外贸人一定要出国拜访客户附拜访要点

跟国内同样，外国也很着重关系网，他们也喜爱礼尚来往，特别是会面后的那种友情，很容易会使得他们优先选择你作为长久合作供给商。下边就和阿连一同看看怎样拜见客户，更好成立相信关系。It'sthesamefordomesticandforeigncountrytocaremuchabouttherelationnet.Theyalsolikecourtesydemandsreciprocity,especiallythefriendshipaftermeeting,becauseit'seasyforthemtochooseyouastheirlong-termsupplier.Soletmeshowyouhowtovisitcustomersandbuildrelationbetter.为何要去拜见客户Whywevisitcustomers?这里的客户包含合作客户和未合作客户。Customersconsistofcooperativecustomersanduncooperativecustomers.?客户选择合适自己的工厂难It'shardforcustomerstoselectthesuitablefactories.由于中国工厂太多，竞争强烈，客户很难选择合适自己的工厂，也很难让客户认识企业最真切的状况。ThecompetitioninChinaisharshfortherearesomanyfactories.Andit'snotonlyforcustomerstoselectthesuitablefactoriesbutalsohardforthemtoknowclearlyabouttheactualsituationofcompanies.客户选择合适自己市场的产品难It'shardforcustomerstochoosetherightproductsfortheirmarket.产品太多，目不暇接，客户无法划分产品，不知道怎样选择产品。Therearesomanydifferentproductsthatcustomerscannotdistinguishtheproductsaswellashowtoselecttheproducts.对中国质量没有信心TheyhavenoconfidenceinthequalityofChineseproducts.经过电话，邮件或许网站，客户没有方法触摸到产品，对产品的质量有很大思疑，假如是新成立的中国企业又没有著名度或必定的口碑，客户对证量不放心。Customerscan'ttouchtheproductsthroughphones,emailsorwebsites,sotheysuspectaboutthequalityofproducts.Ifyourcompanyisnewestablishedorhasnopopularityorcertainwordofmouth,theyarenoassuredaboutthequality.合作谈判周期太长Thetimespendingonnegotiationandcooperationistoolong.客户常常在放假，也常常不回邮件，从发邮件到下样品订单或许就半年了，以后也没什么音讯了。Customersusuallyareonvacationanddon'treplytheemails.Soitmaytakeshalfyear,evendisappearing,fromsendingemailstogiveorderofsamples.研发和设计不知道市场的方向是什么，凭空造新产品，内心没底R&Danddesigningdepartmentpeopledon'tknowclearlyaboutthedirectionofthemarket,sotheydesignandintroducenewproductsunreasonably.什么样的产品是好产品，这个是市场说了算，市场是查验的独一标准。Whatkindsofproductsaregoodproducts?It'suptothemarket,somarketistheonlystandardtoexamine.成立友善的长久合作贸易伙伴关系Establishfriendlyandlong-termrelationshipofcooperationpartner.和中国同样，外国很着重关系网，他们也喜爱礼尚来往，特别是会面后的那种友情，很简单会使得他们优先选择你作为长久合作供给商。ForeigncountriescaremuchabouttherelationnetlikeChinaandtheylikecourtesydemandsreciprocity,especiallythefriendshipaftermeeting,whichit'seasytomakethemselectastheirlong-termsupplier.合作客户的客诉，常常很难经过邮件或许电话表达清楚Customerscomplainthatit'shardtomakethembeunderstoodclearlythroughemailorphones.客户当面会和你讲的特别清楚，包含与你合作中出现过的全部问题，而且现场能够给你看实物。反应也会更直接、更有效。Customerswouldtellyoutheinformationclearlyfacetoface,whichincludealltheproblemsmayappearincooperation,andtheycanshowyouthematerialsatspot.Additionally,thefeedbackismoredirectandeffective.加速新产品的推行速度或许降低新产品的风险，迅速收到市场反应Acceleratethespeedofpopularizingnewproducts,reducetheriskofnewproductsandattainthemarketfeedbacksquickly.好多时候我们研发一款新产品，需要发样品给外国客户，看他们能否有什么建议，需要改良或许什么的，但客户好久都不回。最后不得不开模，最后小批量出货，客户说产品需要改什么什么，但那个时候模具已经没方法变动了。Whenwedevelopanewproduct,weneedtosendthesampletoforeigncustomerstofindoutwhethertheyhaveanysuggestionoranythingneedtoimproveorsomethingelse.Butcustomersusuallytakealongtimetoreply.Finally,wehavetoopenmoldandproducesmallamountofproducts.Thencustomerswoulddemandtochangesomething,butatthattime,wehavenowaytochangethem.拜见客户的重点Thekeypointsofvisitingcustomers1.??更直观地把企业的优势、实力展现给客户Showthestrengthandabilitiesofcompanytocustomersmoredirectly建议用PPT的形式约到客户的高层进行meeting。It'srecommendedtohavemeetingsbyusingPPTwithseniorcustomer.2.??选出合适客户市场的TOP10-20款产品+新产品SelecttheTOP10-20productsandnewproductswhichsuitthemarketofcustomers.把产品的卖点提炼出来，把正确的信息传达给客户，而且现场演示，让他知道这款产品幸亏哪里，为何你要选这款产品。Refinethesellingpointsofproducts,andsendtheaccurateinformationtocustomersaswellasdisplayatspottoletthemknowthestrengthsoftheproductsandwhyyouchoosetheproducts.3.??建立客户对我们企业质量的信心Buildcustomers'confidenceofproductsofourcompany1）供给一些证书证明providesomecertificates2）供给企业的实验室测试报告offerthelaboratorytestreport3）在PPT里面展现企业严格的质量系统showthestrictqualitysystemofcompanyinPPT4）其余客户对产品的好评，采集多一些，能够作为说服资料Collectmoregoodcommentsfromothercustomersastheproof5）样品的质量必定要很完满，这是对你们质量最直接的查验。Thequalityofsamplesmustbeperfectforit'sthemostdirectexaminationofyourquality.4.??把合作周期缩短到最短Shortenthecooperationtimeatmost.假如你带有足够多的样品，客户表现出有兴趣的产品，你能够留一个样品在他企业。Ifyouhaveenoughproductsandcustomershaveinterestinsomeofthem,youcanleaveonesampletotheircompany.5.??精确定位新产品的研发方向Positionthedevelopmentdirectionofnewproductsprecisely.找到市场上热销的产品（包含客户网站上边的bestseller）+企业近期想要研发的产品，或者设计师设计好的一些产品直接给客户看，他会告诉你他的看法，喜爱仍是不喜爱或许有什么建议。Findoutthepopularproductsinmarketwhichconsistofthebestselleroncustomers'websitesandtheproductstheywanttodeveloprecently.Orshowcustomersdirectlytheproductshasbeendesignedbydesigners,andtellthenyouropinionthatyoulikethemornotoranysuggestion.6.??邀请客户来拜见工厂Invitecustomerstovisityourfactory.关系好的客户此后会更愿意和你沟通，最重要的是你面谈时候的专业度，让客户钦佩你，以后合作，你的主动权会多好多。Thewell-relationcustomersaremorewillingtocommunicatewithyou.Andthemostimportantthingisthatcustomerswouldadmireyourprofession,soyouwillhavemoreinitiativeoflatercooperation.7.??让合作客户帮助你们企业提升自己Letcustomerstohelpyourcompanyimprove.把合作客户的客诉用图文并茂的方式，配上客户给你的样品，传达给企业的质量、工程部门，让他们进行改良，而且把客户对设计和研发方面的建议整理为书面文件传达给研发部门。Passontheinformationofcustomers'complainwithpictureandcharacterandthesamplesgivenbyyourcustomerstothequalityandengineeringdepartmentofcompanytomakechange