展会上的3大类客户及跟踪模板

展会上,外贸业务常常遇到3大类客户,分别是意向客户,感兴趣客户和了解信息客户。今天,我们将为大家分析展会上的3大类客户及跟踪模板


展会上的3大类客户及跟踪模板.jpg 


1意向客户

 

客户很有意向,基本属于已经决定要购买,只是决定买什么规格,数量,从哪里买的问题。这类客户,追踪的时候,要重点把客户的注意力放在规格的选择上,追问客户的需求细节。通过关注具体的细节,把握住客户的注意力,推动客户往前走。同时要按照客户的要求准备资料,安排收款,协议生产等等。对于此种客户,要小心沟通,一旦出现客户迟不开证或不汇订金的情况,请提高警戒,及时跟他沟通,看是否出现什么问题,采取相应的措施,说不定你就能挽回一个订单,一个客户。

 

Dear XXX,

It is very nice to take with you on Canton Fair.

As per your request, I am sending you the detailed specification for XXX model. FYI, we use high-quality imported material with zero lead for this model. It is very popular in European market, as consumers are more demanding for green products.  

Can you tell me how many pieces do you need for this model? And what is your requirement for the package?  

Best regards,

XXX

 

对于机会客户,要针对客户的需求,认真分析,认真写开发邮件。这类客户数量很少,只有10%-20%,确值得你花80-90%的时间。因为你的订单可能多数是从这类客户里出来。

 

2、感兴趣客户

 

客户很感兴趣,但还没有下定决心要购买。可能是因为市场需要进一步了解,或者目前有个合作对象,不满意,想要寻求新的供应商,又担心新供应商有风险这类客户,重点是要推动他做决定,而不是强调为何他要你合作,因为他还没有下决定呢。下了决定,他才会考虑同谁合作的问题。

 

1需要调研市场型

 

因为客户对于市场不了解,对于市场能否畅销有顾虑。所以可以通过一些成功的案例,帮客户树立信心,同时要有耐心和展示自信,甚至给客户一个特殊的政策,让客户去试销。

 

Dear Peter,

It is a great pleasure to talk with you on Canton Fair, and know your interests in our XXX products.

After the fair, I collected a few more information on our sales, which might be helpful for you. FYI, for this model, our sales in XXX country (需要同客户接近的市场)is XXXX. Our customers said that the market specially like the XXX feature of XXX(products).

I am very confident that you can sell XXX very well in your market. Anything I can do to help you to research or test the market, please just tell me.

Best regards,

Kate

 

2对现有供应商十分犹豫 

 

重点是挖掘现有供应商的弱点,让客户感觉到痛苦,意识到一个不好的供应商对他的生意的危害之大。注意,千万别直接攻击竞争对手,客户不会喜欢。攻击竞争对手的弱点,而不是竞争对手本身。比如,我们知道竞争对手的质量不稳定,你不要说XXX公司质量不稳定,很烂。而是说“你给你的客户稳定的质量吗?如果质量不稳定,会给你带来什么后果呢?”

当然有的客户会告诉你现有的供应商有问题,更多的客户不会告诉你,他觉得告诉你了,会在谈判的时候处于不利地位,被你利用。当客户不告诉你的时候,你就要自己去揣摩,旁敲侧击地去问了。

 

Dear Peter,

Thanks a lot for visiting us during the Canton Fair.

Behind every successful distributor, there is a capable & reliable supplier.

As a capable & reliable producing supplier for XXX,XXX (知名大客户),we hope to be the one that stand behind, and give you firm support.

Can you give us a chance?

Best regards,

Kate

 

3、了解信息客户

 

这类客户往往对于这个产品还不甚了解,随便问问,了解一下信息。有的甚至直接问个价格,有的外贸业务员误认为问价的客户就一定兴趣很大。其实,有相当部分的客户问价只是为了随口了解一下。他们甚至还没有到认真考虑销售这个产品的程度。更不用说跟你合作了。这样的客户重点放在,帮助他了解这个产品的来龙去脉,产品的卖点,市场机会等等。触动客户去深入调研这个产品的机会,下决心购买。

 

Dear Peter,

Very pleased to talk with you on Canton Fair.

To let you have more information about our product XXXX, I attach our brochure for your reference.

Very briefly, this products target high-end market with better distribution profit margin.Consumers love it for its features:

1) ...

2) ...

3) ...

If you have high-end customers, this is a very good opportunity worthy to investigate further.

Best regards,

Kate

 


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