运营实操,外贸客户如何跟进？外贸客户类型及跟进策略

如何跟进外贸客户？外贸客户类型及跟进策略核心内容

                                                                                               

外贸客户如何跟进实际操作？外贸客户类型及跟进策略正文

       

   

   跟进客户似乎是一个永恒的话题，但只有有节奏地跟进，才能事半功倍！跟着我们的节奏走！

   

   01、客户类型分类Customer types classification

   

   第一：订单客户（B2B平台、网站、开发信、RFQ）

   

   The first: customer with order (B2B platform,Website,development letter,RFQ)

   

   第二种:强烈购买意向客户(主要来自)B2B 查询和网站留言)

   

   The second: customer with strong intention to purchase (mainly from the B2B inquiry and Web site message)

   

   第三：意向客户（B2B、自我整理分类网站和开发信)

   

   The third: intention customers (B2B,website,development letter of a self-collation)

   

   第四种:潜在客户(主要来自开发信)

   

   The fourth: potential customers (mainly from the development letters)

   

   02，如何跟进How to follow up

   

   第一种:每3天至少跟进一次，发送新产品推广，邮件问候，询问产品使用情况，主动向客户求助；

   

   The first: at least once every 3 days,release the promotion of new products,e-mail greeting,ask about condition of the products,take the initiative to ask customers to offer help.

   

   第二种:一开始一定要一天跟进一次，保证客户永远记得你，不会跑单；

   

   The second: At the beginning,you must follow up once a day to ensure that customers will always remember you and you won't lost the orders.

   

   第三种：这种客户应该保持一直联系，更新产品，更新报价，更新图片，产品升级，有什么新鲜事都告诉客户，客户一直记得你，有订单了，他还是记得你，从而增加了下单的可能性；

   

   Third: You should keep in touch with this kind of customers and update the products,price,pictures and upgrades. Tell the customer whatever is new there so that he will always remember you. When there are already orders,he still remembers you,thus increasing the possibility of the next order.

   

   第四：潜在客户在发送产品开发信时不得忘记发送给他

   

   Fourth: potential customers,never forget him when sending development letter.

   

   03，三种纠结的情况Three kinds of tangled situations

   

   第一：询价客户，我们发完报价后，直接没收回复。

   

   The first: inquire customer. After we send a quote,there is no reply.

   

   第二种:给他他PI客户，我们发完了PI后，PI沉邮海。

   

   The second: After the PI is made for the customer and sent but it sanks in the sea of post.

   

   第三种:正常邮件交流的客户突然蒸发。

   

   The third: the normal customers contacted through mails suddenly "evaporated."

   

   第一种情况解决方案 Solution for the first case:

   

   1.电子邮件内容不能太多，注意头衔，礼貌到询问后，发送一封电子邮件，询问客户是否收到您的前一封电子邮件。

   

   The contents of the message cannot be too much. Pay attention to salutation and polite questions. After replying the inquiry,send a separate message to ask whether the previous quote has been received.

   

   2.深入挖掘细节和需求信息，尝试弄清楚客户的想法；经常进入客户的公司网站了解客户是非常重要的。了解自己和敌人，百战不殆。

   

   Dig deeper for details of demand information. Try to figure out the customer's idea; frequently entering the customer's company website to know the customer is very important. Know the enermies like yourself.

   

   3.电子邮件过于平淡和模板化，我们需要添加细节，试着在电子邮件结束时提出一两个客户可能有兴趣回复你的电子邮件。

   

   When the message is too plain and templatized,we need to increase some details. At the end of the message,propose one or two questions that the customers may be interested to reply.

   

   第二种情况解决方案 Solution to the second situation：

   

   1.从性价比上吸引客户，也许他还是不回复，但他还是属于有需要的客户，我们只能时不时的跟进。

   

   Attract the customers with cost-effective. Perhaps he still won't reply,but he belongs to customers in need,so we can only follow up from time to time.

   

   2.客户自身谈单失败或项目延期可能会导致需求变更或取消，这种情况会不时跟进。

   

   The customer may has failed his order negotion or the project is delayed and therefore has to be changed or canceled. Take the same measure.

   

   第三种情况解决方案 The third situation solution:

   

   这些客户大多是价格高、喜欢讨价还价的客户，或者是进口商、承包商、经销商等。，都是长期跟进客户，需要耐心，可以采取多种方法开发。

   

   Most of them are not satisfied with the high price and they tend to bargain. They can be importers,contractors,distributors etc.,who are long-term follow-up customers that need our patience. You can take a variety of methods to develop.

   

   如果客户说价格太贵，三步就能搞定他！

   

   Step1：你买不到别人买的？

   

   Others can buy,why can't you?

   

   向客户发送其他客户访问照片、客户反馈、网站客户反馈、项目案例链接等，直接告诉客户，我们来自许多国家的客户也以这个价格购买我们的产品。说更委婉，语气不能僵硬，让客户觉得产品值得一试。

   

   Step2：介绍产品拆分，生动细节

   

   Split product introduction,make it vivid in details

   

   1.展示产品认证

   

   Display product certification

   

   2.介绍产品细节，再次展示优秀品质

   

   Introduce the product details,once again show excellent quality

   

   3.告诉客户质保问题（3年或者5年）

   

   Tell customers warranty (3 years or 5 years)

   

   4.必要时可附相应的产品规格

   

   When necessary,the corresponding product specifications can be sent accompany

   

   Step3：趁热打铁，分析价格正反两面。

   

   Strike while the iron is hot,give the pros and cons analysis of the price.

   

   正面：我们的价格是建立在好的质量上的，一分价钱一分货。

   

   Positive: Our price is based on good quality,a sub-price goods.

   

   反面：当然，我们可以给你你想要的价格，甚至更低，但质量保证可能会改变你愿意一年甚至半年吗？我认为不可能双赢。

   

   Negative: Of course,if you want the price,we can give you,or even lower,but the warranty may become one year or even six months,is it ok? I think this cannot be a win-win situation.(来源:外贸狼wolf）

   

   以上内容属作者个人观点，不代表跨境网立场！如有侵权，请联系我们。