外贸获客背调查什么？

       刚进外贸，收到询盘后马上把公司介绍、产品报价等发给了客户。一个月过去了，客户没有回复，之外也不知道可以发什么了，相信这是很多业务员在开发客户的时候都会遇到的问题。

先利用询盘内的已知信息做客户背景调查，再根据调查的结果做跟进策略。

我们比竞争对手多想一点、多做一点，这能决定订单的最终归属。

    那么背景调查要查什么？最直观的重要体在这3大方面：

1）确认客户真实性：了解清楚客户所在的行业、主营产品，从而避免在无效客户上花费大量时间和精力

2）挖掘客户潜力：了解客户的实际购买力、年采购需求量、公司决策链，这样可以制订可持续的跟进策略，针对性跟进客户，做到有的放矢

3）判断潜在竞争对手：通过分析客户的供应链和采购行为，分析潜在竞争对手，做好优劣势分析，从而在后续谈判中占据更有力位置

    请记住——没有调查的跟进，都是无效跟进！

What is the purpose of conducting a background investigation when acquiring foreign trade customers?

Upon entering the realm of foreign trade, it’s common to promptly dispatch company introductions, product quotations, and more to customers upon receiving inquiries. However, after a month has passed with no response, uncertainty arises about what additional information to provide. This predicament is a challenge faced by many salespeople during the customer development process.

To address this, it’s crucial to leverage the known information from the initial inquiry for a comprehensive background investigation on the customer. Subsequently, a follow-up strategy should be devised based on the findings of this investigation.

To outperform competitors, it’s essential to go above and beyond in both thought and action. This approach can significantly influence the ultimate ownership of orders.

So, what should the background investigation encompass? The most intuitive and critical aspects fall into three key areas:

• Confirming Customer Authenticity: Gain insights into the customer’s industry and primary products to avoid investing excessive time and effort in invalid leads.

• Uncovering Customer Potential: Understand the customer’s actual purchasing power, annual procurement needs, and decision-making hierarchy within the company. This understanding facilitates the development of sustainable follow-up strategies, enabling targeted engagement and a focused approach.

• Assessing Potential Competitors: Analyze the customer’s supply chain and purchasing behavior to identify potential competitors. Conduct a comprehensive analysis of strengths and weaknesses to secure a stronger negotiating position in subsequent discussions.

Remember, effective follow-ups necessitate thorough investigation!