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有固定供应商,为何选择我?Why Customers Choose Me?

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发表于 2016-1-7 11:33:59 | 显示全部楼层 |阅读模式
本帖最后由 外贸连 于 2016-1-16 10:03 编辑

晚上23:30,窗外哗啦啦地下着小雨,我躺在床上,用冰冷的手敲出了几句致谢和祝福的话语,发给刚过来拜访完的迪拜C牌客户。当天能够见到客户还是很幸运的,尽管时间比较紧张(因为客户当晚要赶回迪拜飞机)。不过能见上一面介绍下产品,合作机会也还是比较大的。

回想这位客户,也是我刚开始进公司就开始跟进的了,当时几乎每天给客户介绍不同的款式催客户选产品。不过那时客户也不太感兴趣。看到他的网站上销售我们的同款产品都已经不下10款,证明是我们的目标客户,不过看来是有固定供应商。要想办法让客户转投我的怀抱看来还需要点努力。

刚好在那年的春交会,我们公司新研发出来的新产品很适合客户市场,隐隐觉得我的机会来了,我第一时间就介绍给客户,客户一看马上就喜欢上了,还向我要了样板测试。我还顺势约客户广交会过来当面洽谈。春交会前几乎每天一封邮件,隔天一个电话,时不时短信联系客户,用尽各样借口在客户面前大显身手,希望让客户留有印象。

老天是眷顾勤劳的孩子的,春交会第二天一大早客户就来到我们的展厅拜访我们了。我非常激动,向客户现场介绍了他看上的那几款产品。基于之前的了解,客户对于我们的产品质量还是比较满意的,所以没多久我们的重点也就转移到价格上面了,可是客户的目标价格我们真的无法做到。我们也坚持着自己的最低价,后来客户答应了,我以为这就意味客户已经全部都确定下来了。

春交会结束后,我就开始紧密跟踪客户关于订单的事宜。不过没想到客户还是接受不了我们的价格,要我们MATCH上他们的目标价格才会跟我们的合作。这位客户品牌在迪拜那边还是不错的。我们当然也非常重视,公司商量了下,在价格上稍微做了些让步。刚开始客户还是不答应的,依然坚持住自己的目标价格的。但经过一轮的“夺命邮件”和“夺魂追命”CALL,客户最后还是将订单确认下来了。

前段时间我们送样板顺便拜访客户时,客户就拿出他们的产品目录对我们的说:“U see?Actually we have lots of models in this kind of product, but that time u pushed me and pushed me so much, so I begin business with you.”

当时我真的很庆幸我没有因为在客户目标价格太低而松懈地去跟踪客户。而是牢牢地抓紧客户,一番一番地去说服客户,成功用我们产品的优点转移了价格这个问题。

其实我们在跟踪的客户,大部分客户都会有固定的供应商,但是客户为何会选择你?除了最重要的高质量的产品和有竞争力的价格两个因素后,你的销售热情和坚持不懈的销售精神往往也会起到决定性的因素。客户会因为欣赏你的那股力量和冲劲而乐意和我们合作共事。

共勉之,外贸人。


At 23:30 in the evening, it is raining outside. I laid down on the bed, typing some wishes words with my cold hands, to my Dubai brand C customers who I just finished the visited. It was lucky to meet my customers that day although the schedule was tight because the customers needed to flight to Dubai that evening. However, the cooperation chance will be larger if can introduce the products face to face.

I followed up with this customer when I entered the company and I almost sent different models for him to choose every day. But the customer was not interested in them. I had checked that there were more than 10 models selling on his website which showed that he was our target customer, but it seems that he already had stable suppliers. So I needed to pay more efforts to make the customer notice our company.

In that Spring Canton Fair, the new product developed by our company suited my customer's market. I felt the chance was coming, so I immediately introduced it to my customer. He was quite satisfied with it and asked me for sample. I immediately invited him to our showroom for further talk. I sent email to him every day before the Canton Fair and made a phone call every two days and sent messages to him, using all excuses to make him have a good impression on us.

God help those who help themselves. On the second day of the Canton Fair, the customer came to our showroom in the very morning. I was very excited and showed him the products he interested in. Thanks to the understanding of the products before, he was quite satisfied with our quality, so very soon, we focused on the price. But his target price was far beyond our bottom price. We insisted in our price and the customer finally accepted it. I thought that the everything had been settled down.

After the Canton Fair, I began to follow up the order of my customer. Unexpectedly the customer still didn't accept our price and didn't cooperate with us until we match their target price. As his brand was good in Dubai, we pay much attention to it and after negotiating with my boss, we agreed to make a little compromise on price. At the beginning, he still insisted in his price but after the endless emails and calls, he finally confirmed the order.

When we sent sample to this customer and visited him, he showed his catalogue and said to us: "U see actually we have lots of models in this kind of product, but that time u pushed me and pushed me so much, so I begin business with you."

I was quite happy that I didn't give up contacting him because of the price problem but kept following up and finally succeeded in shifting the price problem with the quality advantage.

Actually, when we following up with customers, most of them may have stable suppliers. But why they choose you? Except for the high quality and competitive price, your sales passion and persistence are the decisive factors. Customers are willing to cooperate with you because of appreciating your power and hard work.

Let us encourage each other, the foreign traders.

原创作品,欢迎转载,请标明出处
发表于 2017-4-17 11:41:17 | 显示全部楼层
功夫不负有心人·······
发表于 2017-5-13 14:42:45 | 显示全部楼层
持之以恒,坚持不懈才是做任何事的根本条件,做销售更是如此,像我们做专用汽车行业的,一个单子谈三五个月甚至一年都是常见的事情。
发表于 2017-5-23 09:17:43 | 显示全部楼层

持之以恒,坚持不懈才是做任何事的根本条件,做销售更是如此,像我们做专用汽车行业的,一个单子谈三五个月甚至一年都是常见的事情。
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