客户在哪里,怎么开发呀,我该如何找客户,这是我们经常听到的话题 。这两年客户确实在发生变化,由传统的大型 采购商,转变 为更多更小的买家,其原因和我们国内是一样的,看懂中国的模式,再来看小B就不难了。
小B和直接和to C还是有区别的,小B你可以理解为给国内的这些主播供货或给你做小额批发类似1688,直接TO C 就是淘宝了。
没办法回到一个行业由几个大买家控制的时代,怎么抓住这些国外的大V,这些网红,怎么直接给他们供货是现在贸易公司特别是工厂应该 思考的问题。
早在今年年初我们就有分享过,我身边有很多这样的客户,他们以前只给传统的商超供货,量非常大,但是周期也相当长,程序相当复杂,最得要的是付款方式相当的不利供应商。
而给国外的这些网红主播供货,给国外的中大型 独立站 商家供货是很不错的选择,一个独立站的客户他可能在Amazon,WalMart,tiktok, instagram,facebook上都有自己的店铺,且粉丝数非常大,给他们供货程序简单,回款快,量不会一次压的太多,当然也不会特别少,周转也快,对供应商而言风险是小的。
如果你等他们给你发询盘,可能收到的都是一些新主播,新店的询盘,这些人还在试水中,所以订单量不会很大;大主播,大店主,早就有一批优秀的供应商盯紧了,在他们面前摆放着更优的方案,更专业的sales以及更完整的供应链体系,更优的服务团队。有主动开发能力的业务员不会太差,相信他们选择的老板更不会差,团队也一定是最完善的。
学会找到这些精准的客户群体是当下最得要的事,找到客户,还要沉下来学习如何分析客户的需求,根据客户需求来制定对应的方案。在这过程中,除了sales需要学习,企业也需要意识到客户群体在发生变化,我们的目标也需要及时调整。
在我们分享的google高效开发中,第三个主题 就是如何开发这些跨境平台上的店家及网红主播。如何利用社媒更快速的联系上直接KP,近期可能会做一次分开分享,会发布在外贸社媒训练营 具体分享时间关注主页
#instagram #facebook #linkedin #google #tiktok #WalMart#Amazon
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