When doing international business, every salesman should consider the question:”how to make your product in-depth customers' heart?” However, the sales process always makes us disappointed and lose the motivation.So I want to introduce a way to let our products unforgettable. When we receive customers’ interest letter,what should we do?
First,we should think,research and understand our target customers when we sell our products. We should stand in customers' point of view, consider their demand and think which kind of products we can provide to meet their demands.
Second,every seasoned salesman knows that the popularity of a product always fluctuate.No matter what your product is,you must show your product advantage.
The following are 5 steps to highlight product advantages.
The first step,be sure what products you will sell?
The most important reason of sales failure is that only sell buyer's designated products and didn't research if there are buyers or potential buyers willing to purchase our products. We should be familiar with the direction of our product sales,and guide seller the initial product sales direction. First of all, we have to categorize products, such as clothing is divided into tops, pants, skirts, etc., list products and find the specific ones.Then we can conduct research.After the product is specific, we can communicate with the buyer and quickly find their demand products or the replacement products. Products should be classified according to their use, such as pants can be divided into sports, leisure and so on. The purpose is that we can choose the right product meeting the buyer's needs.Then highlight the advantages of the product, such as sports pants material, design and other product categories. The seller needs to find whether the product fit the customer.
The Second Step is to understand our potential customer types.
For example,clothing has a wide range of travel products and may cover different age and job.
A student spends less than a white collar worker and has different needs. For example, according to age classification, apparel customer can be generally divided into the following four categories:
Infants and young children (January-8 years old): The market for infants and young children's clothing is not the largest, with a maximum of 5-8%. The actual data may be biased,but the market for infants and toddlers is the best thing to do.
Cenozoic (15-25 years old): Cenozoic refers to the younger generation,which is the largest proportion of such people in the apparel market, that can account for about 50% of the market.
Middle-aged people (25-55 years old): The market share of such customers is about 30%.
The elderly (58-80 years): For the elderly market, it is only gradually rise and cause major clothing, tourism, hotels and other service industries after the 21st century, the proportion of the garment industry is about 12% -15%
Therefore, the general customer orientation can be subdivided according to age, gender, income, consumption habits, folklore, culture, educational level, customer psychology, social status and so on. After finding the target customer, we can start to sell.
The third step: to add extra value to the product
In order to actually sell the product, the seller should be able to add value to the product.Because other sellers in the market are also selling the same product, and the seller needs to be sure if their products can meet potential customers' demand and solve their problems , Or whether the seller can provide valuable or unique products.
Sellers also have to become "experts" in their markets and give buyers enough information. Specialization is important so we should learn how to make stores, products and brands more trustworthy, information-rich, and more helpful for buyers, and then ultimately drive business. If sellers can add such value, they offer more than just a product, but a set of services, which also allows sellers to charge extra rates because people are more likely to pay for better service.
The forth step: Investigate industry trends
Once you find something that makes your product interesting and can provide extra value for the product, there some things need to be investigated now. Sellers need to research product market trends, product searches, consumer needs, and what products are available now. There is a wealth of online resources to help sellers investigate:
Google Trends is an important resource to investigate market trends, consumer interests and search data. Not only does it show the amount of search over the past five years, it also shows what products are the most interesting one to worldwide consumers. Sellers can also take advantage of Google Trends Search and it will showcase the best-selling products online as recently as an hour ago and as far away as 2008.
Using Alibaba drop-down box to search for similar products
Select a similar product name, then you can not only see the product rankings,and click into it for further research, but also see the buyer's category breakdown.
The fifth step: looking for business opportunities
After checking the market, we basically understand the market conditions, it’s time for us to consider for ourselves. We can look at what areas can increase our profits: The products that is local hard to buy. By supplying products that are hard to come by in the market, sellers are more persuasiveness and make stores more profitable. Small items. The seller needs to see whether the product is small enough to ensure that the shipping costs are cheap and potentially high profits. Consumer products. For consumer products that will soon be exhausted, if there is a good customer service then the business will continue uninterrupted, bringing more sales and profits.
To sum up
There is no perfect way of selling in the world. No matter what kind of product sellers choose to sell, the trick is to add value to the product while finding a balance between demand and profit.