For those customers who have read your messages but have not replied, learn the tips of top sellers!

As a foreign trade salesperson, responding to inquiries has become a routine part of our daily work. However, after doing this for a while, have you also started to feel numb towards those customers who "disappear" after you reply? Have you ever thought about the reasons behind why customers don’t respond? In this article, let’s analyze the situation and see if there are ways to improve your conversion rate.
 
Five Reasons Why Customers Don’t Respond
 
1. The customer is not a buyer or decision-maker
This is a common phenomenon in foreign trade. The person may not have the decision-making authority or may just be inquiring to understand the market, without any intention to make a purchase. It’s normal for such customers not to respond.



2. The price is too high
If your quoted price is far above the market price, it might scare the customer away. Even if your intention is to leave room for negotiation, most customers lose the desire to haggle when faced with an excessively high quote.
 
3. Lack of trust
Sometimes, customers don’t respond because they lack trust in you. This is not just about selling a product, but also about how you “sell” yourself. Customers need to see your professionalism and service capabilities. Only when they trust you will they become interested in your products. Therefore, while product marketing is important, promoting yourself is equally critical—this is what sets top salespeople apart from ordinary ones.
 
4. The project hasn’t started yet
The customer may still be in the planning or research phase of their project and currently doesn’t have any procurement needs. These types of customers require long-term follow-up; waiting until the project starts to pursue them may be too late.
 
5. The product doesn’t match the customer’s needs
The mismatch could be in terms of quality, quantity, or customization requirements. If your product doesn’t meet the customer’s hard requirements, they naturally won’t waste time continuing the conversation with you.
 
How to Improve Customer Response Rates
 
The above reasons for a lack of response don’t necessarily mean the opportunity is lost entirely. On the contrary, this is precisely the chance to showcase your business acumen. So, how can you get customers to respond and even close deals?
 
Deepen Your Understanding of the Market
In-depth market research is a key factor in winning customers. Understanding market trends and dynamics can significantly improve your conversion rate. Specifically, you should stay informed about the latest product designs, processes, pricing, and services in the market; keep an eye on leading companies’ product movements and sales activities. Use customs data and other sources to gain insights into the overall market's purchasing and trading patterns, then analyze market trends and develop targeted marketing strategies based on this information.
 
Conduct Self-Evaluation
After thoroughly understanding the market, you need to evaluate your own products to identify strengths and weaknesses. Adjust your marketing strategy to meet the diverse needs of your customers. For example, for customers whose projects have not yet started, you could include market trend analysis, the latest developments, or relevant business experiences in your emails to help them complete their research faster, increasing your chances of receiving a response and securing a deal.
 
Maintain Politeness and Professionalism
Whether or not a customer responds, always remain polite and professional. Not working together today doesn’t mean there won’t be a chance to collaborate in the future. A professional and polite impression is far more valuable than sending hundreds of follow-up emails.
 
When following up with customers, try asking open-ended questions to encourage them to express their thoughts, rather than simply asking them to respond with a "yes" or "no."
 
Showcase Your R&D and Innovation Capabilities
If you can demonstrate your company’s R&D capabilities or introduce some new products, it will often capture the customer’s attention. Innovation doesn’t have to be limited to the product itself; it could include new materials, new equipment, or even new market information. As long as your information can create value for the customer, it’s effective.