阿里国际站询盘太差，没法成交？
<img src="https://mmbiz.qpic.cn/sz_mmbiz_png/SEI1ehf4xib6apaeEJkfwvy3r4zyyPDJdO5Rz8m6UtiaYU52tFb9JTibtMCsiawESXXFeXzsp91HoX7V2v8Y2INpBQ/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">点/击/蓝/字/关/注/我/们</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/SEI1ehf4xib6apaeEJkfwvy3r4zyyPDJdA49lJlK1ia7NVoHCYKFVFMnke9GkjcGQjlFXxapickU8ZZTbHGSicc88Q/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;">“<span style="color: black;">近期</span>的询盘质量太差了，都没什么好客户”，</span><span style="color: black;">做运营的<span style="color: black;">朋友</span>，是不是经常<span style="color: black;">这般</span>被业务员吐槽？<img src="https://mmbiz.qpic.cn/sz_mmbiz_png/SEI1ehf4xib6apaeEJkfwvy3r4zyyPDJdOM9BBc9Nqx5Lk9ic0XcAYm7AC7uNSJfRCtPBJJVchOxvBTVzosuZ0MQ/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;"><span style="color: black;">咱们</span>走访了宁波这么多商家，</span><span style="color: black;"><span style="color: black;">非常多</span>声音都是觉得国际站上的询盘质量不高，<span style="color: black;">不易</span>成交。</span><span style="color: black;">曾有人戏<span style="color: black;">叫作</span>阿里来的客户都是“小牛队”的，</span><span style="color: black;">又小又牛，购买数量小，还挺拽的。<img src="https://mmbiz.qpic.cn/sz_mmbiz_png/SEI1ehf4xib6apaeEJkfwvy3r4zyyPDJdB34gyqOjF2oNlSunFLSD0icibsByic77BraQwGjia8OQBiamVQPPZHEnGWA/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></span><span style="color: black;">有些Marketing方式单一的商家，</span><span style="color: black;">在国际站上如同傻媳妇等野汉子<span style="color: black;">通常</span>望穿秋水等好客户来，</span><span style="color: black;">但人家<span style="color: black;">便是</span>不来。</span><span style="color: black;">国际站的询盘真的都很差么？</span><span style="color: black;">毋庸讳言，小单化、碎片化、<span style="color: black;">乃至</span>病毒<span style="color: black;">宣传</span>的存在都是不争的事实，</span><span style="color: black;">但<span style="color: black;">咱们</span>合作中的客户，确实<span style="color: black;">亦</span>有好<span style="color: black;">大都是</span>从国际站起家做大的，</span><span style="color: black;">说明大鱼是有的，它毕竟是全世界最大的B2B平台，</span><span style="color: black;"><span style="color: black;">耐心些，沉下心去淘，淘到好客户的概率还是不低的</span><span style="color: black;">。</span></span><span style="color: black;">从<span style="color: black;">咱们</span>的实践看，只要运营得当，后端能力<span style="color: black;">亦</span>不是太差，</span><span style="color: black;">即使运气<span style="color: black;">欠好</span>没淘到大客户，做亏的概率<span style="color: black;">亦</span>是相当小的。</span><span style="color: black;">无论<span style="color: black;">怎样</span>，对<span style="color: black;">已然</span>开了国际站的商家<span style="color: black;">来讲</span>，</span><span style="color: black;"><span style="color: black;">倘若</span>只是一味抱怨，不去积极想办法<span style="color: black;">提高</span>效果，</span><span style="color: black;">那是跟自己的钱过不去，得面对现实。</span><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/SEI1ehf4xib6apaeEJkfwvy3r4zyyPDJdsJZO0fGOcbEocx3oed4g5nKCMicpptPib1RCoYYTj6QOHZgmtjrZy7Gg/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/SEI1ehf4xib6apaeEJkfwvy3r4zyyPDJdPMN1V0ModIfDBZudQsiaQpfLibumPk8icKLvC5LFjdvxcTzfsCQQSBrXg/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></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;">那<span style="color: black;">怎么样</span><span style="color: black;">加强</span><span style="color: black;">优秀</span>询盘的数量，<span style="color: black;">增多</span>成交几率呢？大体的思路有两个：</span></strong></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. 扩大询盘的总数量。</span></strong></span></p><span style="color: black;">在<span style="color: black;">优秀</span>询盘相对占比不变的<span style="color: black;">状况</span>下，</span><span style="color: black;">最简单粗暴的方式<span style="color: black;">便是</span>尽可能<span style="color: black;">加强</span>询盘总数量，从而<span style="color: black;">增多</span><span style="color: black;">优秀</span>询盘的数量，</span><span style="color: black;">至于<span style="color: black;">怎么样</span><span style="color: black;">提高</span>询盘总量，五花八门的<span style="color: black;">办法</span><span style="color: black;">非常多</span>，此文按下不表，</span><span style="color: black;">以后会<span style="color: black;">持续</span><span style="color: black;">发帖</span>阐述。</span>
<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. 第二种方式是在询盘总量基本不变的<span style="color: black;">状况</span>下，<span style="color: black;">尽可能</span>去<span style="color: black;">提高</span><span style="color: black;">优秀</span>询盘的占比。</span></strong></span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">两种方式各有利<span style="color: black;">坏处</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;">第1</span>种<span style="color: black;">必须</span>投入的资源比<span style="color: black;">很强</span>些，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">但商机数的<span style="color: black;">增多</span>，有利于<span style="color: black;">提高</span>星等级，</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;">况且</span><span style="color: black;">倘若</span><span style="color: black;">营销</span>团队中新人较多的话，</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">足够数量的询盘有利于<span style="color: black;">她们</span>练手和成长。</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">从调研看，传统外贸出身的成熟团队，似乎更偏爱第二种方式。</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;">她们</span>认为，<span style="color: black;"><span style="color: black;">倘若</span>不<span style="color: black;">精细</span>的询盘太多，业务员回复会消耗<span style="color: black;">海量</span>的时间精力，</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;">同期</span>产出又不高，时间一长，<span style="color: black;">全部</span>团队上上下下有可能失去耐心和<span style="color: black;">自信心</span>。</span></p><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/SEI1ehf4xib6apaeEJkfwvy3r4zyyPDJdsJZO0fGOcbEocx3oed4g5nKCMicpptPib1RCoYYTj6QOHZgmtjrZy7Gg/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;"><strong style="color: blue;">本文要和<span style="color: black;">大众</span>分享的，是<span style="color: black;">怎样</span><span style="color: black;">提高</span>询盘质量并淘出好客户，</strong></span><span style="color: black;"><strong style="color: blue;"><span style="color: black;">详细</span>可从运营端和业务端两方面考量。</strong></span><span style="color: black;"><strong style="color: blue;"><strong style="color: blue;">运营端</strong></strong></span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/SEI1ehf4xib6apaeEJkfwvy3r4zyyPDJdQMMFJfNesJdcLbJ9s6G3jOXz4AxSyf2xYeicP2ZkicoY6Rmm4KMTbEBw/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">1. <span style="color: black;">词</span></span></strong></p><span style="color: black;">推广的词不<span style="color: black;">精细</span>，这个是大<span style="color: black;">都数</span>刚接触运营的<span style="color: black;">朋友</span>会犯的错误。</span><span style="color: black;">用的词范围偏大，<span style="color: black;">或</span>用词不准或有遗漏，随之而来的<span style="color: black;">便是</span>带来的询盘<span style="color: black;">不足</span><span style="color: black;">精细</span>。</span><span style="color: black;">这方面<span style="color: black;">必须</span>运营经常和<span style="color: black;">营销</span>沟通。</span><span style="color: black;">但其实蛮多<span style="color: black;">营销</span>自己<span style="color: black;">亦</span>不<span style="color: black;">必定</span>清楚，</span><span style="color: black;"><span style="color: black;">倘若</span>运营不幸碰上迷糊的<span style="color: black;">营销</span>同事，</span><span style="color: black;">请自己<span style="color: black;">多<span style="color: black;">科研</span>专业买家的网站、catalogue，</span></span><span style="color: black;"><span style="color: black;">乃至</span><span style="color: black;">有些</span>大牌<span style="color: black;">制品</span>的<span style="color: black;">运用</span>说明书，推敲里面的用词。</span><span style="color: black;"><span style="color: black;">咱们</span>曾<span style="color: black;">由于</span><span style="color: black;">可疑</span>某客户<span style="color: black;">供给</span>的词根有误，</span><span style="color: black;">在网上找到了Bosch的类似<span style="color: black;">制品</span>，对着英文说明书<span style="color: black;">科研</span>了半天，</span><span style="color: black;">找出了“中置电机电动<span style="color: black;">自动</span>车”的专业用词，<span style="color: black;">运用</span>后成效<span style="color: black;">明显</span>，</span><span style="color: black;">直至<span style="color: black;">此刻</span>，国际站上用这个词的商家仍寥寥无几，<span style="color: black;">非常多</span>都是中式英语。</span><span style="color: black;">有些行业还有通用的型号词，专业的买家<span style="color: black;">亦</span><span style="color: black;">常常</span>会搜索这类词，</span><span style="color: black;"><span style="color: black;">例如</span>汽车配件中的OE号。</span><span style="color: black;">类似的实例<span style="color: black;">不堪</span>枚举，只是这年头沉下心去认真做一件事的人着实不多。</span><span style="color: black;">寻找<span style="color: black;">精细</span>词时，请<span style="color: black;">同期</span>结合后台的<span style="color: black;">有些</span>功能，</span><span style="color: black;"><span style="color: black;">例如</span>关键词指数、访客详情、引流关键词等，</span><span style="color: black;"><span style="color: black;">持续</span>揣摩并验证<span style="color: black;">精细</span>买家在网上是用<span style="color: black;">那些</span>词来搜索您的主推品的。</span><span style="color: black;">但在这里要<span style="color: black;">反对<span style="color: black;">有些</span>矫枉过正、似是而非的做法</span>，</span><span style="color: black;"><span style="color: black;">运用</span><span style="color: black;">有些</span>函数<span style="color: black;">或</span>其他<span style="color: black;">有些</span>看似很酷炫的技术，</span><span style="color: black;"><span style="color: black;">海量</span>地扩充生成<span style="color: black;">非常多</span>冷僻词，经实践检验，没啥卵用。</span><span style="color: black;">有点类似给<span style="color: black;">孩儿</span>取名，动辄康熙字典，似乎<span style="color: black;">特别有</span>文化，</span><span style="color: black;">但取出来的名字非常生僻，大<span style="color: black;">都数</span>人都不会念。</span><span style="color: black;">运营<span style="color: black;">亦</span>是以客户为中心的，</span><span style="color: black;">一切从客户中来，回到客户中去。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">2. <span style="color: black;">品</span></span></strong></p><span style="color: black;"><span style="color: black;">大众</span>经常会<span style="color: black;">发掘</span>店铺中询盘多的<span style="color: black;">制品</span>，</span><span style="color: black;">不<span style="color: black;">必定</span>是<span style="color: black;">机构</span>有<span style="color: black;">优良</span>、容易成交的品，</span><span style="color: black;">这会<span style="color: black;">导致</span>询盘质量差的印象。</span><span style="color: black;">但这个现象是不是就肯定<span style="color: black;">欠好</span>呢？</span><span style="color: black;"><span style="color: black;">这儿</span>就<span style="color: black;">必须</span><span style="color: black;">大众</span>有电商的思维，</span><span style="color: black;">引流款、销量款、利润款、形象款等等本来就不是相同的概念，</span><span style="color: black;">当这几个款式都集中在同一个<span style="color: black;">制品</span>中，当然是比较理想的，</span><span style="color: black;">但现实<span style="color: black;">常常</span>不是<span style="color: black;">这般</span>的，</span><span style="color: black;">这个时候<span style="color: black;">怎样</span>把流量导入到销量款和利润款中就至关重要了，</span><span style="color: black;">一种<span style="color: black;">办法</span>是直接尝试打爆销量款或利润款，<span style="color: black;">详细</span>怎么做，<span style="color: black;">咱们</span>以后再讨论，</span><span style="color: black;">另一种方式是在引流款中<span style="color: black;">增多</span><span style="color: black;">相关</span>营销，加大买家访深，</span><span style="color: black;"><span style="color: black;">增多</span>销量款和利润款的访客数量，</span><span style="color: black;"><span style="color: black;">倘若</span>您的店铺中有数据不错的引流款，这个<span style="color: black;">办法</span>是直接拿来就能用的。</span>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">3. <span style="color: black;">地域</span></span></strong></p><span style="color: black;">对大部分<span style="color: black;">制品</span><span style="color: black;">来讲</span>，询盘地域的差异是很大的，</span><span style="color: black;"><span style="color: black;">例如</span><span style="color: black;">非常多</span>商家都不<span style="color: black;">爱好</span>印度的询盘，</span><span style="color: black;">阿三习惯画饼，询盘量<span style="color: black;">常常</span>很大，但成交却很差。</span><span style="color: black;">这个时候<span style="color: black;">怎样</span><span style="color: black;">掌控</span>店铺的访客和询盘的地域就变得很重要，</span><span style="color: black;"><span style="color: black;">此刻</span>大部分国际站的流量入口都是千人千面的，</span><span style="color: black;">这<span style="color: black;">寓意</span>着<span style="color: black;">咱们</span>的<span style="color: black;">制品</span>在<span style="color: black;">那些</span>地域的表现较好，这部分地区的流量就会增大。</span><span style="color: black;">在这些流量中，<span style="color: black;">日前</span><span style="color: black;">独一</span>能<span style="color: black;">掌控</span>地域的，<span style="color: black;">仅有</span>直通车的流量。</span><span style="color: black;">想要<span style="color: black;">精细</span>投放的话，<span style="color: black;">办法</span>有三：</span><span style="color: black;">1<span style="color: black;">）直通车账户等级达到</span>L4<span style="color: black;">；</span></span><span style="color: black;">2<span style="color: black;">）<span style="color: black;">运用</span>智能推广中的地域倾斜；</span></span><span style="color: black;">3<span style="color: black;">）国家<span style="color: black;">方法</span>包。</span></span>
<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. <span style="color: black;">机构</span><span style="color: black;">优良</span>的表达</span></strong></span></p><span style="color: black;">经常听到有<span style="color: black;">朋友</span>说国际站上小订单买家太多，</span><span style="color: black;"><span style="color: black;">诚然<span style="color: black;">近期</span>几年<span style="color: black;">由于</span></span>RTS<span style="color: black;">赛道的引入，</span></span><span style="color: black;">阿里引流的时候<span style="color: black;">亦</span>会有这种趋势，</span><span style="color: black;"><span style="color: black;">但当大</span>B<span style="color: black;">买家真的进入到你的<span style="color: black;">制品</span>和店铺时，</span></span><span style="color: black;">你<span style="color: black;">是不是</span>有做好准备迎接<span style="color: black;">她们</span>了呢？</span><span style="color: black;">你的<span style="color: black;">制品</span>和店铺中，<span style="color: black;">是不是</span>充分展现了<span style="color: black;">机构</span>的实力和<span style="color: black;">优良</span>，来获取<span style="color: black;">她们</span>的信任呢？</span><span style="color: black;">B<span style="color: black;">端平台和</span>C<span style="color: black;">端很大<span style="color: black;">区别</span><span style="color: black;">便是</span>，</span></span><span style="color: black;">C<span style="color: black;">端平台<span style="color: black;">已然</span><span style="color: black;">处理</span>了买卖双方的信任感问题，但国际站还<span style="color: black;">无</span>。</span></span><span style="color: black;"><span style="color: black;"><span style="color: black;">倘若</span><span style="color: black;">此刻</span>你是做</span>RTS<span style="color: black;">赛道的话，那多展示<span style="color: black;">制品</span>是<span style="color: black;">能够</span>的，</span></span><span style="color: black;"><span style="color: black;">但<span style="color: black;">倘若</span>想获取大</span>B<span style="color: black;">客户，<span style="color: black;">机构</span>的<span style="color: black;">优良</span>、底蕴<span style="color: black;">必定</span>要充分展示，</span></span><span style="color: black;"><span style="color: black;">乃至</span>在旺铺中单独拿出一个页面来都是不为过的。</span><span style="color: black;">店铺做得破破烂烂，却一心想着兜大客户，</span><span style="color: black;">有点类似穷屌丝想迎娶白富美，不大现实。</span><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/SEI1ehf4xib6apaeEJkfwvy3r4zyyPDJdsJZO0fGOcbEocx3oed4g5nKCMicpptPib1RCoYYTj6QOHZgmtjrZy7Gg/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;"><span style="color: black;">业务端</span></strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/SEI1ehf4xib6apaeEJkfwvy3r4zyyPDJdT4Da3N5q6heSEWdlpqCbTG3G8UnU0EysbkZYXfdIdFDiaAd1jY785Pg/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"></p><span style="color: black;"><span style="color: black;">倘若</span>说运营端是流量思维的话，业务端则是转化思维。</span><span style="color: black;">虽然点津是网络运营<span style="color: black;">机构</span>，但母<span style="color: black;">机构</span>做外贸已<span style="color: black;">数年</span>，</span><span style="color: black;">愿意和<span style="color: black;">大众</span>分享<span style="color: black;">有些</span>外贸端的<span style="color: black;">办法</span>。</span>
<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. 客户分层</span></strong></span></p><span style="color: black;"><span style="color: black;">在</span>2B<span style="color: black;"><span style="color: black;">行业</span>，<span style="color: black;">广泛</span>存在<span style="color: black;">营销</span>的二八原则，</span></span><span style="color: black;"><span style="color: black;">要把潜在的大客户找出来，后续紧密<span style="color: black;">跟踪</span>、</span><span style="color: black;">步步“经”心，设法逐个击破</span><span style="color: black;">。</span></span><span style="color: black;"><span style="color: black;">必要</span>摒弃平均用力、广种薄收的低效操作。</span><span style="color: black;"><span style="color: black;"><span style="color: black;">找到并拿下大客户是</span>2B<span style="color: black;">外贸业绩增长的最大抓手与挑战</span></span><span style="color: black;">。</span></span><span style="color: black;"><span style="color: black;">第1</span>步就<span style="color: black;">必须</span>对客户做分层，找到有<span style="color: black;">潜能</span>的重点买家积极跟进。</span><span style="color: black;"><span style="color: black;">此刻</span>后台有对买家身份的初步身份识别标识，</span><span style="color: black;">在线交易达到<span style="color: black;">必定</span>额度的买家还有金标<span style="color: black;">表示</span>，</span><span style="color: black;"><span style="color: black;">大众</span><span style="color: black;">能够</span><span style="color: black;">经过</span>这个后台做初步的判断，</span><span style="color: black;">觉得有<span style="color: black;">潜能</span>的客户，再运用海关数据、邓白氏等商调工具对买家做进一步的深入调查。</span><span style="color: black;">关于客户背调，网上讨论的<span style="color: black;">办法</span><span style="color: black;">亦</span>比较多，抓住<span style="color: black;">有些</span>主流<span style="color: black;">有效</span>的<span style="color: black;">办法</span><span style="color: black;">就可</span>，</span><span style="color: black;"><span style="color: black;">例如</span>，有时间学点Google常用指令。</span>
<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</span></strong><strong style="color: blue;"><span style="color: black;">.回复时效和跟进<span style="color: black;">办法</span></span></strong></span></p><span style="color: black;"><span style="color: black;">非常多</span>商家回复询盘时的内容都是临时拼凑的，</span><span style="color: black;"><span style="color: black;">这般</span>会耽误回复的时间，错失机会，</span><span style="color: black;">买家可能<span style="color: black;">同期</span>发了多封询盘给<span style="color: black;">区别</span>的卖家，</span><span style="color: black;">商家回复的时效性、能否把话说到对方心坎里打动<span style="color: black;">她们</span>，这是极其重要的。</span><span style="color: black;"><span style="color: black;">剧烈</span><span style="color: black;">意见</span>由经验丰富的老业务牵头，</span><span style="color: black;">统一制备营销工具，<span style="color: black;">包含</span>但不限于：</span><span style="color: black;"><span style="color: black;">专业报价单、企业宣传视频、企业介绍</span>PPT<span style="color: black;">、主打<span style="color: black;">制品</span>视频、</span></span><span style="color: black;">有强公信力的证书、标杆客户视频点评、针对<span style="color: black;">区别</span>场景的邮件回复模板等等，</span><span style="color: black;">尤其是团队中新手较多时，</span><span style="color: black;">专业精美的营销工具，<span style="color: black;">针对</span><span style="color: black;">快速</span>回复、<span style="color: black;">提高</span>买家二次回复率、降低<span style="color: black;">营销</span>难度，</span><span style="color: black;">都是非常有<span style="color: black;">帮忙</span>的。</span><span style="color: black;">反过来，<span style="color: black;">倘若</span><span style="color: black;">无</span>专业的营销工具，</span><span style="color: black;">新手<span style="color: black;">由于</span>经验不足，offer<span style="color: black;">常常</span>石沉大海，<span style="color: black;">白日</span>白答复，夜晚瞎答复，</span><span style="color: black;">时间一长，挫败感油然而生。</span>
<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. 激活休眠客户</span></strong></span></p><span style="color: black;"><span style="color: black;">非常多</span>商家想方设法<span style="color: black;">提高</span>询盘数量，但<span style="color: black;">针对</span>后台沉淀的客户，却不闻不问，</span><span style="color: black;">有点类似狗熊掰棒子，掰一个掉一个，</span><span style="color: black;">有些老店铺，后台<span style="color: black;">累积</span>了几千<span style="color: black;">乃至</span>上万的买家，</span><span style="color: black;"><span style="color: black;">这是一笔宝贵的财富，<span style="color: black;">剧烈</span><span style="color: black;">意见</span>用</span>EDM<span style="color: black;">去激活，</span></span><span style="color: black;"><span style="color: black;">当然</span><span style="color: black;">EDM<span style="color: black;">的<span style="color: black;">办法</span><span style="color: black;">特别有</span>讲究，主题、<span style="color: black;">叫作</span>呼等都<span style="color: black;">必要</span>都是个性化的</span></span><span style="color: black;">，</span></span><span style="color: black;">内容<span style="color: black;">必要</span>是简练而直达人心的。</span><span style="color: black;"><span style="color: black;"><span style="color: black;">咱们</span>为<span style="color: black;">有些</span>客户<span style="color: black;">每一个</span>月做</span>EDM<span style="color: black;"><span style="color: black;">最少</span>一次，</span></span><span style="color: black;"><span style="color: black;">效果好的商家</span><span style="color: black;"><span style="color: black;">，每月都会收到</span>50</span><span style="color: black;">+的高意向回复。</span></span>
<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. 处理小单的能力</span></strong></span></p><span style="color: black;">既然<span style="color: black;">大众</span>吐槽国际站上的小单多，那有<span style="color: black;">无</span>思考过，<span style="color: black;">怎样</span>处理好这些小单呢？</span><span style="color: black;">（1）</span><span style="color: black;"><span style="color: black;">经过</span>平台数据，找到买家询问多的<span style="color: black;">制品</span>，<span style="color: black;">能够</span><span style="color: black;">思虑</span>适当备货，</span><span style="color: black;"><span style="color: black;">准备<span style="color: black;">精细</span>的<span style="color: black;">制品</span>和运费报价，尝试</span>RTS<span style="color: black;">，完成小单。</span></span><span style="color: black;"><span style="color: black;"><span style="color: black;">针对</span>传统定制大</span>B<span style="color: black;">商家，国际站或许还是偏</span>Marketing<span style="color: black;">性质，</span></span><span style="color: black;"><span style="color: black;">但<span style="color: black;">针对</span>小</span>B<span style="color: black;">商家，国际站<span style="color: black;">已经是</span>电商成交平台。</span></span><span style="color: black;">（2）</span><span style="color: black;">同一个地域的小客户，可转介绍给当地<span style="color: black;">咱们</span>合作中的大客户，</span><span style="color: black;"><span style="color: black;">这般</span>既节省了小买家的运费，<span style="color: black;">亦</span><span style="color: black;">帮忙</span>了大客户的<span style="color: black;">营销</span>，<span style="color: black;">增多</span>和<span style="color: black;">她们</span>的粘度。</span><span style="color: black;">（3）</span><span style="color: black;">同一地域的多个小客户，统一发货，尝试空派和海派，促进成交。</span><img src="https://mmbiz.qpic.cn/sz_mmbiz_png/SEI1ehf4xib6apaeEJkfwvy3r4zyyPDJdsJZO0fGOcbEocx3oed4g5nKCMicpptPib1RCoYYTj6QOHZgmtjrZy7Gg/640?wx_fmt=png&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;"><span style="color: black;">关于业务端，之前点津有免费分享课程<strong style="color: blue;">《客户分层与跟进》</strong>，</span><span style="color: black;">由<span style="color: black;">机构</span>创始人亲自讲，反响<span style="color: black;">始终</span>很不错，</span><span style="color: black;"><span style="color: black;">大众</span>可关注公众号，下次若有分享，会在公众号<span style="color: black;">通告</span>。</span><span style="color: black;"><span style="color: black;">期盼</span>本文对<span style="color: black;">大众</span>有启发，愿您的店铺不仅能引流，还能“吸金”。</span><img src="https://mmbiz.qpic.cn/sz_mmbiz_jpg/SEI1ehf4xib7gtyKbXVjFqic5Pbia5BEWsGZibia7IRzeyp0HYibAB9Iibd04Oam0icGz5LaHzslEzej0Yf5NZoveZ1WKA/640?wx_fmt=jpeg&tp=webp&wxfrom=5&wx_lazy=1&wx_co=1" style="width: 50%; margin-bottom: 20px;">
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