Machinery uses customs data to target high-net-worth customers. They found that in the construction machinery sub-industry, large construction companies in emerging economies such as India and Brazil are in urgent need of efficient and low-maintenance excavators. By analyzing customs data, they identified the top 100 potential customers and developed personalized marketing strategies for these customers.

Another example is ABC Medical Devices. They used market research reports and social media data to understand the needs of medical institutions. They found that small and medium-sized hospitals in Africa were looking for affordable and easy-to-use medical diagnostic equipment. Based on this, they developed a series of products that met these specific needs and successfully entered the African market.

In the food industry, a company called DEF Foods analyzed consumption habits in different regions through online surveys. They found that in the Middle East, consumers prefer halal-certified snacks with unique flavors. As a result, they adjusted their product line and marketing strategy accordingly, and sales increased significantly.

3. Multi-channel efficient reach strategy

It is crucial to build a private traffic pool. I will share the SOP for WhatsApp community operation. First, create a high-quality group. For example, clothing trading company GHI Apparel created a WhatsApp group for its old customers. They share new product information, exclusive discounts and fashion trends in the group. Second, interact with group members regularly. They organize interactive activities such as fashion Q&A and provide small gifts for winners. Third, strictly manage group rules to ensure a positive and active atmosphere.

For public traffic delivery, the combination of Google Ads and LinkedIn Ads is very effective. Software development company JKL Software used Google Ads to target potential customers who were searching for software solutions related to their products. They set up targeted keywords and campaigns, and their website traffic increased by 50%. At the same time, they used LinkedIn Ads to reach industry decision makers. They created professional ads that highlighted the company's achievements and expertise, and received a large number of high-quality leads.

Another tool is AB Customer Customs Data . It provides detailed trade data and comes with a mail search function, which can monitor and tap potential customers.

4. Core negotiation and conversion skills

I use the value anchoring method, which is divided into five steps from quotation to contract. Let's take MNO Furniture, a furniture trading company, as an example. When they received an inquiry from a European customer, they first learned about the customer's needs in detail. Then, they provided a detailed quotation covering product features, quality, and price. They also provided some value-added services such as free delivery and installation. Next, they negotiated with the customer on the price and payment method. They showed the customer a breakdown of the costs to justify their price. After agreeing on the price, they quickly prepared the contract and sent it to the customer. Finally, they followed up with the customer to ensure that the contract was signed smoothly.

On B2B platforms, RFQs (request for quotation) can be a great opportunity to close a deal quickly. Lighting equipment company PQR Lighting participated in a RFQ on a well-known B2B platform. They responded quickly to the RFQ, provided a competitive quote, and demonstrated the advantages of their product. They reached a lightning deal within 48 hours and received a large order from an Asian customer.

Another example is STU Chemicals, a chemical products company, which used value anchoring in negotiations with South American customers, emphasizing the high quality and environmental protection of its products, thereby winning the customer's trust and successfully closing the deal.

5. Customer Lifecycle Management

In terms of activating repurchase, CRM (customer relationship management ) systems have innovative applications in B2B business. Printing equipment company VWX Printing uses CRM systems to track customer behavior. They send personalized emails to customers who have not purchased for a long time, providing exclusive discounts and new product information. As a result, their repurchase rate increased by 30%.

For referral fission, it is crucial to design a customer referral incentive mechanism. Cosmetics company YZA Cosmetics provides discounts on next purchases to referrals and new customers. This incentive mechanism increased the number of new customers acquired through referrals by 20%.

In the auto parts industry, a company called BCD Auto Parts uses a CRM system to manage customer complaints and feedback. They resolve customer issues promptly, improve customer satisfaction, and increase the likelihood of repeat purchases and referrals.

6. Pitfall Avoidance Guide and Industry Insights

About 90% of new developers make some common development mistakes.

First, lack of market research. Many new foreign trade sales people rush into the market without understanding the target market’s needs, competition, and regulatory requirements.

Second, they neglect customer relationship management. They only focus on acquiring new customers and ignore existing customers.

Third, over-reliance on a single marketing channel. For example, some novices only use Alibaba International Station and ignore other potential channels such as social media and industry exhibitions.

Looking ahead to 2025, customer development presents three new directions. First, the increasing application of artificial intelligence in customer segmentation and personalized marketing. Second, the growth of cross-border e-commerce platforms in emerging markets. Third, as more and more customers pay attention to environmental protection and social responsibility, companies attach importance to sustainable and ethical business practices.

In short, mastering these customer development skills can double your foreign trade order volume. Don't miss this opportunity to change your business! Click the button below to get more exclusive foreign trade customer development resources and start your journey to success immediately!