In this article, combined with my past experience of using Snov.io in foreign trade, I would like to share with you how to find the email address of a key person and reactivate it after losing contact with a customer at an exhibition.
Are customer business cards from 10 years ago still valuable?
First of all, we should think about whether the customers we haven’t contacted for so many years are still in the same industry and whether they are doing well. The final ratio is different for different industries and exhibitions. For example, leaving exhibitions aside, some industries have changed a lot in recent years, the threshold is not high, and the competition is fierce, so the ratio may be lower. For some industries, the entry threshold is relatively high, whether it is the scale of funds or the technical threshold, then the competition may be relatively less fierce, and the customers themselves are relatively strong. In fact, the proportion of these customers who are still in this industry is relatively high, and they are likely to be high-quality customers.
Utilize 2 small details of exhibition business cards
- Compared with your customers from other channels, you can naturally establish contact with these customers through their business cards. (Of course, you don’t need to send product catalogs and quotations right away, but you should use business cards as a stepping stone to understand customer needs, provide value, and develop personalized and targeted products.)
- Many businesses actually prefer new inquiries with needs rather than the “old information” of the development company. In fact, these customers are often ignored by the business in the company. (However, high-quality customers are always scarce . This is no longer the era of information asymmetry. The quality of inquiries is declining now.)
My thoughts on the mailbox search tool
In fact, before joining Snov.io, when I was doing active development in foreign trade startup, I also used multiple email search tools at the same time for 2 or 3 years. In build customer retention through text comparison, the tools and software are actually similar. We should not expect to use one tool to handle all customers’ emails, and we should not use everything, as each one will be half-baked. Instead, we should formulate strategies based on our situation.
First of all, we need to know that the underlying logic of all such tools is the same. You can find the email address of the key person through the customer’s official website, or you can find the email address through the customer’s key person’s LinkedIn page. And there is often an email verification function. After all, the threshold at the functional level is not high, and the core barrier lies in the database behind it. (After I joined, I found out that the mainstream CRM and foreign trade service providers in China, as long as their products or services are related to data, are using Snov.io’s API data interface to provide services to their users. As for overseas, many B2B agencies and many small
1. Allow the business team to use the tools proficiently instead of changing tools every once in a while.
When we teach the team to use a tool, we don’t just post a website or a few videos. Instead, we need to sort out the best practices based on your own situation. The what is content? business just needs to follow the instructions, and the rest will be handled according to the situation. (For example, for Topsales, we have more guidance and resources. For new businesses, we can provide tools and methods for them to find accurate customer websites and build target customer databases, so that subsequent new businesses can “take shelter” under this big tree, etc.) Therefore, it is best not to make the tool too complicated and to use it more stably. After using it for a few years, I found that Snov.io is relatively stable, and LinkedIn acquisition can always be used. Other tools may not be able to use this function after a while.
2. 1+N, one core customer acquisition tool and other tools as auxiliary supplements.
If a tool works for free, why not pay for it to get more results? Every tool method actually has a window period. When I started my foreign trade business, while others were still using free accounts to acquire dozens of customers every month, my business team and I had already designed fax marketing the entire active development process and built a 30,000+ precise customer database and a 280,000+ pan-industry customer database. During this period, I also compared no less than ten tools. Snov.io has a relatively higher cost-effectiveness and quality, and the same few dozen dollars may sometimes be 10 times the amount of other tools, so I have always used it as a core customer acquisition tool.
In addition, China ranks third in Snov.io’s global site traffic share, and there is also an independent snovio.cn Chinese site. Subsequent targeted optimization will definitely be more than others and more suitable for foreign trade people.
How to reactivate exhibition customers?
Next, let’s talk about the specific operation, how to obtain the key person’s email address of the customer through the exhibition business card and reactivate the customer. It is divided into three steps:
Step 1: Organize the exhibition customer website;
We may have a lot of exhibition business cards, so we must first sort them out on the official website. This will make it easier to find key people’s email addresses using other tools or outsourcing, and it will also help us understand the key person search situation of different exhibition customers. (If it is a CRM, you can enter and label it and make a record on it.) For example:
1) For those who have completed a deal, you can also find more key people and check their career profiles on LinkedIn to understand how to better follow up and avoid some risks. You can complete this part of the work here, but I won’t discuss the details today.
Step 2: Find the email address of the key person through Snov.io;
1) Register an account, open the Chinese site snovio.cn , and click the [Register] button in the upper right corner.
2) After completing the registration, log in to the backend. Click [Search Tools], click [Search by Domain Name], and enter the domain name in the search bar.
Domain name: You can simply understand it as follows: for this website www.snovio.cn, remove the www. in front, and the snovio.cn at the end is the domain name.
For example, let’s take tesla.com as an example. Here you can see more relevant information about them, such as the time of establishment, city, industry, scale, etc.