Many foreign trade managers will encounter this common problem in business operations: How to develop the customer resources in their hands more efficiently? How to activate silenced customer assets? After completing the first part of this content, the salesperson must accurately group and follow up customers based on their understanding of the customers to ensure maximum customer retention and cooperation.
There is no unified standard for customer classification. The following is the customer grouping method commonly used by most foreign trade companies at present:
1. According to geographical location, North American customers: customers from the United States, Canada, Greenland and other countries; South American customers: customers from Brazil, Colombia, Argentina and other countries; Eastern European customers: customers from Lithuania, Serbia and other countries; Western European customers: customers from the United Kingdom, Ireland, the Netherlands, France and other countries; South Asia; Customers: Customers from India, Pakistan, Nepal, Sri Lanka, Maldives and other countries Southeast Asia customers: Customers from Myanmar, Thailand, Cambodia, Laos, Vietnam, the Philippines and other countries Middle East customers: Customers from Saudi Arabia, Egypt, Libya, Tunisia and other countries African customers: Uganda, Customers from Tanzania, Nigeria and other countries
2. Classify according to product application or model. Classify according to product use or product model.
3. Classification according to customer profit contribution: Type A customers: large group customers Type B customers: chain customers Type C customers: wholesaler customers Type D customers: some foreign retailers
4. Classify according to the source of customer inquiries: exhibition customers, social media customers, email development, customer delivery channel customers, B2B platform customers, proactively find door-to-door customers
5. Classified according to purchase transaction status 4 stars - Order customers: customers who place orders for the first time 3 stars - Sample order customers: predecessors of order customers, customers who are about to place samples but are still hesitating 2 stars - Repeat potential customers: those with major issues Customers with potential development 1 star - General potential customers: general potential customers, there is the possibility of cooperation, but the demand matching is not clear for potential customers 0 stars - No potential customers: currently no potential customers
6. Classify according to customer identity and nature: Distribution, agency, cooperative customers, OEM partners, supporting production, direct customer engineering, direct customer maintenance, direct customer retailers (shops, stores)
7. Classification according to the frequency of customer return orders. High-frequency return customers: The customer has a high frequency of single orders and is a loyal old customer. Low-frequency return customers: The customer has a low order frequency and also has other suppliers.
8. According to the follow-up status, customers who have not followed up for seven days, have not followed up for 30 days, and have not followed up for 90 days have completed transactions.
English 
Chinese