外贸客户跟进技巧：从新手到销冠的完整话术指南
在当今竞争激烈的外贸市场中，有效的客户跟进策略是成功的关键。 无论是SEO推广还是谷歌竞价广告，最终都需要优秀的销售话术来完成转化。 本文将为您揭示专业外贸人员使用的跟进技巧和话术模板。
In today's competitive foreign trade market, effective customer follow-up strategies are key to success. Whether it's SEO promotion or Google Ads, excellent sales scripts are ultimately needed to complete the conversion. This article will reveal the follow-up techniques and script templates used by professional foreign trade personnel.
前期铺垫技巧
Pre-follow-up Techniques
每次沟通后确定下次联系时间：
新手: Dear, please take your time, thanks
销冠: Shall I contact you again tomorrow afternoon?
Set the next contact time after each communication:
Beginner: Dear, please take your time, thanks
Champion: Shall I contact you again tomorrow afternoon?
日常跟进策略
Daily Follow-up Strategies
利用节假日/公司活动/新产品跟进，避免无效信息：
无效跟进: This is our new catalog, please check.
有效跟进角度:
Use holidays/company events/new products for follow-up, avoid ineffective information:
Ineffective follow-up: This is our new catalog, please check.
Effective follow-up angles:
- 推新品，有市场针对性: There is one new product..., which is developed for your market. Do you have time? I introduce to you.
- 从竞手角度: I noticed that *** are sold very well now in your market and have a good profit, so think you may be interested.
- 降价让利: We just reduced the price of ***, which you inquired before, so I'd like to share this good news with you.
- 汇率更新: Recently the exchange rate is very good, so I'd like to renew the price list for you, which will be more competitive.
- 库存提醒: The model you asked/bought before, we have stock right now. Maybe you are interested?
报价后客户不回复的应对策略
Strategies for No Response After Quotation
错误方式: Hello, are you there?/how are you? How do you think?
专业应对:
Wrong approach: Hello, are you there?/how are you? How do you think?
Professional response:
- 抓住具体的点，直接询问: Are there any models you are interested in? I am always ready to help.
- 引导客户坦白顾虑: I think you must be too busy to reply me or still have something in consideration.
- 直接列出解决方案: Maybe you still have some worries. Could you kindly share with me?
- 以情感人: You have a lot business to do as a big company's boss. So, my dearest friend please don't forget to take care more of your health as well.
客户拒绝后的跟进话术
Follow-up Scripts After Customer Rejection
新手: Ok, I understand.
销冠:
Beginner: Ok, I understand.
Champion:
- It's my problem that I did not follow well and lost this chance.
- It's a pity we can not cooperate right now, but we are looking forward to next time.
- It doesn't matter if your company has finished purchasing plan, because it's always meaningful to prepare a plan B.
不同场景的专业话术
Professional Scripts for Different Scenarios
| 场景 Scenario | 中文话术 Chinese Script | 英文话术 English Script |
|---|---|---|
| 促销即将结束 | 我想提醒您，我们的特别促销活动即将结束，抓住机会享受优惠吧! | Just a reminder that our special promotion is ending soon. Take advantage of the offer! |
| 定期订货建议 | 如果您考虑定期下单，我们可以提供更优惠的价格和优先服务。 | If you consider placing regular orders, we can offer better pricing and priority service. |
| 服务满意度调查 | 到目前为止，您对我们提供的服务满意吗? | Are you satisfied with the service we've provided so far? |
记住： 每次跟进都应该为客户创造价值，而不是简单的信息推送。使用这些专业话术，您的外贸业绩将显著提升。
Remember: Every follow-up should create value for customers, not just push information. Using these professional scripts will significantly improve your foreign trade performance.
