这般跟国外客户催单，有效又不会被反感！
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">外贸<span style="color: black;">营销</span>员在接订单的过程中，<span style="color: black;">常常</span>都是一种利益的博弈，而在外贸中，<span style="color: black;">最后</span>的结果才是最重要的。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/254c41a3b7da451f82e486e478301de9~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721393465&x-signature=6OZdBekAifbkSFhrCQmCn3oC4AU%3D" style="width: 50%; margin-bottom: 20px;"></div>
<h1 style="color: black; text-align: left; margin-bottom: 10px;"><span style="color: black;">必要</span>要保持冷静</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">每一位外贸<span style="color: black;">营销</span>人员都面临着业绩的压力，在接到订单的时候，就像是一个饿了很久的人，看到了一道美味的菜，却又吃不到，这种感觉实在是太糟糕了。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在对外贸易谈判中，有一个重要的环节，<span style="color: black;">便是</span>你的商品<span style="color: black;">是不是</span>符合顾客的<span style="color: black;">需求</span>，<span style="color: black;">是不是</span>马上就能和顾客达成共识，<span style="color: black;">是不是</span><span style="color: black;">已然</span>感觉到顾客想要购买。这个时候你就<span style="color: black;">必须</span>利用<span style="color: black;">各样</span><span style="color: black;">办法</span>来引导交易了。是成是败，全在这一下。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">越是接近孤家寡人，就越是要冷静。顾客迟迟<span style="color: black;">不愿</span>付钱，<span style="color: black;">必定</span>是有理由的，<span style="color: black;">倘若</span>整天都在<span style="color: black;">不顾及</span>及顾客的感受的<span style="color: black;">状况</span>下，顾客对你的印象只会越来越差，越来越厌恶，这对顾客正式的付款订单<span style="color: black;">亦</span>会越来越<span style="color: black;">有害</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">我<span style="color: black;">意见</span>，暂时不要<span style="color: black;">思虑</span>顾客答应给<span style="color: black;">咱们</span>钱的问题，而是想办法<span style="color: black;">认识</span>顾客的工作，<span style="color: black;">认识</span><span style="color: black;">她们</span>对<span style="color: black;">咱们</span><span style="color: black;">机构</span>、<span style="color: black;">制品</span>、项目的看法。这是一件<span style="color: black;">特别有</span>技术含量的事情，虽然表面上看起来很随意，但<span style="color: black;">实质</span>上却是在试探顾客的内心。不管顾客愿不愿意，您都要理解顾客拖延支付，拖延订单的实质，为顾客带来<span style="color: black;">实质</span>的价值与收益，自然而然地下订单。</span></span></p>
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/a4e95f018e1b4812b533bb00d4a8d1b2~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1721393465&x-signature=Wh22ah4NOj1eAvEfFFU3QeE3Vss%3D" style="width: 50%; margin-bottom: 20px;"></div>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">客户<span style="color: black;">为何</span><span style="color: black;">无</span>下订单</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">一般</span><span style="color: black;">状况</span>下，<span style="color: black;">她们</span><span style="color: black;">无</span>下订单的<span style="color: black;">原由</span>是：</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">1.顾客<span style="color: black;">发掘</span>有更好的供货商。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">这是最容易被拒绝的理由，但<span style="color: black;">她们</span><span style="color: black;">必要</span>要有足够的理由，<span style="color: black;">例如</span><span style="color: black;">制品</span>质量，<span style="color: black;">例如</span>技术，<span style="color: black;">例如</span>服务，<span style="color: black;">例如</span>与顾客的关系。<span style="color: black;">怎样</span>谈判，<span style="color: black;">怎样</span>吸引顾客，就看<span style="color: black;">营销</span>员自己的能力了。<span style="color: black;">把握</span>了顾客的<span style="color: black;">详细</span><span style="color: black;">情况</span>，理解了顾客的内在<span style="color: black;">必须</span>，设身处地地为顾客着想，并满足顾客的<span style="color: black;">需求</span>，<span style="color: black;">那样</span>成单<span style="color: black;">便是</span>水到渠成的事情了。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">2.顾客的现金流<span style="color: black;">显现</span>问题。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">认识</span>得越多，顾客的订单就<span style="color: black;">必定</span>会送到你手上。<span style="color: black;">由于</span>客户和<span style="color: black;">咱们</span><span style="color: black;">同样</span>都是普通人，人是讲感情的，当<span style="color: black;">她们</span>在困难的时候，给<span style="color: black;">她们</span>以<span style="color: black;">帮忙</span>，<span style="color: black;">她们</span>自然会对<span style="color: black;">咱们</span>产生好感，并且要记住，要有耐心。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">3.前几天的营销业绩<span style="color: black;">不良</span>。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">大部分都是老客户，<span style="color: black;">她们</span>之前的产品存在着<span style="color: black;">有些</span>问题，<span style="color: black;">因此</span><span style="color: black;">能够</span>适当地给老客户<span style="color: black;">有些</span>好处，<span style="color: black;">这般</span><span style="color: black;">才可</span>保住老客户的利益。与此<span style="color: black;">同期</span>，要跟工厂、老板沟通，让<span style="color: black;">她们</span>对自己的<span style="color: black;">制品</span>进行改进，<span style="color: black;">或</span>是<span style="color: black;">开发</span>出新的<span style="color: black;">制品</span>，要真心实意地<span style="color: black;">帮忙</span><span style="color: black;">她们</span><span style="color: black;">处理</span>问题，在平常的日子里，要多跟<span style="color: black;">她们</span>沟通，多<span style="color: black;">认识</span><span style="color: black;">她们</span>的一线<span style="color: black;">营销</span><span style="color: black;">状况</span>。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">4.在<span style="color: black;">制品</span>设计方面，对<span style="color: black;">制品</span>的技术规范提出了新的修改和新的需求。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">在订购的过程中，<span style="color: black;">实质</span>上是存在着<span style="color: black;">非常多</span>的不确定性的，有些时候，顾客可能会<span style="color: black;">由于</span>市场的反馈，想要更改款式，而造<span style="color: black;">成为了</span>延迟付款的问题。在<span style="color: black;">这般</span>的<span style="color: black;">状况</span>下，在工厂还<span style="color: black;">无</span><span style="color: black;">起始</span>生产之前，<span style="color: black;">咱们</span>要与顾客保持良好的沟通，<span style="color: black;">这般</span>顾客才会愿意订购。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">5.因顾客未<span style="color: black;">即时</span>支付款项而<span style="color: black;">导致</span>的其他理由。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">亦</span>有<span style="color: black;">有些</span>理由，例如，顾客的业务习惯很拖延，顾客外出旅游等等。事实上，我觉得<span style="color: black;">想要</span>让顾客能够<span style="color: black;">即时</span>地支付货款，并且能够有效地催促订单，最关键的一点<span style="color: black;">便是</span>要和顾客进行<span style="color: black;">更加多</span>的交流，要对顾客的心理有<span style="color: black;">更加多</span>地<span style="color: black;">认识</span>，<span style="color: black;">这般</span><span style="color: black;">才可</span>真正地把顾客的问题给<span style="color: black;">处理</span>掉。</span></span></p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">催促订单的小技巧</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">虽然不提倡跪着跟顾客要订单，但有的时候还是要先下手为强，关键是要<span style="color: black;">把握</span>好节奏。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">试探询问</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">由于</span>大部分人都<span style="color: black;">不可</span>很自然地让顾客买单，<span style="color: black;">因此</span>，最好的办法<span style="color: black;">便是</span>用试探性的问题来引导顾客买单。“Which color do you prefer for the package, when do you think is the best time for delivery?”</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">倘若</span>你的顾客告诉了你<span style="color: black;">必须</span>的数量和需求，<span style="color: black;">那样</span>你<span style="color: black;">能够</span>把 PI送到他的面前，并在上面写上：“I just have made a PI for this order, Please check if there need any adjust?”</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">PI里的价格价值日期别设定得过久，设定到期日短些，<span style="color: black;">这般</span>他就不会还钱了，<span style="color: black;">咱们</span>就能找到一个<span style="color: black;">专题</span>来进行后续。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">经过</span>这种方式，他<span style="color: black;">能够</span><span style="color: black;">认识</span>到顾客的近况，<span style="color: black;">认识</span>顾客是不是<span style="color: black;">已然</span>做好了下订单的准备，<span style="color: black;">或</span>是顾客还在疑惑。<span style="color: black;">倘若</span>对方还有些<span style="color: black;">可疑</span>，那就说明，对方的谈判还<span style="color: black;">无</span>进行到最好的<span style="color: black;">周期</span>，还<span style="color: black;">无</span>做出决定。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">通告</span><span style="color: black;">发展</span><span style="color: black;">状况</span></span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">通告</span>顾客，<span style="color: black;">咱们</span><span style="color: black;">已然</span>购买了原材料，只等顾客交了订金，<span style="color: black;">咱们</span>就<span style="color: black;">能够</span>立即<span style="color: black;">起始</span>生产。这<span style="color: black;">亦</span>算是一种比较委婉的催货方式，一方面<span style="color: black;">暗示</span>对他的信任，提前为他准备好了<span style="color: black;">制品</span>，而不<span style="color: black;">必须</span>他支付订金。而顾客，<span style="color: black;">本来</span>还有些迟疑，<span style="color: black;">此刻</span>听说你把材料都准备好了，再不下的话，就有些<span style="color: black;">欠好</span>意思了。这就<span style="color: black;">好似</span>是在一家餐厅里，等了很久，又<span style="color: black;">无</span>结账，明明<span style="color: black;">能够</span>离开的，却被服务员<span style="color: black;">通知</span>，<span style="color: black;">她们</span>正在做菜，这让<span style="color: black;">她们</span>很是尴尬。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">施压</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">他跟顾客说，<span style="color: black;">倘若</span><span style="color: black;">她们</span>还不下订单，那就是<span style="color: black;">营销</span>旺季，到时候价格可能会涨，交货时间<span style="color: black;">亦</span>会变长。<span style="color: black;">另一</span>，还<span style="color: black;">能够</span>制造出一种原材料价格上涨的幻觉，外国客户不太清楚国内的市场<span style="color: black;">状况</span>，就会直接跟<span style="color: black;">她们</span>说，<span style="color: black;">由于</span>原材料价格有上涨的趋势，<span style="color: black;">因此</span><span style="color: black;">意见</span><span style="color: black;">她们</span>尽快下订单，<span style="color: black;">否则</span>等一段时间之后，价格可能会上涨。在<span style="color: black;">商场</span>上，<span style="color: black;">无</span>人愿意把成本往上涨。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;"><span style="color: black;">表示</span>优越性</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">可能有的顾客还在犹豫不决，有的顾客说还在等信息，那<span style="color: black;">便是</span>在对比<span style="color: black;">区别</span>的供货商。<span style="color: black;">因此</span>，<span style="color: black;">此刻</span>不是催促订单的好<span style="color: black;">机会</span>，你<span style="color: black;">能够</span>做点别的。当顾客说你的价格很高的时候，不要给他最低的价格，<span style="color: black;">而后</span>就<span style="color: black;">起始</span>催促，<span style="color: black;">必定</span>要用除了价格以外的其他<span style="color: black;">优良</span>，来<span style="color: black;">加强</span>你的价格，并且告诉他，你的<span style="color: black;">制品</span>有什么优点，能为他<span style="color: black;">供给</span>什么样的价值，<span style="color: black;">必须</span>什么样的售后服务等等。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">推销事例</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;"><span style="color: black;">倘若</span>上面的<span style="color: black;">过程</span>都做好了，顾客还<span style="color: black;">无</span>下订单，那<span style="color: black;">便是</span>信任的问题了。毕竟<span style="color: black;">非常多</span>客户都是来自于异国他乡，从来<span style="color: black;">无</span>和<span style="color: black;">她们</span>做过生意，就算想买，<span style="color: black;">亦</span>不会完全相信<span style="color: black;">她们</span>，<span style="color: black;">因此</span><span style="color: black;">更加多</span>的时候，<span style="color: black;">她们</span>只是想从你<span style="color: black;">这儿</span>得到<span style="color: black;">有些</span>好处，<span style="color: black;">而后</span>再和你的老供应商讨价还价，<span style="color: black;">而后</span>再给你的老供应商下订单，哪怕<span style="color: black;">她们</span>对你并不是很满意。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><strong style="color: blue;"><span style="color: black;">直接吩咐</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">这是最简单的办法，上面的办法，他都说出来了，但还是会有<span style="color: black;">有些</span>顾客，想要蒙混过关，这在<span style="color: black;">有些</span>国家，都是很<span style="color: black;">平常</span>的。<span style="color: black;">倘若</span>你不说，不想尽一切办法，拖延时间，<span style="color: black;">特别有</span>可能会让他给别人下订单。</span></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;"><span style="color: black;">以上所<span style="color: black;">说到</span>的<span style="color: black;">办法</span>，归根结底<span style="color: black;">便是</span>要让顾客尽快地确定订单，催单只是外贸工作中很小的一部分，<span style="color: black;">倘若</span>要把外贸工作做得很好，就<span style="color: black;">必须</span><span style="color: black;">持续</span>地<span style="color: black;">累积</span>经验，<span style="color: black;">持续</span>地学习，在实践中<span style="color: black;">持续</span>地摸索。总而言之，<span style="color: black;">没</span>论什么时候，你都应该深入到顾客的心里去，而不是让后续工作<span style="color: black;">作为</span>一种骚扰。</span></span></p>
你的话语如春风拂面，让我心生暖意。 感谢你的精彩评论，为我的思绪打开了新的窗口。
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