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Index > Knowledge > How to Improve the Effectiveness of Secondary Development with Foreign Trade Clients?
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2025/01/24
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How to Improve the Effectiveness of Secondary Development with Foreign Trade Clients?

In the foreign trade industry, customer development is not a one-time process. To solidify cooperative relationships and increase the chances of closing deals, secondary development is crucial.
 
 Instead of passively waiting for customer responses, it is more effective to take proactive actions to improve customer interactions and increase opportunities for cooperation. Here are some practical strategies for secondary development:
 
1. Review Initial Communication
 
Before proceeding with secondary development, it is important to review the details of the first communication with the customer, including email exchanges, responses to development letters, and phone conversations. By analyzing these interactions, you can identify the key reasons why the customer did not place an order, such as issues with price, delivery time, or product quality.
 
2. Focus on Response Rate
 
In secondary development, it is crucial to respond to every feedback from the customer in a timely manner. Even if the customer requests a quote, simply thanking them for the response and telling them when you will provide the specific quotation can show that you value their inquiry. These small gestures help deepen customer interaction and communication.
 
3. Understand the Time Zone Difference
 
Since foreign customers are in different time zones, understanding their working hours is important. Communicating with clients during their working hours can improve efficiency. For example, sending emails or contacting them via instant messaging tools during their working hours ensures timely responses and avoids delays caused by time zone differences.
 
4. Actively Use Social Media
 
Social platforms such as WhatsApp, Facebook, and LinkedIn have become essential tools for staying in touch with clients. In addition to traditional emails, responding to customers via these platforms can increase their attention and help you gain their favor. Checking these platforms for new messages first thing in the morning and replying promptly can help you gain a competitive edge.
 
5. Multi-channel Communication
 
Do not rely solely on email as the primary communication method. Even if the initial contact with the customer was through email, follow-up communication should use multiple channels. Include your contact information in emails, add TradeManager, and even provide your WhatsApp details for easy access. Once the relationship matures, phone communication can strengthen trust and improve rapport.
 
6. Offer Valuable Solutions
 
The ultimate goal of sales is to close deals, and this starts with solving the customer's problems. Rather than just focusing on price, address the customer’s needs with practical and effective solutions. For example, help solve supply issues, logistics challenges, or customization requests. Showing your expertise and understanding of the customer's needs will naturally lead them to prefer placing orders with you.
 
7. Maintain a Genuine Attitude
 
The success of foreign trade transactions is not only dependent on price and product quality, but more on building a long-term trusting relationship with the customer. When communicating with customers, avoid constantly talking about price or orders. Instead, bring up valuable industry insights such as raw material prices or market trends. This not only helps the customer make decisions but also enhances your professional image in their eyes.
 
By providing sincere service and expert advice, and especially demonstrating professionalism and responsibility during communication, you can win customers’ favor and trust. With this foundation, customers will not only continue to cooperate with you but also prioritize you for future business opportunities.
 
How to Use Data Tools for Precise Customer Targeting?
 
To enhance the efficiency of secondary development, accurate customer data is crucial. With data tools like TradeInData, foreign traders can filter potential customers using HS codes or keywords, and gain detailed information about the customers, including trade records, partners, common ports, and purchase categories.
 
Additionally, market analysis can provide insights into import/export data for specific product categories in certain markets. By leveraging TradeInData, foreign traders can greatly improve the accuracy of customer targeting, which increases the success rate of development and cooperation opportunities.
 
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