24小时在线Google推广服务商，邯郸Google推广顾问解析外贸大客户开发困境
在外贸业务中，Google推广与大客户开发至关重要。然而，大客户开发并非一帆风顺，常常面临三大困境。首先，客户难以进入，这是因为大客户不仅能为企业带来高额业绩和利润，还能对品牌形象产生积极影响，并为企业带来更多资源和完善性。
In foreign trade business, Google promotion and large client development are crucial. However, developing large clients is not always smooth and often faces three major challenges. Firstly, it is difficult to access clients because large clients not only bring high performance and profits to the enterprise but also positively impact brand image and provide more resources and completeness.
大客户难以进入的原因主要有以下几点：一是缺乏战略规划，二是组织架构不完善，三是缺乏客户画像，四是不够专业。因此，如果大客户未能与企业进行询盘或成交，可能与这些因素有关。
The main reasons why large clients are difficult to access include: first, lack of strategic planning; second, imperfect organizational structure; third, lack of customer profiling; fourth, lack of professionalism. Therefore, if large clients do not engage in inquiries or transactions with the enterprise, it may be related to these factors.
首先，大客户难以进入的原因可能是企业本身缺乏战略规划。有些企业的大客户业务是由老板单枪匹马开拓出来的，因此如何将业务能力提升到业务员层面，也是一种战略。其次，在研究大客户成交时，需要了解他们所需的素材，如售后保障协议书、合同等，这些都属于大客户战略的范畴。此外，大客户经常使用的 ISO、BSCI 等资料也有助于提高成交概率。因此，企业的战略必须跟上，并且要将其分解到各个部门。
Firstly, the difficulty in accessing large clients may stem from the enterprise's lack of strategic planning. In some enterprises, large client business is developed solely by the owner, so how to elevate business capabilities to the salesperson level is also a strategy. Secondly, when studying large client transactions, it is necessary to understand the materials they require, such as after-sales service agreements and contracts, which fall under the scope of large client strategy. Additionally, materials commonly used by large clients, such as ISO and BSCI, can also help increase the probability of successful transactions. Therefore, the enterprise's strategy must keep up and be broken down into various departments.
如果企业的产品处于市场高端，价格可能会成为大客户进入的障碍。因此，企业需要在战略上进行调整，例如推出两个产品系列：常规产品线和为大客户量身打造的价格品质匹配产品线。这样可以更好地满足大客户的需求，提高成交概率。
If the enterprise's products are positioned in the high-end market, price may become a barrier for large clients. Therefore, the enterprise needs to adjust its strategy, such as launching two product lines: a regular product line and a customized price-quality matching product line tailored for large clients. This can better meet the needs of large clients and increase the probability of successful transactions.
