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                  回復詢盤,做好這五點至關重要

                  2019-07-30 16:55:28

                  在日常工作中,回復詢盤是必不可少的。當然,外貿客戶千千萬,詢盤也是各有千秋。但是,大部分小伙伴卻沒有對具體的客戶進行具體的詢盤處理。只要看到客戶詢盤,不管三七二十一,算一個價格就給扔過去了!不可否認,這樣做是比較高效,但高效卻不意味著高能!那該如何才是正確回復詢盤的步驟呢?


                  一、弄清詢盤的出處

                  這里,我們所說的出處有兩個含義。一個是詢盤來自哪個宣傳渠道,另一個是詢盤來自哪個國家。


                  每個渠道的詢盤都有自己的特點,例如公司谷歌廣告,往往是一對一針對性詢盤較多,客戶較為專業,價格談判較為容易,谷歌成交率一度達到6成以上,就說明了這個問題;


                  來自于哪個國家主要是讓你首先想到幾個問題:

                  1.這個國家會不會有政策限制,例如是否有反傾銷調查之類的;

                  2.會不會有特殊規定,例如清關資料、商檢、付款方式等;

                  3.這個國家我之前有沒有客戶,是什么客戶,合作狀況怎么樣,這個客戶跟老客戶可能會是什么關系?

                  4.有沒有什么明顯特點,例如印度客戶,明顯的特點就是砍價,或者像美國客戶,很多不喜歡黑色包裝。


                  二、查找客戶的網站

                  客戶的詢盤大部分有公司名稱,我們要做的是找到客戶的官方網站,了解客戶的各種信息。 


                  主要看何種信息呢,為什么要看呢?

                  1.客戶的發展歷程,經營模式,主要產品,主要市場等等,有了解就可以跟客戶有共同話題。


                  2.客戶的規模,看其描述可以對其規模有一定的了解,看其聯系方式也能窺探一二。

                  如果網站上的聯系方式就是給你發詢盤留的聯系方式,或者郵箱后綴是大眾郵箱,可能就是一個小公司,老板兼任著銷售,采購等等;如果網站上顯示公司規模很大,那么基本上可以判斷來詢盤人是采購,因為大規模公司分工較為明確。當然,不能一概而論,但是準確到可以達到90%以上。


                  跟不同的人溝通,要有不同的重點。 

                  如果是跟采購員溝通,我們可著著重放在情感交流上,通過交情,進一步明確客戶的需求,甚至拿到負責人的聯系方式等。

                  如果是跟采購經理溝通,那一方面要讓他信任我們,一方面還要讓他知道,跟我們合作,無論是對他還是對公司,都是不錯的選擇。

                  如果是跟老板溝通,我們就可以把話題放到一個行業里來談,例如行業狀況,競爭對手分析,然后進一步告訴他,我們的產品就是能幫他降低運營成本,帶來更多交易或便利等。


                  3.公司的性質,是中間商還是終端客戶,這個從公司的簡介也完全可以看得出來。

                  終端客戶是生產什么產品,我們的產品在他的產品中起到了什么樣的作用,之前是不是做過類似的客戶,對方有沒有對我們的產品做出過反饋?終端客戶還會比較在意供貨的穩定性,強調包裝。

                  中間商就簡單了,第一,讓我賺多少,第二,別給我惹麻煩,第三,別搶我客戶,我的出發點是,跟他站在一起,經常說我們一起做市場,我們一起賺錢,遇到麻煩就問,你指點一下吧,我來做工作,我們一定拿下……


                  三、搜索客戶SNS

                  SNS是我們分析客戶的重要手段,所以,從一開始就要去尋找客戶的SNS。搜索的方法比較傻瓜,搜索郵箱,姓名加國家,公司名稱,電話號碼等等,反正有的信息都拿來搜一遍。


                  尤其是linkedin,稍微大點的公司可能都有注冊,公司有多少員工,員工的職位都會清清楚楚。如果真的能夠找到給你發郵件的那個人,他的所有信息就可以一覽無余了。


                  Facebook可以看到個人的各種信息,動態,愛好,習慣,linkedin可以看到他的教育經歷,職場經歷,甚至志愿者活動之類,然后怎么做就比較清楚了吧,肯定是加他,Facebook的 essenger是我們跟他取得及時聯系的優質渠道。

                  SNS分析客戶可以讓客戶立體化,大部分時候覺得客戶難以把握就是因為客戶對于我們只是一個概念,不立體,解決這個問題的重要手段就是SNS。


                  四、努力挖掘存在感

                  如果客戶的郵件中有skype或者手機號,我們要做的是馬上加上客戶,作自我介紹,并且通過你對他的了解給他留下良好的第一印象。私人手機號碼,獲取到了whatsapp,也要馬上打招呼,當然要問一句,是否可以以后在這里跟他聯系,獲取到許可后,可以多聊一些。


                  別忘記把你們聊的內容做備忘給客戶發郵件,聊天都不是白聊的。即時聊天可以讓我們更貼近客戶,了解到更多的信息。


                  實踐證明,很多客戶不愿意回郵件,但是會在即時溝通里回答很多問題。


                  利用手機端工具談客戶要注意以下細節:

                  1、注意商務禮儀。最基本的禮節問候,告訴客戶你是誰,你能提供什么價值。

                  2、不熟悉的時候盡量不要發語音。一條40秒的語音需要用40秒去聽,但是如果換成文字,只需要10秒就能get。

                  3、把你要表達的內容在三條消息之內全部表達清楚。

                  4、表達要條理系統,有層次。

                  5、每一次會話要表達完整。

                  6、代表性圖片要發,視頻要有。


                  五、google客戶的信息

                  搜一下,你會獲得很多意想不到的信息。這些信息,很可能成為我們后期談判的重要話術之一。

                  這些信息連同SNS的信息都要登記到客戶信息提取表里,備用,而且如果要談這種話,要在即時溝通工具里談,不要在郵件里談。

                  報價的模式應該是7P+1A,這1A就是我們的優勢或者特點,除了傳遞我們提煉出的價值之外,還可以有其他的選擇: 

                  背景調查+款式推薦+推薦理由(賣點,根據背景調查匹配)+精確信息獲取

                  通過背景調查看到對方是做為主營產品,分析,會有兩種情況。

                  第一,替代原有供應商,做原有款式;第二,增加新的供應商,這個時候往往需要的似乎新款,因為老款,客戶很少會冒風險更換供應商。

                  盡量去獲取答案,如果獲取不到,肯定是推新款,順便提及老款,當然還是要把背景調查的資料用起來,例如,對當地市場的了解啊,對客戶競爭對手的了解啊,對新產品未來的一些預期啊,我們的營銷能力啊,等等。 

                  還有很多客戶發來的詢盤沒有標明自己到底是買來做什么,也調查不到任何信息,就要用到文章中第二大類客戶的公式了,推薦一款給對方做促銷,說明理由;推薦一款新品做主營,套上面的公式。

                  做好外貿,下面這個拆解大家一定要會:

                  首先,窮舉你能收到詢盤的所有可能性

                  然后,背景調查

                  最后,根據背景調查的資料,已經你對你產品的了解,針對性地提供solution給客戶。



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