失聯客戶篇

1郵件追蹤小工具

1、 was my email read

http://www.wasmyemailread.com/

可追蹤到郵件是否已讀，對方閱讀時的地理位置，并且得知郵件被讀幾次。

2、 who read me

http://whoreadme.com/

可追蹤到郵件是否已讀，且郵件的附件被下載時，會收到通知。

3、 閱否

http://www.ifread.com/

當客戶收到郵件，你會收到已閱回執。不過有時，并不是特別準，有時對方已讀，卻沒收到回執。

4、?https://www.readnotify.com/

注:此類小工具一般會有時效性,超出時間則不可用。

5、?http://www.getnotify.com/

這些追蹤服務，都是應用一個原理：

利用一張追蹤圖片，這張圖片可以是看不見的透明圖片、你公司的LOGO或你郵件簽名圖片等等。當你把追蹤圖片插入到要發送的郵件內容中，收件人一打開你的郵件，郵件里的圖片就會發送一個請求到它們服務器，進而給你發送通知。

2客戶未看郵件如何跟進

回盤、現報價、樣品、PI等發過去一個多星期了，客戶那邊一點動靜也沒有,也沒有看到客戶有任何閱讀回執或查看過郵件的記錄，這時候我們可以發以下郵件過去提醒客戶查看郵件。

1.From:

Send time:

Saturday,October 31,3015 09 53 AM

To:

Subject:

2.Hi Mike,

Could I remind you to check my email dated 3.1st of Oct?

Waiting for your reply soon.

3.Hi Mike,

It's been a time no any news hear from you.How are you recently?

I have sent you a quotation dated 31st of Oct,have you got i?

If so, what's your idea abt it?

If not.could you take few mins to review it as follows?

Your earlier reply will be highly appreciated

客戶電話說好的會回復郵件，可是3-4天后還是沒有任何消息，可以寫封迂回的郵件去催促客戶的反饋：

Hi Mike,

I'm sorry to disturb you again.However,disturbed is not my purpose.As you know every company has his or her rules for every sales,and we should feedback the valuable customer's feedback on weekly meeting.So that we could help them better.

My friend,dear Mike,any of your idea abt our silicone now?Or you have any other worries hope you can be frankly let us know?

Waiting for your reply soon.

3客戶看了郵件未回復，如何跟進

有時候客戶看了郵件隔了1個星期還沒有回復,可能原因:A.出差、假期B.對你產品不感興趣C.郵件沒有特別的亮點吸引客戶D.不想更換供應商E.報價太高F.付款方式不是想要的G.交期H.需求I.其它:個人或親人病重等

第一種:直接詢問式

Hi Mike,

Tks for reading my email just now.

May I know what's your idea abt it?

Your earlier reply will be highly appreciated.

第二種: 從商業角度，讓客戶坦白顧慮

Hi Mike,

Tks for reading my email.I think you must too busy to reply me or do you still have something into consideration.

It so,could you frankly let me know army of you worries?Such as price,quality,payment terms,demand or others?

So that we could know how ho help&support you.

We are very sincerely to cooperation,no matter your answer is positive or negative.We highly appreciate it,just hope you can open your heart.

Waiting for your reply soon.

第三種: 從朋友角度，讓客戶坦白顧慮

Hi Mike,

Long time no hear from you, I appreciate for your kindly to check my email again.

I think you should be not convenient to reply my email at moment or do you still have some worries abt our products? Such as price, quality, payment, demand or others.

If so, hope you can be frankly informed me so that we could know how to help &support you. Dear Mike, I really appreciate for the god to let me know you, Business may past, but we still a

good friend, yeah? And I think you will also not refuse a friend to help you by her sincerely heart, right?

Your earlier reply will be highly appreciated.

Sincerely

第四種: 直接羅列解決方案讓客戶說出自己的顧慮

Dear Thomas,

Tks a lot for kindly to check my email.I think you must too busy to reply me or do you still have something into consideration?

1.If the MOQ problem

-We can support you 100kgs as the first cooperation to try the market

2.If the shipping cost of the sample

-A.You can just transfer us some deposit, we'll return it to you when you confirm the order.

-B.In order to show our sincerity, we can bear half of it and you afford the balance, how's your idea?

3.If the price

You can test our sample at first, after getting the good feedback, shall we discuss price again basic on it’s real values?

4.If the payment terms

We can support you 50% T/T in advance, balance against the B/ L at sight.

Also L/C will be also acceptable.

Or do you still have any other worries, pls be frankly let me know so that we could know how to help you.

案例:

在去年12月份在google上找了一個UAE的大客戶，主動開發客戶很有意向測樣，2月份中旬跟客戶確認各方面需求終于把樣品發出去，從3月份到6月份進行過樣品的各種測試,樣品測試非常OK。

原本客戶是非常有意向談合作的，但是鑒于價格問題談了一段時間雙方都做出了讓步之后，雖然沒達到客戶目標價，客戶也沒有再說價格問題，后面就是他們展會高峰時間，要全球各地的去參展，說等展會回來之后8月份再確認訂單。

沒想到回來之后他老婆大病一場，我們也不好怎么特別跟進訂單的事情，基本上都是Whatsapp上問候客戶妻子，后面10月份的時候，我有做一些近期其它市場客戶反饋和市場信息的分享信息給到客戶，客戶在10月底終于查看郵件，但還是沒有任何反饋。

后面在whatsapp上得知客戶已經回辦公室上班，妻子大病已經好很多。也再次查看了一些我們溝通過的郵件，本以為客戶要回來談合作，沒想到半個多月過去了還是沒任何反饋，后面我就寫了這份郵件，客戶也很真誠的說出了他目前的一些顧慮和市場上遇到的困難，也讓我們找到此次合作的突破口，最終把大訂單敲定下來。

Good Morning, Dear Max，

I really appreciate for your such kindly to read my email,and I think you should be quite busy recently.On one hand,you should take care of your wife,on the other hand, you have a lot business to do as a big company's boss. So, my dearest friend, pls don't forget to take care more of your health as well. it's the most important :)

Honestly, as a sales, I want to do business with you since you are really a nice teacher for. I'm keen to learn from you abt business. As my company, we also hope find such strong&professional distributor like you in UAE.

So, Dear Max, no matter what reasons, we are always open the heart to you, hope you did as well.

If you should take all the time for your wife and not available to discuss the business at the moment, pls just advise a comfortable time, will not disturb you during this time anymore.

If price is still a problem to prevent us go head, hope you can sincerely inform us a reasonable price, then we can discuss it again.

If marketing idea problem, hope you can also share your nice business eyes&idea for the market, then I will feedback your comments for our board of direct, or we can visit you for face to face communication if needed

If others……,any problems, your opened heart &feedback will be highly appreciated.

樣品篇

1 樣品詳情確認

產品需求確認

Dear Kevin,

In order to send you the best suitable sample for RTV-123,may I confirm some information with you as follow:

1.Working Temperature?

2.Working Humidity?

3.Mixing Ration of Catalyst?

4.Color of catalyst?

As soon as confirm information,sample will be prepared for you immediately.

送樣時間,地址信息確認

Dear Kevin,

Sample have arranged in our R&D department, and it will finished within 3days.(告知樣品目前最新狀況)

Here in order to send you this sample safety &correctly. May I confirm some information with you as follows:

Company:?

Address:?

Contact: Mr Kevin?

Te:?

Mob:?

Post Code:?

Once the sample is ok, I will send you without delay.

Cheers

Warm Tips:國外客戶一般不喜歡透露私人電話, 我們可以在送樣地址信息確認的時候，迂回的問客 戶手機號碼，這樣方便后續加客 whatsapp 或有緊急事件的時候可以直接打電話給客戶本人。

2請客戶支付樣品費的小技巧

01

客戶找你

Dear Kevin,

Sample is no problem, I can apply 2Kg RTV-123 as your requirements. As my company ’ s rules, Sample is in free of charge. Shipping cost will be afford by yourself.

As just checked UPS,it's 100$,or do you have your own account?

Pls advise it, tks in advance!

02

你找客戶

Dear Kevin,

Sample is no problem,…同上

As just checked UPS, it's $100, here in order to show our sincerity, I will try my best to apply if my company can share it by half and half, (or go 50 and 50 口語化表達)that mean you only need to afforded $50 as the long time business investment, will be that acceptable for you?

Ps: we support small amount by Paypal&Western Union.

Waiting for your reply soon.

03

價值說服法:

Hello Dear Kevin,

Personally, I really want to support you. However, every company has his or her rules, we can't break it as only one customer.

What's the price you buy the silicone from local market?

If it's higher $5/kg or above than us, and you can import 5tons/year, then5*5000=$25,000That means today you just need to pay 50$ which can help you save more than 25,000$ every year at least it's really worth to invest it. Pls kindly to re-consider it again.

Waiting for your comments soon.

04

運費返回測試合作誠意:

Hello Dear Kevin,

Personally, I really want to support you. However, affording half of the shipping cost is the best efforts we can do for you.

Giving others opportunity is the same for yourself. And we are regret that we can't go head as just the small amount $50,so,I have another proposal for you?

We'll return the rest shipping cost for you if your testing feedback is not good if I can apply successfully to my company. What's your idea?

3 樣品派送詳情

01樣品派送前詳情確認:

Hi Kevin,

Your sample is ready.

Attached is the sample details of its packing picture, sample tag, invoice for custom clearance, delivery note, video, pls check &confirm it.

If that is ok, sample will be sent to you within 1-2 days.

Waiting for your confirmation ASAP.

02樣品派送后通知:

Hi Kevin,

Tks for confirmation.

Your sample has sent out this afternoon by UPS. The tracking No. is XXXXXXXXXX. You can go?http://www.ups.com?to follow it.Normally it can be arrived to you within 3 days.

Once you get it, pls let me know, tks in advance.

03樣品派送后送達通知:

Dear Kevin,

Just checked the UPS, it have received by Jim dated 12th of Oct of 2015.

May I know have you got it?

If so, does it all in good conditions?

Should you any questions welcome to anytime.

Hi Kevin,

Glad to hear you have got the sample in good conditions.

Here are some warm tips for you---

Pls keep all the sample attachments like sample tag, video, COA etc.

So that you it's easy&convenient for you to check the sample details.

Since addition cured silicone is a very sensitive material, pls test it with condensation silicone separately.

BTW, when will you test the samples?(迂回的主動問客戶具體測樣時間便于下次樣品測樣情況的跟進)

Any help welcome to me anytime

4 測樣跟進小技巧

樣品收到后一般的詢問跟進

Hello Dear Kevin,

How are you recently?

It's more than 2 weeks past since you have got the samples.

Do you have any comments for the feedback? Or do you need any technical support from us? pls don't hesitate to let me know anytime.

Hope to hear from you soon.

————————————————————

Hello Dear Kevin,

How are you recently?

It's more than 2 weeks past since you have got the samples. Do you have any comments for the testing?

We really hope you to get your feedback this month so that we can prepare the raw material for you in advance in avoid any delay for our busy season.

(迂回的跟進測試結果)

跟進樣品進展郵件一

Dear Kevin,

Beautiful day!

I am so happy to share you a good news about one of our valuable customers who like you making artificial stone casting. He is quite happy with our silicone and give us some positive comments. Please check it as follows:

XXXXXXXXXXXXXXXXXXXXXXXXXX

如果不是同一個國家的可以直接附上客戶的原文郵件My friend, dear Scott, attached is the table of our customer visit & sample trace. If you have any good suggestion for our products, please don’t hesitate to let us know.

Best regards,

Spark

Warm tips:?雖然自己很想要拿到客戶的測試進展， 但不能表現的急于求成， 可以用這種給客戶分享其他客戶反饋和附上客戶回訪表，讓客戶提好的建議給客戶一種只是follow 不是push的， 很舒服樂于接受的感覺。

跟進樣品進展郵件二

Dear Kevin,

New week again, wish you have a good start.

Glad to tell you that we just researched a new kind catalyst, below is the advantage—

1.

2.

3.

If you have any customers in this requirement, we can send you some samples in your future orders.Best regards,Spark

Warm tips:?分享新產品信息， 和客戶保持適當的聯系，同時也可以盤推測敲的知道目前客戶樣品的情況

總結

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