外贸客户这样跟进小白也能变销冠

外贸客户这样跟进小白也能变销冠

在外贸业务中，有效的客户沟通是促成交易的关键。本文将通过对比新手和销冠的沟通方式，为您详细介绍在不同场景下与客户沟通的技巧和话术，帮助您提升业务能力，从新手成长为销售冠军。

前期铺垫

每次沟通后，要确定下一次的沟通时间，做好铺垫工作。

• 客户：I will check it.
• 新手：Dear, please take your time, thanks
• 销冠：Shall I contact you again tomorrow afternoon?

平时跟进

利用节假日、公司活动或新产品进行跟进，切忌只发送产品图片或图册，要找到能打动客户的点，每次交流都是一次价值传递。

• 新手：This is our new catalog, please check.（客户可回可不回）
• 销冠：
  1. 推新品，有市场针对性
     There is one new product ..., which is developed for your market. Do you have time? | introduce to you.
  2. 从竞手角度
     I noticed that *** are sold very well now in your market and have a good profit, so think you may be interested.
  3. 降价让利
     We just reduced the price of ***, which you inquired before, so I'd like to share this good news with you.
  4. 汇率更新
     Recently the exchange rate is very good. So I'd like to renew the price list for you, which will be more competitive.
  5. 库存
     The model you asked/bought before, we have stock right now. Maybe you are interested?

报价后客户消失不回复

新手往往采用简单询问的方式，而销冠则会主动引导客户说出卡点或需求，做到对症下药。

• 新手：Hello, are you there?/how are you? How do you think?
• 正向思维：
  1. 抓住具体的点，直接询问
     Are there any models you are interested in? I am always ready to help.
     Do you have any questions on this price? Or anything I can help?
     May I know what's your idea about..? Highly appreciated for your reply.
  2. 引导客户坦白顾虑
     I think you must be too busy to reply me or still have something in consideration. Could you frankly let me know any of your worries, such as price, quality, demand or others? So that we could know how to help and support you.
  3. 直接列出解决方案
     Maybe you still have some worries. Could you kindly share with me? So I can do my best to help you support you.
     If the MOQ problem, we can .. (加上机费/订购少量测试我们的品牌)
     If the price problem, we can ...if you ...(有条件地让步/建议先看样品再谈价格)
     If the payment terms problem, we cando.(降低定金比例/更换付款方式)
  4. 以情感人(打感情牌，找到切入点拉情感链接)表达关心
     You have a lot business to do as a big company's boss. So, my dearest friend please don't forget to take care more of your health as well. it's the most important.
  5. 夸赞客户，表达尊重
     Honestly, as a sales, I want to do business with you since you are really a nice teacher. i'm keen to learn from you about business. As my company, we also hope find such strong &professional distributor like you in...
  6. 约时间，减少压迫感
     If you are not available to discuss the business at the moment, please just advise a comfortable time, will not disturb you during this time anymore.
  7. 罗列解决方案
     If price is still a problem to prevent us go head, hope you can sincerely inform us a reasonable price,then we can discuss it again.
     If marketing idea problem, hope you can also share your nice business eyes &idea for the market, then I will feedback your comments for our board of direct, or we can visit you for face to face communication if needed.
     If others......, any problems, your opened heart &feedback will be highly appreciated.

客户拒绝（说暂时不需要或已经下过单了）

新手往往简单回应，而销冠则会揽责任，不放弃，争取下次机会。

• 新手：Ok, I understand.
• 正向思维：
  It's my problem that I did not follow well and lost this chance.
  It's a pity we can not cooperate right now, but we are looking forward to next time. Any inquiry you have, please contact me without hesitation.
  It doesn't matter if your company has finished purchasing plan, because it's always meaningful to prepare a plan B

提醒客户促销活动即将结束

• Just a reminder that our special promotion is ending soon. Take advantage of the offer!
• 我想提醒您，我们的特别促销活动即将结束，抓住机会享受优惠吧！

建议定期订货以享受更好的价格和服务

• If you consider placing regular orders, we can offer better pricing and priority service.
• 如果您考虑定期下单，我们可以提供更优惠的价格和优先服务。

询问客户是否满意目前的服务水平

• Are you satisfied with the service we've provided so far?
• 到目前为止，您对我们提供的服务满意吗？

推广新产品或服务

• We've just launched a new product that I believe will be very beneficial for your business.
• 我们刚刚推出了一款新产品，我认为这对您的业务会非常有帮助。

告诉客户他们的订单进度

• Your order is being processed and we will ensure it's delivered on time.
• 您的订单正在处理中，我们将确保按期交付。

鼓励客户分享反馈

• Your feedback is highly valued and it helps us to make continuous improvements.
• 我们非常重视您的反馈，这能帮助我们不断改进。

提供售后支持保证

• Not only is our product of high quality, but we also promise excellent after-sales service.
• 我们的产品不仅质量上乘，而且我们承诺提供完善的售后服务。

不同场景话术

强调紧急性

• This is quite urgent, could you please respond ASAP?
• 這件事非常緊急，您能儘快回覆嗎？
• Your prompt attention to this matter is appreciated.
• 感謝您對這件事的及時關注。
• I need your feedback as soon as possible.
• 我需要您儘快給出回饋。
• Could you please prioritize this?
• 您能優先處理這件事嗎？
• I would greatly appreciate a quick response.
• 我將非常感激您的快速回覆。
• This matter requires urgent attention.
• 這件事需要緊急處理。
• Please treat this as a high priority.
• 請將此事作為優先事項處理。
• Time is of the essence, could you reply urgently?
• 時間緊迫，您能儘快回覆嗎？
• Your immediate response would be highly appreciated.
• 非常感謝您的立即回覆。
• I need to hear back from you urgently.
• 我需要您儘快回覆我。

询问是否有问题

• Is there any issue with the information I provided?
• 我提供的信息有任何問題嗎？
• Do you need more time to review this?
• 您需要更多時間來審查嗎？
• Is there anything preventing you from responding?
• 是否有任何原因阻礙您回覆？
• Please let me know if you need further information.
• 如果您需要進一步的信息，請告訴我。
• Is there any confusion I can clarify?
• 是否有任何疑惑需要我澄清？
• Are there any obstacles I should be aware of?
• 是否有我需要注意的障礙？
• Do you need any additional details from me?
• 您是否需要我提供更多詳細信息？
• Is there something I can assist with to expedite the process?
• 我可以幫忙加快進程嗎？
• Would it help if I provided more context?
• 如果我提供更多背景信息，是否會有幫助？
• Is there anything holding you back from responding?
• 有什麼阻礙您回覆的嗎？

说明重要性

• This matter is very important, and I need your input.
• 這件事非常重要，我需要您的意見。
• Your response is critical to moving forward.
• 您的回覆對下一步工作至關重要。

提供选择与解决方案

• Would it be easier if we discussed this over a call?
• 如果我們通過電話討論會更容易嗎？
• Let me know if you'd prefer to handle this differently.
• 如果您更願意以其他方式處理，請告訴我。
• Should we schedule a meeting to discuss this?
• 我們是否應該安排一次會議來討論此事？
• Would you like more time to consider?
• 您需要更多時間來考慮嗎？
• Can we set up a call to discuss this further?
• 我們可以安排一次電話會議進一步討論嗎？