想有效进行外贸客户开发,除了产品本身以及足够多的客户资源以外,在获取到潜在客户之后,想要让客户顺利下单,沟通的作用不容小觑。
让很多外贸人很头疼的一点是,销售的产品、面对的客户不同,每一个客户的喜好也不同,是无法按图索骥去和客户沟通的。诚然,我们在和客户沟通的时候,需要根据具体情况灵活地进行应对,但在某些维度上,我们依然可以套用一些经典话术,从而更高效地进行外贸客户开发,让客户顺利下单!
今天小亿就和大家分享一下快速打动客户的经典沟通话术~
本篇文章主要包含以下版块:
1. 表达问候经典话术
2. 产品介绍经典话术
3. 报价经典话术
4. 砍价谈判经典话术
5. 售后跟进经典话术
一、表达问候
问候的英文话术简明扼要一些,主要表达你的礼节和对客户的关心即可。
例如:
1. Hi,XXX.Hope you and your family are well.
2. 节日问候:Hi,XXX.Merry Christmas!Wish you and your family happy and healthy.
3. 假期问候:Hi,XXX.Tomorrow is our holiday, I will go to seaside, what’s your idea of your dream vocation?
当然,国外客户的常用问候英文缩写也要知道,以免触碰到知识盲区,闹出乌龙哦~
国外客户常用问候英文缩写:
二、产品介绍经典话术
1. 推荐样品:Here attached specifications of B products. Please kindly check it. Would you like to get a sample? Please kindly advise your shipping address.
2. 新品推荐:Recently we developed a new product, xxx. It has a good performance in+领域. Here are attached pictures and specifications for your reference.
3. 公司证书介绍:Our products are UL, CE, XXX's approved. Here are attached the certifications for your reference.
4. 产品范围介绍:Our main products including A, B, C and D. And B is very popular in your market. Do you have any interest in getting more details?
你也可以参考FABE法则进行描述:FEATURE:如产品特点/包装特点Our product is popular among our customers./Our packing is strong enough to withstand bumping and rough handling under normal conditions.
ADVANTAGE:如价格有竞争力/产品质量非常不错/Our prices are very competitive./We have a superior quality.
BENEFIT:客户在我们这里下单可以得到什么好处?如可以拿到多少的折扣/其他客户下单之后,他们的销售额增长了多少/If you place an order with us, you can get a XX% discount./Which can their sales has increased by XX%.
EVIDENCE:提出佐证,增加客户的信服度。
三、报价经典话术
1. To give you a general idea of our company and also the main products we deal in, we attach our latest catalogue and price list for your reference.
为了让你方了解我公司及我公司所经营的主要产品,我们会附寄最新的产品目录和价目单供你方参考。2. We have XX designs for you to choose from.
我们一共有几种款式供你选择。3. We will make you a special offer.
我们会给你方一个特价。4. Our offer remains effective for XX days.
我方报价有效期为XX天。四、砍价谈判经典话术
1. If you compare the quality of our goods with that of other countries, you will see our price is very reasonable.
如果拿我们的产品质量与其它国家的相比,你会发现我们的价格是非常合理的。2. Our offer might be a bit high, but you will soon make bigger profits when market fluctuations stop.
我们的报价也许有点高,但你很快会发现当市场波动停止时你会获利颇丰。3. If you double the order, we may consider giving you a XX% discount.
如果订单翻倍的话,我们可以考虑给你XX%的折扣。4. After careful thought, we must state that our price is moderately fixed and we are not in a position to grant the reduction you asked for.
经过深思熟虑,坦白说,我们的价格已确定,无法给予贵方要求的降价。5. We've kept the price close to the costs of production.
我们已经把价格压到生产费用的边缘了。五、售后跟进经典话术
1. What do you think of the product? How did you feel after the experience?
了解客户使用产品的情况,客户的体验如何。2. Have you encountered any problems in the process of using it?
客户在使用过程中是否有遇到什么问题?3. What do you think the product still needs to be improved?
客户觉得产品还有哪些地方需要改进?1. How well are the products selling locally?
产品在当地的销售情况如何?2. Any feedback from consumers?
消费者使用之后有什么反馈?3. What are the advantages and disadvantages of this product compared to similar products on the market?
本产品和市场上的同类产品相比有什么优缺点?4. Is the price competitive when selling?
售卖时,在当地的价格是否有竞争力?