做外贸生意，怎么能把老客户盘活？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">在外贸业务中，能够产生20%的利润的客户<span style="color: black;">重点</span><span style="color: black;">源自</span>于潜在客户和小客户，而关键客户和<span style="color: black;">重点</span>客户则<span style="color: black;">能够</span>带来80%的利润。<span style="color: black;">然则</span>问题来了，业务员<span style="color: black;">怎样</span><span style="color: black;">守护</span>老客户<span style="color: black;">才可</span><span style="color: black;">加强</span>二次成交率？跟进老客户怎么才算跟到位了?</p>
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<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="//q4.itc.cn/images01/20240711/cd81474bdc6343248a919b9003f68d94.png" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这篇<span style="color: black;">文案</span>会告诉你，<span style="color: black;">怎样</span>盘活老客户，将手中的客户资源最大化<span style="color: black;">研发</span>！网易外贸通-用科技赋能外贸企业这篇<span style="color: black;">文案</span>会告诉你，<span style="color: black;">怎样</span>盘活老客户，将手中的客户资源最大化<span style="color: black;">研发</span>！</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">针对<span style="color: black;">区别</span>类型的客户分配<span style="color: black;">区别</span>的资源</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">D1类客户：下单量很大、返单率高，平时联系比较紧密。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">守护</span>动作：<span style="color: black;">必须</span>挖掘潜在购买力，多<span style="color: black;">举荐</span>新品。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">D2类客户：订单量很大，<span style="color: black;">然则</span>会在多个供应商之间比较价格。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">守护</span>动作：多<span style="color: black;">认识</span>客户的需求，让客户感受到<span style="color: black;">制品</span>价值，要重点关注，别让这类客户跑了。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">D3类客户：订单量<span style="color: black;">通常</span>，实力薄弱，不下单多因购买力问题。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">守护</span>动作：在原料价格便宜的时候多<span style="color: black;">通告</span>客户。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><strong style="color: blue;">D4类客户：订单量<span style="color: black;">通常</span>，实力薄弱，价格<span style="color: black;">原由</span><span style="color: black;">或</span>购买力<span style="color: black;">原由</span>就会<span style="color: black;">引起</span>不下单。</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">守护</span>动作：<span style="color: black;">即时</span>分享<span style="color: black;">机构</span>促销活动。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">懂得人情世故</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">营销</span>的本质<span style="color: black;">便是</span>：人情世故，要懂得<span style="color: black;">恰当</span>分配谈公事和聊私事的时间。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">跟客户<span style="color: black;">不可</span>只谈公事，适当生活化，身心紧绷的状态对谈判并<span style="color: black;">无</span>什么好处。相反，以聊私事为主，偶尔穿插谈工作上的事情，就像<span style="color: black;">咱们</span>中国人习惯在饭桌上谈事<span style="color: black;">同样</span>，较为<span style="color: black;">容易</span>的氛围有利于工作谈判。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">主动联系，时刻<span style="color: black;">通知</span><span style="color: black;">制品</span><span style="color: black;">状况</span></h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">针对</span>正在合作的客户：签过订单后，每隔一段时间就要与该客户联系一次<span style="color: black;">通知</span><span style="color: black;">制品</span>生产<span style="color: black;">状况</span>，交货<span style="color: black;">状况</span>、出运信息等。在<span style="color: black;">制品</span>收货之后一段时间，再询问该客户之前订单<span style="color: black;">制品</span><span style="color: black;">怎样</span>，<span style="color: black;">是不是</span>有改进的<span style="color: black;">地区</span>。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">针对</span>老客户：<span style="color: black;">能够</span>向<span style="color: black;">她们</span>发送<span style="color: black;">近期</span>的<span style="color: black;">制品</span>信息，问问对方的意见和<span style="color: black;">意见</span>，并且表达出他是<span style="color: black;">机构</span>很重要的客户，他的<span style="color: black;">意见</span>很重要，<span style="color: black;">这般</span>客户<span style="color: black;">亦</span>懂业务员的意图，<span style="color: black;">因此</span><span style="color: black;">必定</span>要主动出击，保持积极联系。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">主动向客户<span style="color: black;">举荐</span>其他<span style="color: black;">制品</span></h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户的后期的<span style="color: black;">保持</span><span style="color: black;">守护</span>很重要<span style="color: black;">例如</span>，客户找你做了鞋盒，你<span style="color: black;">晓得</span>他后面<span style="color: black;">必须</span>礼品包装袋，<span style="color: black;">那样</span>鞋盒的合作之后，就<span style="color: black;">能够</span>将礼品包装袋<span style="color: black;">举荐</span>给该客户，<span style="color: black;">这般</span>如后期该客户有需求，会<span style="color: black;">第1</span>时间想到你。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">其次<span style="color: black;">便是</span>要<span style="color: black;">重视</span><span style="color: black;">制品</span>的季节性质！假如你的<span style="color: black;">机构</span>是做圣诞节装饰品的，该<span style="color: black;">制品</span>的采购需求基本在10-12月时间段。此时<span style="color: black;">能够</span>询问之前合作的客户后续<span style="color: black;">是不是</span>有订单需求、需不<span style="color: black;">必须</span>打样等，<span style="color: black;">倘若</span><span style="color: black;">机构</span>有新<span style="color: black;">制品</span>的话，<span style="color: black;">亦</span><span style="color: black;">必须</span><span style="color: black;">供给</span>给客户，供客户参考。</p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;">抓住客户需求的痛点、痒点、兴奋点</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="//q4.itc.cn/q_70/images01/20240711/8c43f5ec660141f69439c218f7127704.png" style="width: 50%; margin-bottom: 20px;"></p>
<h1 style="color: black; text-align: left; margin-bottom: 10px;"><span style="color: black;">保准</span>品质的前提下<span style="color: black;">定时</span>人文关怀</h1>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">节假日，<span style="color: black;">尤其</span>是外国客户<span style="color: black;">注重</span>的节日，给外国客户发送贺卡，最好顺带祝福其家庭。还送外国客户<span style="color: black;">有些</span>中国<span style="color: black;">特殊</span>的小礼物，这些礼物不<span style="color: black;">必须</span>贵重，<span style="color: black;">然则</span>要有心意，<span style="color: black;">这般</span>客户会觉得备受尊重。最后，<span style="color: black;">守护</span>老客户的时候，<span style="color: black;">尽可能</span>满足老客户的需求，<span style="color: black;">尤其</span>是价格上的变化。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">总之，<span style="color: black;">想要</span>盘活老客户资源，要从多方面下手，主动出击，积极向客户<span style="color: black;">报告</span><span style="color: black;">制品</span>的更新<span style="color: black;">状况</span>，请他提意见， <span style="color: black;">加强</span>和客户之间的沟通交流，让<span style="color: black;">她们</span><span style="color: black;">认识</span>你的<span style="color: black;">状况</span>，再次找你下单就不远了。<a style="color: black;"><span style="color: black;">返回<span style="color: black;">外链论坛：www.fok120.com</span>，查看</span></a><span style="color: black;">更加多</span></p>
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