请选择 进入手机版 | 继续访问电脑版
环球外贸论坛 - 外贸业务员学习国际贸易知识及外贸流程的外贸网站,拓展外贸人脉的外贸圈,免费分享海外求购信息的平台,外贸实战精英分享外贸经验和业务技巧的FOB外贸论坛。

环球外贸论坛

 找回密码
 立即注册

QQ登录

只需一步,快速开始

查看: 915|回复: 2

开发客户:不妨从售后找突破 Developing Customers by After Sales

[复制链接]
发表于 2015-9-23 11:53:42 | 显示全部楼层 |阅读模式
阿连一直都认为工作中,灵活变通是很重要的,为了一个客户,阿连会用尽一切办法来搜集资料和跟进到底,不信?你来看我这次又是怎样攻下这个印度大品牌KC的:
I hold the point of view that to be flexible is quite important. I will try my best to search and follow up with every customer. Don’t you believe that? Let’s see how I catch a big Indian brand- KC:
这个品牌是阿连在去年的时候就已经找到的,但一直没有找到他们公司的负责人,为什么?原因很简单,他们网站上只有两个电话号码,一个是服务热线,只能在他们国内拔打,另一个是空号,心都碎了。阿连的同事还猜测说是不是这个品牌已经倒闭了?怎么可能?在我还没有攻下来之前绝对不能倒,攻下来后就更不会倒了,哈哈~~
I had found this brand last year but failed to find the contact information of person in charge. Why? It was simply, there were two telephone numbers: one is service hotline, which only can be dialed in domestic and the other was vacant number. I felt hopeless. Even my colleague guessed that this company might go out of business? How could be? Before I catching it, it must be existed. After catching it, it must keep normal business. Aha…
于是阿连继续仔细查看了网站,除了一个service的邮箱,就没有更加直接的联系方式了,阿连默默地把邮箱记录下来,默默地每天给service的邮箱发开发信,虽然真如大家所料,一点回音都没有,可我却一直坚持着发过去。
I checked their website carefully, but in addition to a service mailbox, there was no more direct contact information. I wrote them down and sent development letter everyday to this service mail address. As expected, there was no reply but I still did it.  
除了发开发信,阿连有空的时候就会上去研究这家公司的网站,后来了解到KC属于另外一个大集团,于是阿连找到该集团网站,尝试从集团入手。果然不出我所料,KC是该集团旗下的品牌,可是找到的那个号码一样打得通却处于永远没人接听的状态。
In addition to development letter, I also researched the website of this company when I was free. Afterward, I knew that KC belonged to a large group, so I found its website, trying to start with this large group. As my expectation, this group owned KC. But no one answered my call when I dialed the number I found.  
阿连还尝试寻找印度的朋友帮忙,找到了几个号码,但结果全部只是他们的代理商,并非品牌的直接负责人,我问他们是否有head office的电话,但给我的同样是那个永远无人接听的号码。
I even asked my Indian friends for help to find a few numbers, but they were all just their agents but not people in charge. I asked whether they had the number of head office, but what I got was always that telephone number that no one would answer.
这神秘的公司让我陷入了僵局,可是这么大间集团公司怎么能说隐藏就隐藏呢?阿连坚信一定能在网上找到一点痕迹。
This mysterious company made me in a dilemma. But how could a large group hide exactly? I firmly believed that some information must be got on Internet.
只要我有空的时候我就会上LinkedIn, B2B, 论坛......只要搜索到的电话或者邮箱跟这个集团或者品牌相关,阿连都详细做好记录,打电话,发信息。
Once I was free, I would log in LinkedIn, B2B, forum... I recorded all information about this group or brand such as telephone number, mailbox and so on, calling and sending message.
难以置信的是,临过年放假的时候,阿连收到了一张有该团邮箱后缀发来的新年贺卡。阿连瞬间心情爆灯,除了因为贺卡的称呼上写的是我的名字,说明不是群发邮件,还因为这个邮箱地址是阿连从来没有联系过的。虽然当时我还不知道这个就是我要找的关键人,但很高兴客户已经知道我的存在了。
It was incredible that when the Spring Festival holiday was coming, I received a greeting card sent from that mailbox. So delighted I was, not only because my name was written in that card which showed that it was not group mail, but also I never contacted this mail. Though I had no idea about it who actually was the key person, I was glad for being known by my customer.
阿连回复了祝福,并按惯例把邮箱记录下来,然后又开始了很长时间的发开发信时间,期间依然没有得到客户的回复,让我一度认为这个可能不是我要找的关键人。但邮件和信息还是要坚持发。
I replied with blessing, and recorded the mail address as usual. And then I started sending development letters for long-term but still got no reply. I once thought he was not the key person,but I still persisted in sending letters.
后来阿连有空的时候继续在网上找寻找蛛丝马迹,然后某天在论坛上看到了一位客户投诉这个品牌的帖子,在回复里阿连看到这个品牌的工作人员处理回复并留有联系方式。阿连抱着一丝希望发邮件到这个联系方式上,很高兴地收到了回复,并且她告诉我她负责我们产品的采购,之前集团邮箱收到介绍时也是她转发我们的产品信息给他们总经理,并且我的邮件每天都更新在他们视野里,引起了他们对我们的注意。这下阿连终于懂了贺卡事件的由来。多亏一直以来坚持不懈地寻找关键人,推荐产品,才带来了今天的合作。
Afterward, I kept searching information about this company once I was free. One day, I read a post complaining this brand by a customer. There was a reply with contact information from its staff. Holding a glimmer of hope, I sent an email to this address. Surprisingly, I got reply, informing me that she was responsible for purchasing our products. Previously, it was she that transferred our products information from the mail of group to her general manager. My emails can be seen in their mailbox every day which triggered the attention of them. This was the reason of that greeting card. Thanks to persistence and recommendation, I got cooperation with them now.
一个大客户的合作,背后的前期工作是非常考验人的灵活性和耐性的。像KC这个客户,没有人知道我拨打了不少于50个国际电话,甚至更多,差不多一年的时间都处于发开发信和无进展的状态,该坚持还是放弃?我选择了坚持。还有就是持续寻找有价值的资料。
Behind the cooperation with a big customer, there are flexibility and patience of the preliminary work. Just like KC, no one would know I had dialed over 50 international calls, and stayed in a dilemma of just sending development letters for almost one year. To keep persistent or give up! I chose the former one and continued to find valuable information.
很多新人会停留在最基础的开发上,什么叫最基本?只会搜客户品牌、客户网站,网站上有什么信息,就只会用那些仅有的信息,当网站没有找到有价值的信息,我们何不试试用其他途径?这次成功的原因,是因为阿连一直持续作战,另外更发现一种新方法:从售后找联系方式。后来我用同样的方法找到了另外几个重要客户的联系方式。
A lot of green hands will stay in a period of basic development. Then what is the most basic? It means that they can only search customer brands, websites, and use the only information. If valuable information cannot be got, how about trying other ways? The reason why I could be successful was that I kept fighting. Besides, I found a new way: to find contact information by after sale service. After that, I found a few key customers’ contact information with the same way.
最后告诉大家一个秘密:如果你发现一个品牌非常难找到关键人,那这个品牌一定是大品牌。还是那句话:越努力,越幸运。
At last, here is a secret: those brands whose key person is quite difficult to be found are big brands. Again: the harder you work, the luckier you will be.
发表于 2015-9-23 13:53:25 | 显示全部楼层
您需要登录后才可以回帖 登录 | 立即注册

本版积分规则

手机版|小黑屋|赞助广告|关于我们|环球外贸论坛 ( 闽ICP备16026102号-1 )

GMT+8, 2017-10-21 12:41 , Processed in 0.026146 second(s), 20 queries .

FOB外贸论坛 - 国际贸易交流平台,学习交友的外贸圈!

Powered by Discuz! X3.4

快速回复 返回顶部 返回列表