余祥文,被业界誉为“中国第一外贸操盘手”。 现任福建省国际电子商务中心高级顾问, 凯盛投资高级顾问,北京科技经营管理学院特聘名誉主任。 多年来一直致力于网上贸易领域的研究和实践, 曾为几十家大型贸易企业提供网上贸易咨询服务和解决方案, 并被多家大型企业特聘为高级营销顾问。

这样做,让您的展会订单成交率飞升

外贸B2B admin 127℃

在外贸工作中,初入职场的业务员往往会面对这样的困境:明明联系了那么多家企业、做了那么多销售工作,在展会上与客户交谈也很顺利,但为什么实际收获的订单量却非常少呢?

导致这样的情况的原因一方面是业务员的经验不足或公司产品与客户不对口,另一方面,很可能是在与客户的沟通中出了问题。要想获得客户的青睐,提高订单成功率,少不了良好有效的沟通。在这里我们就需要用到一些谈判上的技巧。

首先,处在联系订单阶段时,在确定与客户的交易前都要保持好与客户的联系,具体来说就是保持好电话、邮件的畅通,这样才能方便客户在需要的时候第一时间联系到你。

业务员要有销售者的心态,对于交谈过的客户应及时做好记录并追踪,让对方感到你对这笔订单的重视。但同时,询问客户不要过于频繁以致让对方厌烦。我们可以这样提问和回复:

Are you interested in our products, sir? We’ll send you our latest catalogue for your better understanding of our new products.

Do you have any requirements for our products? We will try our best to meet your requirements.

We attach great importance to economic and trade cooperation with you.

We attach great importance to this order and hope to keep in touch with you.

Thank you for your attention and we hope to cooperate with you.

其次,公司应制定合理的产品或服务价格,对于有长期合作意向的客户也可以适当放宽价格区间,不要做“一锤子买卖”。与此同时,产品的质量才是最终保障。当一笔订单成交后,业务员应通过电话或邮件及时确认,让客户放心。我们可以说一些如下的套话:

How do you think about the price we offer? Please let us know what kind of our product you are looking for, we would help you with best price!

Whatever you have had good or bad experiences with our products and services, we all attach great importance to this transaction.

If you are willing to cooperate with us for a long time, we can reduce the price a little.

Thank you for your transaction with us. We look forward to continuing our cooperation in the future.

最后,对于已经交易完成的订单,我们应做好售后服务工作,处理好可能存在的客户投诉和纠纷,这样才能树立良好的公司形象,吸引更多的客户订单。在对客户的回访时我们不妨这样说:

Do you have any suggestion or requirement to our products and services? Please describe in detail.

We will listen attentively to your comments and suggestions.

If you have any complaints, please let us know. And we will constantly improve the quality of our products and services.

不断精进业务是一家公司成功的关键。如果您能做到以上几点,相信订单成功率会大大增加。

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