Product knowledge about foreign trade

Abstract: In fact, in foreign trade practice, the most useful, most should master proficiency is not those seemingly advanced, mysterious method skills, but those who are neglected the most basic foreign trade basic knowledge. The basic knowledge here is not fundamental, because it is the teacher

In fact, in the practice of foreign trade, the most useful, most should master proficiency is not those seemingly advanced, mysterious method skills, but those who are neglected the most basic foreign trade basic knowledge.

The basic knowledge here is not basic theory, because that is the topic that the teacher studies, which is included in the end?

1. Product knowledge

Ask a question, do not know how many people can not hesitate, realistic shout out the answer, is: You really completely mastered your product?

Whether it's new or old, the problem is universal.

Our understanding of the product should not only be the price of the product, because if you only know the price, which means that when you talk to the customer only the price to talk about, then you do not complain about the customer, just to bargain with you.

This is a very interesting question, many foreign trade personnel are complaining about the current foreign trade is very difficult to do, because the customer only pay attention to price, only talk about the price, the other is not to ask, I want to say is, such customers have, but not all, not even most, largely because the salesman's guide unfavorable, A lot of people will say, I try to guide Ah, but the customer is not interested, then you can say a little customer interest?

What's the point of interest for your product?

Price, quality, supply stability, timeliness of completion, perfect service!

These are the areas in which any product is difficult to escape.

Price:

Here's the price, it is not only the price of the product is so simple, but also include why it is the price, which part of the price consists of components (configuration, spare parts, components, etc.), but also include the cost of using the product, such as equipment, the use of the process will generate operating costs, whether waste materials, whether Whether a waste of manpower and so on, of course, will include whether it is easy to damage, accessories costs, whether it is easy to replace, whether the replacement will cause other costs, such as the delay in the delivery of his customers and so on. Do you say that clients will be emotionally uninterested?

Salesman like to use some fancy things to support the price of products, for example, what kind of technology, but very few guests are concerned about what you are the technology, customers may want to know what this so-called technology will bring him, rather than what kind of material you use, can make the product durable and so on.

Quality：

Actually, it says. The way to illustrate quality, I've actually written many times, text, pictures, videos, to image, to be close to the customer's use process, to be as digital as possible, especially in the negotiation process with customers, this kind of thing is very important, the negotiation is not let you recite the text, but let the customer see the product at the same time, Try to make the customer really experience the product.

This expression is very important for some products, the appearance of no difference, for example, I now do the product, the customer is turned over all the manufacturers, also can not find too big difference, so that, customers make choices will encounter problems.

What to do?

Spell Price? In this way, an industry will soon be killed. This spelling, no minimum only lower.

That's going to be different? What's the difference?

I teach you to find the difference:

1. Deep communication: I've written an article on this. is that a lot of orders are lost because the communication is not deep (click to enter), has been in the reception of customers, this experience is really more and more deep, said a very simple aspect, a lot of machinery need to clean up, OK, customers may not be considered, not necessarily will ask, Many companies will choose not to introduce, or say that customers know, or forget, but often for customers to introduce or even demo words, will make customers bright. To be honest, many factories may be there, but not everyone will introduce them. Deep communication is the easiest way to find out the difference, of course, this simple behind, is a deep understanding of the product! Some details may not matter to the customer, but the accumulation of details can result in cost savings, labor savings, machine life growth, and so on. These details will become different, these are we need to remember in advance, the conditions of the launch point, see a certain device, you can put the details of this device to all of the introduction, you can?

2. Visualization: This has been written, no longer long-winded, please step into the View: Product interpretation visualization

3. Enhance experience: has written, no longer said, how to improve the experience of the product

4. With our complexity, to achieve customer convenience: This is actually also written, this is for many foreign trade people like to drag some fresh words with customers, there is a misunderstanding, do not let customers feel that your product is very complex, inconvenient to use, because that is to bring additional costs to customers, increasing the possibility of additional customer costs. To cite one of the simplest examples, just a few days ago signed the order, the customer stood in a design very complex, tightly sealed equipment in front of, this means that customers do not see the operating principle inside, OK, it does not matter, these things do not need to say very complex, I told him, is set temperature, set time, timer is very simple, Temperature is a few temperature detectors, to reach the temperature, automatic stop heating, time to arrive, automatic stop, automatic product delivery! Then point to the operation area to tell him that is these buttons, there will be English tags, clearly!

Remember, the product to explain too complex, too jerky, will only make customers more puzzled, is to make trouble for themselves!

Supply Stability:

If your product is a consumable product that is regularly purchased, or if you are dealing with a middleman, then a stable supply is absolutely important.

Most customers do not want to be constantly bothered to look at new suppliers, and they want to find the right suppliers at once, so a stable supply becomes an important factor.

In fact, this is also a lot of customers will like the factory's important reason, the factory has more than the company's autonomy, how to prove our stability, is relying on promise?

To！

You need to know the channels of your raw materials, to prove to the customer that your channel is very comfortable, to prove that your workers have sufficient capacity to ensure timely and stable production, even to understand the main steps of a equipment production, how many days each step, these are the actual evidence, when you can say that the content of the time, Customers have no reason not to believe!