Just responding to inquiries is not enough, as doing so can improve order conversion rates

2024-03-22|88 views|Development skills

Many foreign trade practitioners have likely received inquiries like this: "I am very interested in your XXX product..." Yet, after you respond, there's no further reply.

Have you ever considered why? And how to attract clients for a second or even multiple replies? Today, let's discuss these two topics and hopefully bring some inspiration.

Reading Inquiries Multiple Times
When it comes to client inquiries, if your response doesn't align with what they're asking, the client is unlikely to reach out again. Many inquiries are sent out in bulk, and if you can't grasp what the client wants or needs, you won't capture their attention.
Read the client's questions several times to not only understand what they're asking but also to lay the groundwork for our next response.
Response Stage
For template-type inquiries like, "I am interested in XXX products, what is your minimum order quantity and how much...," we should provide as comprehensive a quote as possible and address their questions. During the email exchange, or at the end of the message, pose some questions to prompt their response.
For instance, if we're in the glass product business, after answering the client's questions, I might add, "Are you buying this item for personal use or are you selling it to your local customers? This will help me provide you with a more accurate quotation," or "Have you used our products before? If this is your first time encountering similar products, we can provide you with samples for trial." Such statements encourage the client to respond again.
This approach expands the conversation topics with clients, moving beyond mere quoting.
For targeted inquiries, such as, "I am from XXX country and am currently planning to start a new project. I am looking for suitable products. Could you please recommend some to me?" after thorough research into the client's background, we should reply.
From such inquiries, we can deduce that the client may not be very familiar with the industry. Hence, we can start by highlighting our services and support to demonstrate confidence and professionalism, helping the client build trust and garnering their favor. Regularly sharing relevant news or industry information can greatly assist in securing orders.
The importance of follow-up is self-evident. It's not just about maintaining communication with the client but also about understanding their needs or issues from the conversation and helping them resolve them. This is key to gaining client trust. How should we follow up with different clients?
Quoted Clients
For clients who have received a quote, if there's been no response for a long time, it's appropriate to ask if they received the quote. If the client indicates they haven't or haven't checked it yet, remind them to do so, and if necessary, resend it.
If the client has received the quote, inquire about their thoughts on it. If they express satisfaction with the product but have some concerns about the price, focus on the quality of the product and service, and offer some timely discounts to attract them to place an order.
Clients with Unclear Attitudes
Some clients may not have a deep understanding of your products and may show an indifferent attitude towards buying. For such clients, the first step is to dispel their concerns. This can be done by providing samples or explaining the advantages, helping them understand the benefits of purchasing your products and guiding them to place an order.
Follow-up is a persistent process. Only by solving the client's problems and dispelling their concerns can we eventually close the deal. Maintain patience and perseverance, and believe that the next big order could be yours.

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