Dealing with inquiries in this way increases the conversion rate by 80%

2024-06-14|43 views|Development skills

Receiving an inquiry from a client should be a joyous occasion. However, many salespeople often feel discouraged when the inquiry comes from India or when the client asks about the Minimum Order Quantity (MOQ).
Sometimes, salespeople invest a significant amount of time and effort in writing emails, only to have the client not respond or even read them, making their efforts seem futile. This is why many salespeople eventually resort to using templates or old emails. So, how can one break this "curse" and improve the inquiry response rate? This article will explore that.

When receiving a client inquiry, the first step is not to reply immediately but to research the client's information. As the saying goes, "Know yourself and your enemy, and you will never be defeated." Here are the basic steps for background research:
Step 1: Browse Client Information
1. Client Avatar: Check if it's a company logo or a personal photo.
2. Client Name: Note the client's name.
3. For B2B Inquiries: Pay attention to the information provided by the client, including but not limited to email, company name, address, etc.
Step 2: Search for Client Information
1. Image Search: Search using the avatar or photo.
2. Company Name Search: If the email domain is not a common email service provider like @gmail, extract it and search directly in search engines.
3. Social Media Search: Primarily use the company name and username to search.
4. Customs Data Inquiry: Check the client's past trade records and partners.
After completing the background research, analyze the client's inquiry. Most clients like to ask for more details, which generally concern two aspects: the product and the company.
Product Details
Clients are interested in aspects like materials, dimensions, colors, packaging, shipping methods, warranty period, and customization options.
Company Information
Clients want to understand the company's capabilities, equipment, employee experience, factory conditions, etc. When replying, focus on what the client seems to value most.
Handling MOQ Concerns
Clients particularly focused on MOQ often have needs lower than your requirements. For instance, if your MOQ is 300, the client might only need 200 or 100. Their MOQ is not always a fixed requirement. When communicating with clients, try to understand why they need a smaller quantity. Reasons might include limited funds, the desire to test a new project or supplier with a smaller order, etc.
When responding to MOQ inquiries, you could say:
"We specialize in serving online customers, so our MOQ (Minimum Order Quantity) is very flexible for you. Naturally, we will set some MOQ based on your customization or packaging requirements, but generally, we can proceed with an order if you reach a quantity of XXX."
Follow-Up Strategy
If there is no response within 2-3 business days after replying, follow up. Observe the client's online activity and send follow-up emails accordingly. Initially, you can send an email daily. If there is still no response, change the frequency to every three days, five days, seven days, half a month, and then once a month.
Follow-Up Email Content
1. Company Value Proposition: Highlight quality control, packaging, R&D, recent clients (preferably from the client's market), market news, etc.
2. Product Recommendations: Mention products with recent high inquiries and orders; invite them to sample new products.
3. Background Information: Use social media to understand client preferences and find topics of interest.
4. Exhibition Invitations: If participating in upcoming exhibitions, try to invite the client to visit.
When Patience Wears Thin
If the client does not respond for a long time, or you have lost patience, try reaching out via phone.

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