2024-11-15 10:01:00
广交会已经结束一个多星期了。
你肯定给不少老外都发送过邮件,
等待他们的回复。
结果如何?
是不是有些人自从上次一别,
就宛如人间蒸发了?
想要解决这个问题,
3招直接搞定!
01
对于“失联”的客户,
可以按以下三点继续打开话题:
唤起记忆
发一封邮件,说
“我们当时见过面!”
“我们针对XX产品聊了很久”
再附上一张合影
让客户感觉到不是陌生开发。
价值传递
既然对方不回复邮件,
那一定是觉得产品吸引力还差一点。
这一次,要附上
新产品信息、新版报价单、更新过的catalog
公司介绍、厂区视频
甚至行业分析报告、竞品对比等
此类高价值的内容。
设置钩子
提出希望得到的结果和
想和对方继续探讨的内容,
引导对方回复,
让你和客户之间重新建立互动。
02
其实在上述三招前,
还有一个准备工作:
客户分级
一般将客户分为 ABCD 四个等级:
A级客户:
深入了解公司的规模、产能、交期。有具体的切入点,谈到产品及报价,有样品需求,甚至提及付款方式、验厂验货、包装方式、售后服务。此类客户一般不会“失联” 。
B级客户:
有针对一个话题进入过3至5个问题的讨论,有比较明确的产品切入点,可能谈到过产品的情况、报价等。此类客户容易因事务繁忙“失联”。
C级客户:
简单地商务交流,交换名片,但没有谈到非常明确的产品需求,没有清晰的采购需求。此类客户有很大概率“失联”。
D级客户:
只是拿样本,换名片,基本上没有交流的客户,展会上有大量此类客户存在。此类客户也有很大概率“失联”。
如果失联客户属于A类或B类,
用上述三招,重新建立联系还是比较容易;
但如果失联客户属于C类或D类,
则需要我们花更多的心思。
03
这心思该怎么花呢?
定制化邮件
如果客户失联了,从开发信层面来看,
可能是出现了两个问题:
第一,开发信千篇一律,
没有针对客户需求做个性化定制。
第二,对公司和产品的描述都是
“质量好”、“交期准”等大家共同的优势
缺乏个性和销售煽动性。
针对A类失联客户地邮件参考
通过具体的细节,把握住客户的注意力,
推动客户往前走。
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
针对B类失联客户地邮件参考
通过一些成功的案例,帮客户树立信心。
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
针对C类失联客户地邮件参考
C类客户也许现在有稳定的供应商,
建议让客户意识到优质供应商的重要性。
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
针对D类失联客户地邮件参考
帮助他了解这个产品:
产品的卖点,市场机会等等。
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
优秀外贸业务员,
他们有效跟进的次数比一般人多。
这需要有情商、有规划、有目标、有目的地跟进。
客户分层、定制化邮件、持续跟进,
缺一不可。
那么,有没有一个工具可以大幅度提高效率呢?
特易资讯的易搜邮5.0,
了解一下?
特易资讯陪你一起做好外贸