Using Google to search for customers, in fact, not only focuses on the skills of various keywords, but also focuses on our search thinking. Many foreign trade friends use Google to search for customers. There is no clear purpose and complete search plan. When searching, the related keywords become chaotic and disorderly. This can only be regarded as a "spur of the moment" search behavior.
Before we search for customers, we must have a clear search path and entry point in our minds firstly, so that we can have a systematic search thinking structure. At the same time, this is also a process of gradually expanding keywords.
The first is the supply chain of commodity circulation, which contains basic business concepts; upstream and downstream structure of supply; pricing, profit distribution; supply chain rules, etc. Among them, the sales and distribution structure of the upstream and downstream of the supply chain actually guarantees that their respective needs can be met. In addition, different participating roles in the supply chain will have their own fixed customer group, and will only choose a certain type of customer to cooperate.
Then there are the common types of customers, mainly divided into three categories: distribution, service, and non-profit organizations.
In the supply chain, the types of customers in the distribution category start from the nearest end of the supplier, including pure importers, brands, manufacturers, wholesalers, distributors, large supermarkets, retailers, etc. Among them, each participating role gets its part of the income from the circulation of commodities.
The types of service customers include leasing, maintenance, design, planning, etc. In fact, this part of service customers is of high value. Compared with distribution customers, such as wholesalers, he generally buys goods and sells them to earn the price difference. Such customers are not really competitive. And service customers mainly serve which manufacturers, what products they supply, and what kind of services they provide. Such customers have their own competitive advantages and value, and some of them have large customers.
The types of non-profit institutional clients, such as communities, schools, governments, research institutes, etc., may also be our clients. Suppose we are making cultural and educational products such as stationery, tables and chairs. These non-profits are likely to be imported and purchased. Why? If you purchase a small amount of stationery, tables and chairs, you may purchase it from suppliers in the local market; if you purchase large quantities of products, you may consider looking for Chinese suppliers, because the prices offered by Chinese suppliers are compared with local competition for brands, the price cost must be lower.
What is the role of understanding and analyzing the supply chain and customer types? Basically, it can be summarized into the following three points:
One is to discover niche markets. In fact, we analyze the supply chain and customer types, while consolidating our existing customer market, and discovering and cutting into some new markets to obtain new sales opportunities and returns.
The second is to discover high-quality customer types. For example, doing a lot of products from manufacturers and suppliers. Perhaps our customers' order sources are mainly through Alibaba, exhibitions and other channels to receive orders, and more customers encountered are pure importers. When sorting out the supply chain and customer types, it is not difficult to find that there are many high-quality customer types, such as local brands and supermarkets.
The third is to increase the coverage of promotion. When promoting and selling commodities, in addition to the front-end importers of the supply chain, we can also cover multiple types of customers with different participating roles behind the supply chain.
In short, understanding and analyzing the supply chain and customer types can help us obtain new trading opportunities and profit margins.