2015年已经过去了,你的业绩达标了么?
话说我的业绩在11月份的时候还只完成的75%左右,压力山大呀~~~
12月份冲刺月份,我是这样催单的,分享给大家,可以借鉴~~
我们做的家具产品,生产周期为35-40天,根据往年春节放假惯例我们都是在2.1左右,那我算好时间,在2015.12.20之前确认的订单可以出货,**于是在12月初,我第一封催单邮件发给各位客户,大概内容这样:**
Hello ***
We factory will take a long CNY holiday from 01st to 15th Feb 2016.
Usually our Production circle is 40 days, so orders confirmed by 20th Dec 2015 can be shipped before our holiday.
Please could you check your inventory and back up full cargo in time.
Thanks for your great support always.
Best.Regards
Jenny
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在12月初发完这封邮件,客户都有紧迫感,基本会在12.20之前陆续整理好订单给我,这样方便工厂提前安排春节前的计划~~~ 到12.20的时候,我发现已经完成90%的业绩~~还是不错吧,要是没有催单邮件,估计客人会拖到1月份才会下订单。这样第一会造成我们不能及时交货,客人收不到货,我的业绩也不达标啊~于是,我又加了第二封催单邮件(只适用于和你关系比较好的客户,新客户慎用~~)
}}}
Hello ***
Could you do me a favor?
Do you have new order plan at present?
If yes, It will be appreciated if you can send it to me by the end of Dec . I still have $0.1 million order in the air to hit my sales target this year.
If it is not convenient, that will be fine, do not worry.
Thanks for your great support always.
**客户也非常精明,给我回复如下:**
If your company could offer 30 day payment terms, we could grow faster and sell more product.
跟客户来回多次沟通,最终我们达成客人提货15天付款,客户这样可以给我们更多订单。
通过这次邮件沟通,个人感受: 要敢于表达自己的想法,当然语气要委婉,用请求的态度找客户帮忙。客人有自己的想法也会说出来,生意是谈出来的。
新的一年到了,我们得做新年计划~~~于是又找客户沟通来了~~
Hello ***
I hope all is well with you.
We have finished ** million dollar in year 2014, then increased to ** million dollar in year 2015. thanks so much for your support and patience always.
Our 2016 goal is** million dollar between you and me. do you think workable?
Let me know your ideas, How we can grow better together? thanks.
和客人诚恳说出自己的想法,客人一定也会诚恳回答你,生意是互盈的,相互的,不要害怕去表达自己的观点。
话说,我还希望客人给我们更多订单在2016年,我就直接可客户去谈,刚刚得到客人的邮件回复如下:
Hi Jenny,
*** asked if I could give you some *** business. We'll have to talk about it when I come to Guangzhou. It might be hard to do because they give me term payments too and they keep increasing discounts on every container of product that I buy from them. I don't know how they do it.
Talk soon,
***
尽管客人没有同意把他心爱的供应商转给我,至少从这封邮件可以看出客人没有反感,也诚恳告诉我他的供应商是谁,他们的优势在哪里,客人也愿意来中国和我见面谈谈新项目。
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很多朋友可能觉得这个客人是个例,碰到好客户了,其实不是的,这个客户我跟进了2年才有第一个样品单,大家有兴趣可以看看我另外一个帖子,http://ask.imiker.com/question/9698。这个客人是如何从起死回生到稳步增长。
}}}
在这里,我还得特别感谢毅冰老师的书和课程,有你的课程和书,我比之前做得好很多~~~
如果你喜欢这个帖子,就帮忙点个赞吧~谢谢您。
Jenny
写于广东中山2016.01.12
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