做外贸客户不回信息有哪些技巧？

客户经常不回消息，如何跟进破冰？不同话术应对不同场景，快拿去试试吧

前期铺垫

每次聊完之后要确定下一次沟通时间，做好铺垫

客户:lwill check it.

新手: Dear, please take your time, thanks销冠:Shalllcontact you again tomorrow afternoon?

平时跟进

利用节假日/公司活动/新产品跟进，切忌只发个产品图片或者图册，纯属无效链接，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, pleasecheck.(客户可回可不回)

销冠从不同角度跟进

1.推新品，有市场针对性

There is one new product .., which isdeveloped for your market. Do you havetime? l introduce to you.

2.从竞手角度

I noticed that *** are sold very well now inyour market and have a good profit, so lthink you may be interested.

3.降价让利

We just reduced the price of ***, whichyou inquired before, so l’d like to sharethis good news with you.

4.汇率更新

Recently the exchange rate is very goodso l’d like to renew the price list for you,which will be more competitive.

5.库存

The model you asked/bought before, wehave stock right now. Maybe you areinterested?

报价后客户就消失不回复

新手: Hello, are you there?/how are you?

How do you think?

正向思维:主动引导客户说出卡点或需求做到对症下药

1.抓住具体的点，直接询问

Are there any models you are interested in? l am always ready to help.

Do you have any questions on this price? 

Or anything I can help?

May l know what’s your idea about…?

Highly appreciated for your reply.

2.引导客户坦白顾虑

think you must be too busy to reply meor still have something in consideration.Could you frankly let me know any of yourworries, such as price, quality, demand orothers? So that we could know how tohelp and support you.

3.直接列出解决方案

Maybe you still have some worries. Couldyou kindly share with me? So l can do mybest 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 bigcompany’s boss. So, my dearest friendplease don’t forget to take care more ofyour health as well. it’s the mostimportant.

夸赞客户，表达尊重

Honestly, as a sales, l want to do businesswith you since you are really a niceteacher. i’m keen to learn from you aboutbusiness. As my company, we also hopefind such strong &professional distributorlike you in…

约时间，减少压迫感

If you are not available to discuss thebusiness at the moment, please justadvise a comfortable time, will not disturbyou during this time anymore.

罗列解决方案

If price is still a problem to prevent us gohead, hope you can sincerely inform us areasonable price, then we can discuss itagain.

罗列解决方案

If price is still a problem to prevent us gohead, hope you can sincerely inform us areasonable price, then we can discuss itagain.

If marketing idea problem, hope you canalso share your nice business eyes &ideafor the market, then l will feedback yourcomments for our board of direct, or wecan visit you for face to facecommunication if needed.

If others……, any problems, your openedheart &feedback will be highly appreciated.

客户拒绝(说暂时不需要或已经下过单了)

新手:Ok,lunderstand.

正向思维:揽责任，不放弃，争取下次机会

It’s my problem that l did not follow weland lost this chance.

lt’s a pity we can not cooperate rightnow, but we are looking forward to nexttime. Any inquiry you have, please contactme without hesitation.

|t doesn’t matter if your company hasfinished purchasing plan, because it’salways meaningful to prepare a plan B.

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