外贸业务如何跟进客户和跟进客户技巧-文档资料.ppt

Click to edit Master title style,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Click to edit Master title style,Click to edit Master title style,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,*,如何跟进客户和分享跟进客户技巧,杨会,1,1.,何为跟进,2.,跟进的重要性,3.,跟进的中心思想,4.,跟进的类型,5.,跟进的方法,6.,跟进的注意事项,7.,跟进的技巧,8.,不同人的跟进,9.,跟进的原则,10.,具体案例,2,什么是跟进？,跟进是在与你的朋友在一起时，对你朋友的，有方向性的，在时间上相续的促动。,跟进是有方向性的。,一、向上跟进,跟进你的领导人,二、向下跟进,你的部门成员,三、向外跟进,课堂、活动,四、向内跟进,自己,3,跟进很重要啊！,1,、一次性谈成客户与发展的市场的几率不高,2,、,80%,的客户机市场是在跟进中实现的,3,、跟进的方法和技巧得当可以大大提高业绩,4,、跟进是提高销售能力发展市场的重要方法,4,跟进的中心思想,1,、以建立关系和好感为中心,初接触,2,、以快速成交与签约为中心,-,成交,3,、以解决客户及发展对象疑虑为中心,产品服务解疑,5,三、跟进的类型,1,、服务性跟进型,2,、转变性跟进型,3,、长远性跟进型,6,1.,服务性的跟进,（,1,）和客户多沟通，进行思维引导；,（,2,）帮客户做些工作外的事情,（,3,）赠送客户小礼品,目的就是：让客户对你有好感，让客户信任你,(00)/,7,2,、转变性跟进型,（,1,）客户对产品还是比较感兴趣,（,2,）客户对产品很感兴趣，也想购买你的产品，但由于暂时的资金问题无法购买,（,3,）客户对你的产品还没有一个很深的了解，态度暧昧，可买可不买,8,3,、长远性跟进型,客户根本就不想用你的产品或者已经购买了同类产品，这类客户不会由于你积极的跟进就会要你的产品或者和你合作。,9,四、跟进的方式,1,、电话,(,单独课件,),2,、实地拜访,-,可操作性不高,3,、电子邮件,4,、短信,whatsapp,viber,等等（单独资料）,5,、在线聊天工具,-Skype,QQ,MSN,等等,6,、其他,10,五、跟进的注意事项,1,、要跟紧但是不要让客户感到烦。,2,、了解你的客户的一些情况（所谓知己知彼百战不殆）。,公司实力如何？产品线怎样？他在公司中的地位怎么样？,3,、钱的问题，做生意的都是为了赚钱，你让出点利润空间，达到共赢是做生意的最起码的条件。,4,、和他交朋友，反正是要让他信任你，这样一些事情就会好办多了。,11,六、跟进的技巧,1,、有兴趣购买的客户：,对此类客户应加速处理。,2,、考虑、犹豫的客户：,对待此类客户此阶段的目的就是沟通、联络，不要过多的营销产品与介绍几好。,3,、近期不买的客户：,我们要建立良好关系为目标，千万不要放弃此类客户。,4,、肯定不买的客户,（中止合作的客户）,5,、已经知道产品及机会的没有信息回馈的客户。,12,跟进的原则,1,、跟进要遵循,1:3:7,法则。,“,1,”,指一天后该做的事和服务。,“,3,”,指三天后再与顾客联系：,“,适应期一般,3,6,天,”,，打电话或发邮件,“,7,”,指七天后再与顾客联系,不要冷热不均，或忽冷忽热,。,2,、一定要为自己每次跟进寻找一个好的借口。,3,、要耐心，有长久性。,总则：持之以恒，坚持不懈，行动力,13,报价后好几天没回复，怎么办,?,Dear xx,Sorry to trobule you.,Several days no news from you have you got my enquiry for xxxx?Fully understand that you are too busy to reply us.But we are still await for your comments.We need your feedback to go ahead.Thank you in advance.,Many thanks and best regards.,xxx,SAMPLE,14,如果还是没有回应怎么办？,Dear xxxx,Hope everything goes well!,We are in receipt of your inquiry dated on xxx and quote you as follow:XXXXXXX.,pls kindly check whether price is workable?Because price will be invalid on xxxx.,Wish we will promote business.,Best regards.,xxxxx,15,如果碰到节假日也可以跟踪下,Dear XXXX,Sorry for re-troubling you.,pls find my pervious email below.Could you kindly check by return today?Because we will on holiday from xx to xx and my email access may be limited.,Thank you in advance.,Bset regards.,XXXX,16,如果客户遇到客户国家节日也可以借此恭维一番。加深映像。,Dear xxxx,Happy xxx and we wish you,your family,company enjoy your holidays.,As for xxx,if you need any info,pls contact me at any time.We will try our best to satisfied with your requirements.,May god bless you and have a nice day.,xxxxxx,17,交货期，稍微的给他一点压力，催促他尽快下单。,Dear xxx,Hope you everything goes well.,I sent you the quotation for xx in last email and the delivery time is xx days.could you pls kindly check and confirm the order soon.We need plent of time to arrange mass production and keep the shipment on time.,Many thanks and best regards.,xxxx,18,时不时的问下是否有新的询盘或者订单,Dear xx,I hope you are doing good.,Have you got any new orders?pls keep me posted if yes,i will send,you our updated price for your review.,Best regards.,xxxx,19,新产品上市是你大展拳脚的时候了，用的好很厉害的哦,Dear xxx,Good morning!,It is glad to inform you that we have lanched xxx,which with xxxx,优势特点,such as perfect design,low noise,light weightxxxx.,Attached with xx and xx for your reference and pls have a try in your,market if possible.,Best regards.,xxxx,20,更新报价单,Dear xxx,How are you?Long time no contact and hope everything goes weill with you.,Our products and quotation had updated.Would u pls check our new quotation with new items in attachments?If have any questions,pls contact me freely.,Best regards.,xxxx,21,如果再不行的话，就打个远洋电话问明白具体原因。一般客户都会说明的,22,总结,1.,报价时，信息比较全面,2.,有效期话题,3.,事件营销：节日等等。,4.,交货期跟踪,5.,重复报价,6.,询问需求,-,有订单，请下给我！,对于已购买样品的客户，如何跟进？,23,做外贸其实就是做服务，谁的服务好，谁就能赢得客户,你的同行都可以做成生意，别人都可以做成生意，你为什么不行呢？,24,谢谢大家！,25,