How qualified vaping sales reps research customer needs

Introduction: foreign trade salesman want to sell their products to the electronic cigarette customers, in addition to knowing the characteristics of their own products, more should know what the electronic cigarette customers want? We look at the qualified electronic cigarette salesman is how to make?

Heating non-combustion information network news: the so-called & ldquo; know yourself and know the enemy, can be a hundred battles ”;, foreign trade salesman want to sell their products to electronic cigarette customers, in addition to knowing their product features, more should be aware of the electronic cigarette customers to what is it? Therefore, the preliminary research work is very important. You have to understand, not all e-cigarette customers are your intention or potential e-cigarette customers, only when your supply and their needs match each other, you have the opportunity to & ldquo; convince & rdquo; them. Then how to research the needs of e-cigarette customers?

I found that most of the questions in the development letter are focused on the more bland, more general, or can not be very clear, why e-cigarette customers want to work with me? Why should e-cigarette customers trust me? What do you want e-cigarette customers to do next? The reason is still because there is no good research e-cigarette customer needs homework.

Take a simple example, a child is crying, let you go to coax him, what would you do? You will take a piece of candy is not? Why? This is not clear, children like to eat sugar. What does that mean? You know what his needs are, and then you throw it to attract his attention, is not it?

That is the same reason for the electronic cigarette customers, you have to know what he needs, and then say what he wants to hear, to give him what he wants, in order to catch him, is not it?

Then how can we understand the needs of electronic cigarette customers? There are several ways:

1, investigate the electronic cigarette customer website:

a) Generally in the “About US” section of the e-cigarette customers, you will basically learn about the company's past, the culture they are proud of, such as focusing on quality and service, but also their business philosophy. Some will also tell you that they are the largest XX company somewhere.

b) Nature of the company: from the website, you can also basically determine the nature of the e-cigarette customer's company, whether it is a wholesaler, a small or large retailer, or an online store; the basic size of the company you will also have a good idea of the size of the company, such as the e-cigarette customer to give the team's photo.

c) Products and general positioning: most of the e-cigarette customers will put their products on the website. You can compare which products are closer to yours, and through the products you can quickly determine whether this e-cigarette customer's product category and target positioning is your target e-cigarette customer. If so, further research, which products he sells better. Europe and the United States have e-cigarette customers are sold online, you can see the price, to do a good job.

d) user feedback: some large retailers in the online sales, there are e-cigarette customer reviews column, sales carefully read the comments related to their own products, we know that the current e-cigarette customer's supplier of what potential problems, as well as the product from which point of view to start will be more able to impress the e-cigarette customers. If you seize the focus in the development letter to provide all these details, so serious and professional spirit, which e-cigarette customers do not like? If you compare several similar companies, you can even find out what flaws exist in a certain company's product line, and what other people have a strong selling product (the Internet has this benefit, you can see his sales, price and number of reviews), he does not have, then you go to them to talk about it, choose the right product, and make a PPT to explain why you want to recommend this product. Because the study of your website, mainly what kind of crowd consumption, roughly the color, material distribution is what state, and then this similar products elsewhere in the number of sales how how you sell, you sell then estimated sales can reach how much……

2, find the relevant analysis report

If the e-cigarette customer size is relatively large, listed companies, they will be out of the annual report. This annual report you carefully study, basically on the e-cigarette customer's current business situation, what challenges encountered, how to solve these challenges, that is, his company's policy, all have a clear idea. Knowing his policies, you know what they are concerned about.

3, check the industry report

Online search for the relevant Market Report, there are free, there are fees, but you read the free executive summary, you will know the general growth of the industry, product distribution, channel structure and so on. Having a better grasp of the industry as a whole will be very helpful when you talk to your e-cigarette customers. When you talk to e-cigarette customers, use some Business Jagon (jargon), you will be quickly recognized. What's the best way to win someone close? It's being similar to him, language, demeanor…… it's called being like-minded. #p#Page Break #e#

4, understand the business characteristics of e-cigarette customers

For example, if you're developing a big retailer, how their business is run and how the different parts are divided up, you'd better be very clear about these. Develop Walmart similar supermarkets, you put Walmart's legendary biographies and so on to learn more about this type of company you are clear.

5, put yourself in the shoes

If I were an e-cigarette customer, doing retail, what would I be more concerned about in terms of suppliers? I do wholesale, a kind of intermediate links I will be concerned about what? If I was a small outlet, what would happen? Mull it over and you'll be clear.

6, question

The Chinese medicine said & ldquo; look, smell, ask, cut & rdquo;. Looking and smelling is observation, asking is communication. The first three done, before you can do diagnosis, diagnosis once done, prescription is a simple job.

In the United States, there is a branch of sales techniques called & ldquo; Question Based Sales & rdquo;, based on the issue of sales. Why question based? In fact, for you do not know, you ask him is the easiest way. Of course, when asked, to ask the right questions. This requires certain skills, in general terms, first ask some specific questions. For example, someone added to my QQ, came up to ask “ brother, I am a newcomer to foreign trade, can you give a few pointers. ” “ can ” and then there is no following. Right not, too open question. You have to focus the conversation on a specific matter. Also, just don't put some sensitive hard-to-answer questions up front so that e-cigarette customers won't respond to you. Start by asking the easiest off-the-cuff questions that can be answered for you, and as soon as he answers, you've taken a step forward. Don't try to eat a bite of fat, build up a small amount and move forward one step at a time.

There are a few misconceptions about finding e-cigarette customers:

The more the merrier:

a) Relevance matters. You use the software to search online, many are not in this industry, and even if they are in this industry, they may not do your product. This will cause a big problem, on the one hand, the response rate is extremely low, hit their confidence. At the same time, e-cigarette customers receive irrelevant information will complain, your e-mail address will be placed in the cloud's blacklist, affecting you to other e-cigarette customer e-mail, it is likely to be directly blocked or forwarded to the spam folder.

b) Some e-cigarette customers are small retail stores, for many reasons, they do not want to import directly from China. You go to develop, the response rate is not high. Why am I so much cheaper, but no one is interested? You only see the FOB price compared to the retail price. Generally the retailer's price will be 2 times of his import price. If directly from you, there are several problems, first of all, the cost, shipping, port fees, transportation costs and warehousing costs to the other side; and then the number of batches, even if you are willing to supply in small quantities, is it cost-effective for people to buy in small quantities? Large wholesalers to solve not only the problem of information asymmetry, they are more distribution channels, there is a problem of economies of scale effect; service issues, small batch, in the local cooperation for many years of wholesalers can provide him with a more convenient service than he imported to save a lot of trouble; and finally there is the risk of problems, to China to import, spend a lot of money, the cost is high, and the risk is also big.

These are their potential concerns, you want to develop this channel, you have to first do a good job of research, consider clearly how to solve these concerns. For example, distribution, find a warehouse overseas, and then study the market and choose the right inventory. This is actually a headache and costly. It's the same as you a factory expanding to the front end of the supply chain, running to do business with wholesalers. Direct competition with your wholesaler e-cigarette customers will kill them, and the price you give retailer e-cigarette customers, may be about the same, and will not make more money, but also exhausted.

Size doesn't matter

Bills fall from the sky, 1 1000 denomination, 10 100's, leaving 100 10's and 1000 1's. A group of people in the pick, you pick what?1 yuan is easy, but 1000 is equal to that 1 1000 yuan.

The bigger the better

.

Well, then, I specialize in picking 1000. That's what some people do when they're looking for an e-cigarette customer, but it doesn't fit either. Well, you find a 1000 big e-cigarette customers, they are very demanding, you simply can not reach, you can succeed? It's a waste of effort. The bigger the e-cigarette customer is not better, the better the match. Purchasers of different sizes have different requirements for suppliers. You have to figure out what he wants and then see if you are a match. If you don't match, you're just rubbing someone's cold ass with a hot face, and it's not a good idea. If you have that time, you might as well develop other suitable e-cigarette customers. Dragon with dragon, phoenix with phoenix. Just help a netizen to deal with a problem, she is a large factory, but the e-cigarette customers into the batch is very small, people think with your factory cooperation, the quality is too good, so the price is very expensive, and, I'm so small batch you will work with me? #p#Page Break #e#