展會(huì)后跟進(jìn)客戶的開發(fā)信大全

2015-02-03    分類： 網(wǎng)站建設(shè)

1、機(jī)會(huì)客戶
客戶很有意向，基本屬于已經(jīng)決定要購買，只是決定買什么規(guī)格，數(shù)量，從誰那里買的問題。這類客戶，追蹤的時(shí)候，要重點(diǎn)把客戶的注意力放在規(guī)格的選擇上，追問客戶的需求細(xì)節(jié)。通過關(guān)注具體的細(xì)節(jié)，把握住客戶的注意力，推動(dòng)客戶往前走。
Dear XXX
It is very nice to take with you on Canton Fair.
As per your request, I am sending you the detailed specification for XXX model. FYI, we use high-quality imported material with zero lead for this model. It is very popular in European market, as consumers are more demanding for green products.
Can you tell me how many pieces do you need for this model? And what is your requirement for the package?
Best regards,
XXX
以上郵件是暗示加提問，能夠吸引客戶看郵件和回復(fù)郵件。對于機(jī)會(huì)客戶，要針對客戶的需求，認(rèn)真分析，認(rèn)真來寫。這類客戶數(shù)量很少，只有10%-20%，卻值得你花80-90%的時(shí)間。因?yàn)槟愕挠唵慰赡芏鄶?shù)是從這類客戶里出來。
2、感興趣客戶
客戶很感興趣，但還沒有下定決心要購買。為何沒有下定決心，或因?yàn)槭袌鲂枰M(jìn)一步了解，又或者目前有個(gè)不錯(cuò)的合作對象，不甚滿意，但要斷掉合作關(guān)系，又擔(dān)心新供應(yīng)商有風(fēng)險(xiǎn)，萬一要是連這個(gè)老供應(yīng)商都不如怎么辦呢？這類客戶，重點(diǎn)是要推動(dòng)他做決定，而不是強(qiáng)調(diào)為何他要同你合作，因?yàn)樗€沒有下決定。下了決定，他才會(huì)考慮同誰合作的問題。
（1）市場調(diào)研型
因?yàn)榭蛻魧τ谑袌霾涣私猓瑢τ谑袌瞿芊駮充N有顧慮。所以可以通過一些成功的案例，幫客戶樹立信心，同時(shí)要有耐心和展示自信，甚至給客戶一個(gè)特殊的政策，讓客戶去試銷。
Dear XXX,
It is a great pleasure to talk with you on Canton Fair, and know your interests in our XXX products.
After the fair, I collected a few more information on our sales, which might be helpful for you. FYI, for this model, our sales in XXX country (需要同客戶接近的市場）is XXXX. Our customers said that the market specially like the XXX feature of XXX(products).
I am very confident that you can sell XXX very well in your market. Anything I can do to help you to research or test the market, please just tell me.
Best regards,
XXX

（2）已有供應(yīng)商型
重點(diǎn)是讓客戶意識到一個(gè)不好的供應(yīng)商對他的生意的危害之大。攻擊競爭對手的弱點(diǎn)，而不是競爭對手本身。比如，我們知道競爭對手的質(zhì)量不穩(wěn)定，你不要說XXX公司質(zhì)量不穩(wěn)定，很爛。而是說你給你的客戶穩(wěn)定的質(zhì)量嗎？如果質(zhì)量不穩(wěn)定，會(huì)給你帶來什么后果呢？;
當(dāng)然有的客戶會(huì)告訴你現(xiàn)有的供應(yīng)商有問題，更多的客戶不會(huì)告訴你，他覺得告訴你了，會(huì)在談判的時(shí)候處于不利地位，被你利用。當(dāng)客戶不告訴你的時(shí)候，你就要自己去揣摩，旁敲側(cè)擊地去問了。
Dear XXX
Thanks a lot for visiting us during the Canton Fair.
Behind every successful distributor, there is a capable & reliable supplier.
As a capable & reliable producing supplier for XXX,XXX (大客戶），we hope to be the one that stand behind, and give you firm support.
Can you give us a chance?
Best regards,
XXX
3、了解信息
這類客戶往往對于這個(gè)產(chǎn)品還不甚了解，隨便問問，了解一下信息。有的甚至直接問個(gè)價(jià)格，有的業(yè)務(wù)員誤認(rèn)為問價(jià)的客戶就一定興趣很大。其實(shí)，有相當(dāng)部分的客戶問價(jià)只是為了隨口了解一下。他們甚至還沒有到認(rèn)真考慮銷售這個(gè)產(chǎn)品的程度。更不用說跟你合作了。這類客戶建個(gè)分組，然后用一封模板來發(fā)。這樣的客戶重點(diǎn)放在，幫助他了解這個(gè)產(chǎn)品的來龍去脈，產(chǎn)品的賣點(diǎn)，市場機(jī)會(huì)等等。觸動(dòng)客戶去深入調(diào)研這個(gè)產(chǎn)品的機(jī)會(huì)，下決心購買。
Dear XXX,
Very pleased to talk with you on Canton Fair.
To let you have more information about our product XXXX, I attach our brochure for your reference.
Very briefly, this products target high-end market with better distribution profit margin.Consumers love it for its features:
If you have high-end customers, this is a very good opportunity worthy to investigate further.
Best regards,

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