主页 > 新闻报道 > EXPO CIAPE胶粘行业专业化、一站式平台
展会简介

展会后,不同类型客户该如何跟踪?


外贸企业一般都会参加很多的展会,尤其是广交会,会上都会接待很多采购商客户。阿连根据客户的兴趣程度,将客户分成:机会,感兴趣,了解,路人四大类,今天就来具体说一下如何有针对性地跟踪这些客户!

Normally, international trade companies attend many exhibitions and meet lots of customers and buyers every year, especially in Canton Fair. Depending on customers’ interests and demands, I classified all customers into four types: opportunity, interested, asking and passerby. Now I would like to share my experience about how to follow customers pointedly. 

1
 
机会型客户 Intentional Customer:

客户很有意向,基本属于已经决定要购买,只是尚未决定买什么规格,数量,从谁那里买的问题。

This kind of customers have already decided to purchase specific products, only considering standard, quantity and supplier. 

 

针对此类客户要重点把客户的注意力放在规格的选择上,追问客户的需求细节。从细节入手,给客户提供充足的信息,同时暗示我们的东西是好的,为何价格会比较贵等,即便不直说,客户也清楚了。通过关注具体的细节,把握住客户的注意力,推动客户往前走,一点一点地给我们提供构成一个完整订单的详细信息。给的信息越多,他再给其他人解释一遍的成本就越高,随着与客户越来越熟悉,让他感觉到我们是值得信任的,是比较靠谱的,这很关键,可以最终成单。 

Aiming at these customers’ orders, we need to focus on details, which means to provide enough information for attracting customers to consider products’ standard or something more specific instead of asking customers to choose your products like a knocker. You should convey information which show superiority about your products. They will understand products’ price when they affirm the value about your products. Information and details structure a network about products, which attracts customers. During providing details, we also realize what their needs and also will be familiar with each other. When customers start to communicate a lot with you, giving you lots of information and showing you the specific factors they pay attention to, it's hard and tedious to repeat again to others suppliers. So it goes without saying that gaining customers' trust is the most important factor to persuade you customers to place order directly. 

 

这类客户数量很少,可能只有10%-20%,但却值得我们花费60-80%的时间,因为我们的订单可能多数是从这类客户里出来的。

As it can be seen that such kind of customers are just in a small group, just accounting for 10%-20%. But they deserve our times because our orders mostly are from these customers. 

 

2
 
感兴趣型客户 Interested customer:

客户很感兴趣,但还没有下定决心要购买。对于这类客户,我们的重点是要推动他做决定,而不是强调为何他要同我们合作,因为他还没有下决定呢,下了决定,他才会考虑同谁合作的问题。

Customers are very interested in your products, but still not decide to place orders or not. So what calls for special attention is to“push” them make up their mind rather than emphasis collaboration because the key is “decision”, after then, they will consider the partner only after they decide to purchase. 

 

1)需要调研市场型 Market researching

客户对于市场不了解,对于市场能否畅销有顾虑。这时,我们可以通过一些成功的案例,帮客户树立信心,同时要有耐心,并展示自信,甚至给客户一个特殊的政策,让客户去试销。

Customers are not familiar with market and considering about the selling, so they retain wait and see. At this time, you be patient,confident and help customers to build up confidence, guiding them some strategic methods to sell your products, which can encourage them to place orders from you. 

 

2)对现有供应商不死心 Be unwilling to give up the present suppliers

重点挖掘现有供应商的弱点,让客户意识到,一个不好的供应商对他的生意危害有多大。但千万不能直接攻击竞争对手,客户不会喜欢,甚至可能适得其反。攻击竞争对手的弱点,而不是竞争对手本身。很多客户怕谈判时自己处于不利地位,被我们利用,因而不愿意告诉我们目前的供应商有问题,这时,我们就要自己去揣摩,旁敲侧击地去问了。

As is often the case, the important point lies in to find weakness in present supplier. Let customers find out a thing: a right supplier is critical. Similarly, we should pay attention to our advantages and others’ weaknesses. Do not attack, telling the weakness about your competitors directly. It will opposite of your wish, customers don’t like it. Many customers worry about an unfavorable position during process of negotiation. You should catch competitors’ disadvantaged instead of competitors themselves. Some customers know their suppliers’ problems but they are unwilling to tell, so it need you to dig in. 

3
 
了解信息型客户 Asking information:

随便问问,了解一下信息,对产品不甚了解,甚至直接问个价格。

Get some information by asking. They are not familiar with products, some even just chatting. 

 

有的业务员误认为问价的客户就一定兴趣很大,其实,有相当部分的客户问价只是随口了解一下,在价格上有个了解与对比,他们甚至还没有到认真考虑销售这个产品的程度,更不用说跟我们合作了。对于这类客户,我们首先要帮他了解整个产品的来龙去脉,产品的卖点、市场机会等等,引起客户的兴趣,触动他去深入调研该产品,促使他下决心购买。 

Some salesmen think inquiry means customers want to purchase products. To be frank, quite a few buyers just ask a price for comparison, they even don’t consider cooperation, purchase or selling. Confronted with these customers, we can attract them by provide products’ information, analyze selling points and opportunity in market, draw them to interested in your products and finally purchase.

4
 
路人型客户 Passerby:

这些客户并非经营同类产品,销售渠道也没有,只是出于好奇跑到我们的摊位上交换了张名片,有的甚至是过来推销的,这类客户很少有能成功的,所以不必花多少精力在上面,甚至可以直接放弃。

“Passerby” customers mean they do not belong to same industries or have any distribution channels. They just make a few casual remarks, exchange business cards, some come for promoting their products. There is no need to spend time to follow or focus on them, even you can ignore them directly. 

 

展会上接待完客户,及时对其进行分类,然后对于不同的客户,采取不同的策略及时进行跟踪,这样才能给客户留下“及时、专业“的印象,才能把握住更多的机会与订单。连粉们,加油吧!

Classify your customers and use different tactics to follow different “type” of customers after Exhibitions. When you prove your profession and in time service, you will “catch” customers and seize the opportunity to get a purchasing order. Good luck and fighting !