Get big orders from “pet”! ---Experience shares of developing 8 key customers in half a year

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Shared by: Louis(foreign trade business), Zhejiang * * * sporting goods Co., Ltd

Date: December 2019

X French sports brand company is a giant company in French table tennis market. The customer purchased goods from the Japanese supplier before.

Our company is engaged in sports ball, and this client bought table tennis. I found this customer through the customs data platform of B2B3.COM and added the company's marketing manager from LinkedIn. In fact, all the employees in LinkedIn have been added, just Francois passed me. I'd like to share with you how the client closed the deal.

As you usually do, I found his mailboxes on B2B3.COM and sent an email to him, the customer read it but didn't reply. Later, the customer often liked to write pet posts on Facebook. I think he should be interested in pets? As a result, I joined the community where customers often put the posts and paid attention to their every move.

I finally got a good chance. The customer posted on the Internet that his kitty was dying. Who can help him?I sent an email with title that on the need of customers and the content without table tennis, attached the catalog to this email. The customer really replied to me! But his first reply was perfunctory, saying only that he would forward the email to his colleagues. In the meantime, I will reply to the email several times. The customer still replies that it has been transferred to the colleague, and the colleague will contact me if necessary.

At this time, I did not bring benefits to the customer, the customer is basically perfunctory. I write to the client as follows: would you like to provide the address of the company? We will send you samples free of charge. You can test and evaluate them.

The customer gave the address and sent in a copy of the colleague who inspected the sample. After the samples were sent out, more than ten days later, the purchase finally copied in. Later things went smoothly, because there was a large company, the business processes were very cautious. In the end, this order is 40 feet high, which is a good big order for our industry.

To sum up:

I found this big customer through the customs data platform of B2B3.COM, and then I searched the buyer's multiple contacts through AI Search Email. Francois's LinkedIn account, which I found by searching all over the Internet with AI. We've been in email contact and have done customer background analysis, know that the other side is the country's table tennis industry leader. To sum up my methods, there are mainly the following points.

1. The most difficult part of development is how to find the right person in charge and lead them out.

2. It's still useful to spend cost on a tool. This one I share today is a French customer, because is more typical. 

In fact, I have developed two customers in Germany, one in the Philippines, one in Italy, one in Brazil, and three in the United States in half a year with B2B3.COM, and many customers have returned orders, and many interested customers are in the process of follow-up. My colleagues have also developed three customers in the United States and two in Vietnam.

3. We also need to combine various social platforms and channels to understand customers. As long as you are attentive and careful, customers will be moved by you.

4. Before contacting customers, we should read the analysis report first and do a good job in data analysis. Then, we select the right customers and contacts to write one-to-one development letters. I spend two or three hours a day on B2B3.COM. I contact 20 buyers every day and never send a large number of letters in groups. This is respect for customers. My response rate can reach 80%. To do this, a lot of preparations should be done before sending, such as right emails, right person...

5. Regarding to other countries, it's better to write cooperation letters in local languages. One of my Spanish customers got letter the same day and asked for samples the next day.

You must be curious: did I help Francois solve Kitty's problem in the end? I really sent the medicine to the customer, but he replied that Kitty was OK. Now I have a good relationship with staffs in their company.Halloween also sent gifts. In order to retain customers, we must have a deep understanding of customers, become friends with customers, and make customers feel inseparable from you.