“我们有你要的产品,还给你们市场有名的品牌商供货,质量有保证“
”。。。。。。“
“上次我提到我们跟你的产品线对路,这是我们的画册请过目!“
”谢谢,我爱我的供应商“
“亲,不要误会,我不是让你现在给我下单,我想问问我们能不能做你的备胎?有事情可以随时喊我那种“
“谢谢,我爱我的供应商”
“你们亚马逊上有不少关于某个问题的一星评价,我们能完全解决这个问题。要不拿个样品看下?包运费那种”
‘谢谢,我爱我的供应商“
。。。。。。
真希望,有一天我的客户也能这样踏着七彩祥云来爱我。
------
客户A,外包计划的硕果,品牌商,既零售也批发,靠在亚马逊和sam's club的成功混得风生水起;行业大牛,拿到了迪斯尼 / NBA以及美国各大学的Lincense。
通过粗发建立联系,以下记录沟通过程;不为点赞不为拿奖,就交个朋友。
不过额外说一点,开发这个客户最大的收获不是跟客户建立联系,而是通过调查这个客户的海关数据情况,获悉了n个跟他们类似的大客户(其中几个是之前联系上的),并且依靠这几个大客户,一举找出了国内几个最大的工厂/公司,一下子对这个行业的认知推进了一大步(饿着肚子的人容易觉得食物美味):原来他们都是在他这里采购、原来他除了给他供货,还给他她它供货呢,那我可以这么写/我可以给这个客户讲讲这个消息他应该会喜欢听。再结合owler、similarweb等工具,一个客户又可以衍生出许多类似客户,一个供应商可以挖出他很多的客户。真是客户何其多。。。下面要做的就是想办法让他们跳到碗里来。
OK, back to the business:
(一)
Hi 丁丁,
Hope this mail finds you well.
Google leads me to you when I was doing my market research, and it turned out that xxx is exactly the customer that we want to work with in the US market.
We're a drinkware manufacturer from China, who is now supplying the xxx and some most recognizable retailers from the US and Europe. (you may know some of the brands we've been worked with)
I'm reaching out to wonder if you have any plan to develop new bottle&tumbler&mug products in the coming months to boost revenue? maybe we can provide the right solution.
(It's really amazing what xxx has achieved in the past few years)
And if you're not responsible, would you please tell me who should I talk to? I'd be very grateful if you'd point me in the right direction.
Thanks & Regards,
P.S. It's a pity that we encounter the unusual challenges at the beginning of 2020 (the COVID-19 outbreak and lose of KOBE...) I really wish you, your families & colleagues: all the best–and good health. (不是美国慎用)
Best,
。。。。。。
(二)
Best,
“Thanks Lee but we are happy with our manufacturer. ”
(三)
And I understand big guys like xxx, S'well, and Yeti prefer to work with big factories, most of them are from Yongkang China, and I'm pretty familiar with them; while we're at a 200 people scale, seems not that powerful but much more flexible, which means we can deliver the sample in a shorter time and accept the low-qty trial orders.
Sincerely,
紧接着(四)
Best,
"I appreciate your persistence but we're still satisfied with our manufacturer. I am sorry you spent 110 minutes to find those reviews as that is almost 2 hours of your day. I congratulate you on your exemplary production capabilities and wish you success in your future endeavors. " (下次对离职的同事和离职的客户可以这么说)
现在这个时候,客户多回了几句,都让我高兴了一会,真的。于是我又继续话痨了几句:
(五)
丁丁,
I bet you’re a bit like me. We both spent many years in the drinkware space. I’ve been in the upstream, while you’ve been in the downstream. And I may get some industry gossip for you from a manufacturer perspective. ( may I connect with you at Linkedin? I posted several drinkware-articles there to help clients learn better of the industry)
(想不出来的时候,汪晟口语笔记搜一搜,灵感马上有;别问我为什么是1v能看口语课,公司壕)
Best,
客户看起来这么爱他的供应商,我现在不敢贸然报价,也没有特别好的继续跟进思路。只能多多去找些信息先,sharpen my ⛏️...
好了,真的是交个朋友。两个问题,我的朋友:
对于这种有稳定供应商的大客户,又看起来极其不愿意换,请问你会以什么方式去开发?(不愿意换,除了供应商本身实力强导致合作愉快,可能会有桌底交易等情况?)
我现在对自己的写作水平认知是“不知道自己不知道”行文肯定是存在一些语病,如果朋友你不帮我指出来,我可能到80岁还这么写。。。
今天跟以往没有什么不同,就是发掘了行业的很多信息,觉得有股激情窜上来不小心熬了个夜;代表我的黑眼圈感谢你的意见和建议。
分享至微信