1 如何輕而易舉讓新客戶下試訂單

1、第一期：如何輕而易舉讓新客戶下試訂單！ 2018-09-20 14:47第一期客戶背景介紹：在google通過關(guān)鍵詞找到客戶網(wǎng)站，開始第一封詢盤式開發(fā)信，此客戶為我們 行業(yè)的終端客戶。案例全過程：從陌生客戶-不愿意付樣品費-直接下試訂單可學(xué)習(xí)郵件：共9封過程復(fù)盤：請配合音頻學(xué)習(xí)，重點思維會在音頻中強調(diào)。第1封可學(xué)習(xí)郵件，最簡單卻最有效，回復(fù)率到達90%的開發(fā)信。Hi Sir,Do you sell 客戶的產(chǎn)品名？ Are you a manufacturer or distributor?Thanks,Sarah為什么要用gmail發(fā)這樣的一封詢盤式開發(fā)信？.回復(fù)率高（為什么回愛率高？因為你是

2、以買家的身份去詢問，客戶會以為你對他們的產(chǎn)品感 興趣。）.確認客戶以及郵箱準確性.引出負責(zé)人的聯(lián)系方式客人當天就回復(fù)了：Hello SarahHi Tracy,Thanks for your reply!We really want to support you, however every company has rules, we cant send that extra for free. If every sales provide Y kg per sample and 5 samples per months free of charge, well cost Y kg*30 業(yè)務(wù)

3、員人數(shù)=*kg silicone every month! If you are in our situation, will you bear such big cost every month, pls?So, my dear friend, Tracy, if *$ is a bit expensive for you, X kg is really enough to make a small mold testing.Dear Tracy, we 100% believe that you WONT regret for testing our silicone. Today you

4、 just need to invest *$ , which can help you save $/year, its really worth to try it, dont you think so?Looking forward your reply.Best Regards,Sarah點評：.分析這個樣品完全免費為什么做不到.再次提醒他，如果跟我們合作他一年能省多少錢四天后，沒有回復(fù)，卡在了樣品費，因為液體的快遞贄是很貴的，所以經(jīng)過團隊討論之后想出讓 他不如下個試訂單，畢竟海運費不貴，又能測試更多的量。第9封可學(xué)習(xí)郵件，如何讓客戶先下個試訂單，化解尷尬。Hi Tracy,10Goo

5、d day!We contact again cause Im not sure whether you have read my last email.Besides, we have another proposal, would you please kindly check and consider if it works?How about to place a trial order of *kgs for testing? We could support you price same as kgs orders in future. Which will be more eco

6、nomical and get a better testing result.Dear Tracy, pls post your idea on this, thanks in advance!Best Regards,Sarah當天客戶便向復(fù)Ok Sarah. Send me proforma for *kg.第一期|總結(jié).見招拆招，從客人的郵件字眼里找到突破點信息,，要善于從客人的郵件字眼里找到突破點信息。.不要單看外表意思，遇到問題多方面思考解決方案。有些時候需求是被業(yè)務(wù)員提出來的，不是 客戶自己能想到的，也許你提了要求，他覺得可以就做了，如果沒提，可能那個問題就卡在那里 一直沒進展。

7、當然這里不能忽略團隊的智慧。.當然跟進的形式和結(jié)果都不盡相同，如果客戶沒有出乎意料的接受我試訂單的建議，那么后期 實在說不通我還是會給自己找臺階下順其自然地給他安排樣品，因為跟這客人根基還沒有打牢, 他對我們印象并不是太深刻，我不想太輕易的就容許，就像談戀愛一樣，付出的越多才越在意, 所以我還想周旋幾次看看。11Thanks for contacting us.We design all the models and we are the manufacturer.How can I help you?SamSales Manager這封郵件確認了客戶是我們的潛在準客戶，看署名得知他是銷售經(jīng)理

8、。第2封可學(xué)習(xí)郵件，我們的回郵，說明身份。Hi Sam,Thanks for your reply! This is Sarah from ABC company, Glad to know that you are the manufacturer of 產(chǎn)品名.May I know do you use silicone for your product moulding? If so, would you like to try our silicone?Which quality could compare to Dow corning and Wacker, but with bet

9、ter price. This could help you save more cost and improve the productivity.Below is the data sheet of our silicone for your reference（產(chǎn)品與知名產(chǎn)品的參數(shù)比照表格，此處信息省略）AdvantageThe latest best quotation同Exchange rate: 1 USD=* RMBPackage: 20 or 25 kg per drumDelivery Time: Within 5 days after obtaining your bank

10、 receipt against the payment.Price Validity: Within 20 Days.Dear Sam, how about your idea?Any interest, free sample could send for your testing and evaluation.Best Regards,Sarah此封正式開發(fā)信我有說發(fā)免費樣品來吸引他注意力，實際上我們后面國際運贄還是要收的。一個 幌子，樣品不值錢，國際運費值錢。郵件發(fā)過去之后，客戶回復(fù)他不是負責(zé)人，很好心的給了負責(zé)人的聯(lián)系信息：Hi Sarah,I do not take the sub

11、ject of manufacturing of molds, the person who manages it is Tracy 負責(zé) 人郵箱SamSales Manager回郵Hi Sam,Sincerely thanks for your information. I will try to contact with Tracy and see if there are possibility to cooperate.Best RegardsSarah得到了負責(zé)人的聯(lián)系方式，馬上聯(lián)系寫一封開發(fā)信：第3封可學(xué)習(xí)郵件，寫給負責(zé)人的開發(fā)信。Hi, Tracy,Good day!Glad t

12、o know you from Sam, this is Sarah from China.I have found you are very professional on *making, we are very happy to have the chance to contact with you, as we are also a leading manufacturer of silicone in China, for more pls view our website would you like to consider one more good supplier?If ye

13、s, pls kindly send me details of the silicone you are using, so I can make a quote.Thanks in advance.Kind Regards,Sarah說是sam介紹的，客戶會認真看內(nèi)容。果然客人根據(jù)我的要求回復(fù)了他詳細的正在使用的產(chǎn)品信息。Hi Sarah. This is Tracy from * factory.We are using currently now *silicone. Last year our Factory has used *kg of silicone.Our actual p

14、roviders are競爭對手，有告知具體型號Do you have some similar products? Could you send me *kg each model for testing purposes?Tracy信息：用量和產(chǎn)品信息清楚，更方便報價?？蛻粲信d趣想要樣品。第4封可學(xué)習(xí)郵件，樣品如何收費。Hi Tracy,Thanks for your interests on our silicone.Yes, we have similar products as your current supplier. Pls check the comparison as fo

15、llows產(chǎn)品參數(shù)此處（略）Advantage （略）The latest Quotation for your reference （略）About SamplesDear Tracy, sample is no problem!We always support the sample free of Charge, customer should pay the freight cost by themselves. Ive checked the cost with DHL for X kg samples is about *$since it is a small amount, c

16、ould you send it to below paypal account:*Waiting for your reply!Best Regards,Sarah客戶回復(fù)Dear Sarah, I have some doubts. Its true that the best we have tried is the 競爭對手 Silicone. Looking at your technical data, and your comparison I think that your silicone is very similar.競爭對手 costs for 一個小數(shù)量 KG is

17、*FOB 港口，so your silicone will cost us much more than this.Why I have to change? Why I have to pay for testing something similar?Tracy乍一看感覺心灰意冷，但實際這封回郵可以看出一些細節(jié)的，客戶很直接，提供了競爭對手的價 格，且我們知道他說的價格是基于一個不大的量，所以我們有空間在數(shù)量上面降價。第5封可學(xué)習(xí)郵件，用更多的數(shù)量報更好的價格，分析出他一年能節(jié)省的錢。Hi Tracy,Well, surely we know 競爭對手 very well and they

18、 are a good company, however, we have advantage on technician.Below is our advantage compare to 競爭對手.產(chǎn)品性能上而闡述哪里好.質(zhì)量上面，我們過往都是。投訴.提下別人沒有的證書（最后價格上面，基于一個更高的數(shù)量給了他比現(xiàn)在供應(yīng)商更好的價格，此處省略郵件內(nèi)容）As mentioned you can buy *kg/year, that means we can help you save （競爭對手的價格-我給 的價格）*一年的用量=一年能節(jié)省的錢per year!invest only $ sh

19、ipping fee to have a better supplier, why not have a try?Pls post your idea, tks in advance!Best Regards,Sarah點評：.與同行比擬時只要說出自己的優(yōu)勢就好.根據(jù)他的用量，用更多的數(shù)量報更好的價格，分析出他一年能節(jié)省的錢客戶回復(fù)Hi Sarah. I understand, and I highly appreciate your effort.I could start to work with this conditions （*kg） without problems, but I

20、need first to make a real test to your silicone. I hope you understand.So, could you be able to send me X kg of your silicone shore * and *?Tracy信息：.接受了數(shù)量，也就接受了價格.還是想測試樣品第6封可學(xué)習(xí)郵件，堅持收樣品費。Hi Tracy,Yes, we could send you X kgs samples.然后具體說了送哪些樣品In order to send you the best suitable samples, pls confi

21、rm details information as follow:確認樣品信息1（省略）確認樣品信息2（省略）Dear Tracy, sample is in free of charge, shipping cost*$ will be afford by yourself.Here is our Paypal account: *Once you make the payment, pls let me know so that sample can be sent without any delay.Best Regards,Sarah思路：樣品沒問題，還是堅持收費。后來客戶回復(fù)要兩個產(chǎn)品各要X kgs, 一共Y kgs （郵件里只說了數(shù)量問題，沒有排斥X kgs的 那個樣品費），同時也回復(fù)了樣品信息