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广交会的客户失踪了?怎么办?

发布时间: 2024-05-08 新闻来源: 易之家 浏览次数: 706


随着广交会的结束,大家都开始着手联系展会上结交的客户,但是相信很多人都发现,费了很大劲找到的潜在优质客户,一报完价就直接失踪,无迹可寻。

今天咱们就这个问题聊聊解决的方法。

1. 客户忙碌中

大部分的客户也都是刚结束展会的行程,回国后小憩几日倒倒时差,再处理出差期间积压的一些事务,因此暂时无法及时回复你的联系。

 

推荐的处理办法

若是重点客户,大家可以编辑包含客户所表现出感兴趣或意向度高的产品相关详细介绍、产品亮点的图文资料以及具体的报价单,内容可详尽但杜绝冗长,尽快发送给客户。

 

模板参考

Dear **,

I hope this message finds you well. I am **(姓名) from **(企业) and we had the pleasure of meeting at **. (提及展会,帮助唤醒客户记忆)

Regarding your inquiry about the ** (产品), I have attached our detailed quotation below. Please review it and let me know if you have any questions.

We pride ourselves on adhering strictly to FDA GRAS regulations in the production of all our products, ensuring their quality and safety. (强调产品亮点)

In addition, I noticed on your company's website that your stores are located along the east coast of the US. We have an existing partnership with a US customer, *** (品牌背书), who placed a significant order for Christmas napkin sets, along with paper plates and mugs. I would be happy to share photos and quotes from this order with you for reference. (主动要求提供背书图片,增强信任)

Please feel free to contact me if you have any further questions or would like to request samples. (可以寄样)We are committed to providing you with the best possible service.

Thank you for considering our products. I look forward to your response.

Warm regards,

**

 

2.非KP

他可能仅是采购员,需向上级领导汇报工作情况,选择和采购决定权由上级决策。因此,如果你持续对他施加压力,他可能会因为需要协调多个方面而只能回复“等”字。过度逼迫他可能会引发他的烦躁情绪,这可能导致他不再积极回应你,甚至将你列入不再联系的名单。

 

推荐的处理办法

首先,构建与采购团队的沟通桥梁至关重要。在非正式交流中,我们可以自然地引入一些轻松的日常话题,以此作为破冰点,随后逐渐转向业务层面。通过深入了解公司在供应商选择过程中可能遇到的疑虑和考量,我们能够为他们提供更具针对性和策略性的建议,帮助他们识别问题并找到双赢的供应解决方案。

作为新手,应避免直接推销的方式,因为若对方并非负责采购的人员,推销会引起对方的反感,导致沟通无法继续。

所以我们要明确发邮件的目的,获取决策人的联系方式,邮件内容礼貌地阐述我们的意图,避免使用过于夸大或空洞的言辞,应简洁明了。

此外,我们自己也可以积极寻找并获取关键KP的联系方式。可以借助专业的平台或工具,如易之家GPM,我们可以获取CEO、高管等关键人物的详细信息,包括企业和个人的email、电话、Whatsapp、LinkedIn、Facebook 等联系方式。可以让你直接找到关键KP并建立有效联系,避免中间环节的干扰,提高沟通效率。



易之家GPM联系人挖掘

 

模板参考

已知联系人,不知联系方式

Subject: Inquiry Regarding Mr. XXXX's Email Address

Dear Sophia,

I hope this message finds you well.

I was wondering if you could kindly provide me with Mr. XXXX's email address. I have a matter that requires urgent communication with him, and your assistance in this matter would be greatly appreciated.

Thank you for considering my request and I look forward to your prompt response.

Best regards,

[Your Name]

 

不知联系人和联系方式

Subject: Inquiry Regarding Potential Cost Savings for Product XXXXX

Dear Mary,

I hope this message finds you well.

I am writing to introduce our company as a qualified supplier for XXX Company. We specialize in providing products similar to XXXXX and believe that we can help your team achieve cost savings of at least 15% on your current purchasing costs for this product.

In order to further evaluate this opportunity, we would like to know who the appropriate contact person would be within your organization. Your guidance in identifying the right individual would be greatly appreciated.

Thank you for considering our offer, and I hope to hear from you soon.

Best regards,

[Your Name]

 

3.报价客户不认可

你提供的报价与客户的预期存在显著差距,且即使经过沟通,我们的报价仍远超过客户的预算目标。鉴于双方难以在价格上达成一致,客户决定不再将时间和精力投入在与你的合作上,而是转向其他潜在的供应商。

 

推荐的处理办法

制定初始报价时,合理性是至关重要的。大家首先可以利用海关数据,分析目标客户是否有丰富的进出口过往,以及他们过去的主要供应商是谁、来自哪些国家地区。研究评估客户的年采购体量,在掌握信息的基础上,制定一个更为精准且贴近市场实际情况的报价策略,这不仅有助于我们更好地满足客户的期望,还能显著提升成交的可能性。


海关数据详情

 


采购商情况分析

 

4.只是了解市场行情的客户

客户此次参展的主要目的在于初步了解该产品的市场状况,而并非立即购买的明确意向。他们目前正处于为几年后项目的前期准备阶段,因此,无论我们如何催促,由于项目仍处于非常初级的阶段,客户暂时无法给出具体的决策结果。

 

推荐的处理办法

虽然客户可能无法立即给出具体的决策结果,但我们可以通过定期的联系来保持紧密的沟通。例如,每季度或每半年与客户进行一次交流,了解项目的最新进展以及潜在的需求变化。这样的沟通方式能在项目逐渐成熟并进入具体实施阶段时,让我们成为客户首选的合作伙伴。

 

模板参考

Dear **,

It was a pleasure meeting you at the Canton Fair!

We pride ourselves in being experts in the manufacturing of **. Currently, we offer a diverse range of products, including Product A, Product B, and Product C.

If you have any interest in our offerings, please do not hesitate to reach out to us. We would be delighted to discuss them further. Your prompt response would be greatly valued.

Looking forward to hearing from you soon.

Best regards,

XXXX

 

5.比价客户

通常情况下,这些客户是有长期稳定的合作供应商的。他们寻求报价的目的并非是为了更换供应商,而是希望通过引入竞争机制,利用市场比价来与现有供应商进行更有效的议价,确保自己在价格谈判中不会处于被动地位,从而避免受到现有供应商的单方面控制。

 

推荐的处理办法

面对这类成熟的客户,想要吸引他们转换供应商确实是一件难事。为了获得对方的关注,首要任务是提供一份具有竞争力的报价,但这只是开始。深入了解客户的背景、需求、现有合作伙伴情况至关重要。

例如,当客户来询求报价时,你是否了解了以下信息:

a.客户对这类产品的具体需求是什么?他们的应用场景、品质要求以及采购频率等。

b.客户如何进行该产品的销售?了解他们的市场策略和销售渠道。

c.客户过往的采购价格范围是多少?这有助于我们更准确地制定报价策略。

d.客户现有的供应商是否具备提供同等产品的能力?我们需要评估自己的产品和服务是否能超越现有供应商。

如果这类产品属于客户的常规采购,那么他们很可能已经拥有稳定的供应渠道。在这种情况下,我们需要思考如何提供更具吸引力的价值,让客户愿意尝试与我们合作。

如果客户询问的是新产品,且他们现有的供应商无法在短期内提供,我们需要评估这是否是市场新品,以及是否需要我们协助客户进行市场推广。如果是客户首次采购的新品,我们则需要迅速帮助他们了解并接受这一产品,以便顺利进入市场。

业务开展并非简单的询盘、报价、寄样等操作,它需要我们具备深度的市场洞察力和精准的执行能力。

这里可以借助易之家GPM来对客户目前的情况,以及合作伙伴的情况做充分的了解。


易之家GPM采购商交易记录

 


易之家GPM采购商贸易伙伴信息

 


易之家GPM采购商各维度分析报告

 

模板参考

Dear **,

I hope this message finds you well. This is [姓名] from [企业]. I wanted to follow up on our recent meeting at [展会] where you expressed interest in our [产品].

Thank you for considering our products. I have attached our comprehensive product catalog for your perusal. It includes detailed information about our capabilities and some of our most popular products.

Moreover, we offer customized services tailored to meet your specific needs. If you require any further assistance or customization, please do not hesitate to let us know.

We are eager to work with you and will proceed accordingly once we receive your response.

Looking forward to a favorable outcome.

Best regards,
[姓名]
[企业]

 

6.中间商客户

作为一名中间商,目前尚未与其终端客户确立稳定的合作关系。因此,在终端客户关系尚未明确之前,他暂时无法向您下达采购订单。值得注意的是,他的终端客户可能在权衡多个服务提供者,而这些服务提供者又可能各自与不同的供应商有所联系。在这种情况下,客户的决策过程将涉及多层次的评估,直至最终确定最合适的服务和供应方案。

 

推荐的处理办法

针对这种客户,我们可以采取一些创新的策略来加强合作机会。首先,鉴于订单量可能较大,我们应当深入了解终端客户所在区域,并研究该区域的整体采购情况。

在网络推广方面,我们可以优先在付费广告平台上进行投放,以提高产品的曝光度和知名度。同时,充分利用社交媒体平台,积极发布关于产品生产进度、亮点以及行业动态的内容,吸引潜在客户的关注和兴趣。

通过这些综合性的策略,我们将增加被客户主动联系的机会,提高合作的可能性,从而为赢得这位重要客户创造有利条件。

 

7. 你不了解客户国家的砍价方式

针对中东、非洲、南亚等地区的客户,他们往往倾向于进行大幅度的价格谈判,并可能使用各种理由来压价,甚至采用威胁手段。面对这类客户时,重要的是保持耐心和坚定。我们需要用事实、数据以及产品的独特价值来支撑我们的报价,同时,可以适当地提供一些优惠或赠品,让客户感到他们得到了额外的价值,从而在心理上更容易接受我们的价格。

而欧美、日韩等地区的客户则通常更加理性和专业。他们会根据市场行情、产品质量以及品牌声誉来评估我们的报价。这些客户尊重我们的专业度,但也会通过谈判来争取更有利的条件。因此,在与这类客户打交道时,我们需要保持诚信和专业。不应随意变动价格,而应通过提供高质量的证书、样品以及优质的售后服务来展示我们的产品价值。这样,客户会感到安全和放心,从而更愿意与我们建立长期合作关系。

 

参考模板

通过降低成本为方向切入(主要针对中东、非洲、南亚等地区客户)

Hi ***,

Good morning!

I hope this message finds you well. This is [姓名] from [企业]. I recall our recent encounter at [展会] where you expressed interest in our [产品].

We are proud to be a trusted vendor for esteemed clients such as [第一个大客户的名字] and [第二个大客户的名字], both of whom operate in a similar industry as your own. Today, I'm excited to share with you how we can help cut your costs for [具体产品] by a significant 20%. This is due to our recent breakthroughs in the production process.

Rest assured, this cost reduction will not compromise the quality of our products. We adhere to strict quality standards, having obtained ISO9001 certification, and our products have passed the UPC certificate.

I'd like to know which products you are currently purchasing. Would it be possible for me to provide you with a customized offer based on those items, so you can compare and evaluate?

Looking forward to your positive response.

Best regards,

[姓名]
[企业]


以专业解决问题为主要方向切入(针对欧美、日韩等地区的客户)

Hi***,

Good morning!

I hope this message finds you well. This is [姓名] from [企业]. I noticed your interest in our [产品] at [展会] several days ago.

During a recent visit to your website, I came across your customers' feedback regarding your [产品XXXX]. It seems that a significant number of your customers (390 remarks online) have expressed a need for [陈述一下客户潜在的问题].

I'm pleased to share that we have successfully addressed this issue for over 20 customers. [描述一下细节,给点具体的信息。不要太详细,留个伏笔,下次再联系他]

A brief introduction to [企业]: We have vast experience catering to customers in similar industries, including [第一个大客户的名字] and [第二个大客户的名字]. Our commitment to quality is evident in our ISO9001 certification, and our products have successfully attained the UPC certificate. We are confident in our abilities to be a dependable supplier for your needs.

Would you be open to a more detailed discussion on how we can assist you in addressing this challenge? Upon your consent, I would be happy to send you further information.

Thank you for considering [企业]. I look forward to your response.

Best regards,

[姓名]
[企业]