客户的跟踪技巧

快乐是一份简单的温柔姓名：艾琳Aileen爱好：热闹，分享目前：上海瑞河企业集团有限公司任外贸主管外贸经验：2009-2014年龄：保密客户的跟踪技巧1日常问题2如何回复客户3实案分析1）为什么客户不回复？2）为什么询了价格又不回复？3）客户嫌价格高怎么处理？4）发了样品为什么没有消息？5）客户拿别人的价格压价怎么办？1.日常问题DearMr.Merth,Hello,goodnight.Thanksforyourinquiryfromourcompany.EnclosedPDFfile,pleasecheckit.WeareamanufactureinShanghaiChina,ouraimistodoagoodjobinthequalityofproductsThanksHiAdamThisis….fromShanghaiRuiheEnterpriseGroup,specializedinPVC/HDPE/PPRpipeandfittings.Attachedisoure-catalogue,plsfeelfreetocontactmeaboutanyitemsyouareinterested.LookforwardtohearingfromyousoonBestRegards你的原因1.对方根本没收到邮件2.回复不够及时3.语言生硬，语法错误4.内容空洞5.跟踪力度控制不当6.不专业客户的原因1.价格太高2.目前还没有采购计划3.他已经有固定的供应商，询价4.样品客户不满意5.他不喜欢你的沟通方式6.他度假去了，私事客观原因1.战争2.认证3.海运费涨价太高4.关税核心解决办法沟通2.如何回复客户回复前注意事项：内容回复的注意事项1.主题2.及时回复3.分点阐述first,second,third4.图片修改名称5.个性签名6、选用适当的跟踪方法(1)、周末都给客户发一个周末愉快(2)、对方节日，生日，(3)、生活中发生的变化，比如下雨，下雪，出去游玩，人民币升值，市场变动.世界杯等等.(4)、中国的特殊节日，中秋，端午(5)、标数邮件法，最后跟踪法YYDlastE-mailtoshowouradvantageYYDhopeyouhaveagoodweekendagainwishyouhaverememberusYYDIamafraidthisisthelastE-mail,andIneverbotheruanymoreIreallywantyouknow.wehavebigadvantageonCHANAautoparts.Wereallydonotwantuignoreus.justtellmealsohaveinterestedonusOr,Iwon’tbotheruanymore.Thanksforyourtime,andsorrytobotherusomuchtimessentmeyourpricelist7.内容必须有一二个核心的优势8.加到他的沟通工具两字诀快准邮件模板主题：SHRHquotationforpvcpipesch40SHRHsuggetionforspecificationSHRHtechnicaldateSHRHcompanyprofile,catalogueSHRH…....第一部分，礼貌感谢Thanksforyourinquiryjustnow第二部分，自我介绍Thisis…from….Specializedin…第三部分，专业分析Fromyourinquiry,Iseethatyouwantour….,wehavestockrightnow/wecanproduce,thisproducts..+专业分析，清晰到位+要问的问题/报价单/装箱情况第四部分，公司优势(做过的工程，出过货的国家，设备进口，创新，模具齐全，市场熟悉等）第五部分Iamonlinerightnow.ucancallmedirectlyoraddmyskype,ICQ,QQ,MSN,youcanchooseanywaytoadd,Forconvenientcommunicate.thatwillhelpusbefastandmorequicker.第六部分节假日收到询盘回复模板Dear…ThankyouforyouinquiryjustnowThisisAileenfromSHRH,specializedinPPR,PVC,HDPEpipeandfittings.IamsorryIamnotonofficerightnowbecauseofweekend/night/假日/春节Iwillgiveyouquotationon……ForfurtherpricelistIhavesomequestion1)2)3)Ihaveseenyourdemandof……wecansupply,wehavestock公司优势+专业分析3实案分析案例（1）：客户除了电话，没有直接沟通工具,只能用E-mail客户第一封邮件：DearSirs,weareinthefieldofSalesandAfterSalesServiceforLifan520modelsinIranmarket.Werequestyoutovisitourwebsite::9821XXXWeb:@irmpc.com,[e-mail]第一次回复：Salam,YYDfullautopartsforLIFANDearXXXXFirst,thankusomuchforyouinquiryjustnowThisisAileenfromYYDautopartsCo.,ltdWearequitefamiliarwithinIranmarketonLifan520models,lastyears,LifanCompanyhaveexportslike30,000Lifan520toIranLifanpartshaveagreatmarketInIranAndwearegladyoufindus,BecausefullautopartsinLifanwehavestockrightnowAboutthecompanyWehavebeentheautopartsfor17yearssince1993YYDautopartsCo.,LtdisalargewholesalerspecializeinLIFAN520,620,SUZUKI,Chana,fullautoparts.specialtheLIFANgenuineautopartswearethebestscaleinchina.Youneverfindmorecompetitivepricelikeus,weareinChongqing,andLifancarsisChongqingBrandHopecanhearyourfeedbackassoonaspossibleBestwishesAileenExportManagerChongqingYYDAutopartsCO.,LTDTel:86-023-67523675Fax:[phone]MOB:[phone]E-mail:[e-mail]:[e-mail]:跟踪1：YYDwishuhaveaniceweekendYYDwishuhaveaniceweekendDearMr.XXXXYYDherewishuhaveagoodsweekend.theweatheraregoingtobehot,howaboututhere?Ilovesummerverymuch,causethedaytimewillstaylong.Anyway,wishyouhaveaniceholiday.跟踪2YYDadvantageletuattention!MyfriendXXXX:YYDAileenhereFirst:weknowuaremakingaresearchontheChinesemarket,Alsowewantuknowwereallyhaveverycompetitivepriceandexperienceadvantage.Second:wehavedothebusinesswithmanyforeigncompany,theyaretheintermediarybusiness,nowufindusdirectly.donotignoreouradvantage跟踪3YYDwishuhaveaniceweekendIthavebeenlike2weeksnonewsfromuHopeeverythinggoeswellYYDAileenhere,wishuhaveaniceweekendthistime.ThisweekendIhavelotsofjobtodealwith,noweekend.hopeuhave.Workisimportant.alsotherest!客户第二封邮件DearMsAileenThankuforusomuchniceE-mailSorry,IhavetriptoDUBAI,Followingyourresponse,weforwardalistofsparepartsforLifan520autopartswhichisselectedbyourSalesDept.Kindlysendusthepricequotationfororiginalgenuineandnon-genuinepartsinRMBcurrencyforattachedlisttoenableourstudyanddecision.第N封回复mixpriceIhaveseenyourorder,theL2804011B1rearbumpershould110RMBnowbutnowthereisspecialpriceforuasourfirstcooperation.justneed80RMBCondition:1)Ordersureon7-15days,Ikeepthepriceforu2)Justbookthistypearenotpermit客户第三封邮件DearMsAileenThankuforusomuchniceE-mailSomeofthepriceforuswecanaccept,Butsomearenotthatcompetitive.wewillhavehighquantity.hopemorediscountandpricereduce第N+1回复First:asIsaybefore,firstcooperation,wehavegiveyouverycompetitiveprice.Second:ifusurethehavehighquantity,Iwillgiveusomediscount,buttherearebasedontwocondition:(1)Highquantity(2)Just2%discountdownJustBothwinwilllettherelationshipwaylongThebusinessarebasedonthebothwinNotonlyjustme,alsoushould来回往复,二个月后,客户订了一万六千的样单,