客户的跟踪技巧

1、快乐是一份简单的温柔快乐是一份简单的温柔姓名：艾琳姓名：艾琳 Aileen 爱好：热闹，分享爱好：热闹，分享目前：上海瑞河企业集团有限公司目前：上海瑞河企业集团有限公司 任外贸主管任外贸主管外贸经验：外贸经验：2009-2014年龄：年龄： 保密保密客户的跟踪技巧客户的跟踪技巧1 日常问题日常问题2 如何回复客户如何回复客户3 实案分析实案分析1）为什么客户不回复？）为什么客户不回复？2）为什么询了价格又不回复？）为什么询了价格又不回复？3）客户嫌价格高怎么处理？）客户嫌价格高怎么处理？4）发了样品为什么没有消息？）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？）客户拿别人的价格压价

2、怎么办？1. 日常问题日常问题Dear Mr. Merth,Hello, good night.Thanks for your inquiry from our company.Enclosed PDF file, please check it. We are a manufacture in Shanghai China, ouraim is to do a good job in the quality of productsThanksHi Adam This is . from Shanghai Ruihe Enterprise Group,specialized in PVC/HD

3、PE/PPR pipe and fittings.Attached is our e-catalogue,pls feel free to contact me about any items you are interested. Look forward to hearing from you soonBest Regards你的原因你的原因1. 对方根本没收到邮件对方根本没收到邮件2. 回复不够及时回复不够及时3. 语言生硬，语法错误语言生硬，语法错误4. 内容空洞内容空洞5. 跟踪力度控制不当跟踪力度控制不当6. 不专业不专业客户的原因客户的原因1. 价格太高价格太高2. 目前还没有采

4、购计划目前还没有采购计划3. 他已经有固定的供应商，询价他已经有固定的供应商，询价4. 样品客户不满意样品客户不满意5. 他不喜欢你的沟通方式他不喜欢你的沟通方式6. 他度假去了，私事他度假去了，私事客观原因客观原因1. 战争战争2. 认证认证3. 海运费涨价太高海运费涨价太高4. 关税关税核心解决办法核心解决办法沟通沟通2. 如何回复客户如何回复客户回复前注意事项：回复前注意事项：内容回复的注意事项内容回复的注意事项1.主题主题2.及时回复及时回复3.分点阐述分点阐述 first , second , third4.图片修改名称图片修改名称5.个性签名个性签名6、 选用适当的跟踪方法选用适当

5、的跟踪方法(1)、周末都给客户发一个周末愉快、周末都给客户发一个周末愉快(2)、对方节日，生日，、对方节日，生日， (3)、生活中发生的变化，比如下雨，下、生活中发生的变化，比如下雨，下雪，出去游玩，人民币升值，市场变动雪，出去游玩，人民币升值，市场变动.世界杯等等世界杯等等.(4)、中国的特殊节日，中秋，端午、中国的特殊节日，中秋，端午(5) 、标数邮件法，最后跟踪法、标数邮件法，最后跟踪法YYD last E-mail to show our advantageYYD hope you have a good weekend again wish you have remember us

6、YYD I am afraid this is the last E-mail ,and I never bother u any more I really want you know . we have big advantage on CHANA auto parts . We really do not want u ignore us .just tell me also have interested on us Or, I wont bother u any more . Thanks for your time ,and sorry to bother u so much ti

7、mes sent me your price list7. 内容必须有一二个核心的优势内容必须有一二个核心的优势 8.8.加到他的沟通工具加到他的沟通工具 两字诀两字诀 快准快准邮件模板邮件模板主题： SHRH quotation for pvc pipe sch 40 SHRH suggetion for specification SHRH technical date SHRH company profile ,catalogue SHRH .第一部分，礼貌感谢Thanks for your inquiry just now 第二部分，自我介绍This is from . Special

8、ized in第三部分，专业分析From your inquiry ,I see that you want our ., we have stock right now/ we can produce ,this products.+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I am online right now.u can call me directly or add my skype,ICQ,QQ,MSN,you can choose any way to add,For conven

9、ient communicate.that will help us be fast and more quicker.第六部分节假日收到询盘回复模板节假日收到询盘回复模板Dear Thank you for you inquiry just now This is Aileen from SHRH, specialized in PPR,PVC,HDPE pipe and fittings.I am sorry I am not on office right now because of weekend/night/假日/春节I will give you quotation on For

10、 further pricelist I have some question 1) 2) 3) I have seen your demand of we can supply,we have stock 公司优势+专业分析3 实案分析实案分析 案例（案例（1）：）：客户除了电话，没有直接客户除了电话，没有直接沟通工具沟通工具,只能用只能用E-mail第一次回复：Salam, YYD full auto parts for LIFAN Dear XXXXFirst,thank u so much for you inquiry just nowThis is Aileen from YYD

11、auto parts Co.,ltdWe are quite familiar with in Iran market on Lifan 520 models ,last years ,Lifan Company have exports like 30,000 Lifan 520 to IranLifan parts have a great market In Iran And we are glad you find us,Because full auto parts in Lifan we have stock right nowAbout the company We have b

12、een the auto parts for 17 years since 1993 YYD auto parts Co.,Ltd is a large wholesaler specialize in LIFAN520, 620 ,SUZUKI,Chana,full auto parts.special the LIFAN genuine auto parts we are the best scale in china . You never find more competitive price like us ,we are in Chongqing ,and Lifan cars i

13、s Chongqing Brand Hope can hear your feedback as soon as possible Best wishes Aileen Export Manager Chongqing YYD Auto parts CO.,LTD Tel :86ax:86MOB:-mail : MSN: Website: http:/ Skype:yydaileen跟踪跟踪1： YYD wish u have a nice weekendYYD wish u have a nice wee

14、kendDear Mr. XXXXYYD here wish u have a goods weekend . the weather are going to be hot , how about u there?I love summer very much ,cause the daytime will stay long .Anyway ,wish you have a nice holiday .跟踪 2 YYD advantage let u attention!My friend XXXX :YYD Aileen here First : we know u are making

15、 a research on the Chinese market ,Also we want u know we really have very competitive price and experience advantage .Second : we have do the business with many foreign company ,they are the intermediary business ,now u find us directly . do not ignore our advantage 跟踪 3 YYD wish u have a nice week

16、endIt have been like 2 weeks no news from u Hope everything goes well YYD Aileen here ,wish u have a nice weekend this time . This weekend I have lots of job to deal with ,no weekend .hope u have.Work is important .also the rest !客户第二封邮件Dear Ms AileenThank u for u so much nice E-mail Sorry, I have t

17、rip to DUBAI, Following your response, we forward a list of spare parts for Lifan 520 auto parts which is selected by our Sales Dept. Kindly send us the price quotation for original genuine and non-genuine parts in RMB currency for attached list to enable our study and decision. 第N封回复 mix price I ha

18、ve seen your order , the L2804011B1 rear bumper should 110RMB now but now there is special price for u as our first cooperation .just need 80 RMB Condition :1)Order sure on 7- 15 days ,I keep the price for u 2)Just book this type are not permit 客户第三封邮件Dear Ms AileenThank u for u so much nice E-mail

19、Some of the price for us we can accept,But some are not that competitive .we will have high quantity .hope more discount and price reduce 第N+1回复First : as I say before, first cooperation ,we have give you very competitive price. Second : if u sure the have high quantity ,I will give u some discount

20、,but there are based on two condition:(1)High quantity (2)Just 2% discount down Just Both win will let the relationship way long The business are based on the both win Not only just me ,also u should 来回往复来回往复,二个月后二个月后,客户订了一万六千的样客户订了一万六千的样单单,走航空走航空,运费一万九千运费一万九千.更大的订单还在断续更大的订单还在断续,九月中旬九月中旬,来到了中国来到了中国案

21、例案例(一一)分析总结分析总结1、Mix price2、价格赚贵的处理方法推荐、价格赚贵的处理方法推荐3、跟踪技巧的合理性、跟踪技巧的合理性4、5、6. 案例（案例（2）：电话）：电话- 专业专业SHRH BS EN 1452 standard quotation Dear Sam Nice talking with you Plz check the attached for the correct data of BS EN 1452, As I told you ,the size is 110mm and 160mm instead of 100mm and 150mm And the quotation have been attached If you got any problem, Call me directly Aileen, As spoken, please prepare the samples based on Dia. 110mm and Dia.160mmMy company incoming DHL number is 963-225-872.My company address are as follow:PV Vacuum Engineering Pte Ltd21 Marsiling Industri