推进外贸客户下单的技巧,快来学一下!

2024-03-08|39次阅读|开发技巧

对于大部分外贸业务来说,商务谈判从来都不是一件轻松的事,日常的拉扯是必要的。虽然谈判中的大部分问题我们可以轻松应对,但一些棘手的问题很多外贸业务却不知道如何下手。本期文章我们整理了2个外贸谈判中常见的棘手问题以及解决方法,希望能帮助到大家。


 
客户收到样品后就消失
样品作为订单前的敲门砖,其重要性自不必多说。但事实是样品寄出去了,客户却没了下文。对于这类事件我们要如何应对呢?
 
首先,我们要先分析一下客户为什么没下文?是客户还没收到样品;还是客户供应商较多,不清楚每个样品的状态,亦或者你没主动联系客户告知其单号;客户收到样品后对你们的质量不满意;客户已经找到供应商;客户觉得你们的产品性价比较低等。
 
只有了解清楚了客户为什么消失,才能做出针对性的解决方案。比如:在样品中加上自己的名片;寄出后第一时间告知客户单号;寄样品进行拍照,并在外包装上写上收件人的名字;如果不是产品的问题,可以详细询问一下客户不满意的点;如果实在无法挽回,可以试着推荐一下其他产品。
 
很有意向的客户,突然没下文了
你是否也遇到过明明谈的很好,样品、价格也都比较满意,但临近下单的时候,客户却没了消息。这时候很多外贸人会很慌乱,不知道该怎么办。直接问客户的话,又怕客户烦。
 
这类问题和之前一样先分析原因。常见的原因有以下几种:
 
项目还未确定:有时候客户的项目还在决策阶段,所以很难短时间给你答复。这种情况下保持适当跟进即可。
 
客户在筛选阶段:一般一个客户会与多个供应商接触,而这个过程中需要综合考察产品,所以需要一定的时间,因此无法立即给予答复。
 
项目不急:有些公司项目短则几个月,长则一两年才会实施,这类客户不急着下单。
 
预算有限:有些客户预算经费有限,比如出去参展有预算费用,需要等经费下发才能确定产品。
 
针对以上情况,可以制定一个跟进策略即Mail+Mail+Call。比如:第一封的跟进邮件要在客户收到样品后的第7天发出,内容可参考以下模板:
 
Dear XXX,
I hope this email finds you well.
 
I'm pleased to update you on our recent discussions. Most of the issues have been resolved, and we're ready to move forward.
 
May I proceed with preparing the Proforma Invoice? Your prompt response is appreciated for a smooth continuation of our collaboration.
Best regards,
XXX
 
如果上面的这封邮件客户没有回复,那么第二封的邮件可以在第一封邮件的5天后发出。内容可参考下方:
 
Dear XXX,
I trust this email finds you in good health.
 
I wanted to touch base and inquire about the progress of our collaboration. If there's anything we can do to support you and ensure a seamless continuation, please don't hesitate to reach out.
 
Our team is committed to addressing any additional concerns or requirements you may have. Feel free to contact me directly—I'm here to assist you in any way possible.
 
Thank you for your attention, and I eagerly anticipate hearing from you soon.
Best regards,
XXX
 


如果前面的两封邮件都没有奏效的话,那第三次的跟进可以尝试通过电话了,话术可以参考:
 
Salesperson (S): Hello, may I speak with XXX, please?
 
Customer (C): This is XXX speaking. Who is this?
 
S: Good day, XXX! This is XXX from [Your Company Name]. I trust you're doing well. I'm following up on the email I sent regarding the progress of our collaboration. Recognizing that emails can sometimes get overlooked, I thought it would be best to connect with you directly. Any updates or concerns on your end?
 
C: Oh, hi XXX. Thank you for reaching out. I haven't had a chance to respond to your email yet.
 
S: No problem at all, XXX. I completely understand the busy nature of emails. That's precisely why I wanted to touch base and make sure we address any questions or concerns you may have. Would now be a convenient time to discuss this further?
 
C: Sure, I have a few minutes. What did you want to discuss?
 
S: Great! I wanted to check in on the progress of our collaboration and ensure everything is moving smoothly. Our team is committed to a seamless continuation, and we highly value our partnership with you. If there are any concerns or specific requirements you'd like to discuss, please feel free to share them.
 
C: Actually, I had some questions about the timeline and pricing. Could you provide more information on that?
 
S: Absolutely, XXX. I'd be delighted to address your questions about the timeline and pricing. Let's go through the details together to ensure everything aligns with your expectations. My goal is to provide you with accurate and transparent information.
 
C: That would be great. Thank you for your assistance, XXX.
 
S: You're welcome, XXX. It's my pleasure to assist you. I'll promptly address your questions and provide the necessary information. If you have any other concerns or need further assistance, don't hesitate to reach out to me directly. We're here to support you throughout the process.
 
C: Thank you, XXX. I appreciate your proactive approach and support.
 
S: It's my pleasure, XXX. Thank you for your time and cooperation.
 
I'll be in touch shortly with the information you requested. Have a wonderful day!
 
C: You too. Goodbye.
 
S: Goodbye, XXX. Take care, and I look forward to speaking with you soon.
 
这样即便客户没有回复,你也知道问题所在了。也能实时地做出变化或尽快解决客户的问题。
 
总的来说,关于样品后的跟进要保持一个好的心态,在不频繁打扰客户的状态下,掌握一定的跟进技巧和频率是很有必要的,同时了解问题解决问题才是我们销售应该做的事。


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