海量客户资料中筛选出你的“真爱”Make Best Use of Customer Information

外贸连

说起发送开发信，相信每个外贸同僚都应该非常熟悉，因为这是我们外贸人每天都在做的事情。而阿连今天要说的开发信客户，指的是我们平时在网上找的批量的广交会客户，或者是其他通过海关数据得到的海量客户资料。
Speaking of sending a development letter, each foreign trade colleagues should be very familiar with it, because this is what we do every day. Today, what customers with developing letters I mentioned are the batches of customers in Canton Fair online or other customers’ information we get from customs data.
这些数据最大的特点是信息量大，这也意味着很多的客户可能并不是我们的目标客户。那我们应该如何缩小信息量，使得所有资源更有针对性呢？
The biggest feature of these data is the large amounts of information, which also means that a lot of customers may not be our target customers. How should we reduce the amount of information and make all the resources more targeted?
而这些客户，有些邮箱是有效的，但是他们却从来都没有回复过我们的信息，那我们就需要进一步打电话到客户的公司进行了解，因为可能你得到的资料是几年前的，而客户现在已经得到升迁，又或者已经转到其他的部门了，所以即使他的邮箱是有效的，也不会回复你，这时候你便需要主动联系寻找新的关键人进行跟进。
Some of these customers have valid mailboxes but never reply. Then we should call their company for confirmation because the information you get is a few years ago, and the customers now have been promoted, or have been transferred to other departments. So even if their emails are valid but no reply, you need to take the initiative to contact the new key person to follow-up.
通过域名的方式筛选，会发现很多无效的网址信息，我们也不能就此放弃，一般通过搜索引擎，输入错误的网址信息，你也许就能找到正确的网址，同样也是通过进入客户主页的了解客户的购买需求。
By selecting the domain name, you may find a lot of invalid URL information but don’t give up. Generally, inputting the wrong URL in searching engine, we may find the correct one, and then also to know their purchasing demand by assessing to websites.
对于另外一部分公共域名的邮箱，我们按照正常的思路，先是大量地发送我们预设好的开发信，当然在开发信的设计上需要做一些特设，比如开发信的标题要表明我们的产品名称和公司名称，最重要的是设定索要客户的“已读回执”，做好这两步之久，我们只需要等待。因为如果客户看到我们的信息，有购买需求，或者对我们产品感兴趣的客户，就会打开我们的邮件细看，这时候即便没有得到客户的回复，但其实这部分客户资源也是非常值得我们收集起来的。
For another part of the public domain email, we can follow the general method: send a lot preset development letters with special setting like showing our products and company names in title, and most importantly, setting a “read receipt” of customers. After the above steps, you just need to wait. Because if customers have purchasing demand or are interested in our products, they must read our emails. At this time, even they fail to reply, they still deserve our collection as customers resources.
如果你想要对这部分客户再做细分的话，可以结合客户的公司信息，通过搜索引擎了解客户对我们产品的需求情况。而一般情况下，对于这一部分客户，我会继续下一步的计划，就是继续坚持长时间介绍我们不同款式的产品，而对于那些经常发来“已读回执”的客户，全部列为重点跟进。若客户一直没有给予回复，我便会于逐个打电话进行进一步的了解，而此时客户其实对我们已经有了很深的印象。他会告诉我们对我们产品的具体需求情况，这时候便可以跟客户做更进一步的沟通了解，这种方式也可以帮助我们找到不少的重点客户。
If you want to make more detailed customers classification, we can search customers’ demand on our products together with their company information. In general, for this part of customers, I will continue to the next step, that is to introduce our different products for long term. For those customers send “read receipt”, I will focus on them. If they always have no reply, I will call each one to know information further, so that they have deep impression on us. After that, they will tell us the specific demand on us so we can have further communication, which is helpful to find out more key customers.
阿连通过这种方法也得到了一些非常有价值的客户信息，所以特此跟大家分享。即便是一份不起眼，或者曾经自己认为不重要的客户信息，只要你有心，像对待初恋一样对待它，有计划地跟进，一定能发挥它最大的价值。
I specially share it with you because I have gotten valuable customer information in this way. Even an inconspicuous or you think it unimportant information can be valuable only if you treat it like your love and keep following up designedly.