外貿知識100問之46,MSN里,和老外談點啥呢

外貿知識100問之46,MSN里,和老外談點啥呢?每天看到MSN上的老外上線,心里就發愁,自己的產品都已經介紹給對方了,現在都不知道該跟他們說些什么？

節日的時侯可以問候一下。同末可以說一句Happy Weekend，平時看到英文的好笑的東西可以與他們一起分享---客戶也是人啊。呵呵。當然，更多的是要在公司出新品的時侯給他推薦產品。產品介紹越詳細越好。并記得附圖片。圖片不要太大，一般以100KB--300KB為宜。1GB以上的圖片客人收到會非常反感！

和老外怎么聊天？

Hi, how are you!

Hi, are you Mark? I used to talk with you on facebook.

My friend’s name is also mark.

You really looks like one of my friend.

You look a little tired. Have a seat.

Hi, are you looking for booth No., can I help you?

How do you like the fair?

How many times you come to the fair before?

We attend the fair for 5 years. Did you hear about our company before.

It’s new and hot, which price you get?

You really have good eyes. It is our hot item. Do you wanna try?

I like your shirt.

1.如何要名片？

找理由要名片 may I know your market?

名片&目錄，交換名片

發報價，要名片

如果客戶不給名片的話，要客戶手寫 company name, name, email, phone.

如果客戶不肯寫的話，拍客戶的胸牌+郵箱

名片：看國家、看行業、看職業，檢查是否有郵箱

Linkedin Facebook, google 分析

2.如何問？

Will you do OEM, or just use our brand?

How to send goods to you?

是否有單？

When do you need to receive goods?

Will you confirm order during the fair?

若沒說，接著問：

What is your customer group? Are you wholesaler or retailer?

How often do you buy ***

How many containers you buy each year?

若感到客戶比較含糊

Did you buy *** from China before?(當無法判斷客戶是否專業是才問）

3.其他深聊話題

How do you like the fair?

Did you find something new or interesting?

Do you come to the fair or new new product, new supplier or just have a look?

Which brand you buy before?

How many days will you stay in China?

How is your business going?

How many suppliers do you have in China?

How do you like our company?

Do we have chance to do business with you?

Will you confirm the order during the fair?

4.老客戶還可以聊什么

How is your son/daughter?

I have a gift for you.

how do you like our cooperation? Anything we need to improve?

How many suppliers do you have in China?

What’s your plan next year?

How is RCA01 selling in your market?

What is the best seller in your market?

How is your business going?

Don’t worry, we will help you.

Can we have dinner together?

6.如何引導客戶客戶&促單

This bag sells well in your market.

I have a customer in your market buys 3 containers of this bag each month.

This one, retail price in Europe is around USD60/pc, you can enjoy very good profit.

If you can buy more quantity, price will be ...

You can buy one container to test the market, and after 2 months for peak season.

This price is only valid during the fair. If you confirm the order and make payment now, it will save .... USD for you.

Do you need sample? Please advise your hotel address, and phone no, we can send sample directly to your hotel.

問題一： 如何讓客戶記住自己和公司

1. 360度展示

2.合影 加產品or 名片，背景帶公司logo和email，按照客戶的角度來拍照片。

3.在中國呆多久？邀約公司參觀。

4.問Wechat， whatsapp， skype 并加上。

5.發照片時，一起告知面談內容，加深印象。

問題二：客戶再來記不住客戶

記錄：幾號來，上午下午，幾點？感興趣產品，何時要貨，數量，銷售渠道。談了多久，來了幾次。拍照。細節記錄：客戶著裝，黑發，白發，眼睛，相貌特點？幾個人？什么場景？給客戶報價的時候可以說我很喜歡你的T恤。當天中午，晚上復習回憶。Likedin，Facebook重要客戶相片。

問題三：客戶總是比價格，怎么辦？

為什么覺得價格貴？

在哪個攤位，給了什么價格？

給價格區間

成本拆分(質量區別）

服務差別

顧左右而言他，不做比價工具。

之前買過哪個品牌？做促銷還是做自己品牌？

你在這行做了多久了？我們也做了很久了，公司介紹。。。

低價格的產品在公司，我們先聊聊。

問題3 展會客戶太多，如何兼顧？

背景： 正與新客戶A交談，老客戶C來了，還有觀望的D客戶。

對正在談的客戶A說：

1.i have an old customer there. Can you give me one minute?

2.Here is our catalogue, you can tell us item No., then we will give you price together.

3.Then I will send you email later.

對于碰巧來訪的老客戶，怎么接待：

A: hi, john how are you?

C: Fine, what about you?

A: Fine, too. So nice to meet you.

C: Me, too.

A: Have a seat, please. And have some water.

I still

對觀望的D客戶：

A: Hi, how are you? We have so many customers here , our products are too popular.

問題四： 把握不準客戶需要

不停給客戶介紹各種新款產品，最后反而不知道客戶需要哪個產品，跟客戶談了很多，單客戶只是恩恩嗯怎么辦

Is it good?

Do you like it?

So you like our RCA01, right? Do you need a sample?

Do we have chance to start business together?

What else are you looking for?

如何讓客戶記住自己？

問題六：客戶問MOQ的時候，如何探測客戶實力？

把MOQ加碼，我們的起訂量是100，跟客戶說200.

Our MOQ is 1000pcs, is that okay for you?

How to send goods to you?

展會跟蹤

（一）客戶分類

A: 馬上要PI或是樣品（聯系方式，定金）

B：近期需要貨，展會后在中國看廠。用樣品來吸引客戶。

C：意向客戶，要求給報價單，后續跟進。

D：留下名片沒大溝通。

（二）展后跟進-如何聯系客戶讓客戶印象更深

第一封郵件

當天晚上發，加深印象。

見面日期，上下午，時間段。

展位號+感興趣的產品圖片

目錄封面

合照+產品or 名片，一句話夸獎

簡單報價或是樣品準備。

給到手機號，歡迎隨時聯系我，特別強調歡迎再次回來參觀。

第二封郵件

產品報價+我司PDF簡介

第三封郵件

表示關心，在中國呆多久？歡迎來我司。逛展會是不是很累。你是什么樣的業務員，就吸引什么樣的客戶。

電話：

你在中國，待多久？約見面。

跟進頻率，不同理由聯系客戶，抓緊時間。

參考“做外貿如何跟進客戶”

（三）每天展后小會：

哪些做的好的

哪些有更大上升空間

遇到客戶哪些問題不知道如何回答（及時記錄）

意向客戶有哪些，后續打算怎么跟進？

主持人輪流，每人總結只有3min

外貿知識100問之46,MSN里,和老外談點啥呢

外貿知識100問之46,MSN里,和老外談點啥呢發表于2019-03-22，由周林編輯，文章《外貿知識100問之46,MSN里,和老外談點啥呢》由admin于2019年03月22日發布于本網，共4189個字，共9664人圍觀，目錄為外貿100問，如果您還要了解相關內容敬請點擊下方標簽，便可快捷查找與文章《外貿知識100問之46,MSN里,和老外談點啥呢》相關的內容。

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