How to screen a large number of on-line consultation intraday high quality customers?

Online visitors more than the company of course is a good thing, but the inquiry to spend a day busy with a lot of time to learn how to filter useful information is very necessary.

First, queries are classified, deal with highly targeted, can be called the e-mail inquiry. Contents of the query from the buyer, you can check out what is the real inquiry. For example, he will ask you to offer a particular product, specific to the quantity, specifications, packaging, origin, quality standard, arrival port, on this inquiry, we must take seriously, because this may be a true buyer buy goods.

Second, the courage to give up. If you think that every inquiry is day to you potential buyers, too, some inquiry is too broad, perhaps only the guests as a means of investigating market conditions. Therefore, if you do not give up these general information only return customers every day will make you cope, no time to take into account the other.

Finally, can not ignore this type of e-mail - propose to your customers there are no products catalog, ask if you can provide. "The value of this information for our order no less than a real." The new Han Lun Paper Co., Ltd. Mr. Zhang Zhimin said. The company is engaged in the production and export of packaging paper, often accompanied by their customers e-mail request pattern, made of paper, colors, styles, specifications, and other special requirements, ask the company can produce, for this type of inquiry should given special attention. On the one hand customers often send this type of inquiry is because the suppliers can not meet demand, for you, this is a good chance; on the other hand even if you do not get this final order, but the message exchanges You can learn the process of new products, market demand and the technical indicators, which is difficult to pay big bucks you usually got something.

How to network efforts to raise the turnover rate of the network inquiry?

Inquiry received online and can not rely on e-mail address, e-mail to the company's sample pictures to the customer, the customer will be required the next one before the general mail-kind samples, because the online picture, after all, can not substitute for real people trust. So, you e-mail promises to customers need specific, bit by bit, to reflect the net to work.

More importantly, the business deal, after all, human to human, and we know from the Internet, then the company started to develop a long-term business relationship with clients, then have a real contact, such as corporate buyers to visit or meet in other occasions . We have always believed that buyers trust our produce is a process, sometimes 1-2 years, this is no different from the traditional process. Therefore, the on-line processing also need to network with much of the work under.

And through practice we find that, to participate in exhibitions and promotion of integrated network will play a multiplier effect. The benefits of network promotion Zuitai yes fast and vast territory from time and place restrictions, to a speedy and substantial customers and will it also has a very big limitation is that the exchanges and buyers Quefa face to face, resulting in Chengjiao cycle extension. Prior to joining our company Alibaba often to foreign exhibitors, including the domestic Fair. Last year, joined the second month after the supplier received more than 500 inquiry, then we are going to participate in an international exhibition in Paris, so we give them on-line inquiry to us are sent a letter to customers and tell them we will be a number on a show in Paris, the booth also told them that if they are interested in our products, then we will be able to stand up and we interviewed, by the way can take a look at our latest sample. When originally issued by the attitude we are holding try, did not expect many customers have given us a letter and tell us that he would go to that show, that time will come to our booth and some customers we also specify a sample with the past, the last of that show is the most successful overseas exhibitors, have an understanding of online customers on the spot just give our next single, another 7-8 customers also in the 2-3 months they gradually and our next single, and now the network is to collect customer funnel, is our talk show room and sample room.

How to give buyers timely and professional response?

1, arrange to receive and respond to the inquiries, the operator should arrange for leave before the gang officer;

2, opening of broadband, to maintain the status online at any time, the general absence of exceptional circumstances, customers ask questions to ensure that each inquiry be completed in one day and try to fight for two hours. While ensuring an accurate quote, if needed, along with electronic samples of quotes, quotations issued with, if not immediately give a precise answer, you can tell the buyer has received the first reply inquiry, informed buyers can not immediately respond to reason and committed to a precise point in time to the buyer before an accurate answer.

3, when the focus back to tell buyers what you can do for him, briefly and emphasized the advantages of the company, fill out the company name, founder of the year, total assets, sales, awards, contacts, phone and fax, so buy You feel at home is a very formal company.

4, the establishment of detailed product gallery, the best products to professionals take pictures. Detailed statement on each product, including product name, size, type, minimum order quantity, key people, prices, international certification and technical parameters of information;

5, the same product can have different areas or features of a variety of clients offer. In general, customers in the Middle East and Southeast Asia are particularly sensitive to price, quote requests for the first time will have a competitive edge, while the U.S. value-added products and customer service is more concerned about, quotes, consider this part of the costs, to Customers include state your offer in what additional services;

6, before buyers exercise after-hours to create the file, we were not paid much attention to the piece of work, and later training in Hangzhou hundred customers to see the practice of other companies is very enlightening. Now our operators received after-hours consultation the first thing to our repository to compare, if this customer issued prior to our inquiry, we will put two together back inquiry Sometimes buyers will be confused, if you remind him, he will think you are very professional and your impression is especially good. If the comparison revealed that this customer was not previously sent inquiry to us, we will treat it as a new customer record to the file.

Import and export trade and communication skills

How to make a successful trade groups? How to work in foreign trade to achieve greater profits? That is a concern of foreign workers, hoping a few tips will bring more people to help.
Opponents to the goodwill and welcome communication
- I will arrange everything.
If the communication is initiated by you, to provide all the convenience of competitors, enabling communication from the outset in a friendly and harmonious atmosphere. Especially when your opponent is coming from afar to communicate, you eager to inform him: "I will arrange everything." Not only show your sincerity, but also make him not worry about accommodation and other chores in the case, concentrate and you communicate.

Ongoing communication to avoid interference
-No interruptions during the meeting!
If the place of communication in your company, then please tell your subordinates, not to do in the communication process unnecessary interference. Because of excessive interference may affect the willingness and enthusiasm to communicate.

Information to enrich the sound
-We have a pamphlet in English.
Specific items are usually more convincing than verbal descriptions. When customers hear you say "We have a pamphlet in English." Or "Please take this as a sample" when will the increased interest and then asked you a lot and product-related issues. If you normally have comprehensive data collection, will be able Insider. This business is very beneficial communication.

Have the sincerity to solve the problem
-Please tell me about it.
When a customer complained to you, you should do is to try to appease him. The best way is to complaints against him concerned about the sincerity and resolve. Your sentence "Please tell me about it" or "I'm sorry for my error and assure you I will take great care in performing the work" to make the other feel that you have a sense of responsibility, will restore trust in you.

At any time to confirm important details
-Is this waht we decided?
Business meetings, one involves the amount and date of delivery, in addition to repeat the discussion was to use oral confirmation, the contract drawn up, the more to go over in detail again. Once a doubt, should immediately ask each other "Is this what we decided?" The contract really was glaringly wrong, they should tell each other "I'll have to return this contract to you unsigned." Protest. Any contractual issue, rather a little wordy, but also must not be vague.

Did not understand each other's words, be sure to ask him to repeat
-Would you mind repeating it?
English is not our mother tongue, do not understand is natural. Do not understand, he will understand, that would be harmful. In fact, others to repeat or talk anymore clearly it is not difficult, you just say "Would you mind repeating it?", I believe the other party will not only repeat, but the speed will slow down even more. If you still do not understand, then still use the old method: "Could you explain it more precisely?"

Say "no" skills
- No, but ...
In business communication, the rejected, should be categorically said "No." Obliquely with "That's difficult" or "Yes, but ..." to refuse, will you promise each other enough that altogether, while not politely refused. If you say "No, but ..." on the convenience know you are refused, but it seems also to talk about. This time, because you have first use of "No" check each other while standing in a favorable position on the communication.

Do not waste time communication rivals
- ... Then I'll drive you to the airport for your flight at 7:00.
Before the beginning of communication, it is best to communicate in advance that schedule opponents, and try to match. When you and your customers after all the details about Well, you said to him, "I'll have my secretary type the contract for you to sign at once, then I'll drive you to the airport for your flight at 7:00. Presumably he will appreciate your thoughtful and carefully, and therefore will adopt a cooperative attitude.

To present to the immediate left
-I 'm glad to have met you, Mr. Lee.
If agreement is reached, and you still linger, there are two dangers: Communication opponents change their minds; or you may loose the time does not choose words, something wrong. Therefore, a complete discussion, immediately "I'm glad to have met you, Mr. Lee." End, bid farewell to leave.

Keep opponents face communication
-Your views regarding management differ from mine.
For the complete failure of communication, the best way is to make your opponents lose face communication. However, this is not what you want the results right? In doing so, to communicate not only to break down opponents would provoke resentment. Although you heavy blow to the opponents, their failure to communicate but also into those. So to challenge each other, we must determine what their target, not the opponent's body: "Your views regarding management differ mine." Sometimes you can even blame a third party who is not present, not communicate directly onto the opponents: "Someone must have given you wrong information." This statement can guide each other to amend his views, and not offended him, made him walk out.

The seller should be good at using the right to stop delivery

The right to stop delivery of its nature, is a legal measure to give the seller an emergency power
Is to make payment of the seller has not yet received the goods the exercise of a lien on the prices of goods. The author believes that international trade buyers and sellers, especially sellers, proper understanding and use of this right is necessary.


Exercise of the right to stop delivery conditions

Not received payment for the seller to stop delivery in the exercise of right, must meet the following conditions:


First, the seller has handed over possession of the goods, but not yet received payment.

"Have not received payment" refers to the full payment has not been paid or reimbursed, or when using money order
Or other negotiable instruments for conditional payment, Although the instrument was accepted, but has been refused or other reasons, so the original can not be achieved, according to the conditions of acceptance. From the seller of goods has been accounted for
There is a seller to exercise the right to stop delivery of the differences with the lien.

Second, the seller must be insolvent when the buyer can exercise the right to stop delivery, and not only
The exercise of its outstanding loans to stop delivery of power.

Identification of insolvency has nothing to do with the payment, the buyer can not be supported by the manner stipulated in the contract
Pay the price, the seller not justify the exercise of the right to stop delivery. China's "Foreign Economic Contract Law" Article 17 provides "conclusive evidence" standard, requiring that one must prove that the other party does not
Or not performing. The following situation can be considered conclusive evidence: the buyer of debt owed to others, or more transfer property to evade the debt, or deceptive acts promise, or mismanagement, serious losses. If the buyer
Made on the performance of the contract fully guaranteed, the seller shall perform the contract. Party will be suspended if there is no conclusive evidence to fulfill the contract shall be liable for breach of contract.


Third, the seller of goods in transit can only exercise the right to stop delivery.

The "transit" There are several circumstances that must be addressed.

1. If the buyer or his agent before the goods arrive at the destination to extract the specified goods
The "transportation" is deemed to have been terminated. But the buyer should pick up in advance consent of the carrier, or they may have been the carrier of the prosecution. Delivery must be voluntary transfer of possession to the buyer without
The carrier agreed to pick up ahead of time, violated the rights of the carrier transport process is not terminated. Inappropriate to refuse delivery if the carrier transport process is terminated.


2. In the cargo arrived at the designated destination, if the carrier, the other trustee or custodian
To the buyer or his agent admitted that he is holding goods on behalf of the buyer or his agent, and as the buyer or his agent, trustee or custodian to continue in possession of the goods, the transport process is terminated. The carrier is often the custodian of the warehouse receipt, especially in the goods to the destination, the buyer of goods pending instructions requested custody of the carrier as its agent of the carrier itself is excellent evidence
Transport process terminated.

3. If the buyer entered into a contract of carriage with the carrier or charter to accept shipments, regardless of
Whether the seller knew the purpose of shipping port, is not entitled to exercise the invoice for the seller the right to stop delivery. The carrier is only an intermediary between buyers and sellers, not necessarily possession of the goods as an agent of the buyer, unless the buyer is the transfer of charter rental, delivery is right after the loss of the seller to stop delivery.


4. If the buyer is the legal transfer of title documents, the buyer or the seller agreed to resell or dispose of the goods
And so will sell the loss of the right to stop delivery. Can be regarded as the seller agreed to resell or dispose of the goods the buyer behavior: the buyer with the seller agreed to receive the payment from the client to pay; the seller claims to represent the first
Second, the buyer kept the goods; the seller accepted the buyer includes the contents of the bill of lading favor the buyer so the second.


Exercise of the right to stop delivery

In order to stop delivery of the right to make entry into force of the law must be paid by the seller has not yet received
Written notice issued by an agent or seller. This notice is given possession of the captain of the cargo, or distributed to the shipping company. If you notice the latter, there must be ample time to make the ship
Company in a timely manner to convey to their staff or agents of implementation. The seller sent the carrier to stop delivery of written notice, the carrier will not be challenging behavior. The ship did not arrive in the middle of the port of destination
That is to recover the direct possession of the goods, or required during the transportation to deliver goods to the seller, if the seller does not stop the delivery of legitimate exercise of the right, should bear the consequences. The carrier has no obligation to investigate whether the seller to stop delivery of the right to stand as long as he confirmed that the seller can stop delivery of power, do not have to ask the seller to produce a bill of lading bill of lading that has not been sold to a third party. However, if
Fruit carrier knows the legal basis for claims of less than the seller, he can not stop the transport of goods.

United States law on the exercise of the right to stop delivery of more stringent requirements:

1. The seller only to the entire vehicle
Bulk cargo ship line to stop delivery of power;

2. The carrier has no obligation to provide instruction in the absence of recovery
Single, or bearer bill of lading, or the exercise of the right to stop delivery of the bill of lading the shipper is not a secret case
Next stop the delivery.

Rights and obligations of the seller

Not received payment for the seller not only exercised the right to stop delivery of goods to regain
Ownership, nor that a lifting of the sale or transportation contract, the seller the right to resume possession until the purchase price. If perishable goods, has informed the buyer and not pay for goods within a reasonable period
Section, the seller the right to sell, although the seller to exercise the right to stop delivery of the right of possession only to restore, but this right in some situations, but to show the nature of certain preferential rights. In addition, the right to stop the delivery is not attached to the mortgagee have a mortgage on the goods. Although subordinate to the carrier the right to stop delivery warehouse custodian or other charges on the goods of persons entitled to possession of a lien, the latter on the former
Have priority in terms of rights, but it does not have the right attached to the carrier the consignee to meet the cost of freight or other general lien. But if the exercise of the right to stop delivery of the right of the carrier
Profit loss, the seller should be responsible for the consequences resulting therefrom. The seller to exercise authority to stop delivery of goods on the goods themselves and no claim of insurance claims. The seller without the knowledge or consent of the buyer not to resell or dispose of goods, the seller lost the right to stop delivery, but the seller was not entitled to receive payment directly from the second buyer. However, if the seller after the exercise of the right to stop delivery of goods will be sold, the buyer when the buyer against the original priority.


The seller is generally believed that the exercise of the right to stop delivery carrier will undertake the following obligations:

1. Or seller to accept delivery or be delivered instructions;

2. Payment or compensation equal to the unpaid freight transport
Charge the cost of damage;

3. If after the exercise of the right to stop delivery without further instructions, the seller should be supported
To pay the costs incurred, such as demurrage, berthing fees.

The right to stop delivery and the contract of carriage

In certain circumstances, during transport, the shipper may request the contents of the contract of carriage
Make certain changes or modifications. But such changes or modifications to the carrier losses, the shipper should bear the responsibility for compensation. Even if the contract with the carrier for the carriage of the buyer, seller or his agent for
The actual delivery person has the right to think that between him and the carrier form the kind of "trust" relationship, to enjoy the "entrusted with the property subject to certain rights of nature, and the exercise of that right and responsible for the consequences."

The main features of international trade

International trade in goods is the scope of commodity exchange, and domestic trade is no different in nature, but because it is between different countries or regions, so in comparison with domestic trade has the following characteristics:
1. International trade in goods involves different countries or regions in the policy measures, legal systems and different aspects of possible conflict, as well as language and culture, social customs and so bring about the differences, the issues involved complex than domestic trade.
2. International trade in goods generally higher transaction volume and value, the transport distance, to fulfill a long time, so the business risk both larger than domestic trade.
3. International trade in goods vulnerable to trading parties in countries where the political and economic changes, changes in international situation, bilateral relations and other conditions.
4. International trade in goods in addition to bilateral trade, the need to relate to transport, insurance, banking, commodity inspection, customs and other departments of the collaboration, coordination process than domestic trade are much more complex.
Here, the key is to international trade and domestic trade some contrast. International trade and domestic trade there was not only common, they are different, international trade is more complex than domestic trade.
First, international trade and domestic trade of the common
1, in social status in the same production;
2, a common mode of goods movement;
3, the same basic functions, and are subject to the laws of commodity economy and constraints.
Second, international trade and domestic trade, the difference between
1, the economic policies of different countries;
2, language, laws and customs are different;
3, and all countries currency, weights and measures, different customs system;
4, greater than the commercial risks in international trade and domestic trade.
To sum up, international trade is more complex than domestic trade.

International Trade Classification

1, according to the direction of movement of goods in international trade may be divided into
1 Imports (Import Trade): to foreign goods or services enter their market.
2, export trade (Export Trade): the national output of goods or services to foreign markets.
3, cross-border trade (Transit Trade): A country's goods transported through the territory of the State C to State B market, in terms of the C state is the transit trade. As the transit trade to the role of international trade barriers, present, WTO members do not engage in cross-border trade between each other.
Imports and exports both sides, on each transaction, the seller is concerned, is the export trade, the buyer is concerned, is the import trade. In addition, their input in the output of goods and become re-exported; output of foreign goods enter the country at the time, called the complex import.
Second, according to the shape of goods in international trade can be divided into
1, the visible trade (Visible Trade): there are import and export of goods in kind. For example, machinery, equipment, furniture and so on are all forms of physical goods, such as visible trade import and export goods. At the same time, this form it is often referred to as import and export trade.
2, the invisible trade (Invisible Trade): without physical import and export of technologies and services. The transfer of patent rights, tourism, finance and insurance companies are all cross-border provision of services without material goods, the import and export is called invisible trade.
Third, by producing and consuming countries in trade relations and the international trade can be divided into
1, direct trade (Direct Trade): refers to commodity producing countries and consumer goods are not traded through third countries of goods act. Trade aspects of the exporting country as direct exports, direct imports of the importing country side called.
2, indirect trade (Indirect Trade) and re-exports (Transit Trade): means the commodity producing countries and consumer goods are traded through third countries, commodities, indirect trade producers as indirect exporters, as consumers indirectly importing country, while the third countries are re-country, third country is re-engaged.
For example, the post-war Iraq, there are some opportunities, but risks are also high. Some enterprises in China's exports to Iraq when the first product sold mostly to neighboring countries of Iraq, then Iraq's neighboring countries re-export to Iraq.
4. By trade consists of: service trade, processing trade, commodity trade, general trade.