英语打卡3

Hi, how are you!

●Hi, are you Mark? I used to talk with you on facebook.

●My friend’s name is also mark.

●You really looks like one of my friend.

●You look a little tired. Have a seat.

●Hi, are you looking for booth No., can I help you?

●How do you like the fair?

●How many times you come to the fair before?

●We attend the fair for 5 years. Did you hear about our company before.

●It’s new and hot, which price you get?

●You really have good eyes. It is our hot item. Do you wanna try?

●I like your shirt.

1.如何要名片?

●找理由要名片may I know your market?

●名片&目录,交换名片

●发报价,要名片

●如果客户不给名片的话,要客户手写company name, name, email, phone.

●如果客户不肯写的话,拍客户的胸牌 邮箱

●名片:看国家、看行业、看职业,检查是否有邮箱

●Linkedin Facebook, google 分析

2.如何问?

●Will you do OEM, or just use our brand?

●How to send goods to you?

●是否有单?

●When do you need to receive goods?

●Will you confirm order during the fair?

若没说,接着问:

●What is your customer group? Are you wholesaler or retailer?

●How often do you buy ***

●How many containers you buy each year?

若感到客户比较含糊

●Did you buy *** from China before?(当无法判断客户是否专业是才问)

3.其他深聊话题

●How do you like the fair?

●Did you find something new or interesting?

●Do you come to the fair or new new product, new supplier or just have a look?

●Which brand you buy before?

●How many days will you stay in China?

●How is your business going?

●How many suppliers do you have in China?

●How do you like our company?

●Do we have chance to do business with you?

●Will you confirm the order during the fair?

4.老客户还可以聊什么

●How is your son/daughter?

●I have a gift for you.

●how do you like our cooperation? Anything we need to improve?

●How many suppliers do you have in China?

●What’s your plan next year?

●How is RCA01 selling in your market?

●What is the best seller in your market?

●How is your business going?

●Don’t worry, we will help you.

●Can we have dinner together?

6.如何引导客户客户&促单

●This bag sells well in your market.

●I have a customer in your market buys 3 containers of this bag each month.

●This one, retail price in Europe is around USD60/pc, you can enjoy very good profit.

●If you can buy more quantity, price will be ...

●You can buy one container to test the market, and after 2 months for peak season.

●This price is only valid during the fair. If you confirm the order and make payment now, it will

save .... USD for you.

●Do you need sample? Please advise your hotel address, and phone no, we can send sample

directly to your hotel.

问题一:如何让客户记住自己和公司

1. 360度展示

2.合影加产品or 名片,背景带公司logo和email,按照客户的角度来拍照片。

3.在中国呆多久?邀约公司参观。

4.问Wechat,whatsapp,skype 并加上。

5.发照片时,一起告知面谈内容,加深印象。

问题二:客户再来记不住客户

记录:

●几号来,上午下午,几点?感兴趣产品,何时要货,数量,销售渠道。

●谈了多久,来了几次。

●拍照。

●细节记录:客户着装,黑发,白发,眼睛,相貌特点?几个人?什么场景?给客户报价

的时候可以说我很喜欢你的T恤。

●当天中午,晚上复习回忆。

●Likedin,Facebook重要客户相片。

问题三:客户总是比价格,怎么办?

●为什么觉得价格贵?

●在哪个摊位,给了什么价格?

●给价格区间

●成本拆分(质量区别)

●服务差别

●顾左右而言他,不做比价工具。

●之前买过哪个品牌?做促销还是做自己品牌?

●你在这行做了多久了?我们也做了很久了,公司介绍。。。

●低价格的产品在公司,我们先聊聊。

问题3 展会客户太多,如何兼顾?

背景:正与新客户A交谈,老客户C来了,还有观望的D客户。

对正在谈的客户A说:

1.i have an old customer there. Can you give me one minute?

2.Here is our catalogue, you can tell us item No., then we will give you price together.

3.Then I will send you email later.

对于碰巧来访的老客户,怎么接待:

A: hi, john how are you?

C: Fine, what about you?

A: Fine, too. So nice to meet you.

C: Me, too.

A: Have a seat, please. And have some water.

I still

对观望的D客户:

A: Hi, how are you? We have so many customers here , our products are too popular.

问题四:把握不准客户需要

不停给客户介绍各种新款产品,最后反而不知道客户需要哪个产品,跟客户谈了很多,单客户只是恩恩嗯怎么办

●Is it good?

●Do you like it?

●So you like our RCA01, right? Do you need a sample?

●Do we have chance to start business together?

●What else are you looking for?

如何让客户记住自己?

问题六:客户问MOQ的时候,如何探测客户实力?

把MOQ加码,我们的起订量是100,跟客户说200.

Our MOQ is 1000pcs, is that okay for you?

How to send goods to you?

展会跟踪

(一)客户分类

A: 马上要PI或是样品(联系方式,定金)

B:近期需要货,展会后在中国看厂。用样品来吸引客户。

C:意向客户,要求给报价单,后续跟进。

D:留下名片没大沟通。

(二)展后跟进-如何联系客户让客户印象更深

第一封邮件

当天晚上发,加深印象。

●见面日期,上下午,时间段。

●展位号 感兴趣的产品图片

●目录封面

●合照 产品or 名片,一句话夸奖

●简单报价或是样品准备。

●给到手机号,欢迎随时联系我,特别强调欢迎再次回来参观。

第二封邮件

产品报价 我司PDF简介

第三封邮件

表示关心,在中国呆多久?欢迎来我司。逛展会是不是很累。你是什么样的业务员,就吸引什么样的客户。

电话:

你在中国,待多久?约见面。

●跟进频率,不同理由联系客户,抓紧时间。

●参考“做外贸如何跟进客户”

(三)每天展后小会:

哪些做的好的

哪些有更大上升空间

遇到客户哪些问题不知道如何回答(及时记录)

意向客户有哪些,后续打算怎么跟进?