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四大方法必杀技快速帮助外贸企业拿下海外订单,如何提高外贸企业客户的转化率?

时间:2024-03-20   访问量:1126


做外贸的人既要会八面开拓方法找客户,又要会想方设法根据不同国家的客户特点调整策略、主动应对,想办法拿下订单,说外贸人都有十八般武艺一点都不为过了。


对于外贸业务员来说必备素质是什么?重要的一点就是首先要开拓自己找客户的思路,不局限于一种方法,在实际跟进客户中,也要学会因人而异,针对不同国家的特点准备多套应对策略,根据不同的客户需求转换思维,轻松应对,一种方法不会适用于所有客户,因此,要做好不断试错的准备。

如何快速搞定买家?

网易外贸通教您这五个步骤业绩倍增


第一步骤:前期准备阶段

在联系客户之前的准备阶段主要注意两个问题:

首先,要选择好联系客户的时间。选择上班时间的上午时间联系客户是比较合适的,放假时间最好不要联系客户。例如,在周末不要联系欧美客户,周五尽量不要联系穆斯林和阿拉伯人,假期时间很难收到回复。

其次,在与客户沟通时尽量多了解客户基本情况。比如,可以问外国客户是否是第一次在中国采购,了解这个客户对中国采购的流程的熟知度。或者问客户是否浏览过公司官网首页,通过官网的优惠折扣可以拿到采购的优惠政策,掌握客户的意向度。


第二步骤:探索沟通阶段

通过设置一些巧妙的问题掌握客户具体需求和实际想法。对价格、质量、交货期和服务等哪一点更看重,知道对方的需求才能有针对性地调整策略。例如:通过提问“这款产品主要功能就是省电,请问省电对你来说很重要吗”,如果客户反馈的是对省电很感兴趣,那么说明客户对产品功能很看重。如果客户回复希望价格便宜,那则可以推荐相应的低价一些的产品。


第三步骤 :为客户提供建议和选择

1、根据客户来自哪里来推荐符合客户当地市场需求的商品。

2、重点给客户推荐他比较感兴趣的商品,切记一次性推荐很多种类的商品。

3、推荐的时候最多提供两三个选择,以免客户犹豫不决。


第四步骤 :做好被拒绝的准备

一个国外客户会有多家供应商做备选,做好被拒绝的心理准备和应对措施。

1、客户不是拒绝你,是考量后拒绝你的商品,要分清楚。

2 、尽量去了解客户具体拒绝的原因并提供合理优化的方案。

3 、尽量让客户尝试一下小定单或样品单做对比,表现出对自己商品的自信。


第五步骤 :表现对产品的自信

1、无论客户沟通什么情况你一定要表现对自己产品的自信心。

2、客户拒绝你的时候也要表示理解。

3、尽量让客户足够放心,比如购买样品单或小定单时,视情况提供双倍退款服务。

4、客户同意与你合作时,一定要直接走合同程序。

常见海外客户的种类及

回复的绝佳方法-网易外贸通


海外客户的买家常见的有三种,零售商、批发商和零售商。


第一种:线上线下零售商,例如eBay、Amazon、shopify,他们经常会来中国采购产品在自己网站推广。做零售采购的商品所需要的款式多,量少。对于这样的客户,我们可以这样来沟通~

话术1:款式多

We have our products development team work whom always think outside the box and develop new products.Every few months we will have many new designs , would you like to give you monthly update?

话术2:发货快

More than …… new designs are ready for quick shipping within 5 days , trust you will love all of them , would you like to have a look ?

we contact to tell you very nice news that we have more than ......designs are ready to ship.


第二种:线上线下批发商,大买家、品牌、大超市或商场,他们经常来中国采购产品然后分卖给别人。

话术1:价格优惠

We believe that we can offer you competitive advantage products to help you increase your sales in local market.

In the last few years many customers were very happy with our prices and quality , we are sure you will pleased with our products.

话术2:质量保障及交货期

we are one of the few suppliers support refund money in case of bad quality or late delivery.


第三种:代理商,老外在国内开的贸易公司,国外的buying office,他们在中国帮别人采购产品然后拿提成。

话术1:不抢走你的客户

In order to coopreate more safety we will sign a contract with you and make it clear that we will not contact any of your customers secertly .Please donot worry about coopreating with us as our company business culture is with us your money in safe your business in safe.

话术2:小订单试一下

It is our honor to cooperate with you , we trust that your customers will fully like the quality of our products. we are ready to send you a sample to check our quality first. would you like to get a sample?

跟老外谈生意有哪些注意事项?


很重要的是要知道你的客户来自哪里,了解不同国家的文化差异。不同国家的语言、文化、信仰、性格、采购需求,对中国企业需求,对外贸业务员的要求都是不同的,要尊重文化差异进行沟通。例如:跟来自欧美西方国家客户要注意4点。

1.开门见山。发邮件和报价的时候直接阐明具体内容,购买商品或跟我们合作有什么好处等信息。

2.沟通时,不要热情过度,保持一定边界感。

3.过关的产品专业英语知识,欧美人对英语水平要求更加专业。

4.时间观念强,邮件内容不要写的过长。一封邮件的阅读时间最好保持在30秒到1分钟之间,点明重点。


再比如:中东、阿拉伯等东方国家客户有4点需要考虑。

1.多数人对人不对事,增加客户对你的信任感。

2.喜欢热情幽默的沟通方式,DEAR / BORTHER等称呼。

3.英语相对简单一些,方便直接易看懂。

4.回复速度慢,时间观念一般,需要多一些耐心沟通。


怎样提高订单转化效率?

分享超好用的实战模板-EDM邮件营销


刚认识的海外新客户说什么比较好?如何跟客户沟通才能提高订单转化效率?给大家分享四套超好用模板以供参考。


话术1:我们公司很熟悉你们当地的市场

Hi Mr..... , Nice day

Hot selling products for your market.

It is our pleasure to offer you some of our (hot-selling ) products for your market. Trust you like them .our market analysis sure these products will be hot sale in your market. Would you like to try any of them?

Fully hope we have a chance to serve you.

Yours

你的签名


话术2:我们产品性价比高

Hi Mr..... , Nice day

Competitive advantage products to help you increase your sales.

In the last 10 years almost of our customers very happy with our quality , we are sure you will pleased with our products, Let’s try with  small order , is it ok ? we believe that we can offer you competitive advantage products to help you increase your sales in local market.

Yours

你的签名


话术3:为你提供不一样的服务

Hi Mr..... , Nice day

For sure we are not the same

You should discovered that almost of the Chinese suppliers says “ we have very highquality , we have very cheap price “ that is right ?  we know maybe we are not the cheapest price in china , also may be we are not the highest quality in china , but we trust we are your right choice supplier in china for ……. Business. please see attachments and you will know more about us.

Yours

你的签名


话术4:质量有保障

Hi Mr..... Wish you good day.

Fully hope we can have along term co-operation with you.

Our company is one of the few suppliers at alibaba.com whom can offer refund money in case of bad quality.We trust you will be happy with our services. Would you like to give us a chance to show you more advantages about our company?

Yours

你的签名


最后,也是很重要的一点,就是要树立双赢意识


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