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展會(huì)結(jié)束后客戶就失聯(lián)?你糊涂??!三招就解決

2024-11-15 10:01:004016

 

廣交會(huì)已經(jīng)結(jié)束一個(gè)多星期了。

你肯定給不少老外都發(fā)送過郵件,

等待他們的回復(fù)。

結(jié)果如何?

是不是有些人自從上次一別,

就宛如人間蒸發(fā)了?

 

想要解決這個(gè)問題,

3招直接搞定!

 

01

三招挽回Ta的心

 

對(duì)于“失聯(lián)”的客戶,

可以按以下三點(diǎn)繼續(xù)打開話題:

喚起記憶

發(fā)一封郵件,說

“我們當(dāng)時(shí)見過面!”

“我們針對(duì)XX產(chǎn)品聊了很久”

再附上一張合影

讓客戶感覺到不是陌生開發(fā)。

價(jià)值傳遞

既然對(duì)方不回復(fù)郵件,

那一定是覺得產(chǎn)品吸引力還差一點(diǎn)。

這一次,要附上

新產(chǎn)品信息、新版報(bào)價(jià)單、更新過的catalog

公司介紹、廠區(qū)視頻

甚至行業(yè)分析報(bào)告、競(jìng)品對(duì)比

此類高價(jià)值的內(nèi)容。

設(shè)置鉤子

提出希望得到的結(jié)果

想和對(duì)方繼續(xù)探討的內(nèi)容,

引導(dǎo)對(duì)方回復(fù),

讓你和客戶之間重新建立互動(dòng)。

02

客戶太多,怎么辦?

其實(shí)在上述三招前,

還有一個(gè)準(zhǔn)備工作:

客戶分級(jí)

 一般將客戶分為 ABCD 四個(gè)等級(jí):

A級(jí)客戶:

深入了解公司的規(guī)模、產(chǎn)能、交期。有具體的切入點(diǎn),談到產(chǎn)品及報(bào)價(jià),有樣品需求,甚至提及付款方式、驗(yàn)廠驗(yàn)貨、包裝方式、售后服務(wù)。此類客戶一般不會(huì)“失聯(lián)” 。

 

B級(jí)客戶:

有針對(duì)一個(gè)話題進(jìn)入過3至5個(gè)問題的討論,有比較明確的產(chǎn)品切入點(diǎn),可能談到過產(chǎn)品的情況、報(bào)價(jià)等。此類客戶容易因事務(wù)繁忙“失聯(lián)”。

 

C級(jí)客戶:

簡(jiǎn)單地商務(wù)交流,交換名片,但沒有談到非常明確的產(chǎn)品需求,沒有清晰的采購(gòu)需求。此類客戶有很大概率“失聯(lián)”。

 

D級(jí)客戶:

只是拿樣本,換名片,基本上沒有交流的客戶,展會(huì)上有大量此類客戶存在。此類客戶也有很大概率“失聯(lián)”。

如果失聯(lián)客戶屬于A類或B類,

用上述三招,重新建立聯(lián)系還是比較容易;

但如果失聯(lián)客戶屬于C類或D類

則需要我們花更多的心思。

03

把心思花在“刀刃”上

這心思該怎么花呢?

定制化郵件

如果客戶失聯(lián)了,從開發(fā)信層面來(lái)看,

可能是出現(xiàn)了兩個(gè)問題

 

第一,開發(fā)信千篇一律

沒有針對(duì)客戶需求做個(gè)性化定制。

 

第二,對(duì)公司和產(chǎn)品的描述都是

“質(zhì)量好”、“交期準(zhǔn)”等大家共同的優(yōu)勢(shì)

缺乏個(gè)性和銷售煽動(dòng)性。

針對(duì)A類失聯(lián)客戶地郵件參考

通過具體的細(xì)節(jié),把握住客戶的注意力,

推動(dòng)客戶往前走。

Dear XXXX,

 

It was truly a pleasure to meet and talk with you during the Canton Fair. Our conversation was both inspiring and productive.

 

As promised, I'm attaching the detailed specification of the XXX model for your reference. You should know that this particular model is crafted using high - quality imported materials that are lead - free. This not only meets but exceeds the environmental standards. In fact, it has gained significant popularity in the European market. The European consumers, who are extremely conscious about environmental protection and product quality, have shown a strong preference for this model precisely because of its green features.

 

I'm really interested to know your requirements for this product. Could you please let me know how many units of the XXX model you plan to purchase? Additionally, do you have any specific requests regarding the packaging? Any details you can provide will be highly valuable as we work towards finalizing the order.

 

Best regards,

 

XXXX

針對(duì)B類失聯(lián)客戶地郵件參考

通過一些成功的案例,幫客戶樹立信心。

Dear XXXX,

 

It was an absolute delight to have a conversation with you during the Canton Fair and learn about your keen interest in our XXX products.

 

Since the fair, I've gathered some additional information regarding our sales figures that I believe will be of great assistance to you. Just for your information, in terms of this particular model, our sales volume in [a country similar to your market] is [X amount]. Our clients have informed us that the market there has a strong preference for the [specific feature] of our [products].

 

I'm fully confident that you'll achieve great success in selling XXX products in your market. If there's anything I can do to support your market research or product testing activities, please don't hesitate to let me know.

 

Best regards,

 

XXXX

針對(duì)C類失聯(lián)客戶地郵件參考

C類客戶也許現(xiàn)在有穩(wěn)定的供應(yīng)商,

建議讓客戶意識(shí)到優(yōu)質(zhì)供應(yīng)商的重要性。

Dear XXXX,

 

We are truly grateful that you paid a visit to our booth during the Canton Fair.

 

In the business world, every prosperous distributor is invariably backed by a competent and trustworthy supplier.

 

We are a proficient and reliable manufacturing supplier for renowned clients such as XXX and XXX. We earnestly hope that we can be the strong support behind you.

 

Would you give us the opportunity to serve you?

 

Best regards,

 

XXXX

針對(duì)D類失聯(lián)客戶地郵件參考

幫助他了解這個(gè)產(chǎn)品:

產(chǎn)品的賣點(diǎn),市場(chǎng)機(jī)會(huì)等等。

Dear XXX,

 

It was great pleasure talking with you during the Canton Fair.

 

I'm sending you our brochure as an attachment for you to get more details about our product XXXX.

 

In short, this product is aimed at the high - end market and offers better distribution profit margins. Consumers adore it for the following features:

 

1) …

 

2) …

 

If you have high - end customers, this is an excellent opportunity that merits further exploration.

 

Best regards,

 

XXX

優(yōu)秀外貿(mào)業(yè)務(wù)員,

他們有效跟進(jìn)的次數(shù)比一般人多。

這需要有情商、有規(guī)劃、有目標(biāo)、有目的地跟進(jìn)。

客戶分層、定制化郵件、持續(xù)跟進(jìn),

缺一不可。

那么,有沒有一個(gè)工具可以大幅度提高效率呢?

特易資訊的易搜郵5.0,

了解一下?

易搜郵5.0

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