跟进这类客户，外贸人可别犯傻！

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2023-03-02 12:25:44

我接触过不少外贸人，因为害怕到嘴的客户飞走了，就老追问着客户要求下单，最后是真的把客户给谈走了。

每次看到这样的案例，我就很无奈。其实很多时候，换个谈判思路，改变一下心态，不要这么急功近利，会好很多。

而且别一直着急着让客户下单，跟进客户还是要保持一个合适的度。

希望今天这个案例能给大家带来帮助。

”

学员提问

我司寄了2次样品给客户，客户对第二次的样品比较满意，以下是客户的回复：

We did receive the sample and it does look okay.

We are now trying to figure out when it can fit into our plans.......as mentioned, we just received a large shipment from our current supplier.

请教Sam这种情况下，如何逼单显得我们不那么着急，又让客人着急下单？

寄样后客户比较满意，但目前有足够库存，接下去如何把握节奏来跟进？感谢料神百忙之中指点迷津！

我的回答

你怎么能劝一个刚吃饱的顾客再到你的饭店里吃饭呢？
想想看，不要高估了话术的作用，重要的是是否跟客户的需求契合。
不如礼貌地祝福对方生意兴隆，很遗憾这次没能达成合作。
当然还是要表达一下愿意跟客户有合作的意愿。（有些业务员看到客户这样回复就懒得回了，其实很多时候会错失一些机会，下面我会举例）
然后定期跟进一下客户，了解一下下一次采购计划是什么时间，我们一定提前做好报价准备，争取能与您达成合作。
在这之前，多通过视频，资料等方式让客户对你的产品或公司有更多维度的了解。除此之外，没有固定公式。
上面谈到尽管暂时没能达成合作，你还是应该礼貌地感谢客户的回复和解释，以及表达愿意跟客户未来有合作的意愿。
下面我举个最近的例子：
我前阵子也收到一个欧洲的新客户，回复说：
----------------------------------------Dear Sam,
Thank you for information.
I discussed your products with my Board.
Actually, we are quite interested in your products, but we have a lot of other open projects and investments for this year, so we decided to leave this topic aside and come back to it later in the future if we will be still interested.
Thank you!----------------------------------------
这时候你不能不依不饶地仍然想成交，不然别人会觉得你是不是缺订单缺得急火攻心了。
我的回复：
----------------------------------------Dear K*****,
Thanks for your mail.
It is a pity that we are unable to reach a further cooperation for the time being.
According to the feedback from our company's sales department, just for your reference, the sales volume of xxxxxxxx (产品) in Europe is on the rise at present.
Due to the pandemic, residents of many countries have begun to change their past consumption habits, increase their savings and purchase real estate, which will stimulate the demand for xxxxxxxx.
However, we fully understand your considerations and thoughts. If you are interested in restarting this project in the future, please feel free to contact us.
Hope to hear from you again in the near future.----------------------------------------
客户回复：
----------------------------------------Dear Sam,
That is right and we already have a range of XXXXX products in our offer.
It is very likely for us to visit China this year, so coming back to the topic is quite possible.----------------------------------------
客户说今年很可能会来中国，很可能重启这个需求项目。
那么后面要做的就是保持定期联系跟进一下客户，掌握一个合适的度就好。
如果客户今年真的来中国，那么在面谈时争取能够给客户留下深刻印象，这样也就成功了一半。