外贸营销之：怎么样自我介绍？（深度解析）-外链论坛

esc0rp 发表于 2024-8-24 01:08:50

外贸营销之：怎么样自我介绍？（深度解析）

写在前面：自我介绍背面的本质到底是啥？
德鲁克：“无什么比正确回答了一个错误问题更加危险！” 没搞清楚就直接来一段话术！ 而后就直接COPY，而后发掘好似总感觉哪里不对，总感觉哪里不得劲！中道外贸笔记讲究深度，不会直接给你上话术，那个太肤浅了！乃至害人，害得你不会思考！
因此咱们必定要搞清楚这个问题背面的本质是什么?! 这般咱们在写答案的时候就不会差到哪里去了。并且晓得怎样去优化，竟每一家机构是不同样的。
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/d44f9935c68042028b9cd76800b23579~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724957532&x-signature=rk3W37R8QaMHTw1WbbeoHlqVHx8%3D" style="width: 50%; margin-bottom: 20px;">
 问题的本质是什么？
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客户“要"的什么？：
1、处理问题的需要！（客户买的不是制品，而是制品背面的需要！需要：趋利避害）
2、怎样处理问题的需要！（教客户去对比、分析和采购）
3、真正的能手是处理客户的心病，而不是详细的病。
客户关注什么：
描述自己的优良，卖点更加多站在客户的方向，而不是自己的方向。给客户带来那些价值？不要自说自话。
1. 舒服：营销的沟通是不是让人舒适？你让别人舒服的程度决定了你的高度。（客户关注营销的专业与否、利他与否？）
2. 趋利：投入产出怎么样？为何，凭什么？
3. 避害：有无什么危害？(行业危害：避坑须知、行业潜规则)
4. 管理：稳不稳定？长不很久？（怎样团队管理团队、管理途径、管理客户等）
5. 经营：处理方法、服务方法、省钱技巧（经营技巧、采购妙招、营利技巧、促销宣传支持、小（大）客户培育计划）
6. 专业：专业知识、怎样对比、怎样采购、专业培训
7. 保证：无危害承诺、退款承诺、再次就品质保证承诺等
8. 优惠：如采购节促销四要素：限时、限量、优惠、赠礼（再次就各样首单优惠、买赠定制型服务等，要做顶层设计！不要第1个订单就想挣别人一大笔。互联网生意的本质是流量。先做引流触达，再创立信任，最后才是促进成交！经营的本质是：自他兼利、利他为先！）
自我介绍有非常多方式, 今天这里重点分享三种重点方式：
1、 照片介绍
2、视频介绍
3、文字介绍（名片介绍通常是附在邮件文字后面，亦比较常规，有机会再仔细讨论。）
1、 照片介绍
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/7174d6ba2ed84915b14fe7fc61532e71~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724957532&x-signature=utgDnTWhKw0RjzCfFQ%2BPNPnQayc%3D" style="width: 50%; margin-bottom: 20px;">
 社媒主面介绍页
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1、凸显营销做人做生意的理念！理念便是一句话！（理念便是价值观，营销的高层次不是制品，而是卖理念、价值观，或叫卖思想！或是企业的USP：独特价值主张（一句话）。个人和企业价值观亦是能够结合的，个人为主。）价值观是一个人最快速被人认识的最直截了当的方式。（有些人你认识非常多年，你亦搞不清楚这个伴侣到底是个什么样的人，因此自我介绍必定要介绍咱们自己的价值观或理念。能够让别人快速地认识你。别人只关注你是一个什么样的人，你的价值观。对我是不是有帮助、是不是利他？我是不是能和你接近，是不是和我同频率？
2、提重点：制品机构要凸显核心优良，抓对口客户！（能够把核心优良重点的三个点，简介写出来。）
3、必定要专业：你便是行业的专家，你便是行业的顾问！
不要蓬头垢面，不要整有些乱七八糟的照片，让美工好好优化一下，无美工，淘宝上有一许多，无照片去拍摄职业照片。职业商务或是商务休闲风，都是能够的，显现专业和亲和力！
2、视频介绍
<div style="color: black; text-align: left; margin-bottom: 10px;"><img src="https://p3-sign.toutiaoimg.com/tos-cn-i-qvj2lq49k0/aece97f1cee74253b43ab4b3c18beb9a~noop.image?_iz=58558&from=article.pc_detail&lk3s=953192f4&x-expires=1724957532&x-signature=KHt0LUup78bsNgxsEE4%2B7MfCcSc%3D" style="width: 50%; margin-bottom: 20px;">
 短视频介绍
</div>
短视频思维：有效、高质，尽可能地全面展现。（短视频和好的短视频是有很大差距的！）
眼耳鼻舌身意：视听触味嗅 ——　利用好人体信息接收的全方位方式，更好地介绍自己讲解机构和制品。
不是仅仅是介绍，而要经过介绍，把咱们的机构的价值展现出来，理念同频。而后能够用案例简单地说明。用数字来表现。（要站在客户的方向来写，客户想听的才是有用的。）重视要偏白话化去表述哦~
这个视频目的： 这是很好“知已”的一种方式，让客户更好的认识咱们，快速的破冰和解除客户的抗拒。因此客户想听什么很重要， 咱们要经过这个视频让客户认识咱们机构的价值，咱们能够处理他的什么问题和担忧。亦亦能够和客户高维同频咱们的理念，从而创立基本的信任和尊重。这般就能够降维打击其他竞争对手。便是让客户更认可咱们，PK掉其他的竞争对手。亦为后面咱们更好地挖需要和沟通做一个很好铺垫。由于此刻的客户此刻的人都比较暴躁，因此我要先晓得你能够给我先带来什么价值，处理我什么问题。他才有兴趣听下去。因此要把价值提炼好前置，给合在咱们的介绍里面。后续能够协同咱们的成功案例册、介绍机构完整服务流程等（结合进行全方位的优良卖点展示和价值塑造）进行专业的制品和服务讲解。
3、文字介绍
文字介绍必定要做非常多个区别的版本（长短不1、面对区别的客户）。在区别的时间运用。
1、简单介绍版:
Hello, my dear friend,
Thank you so much for your inquiry. Here is a brief introduction below: Its XXX, sales manager (or sales director来拔高分量很重要，营销做为机构的完全表率，不要低人一等。由于营销便是能量高的人影响能量低的人。营销在第1前线，机构其他都是为营销服务的后勤。咱们便是做为机构的合伙人，咱们便是生意人。客户亦是做生意的，大众平起平坐。这个亦是塑造营销人设的重要一步，不要让客户认为你是一个很low的推销员，客户各样不注重、不尊重、不回复，这大概率给咱们自己找不痛快！因此针对客户不回复的问题，一切从预防起始才是上策，不要等客户不睬你了，再来找解救话术。)， with 8 years experience(把工作的经验和年限拉长，要结合机构专业设计师、工程师、老业务、元老、机构老板等资深人士的经验。当然，倘若咱们只是单纯把数字提高而不在服务的时候多学习教别人的经验。做好专业知识的培训，否则意见不要写, 这般有虚写的嫌疑。),XXX business from XXX Company which specialized in making XXX for almost 20 years.
For an accurate quote and solution, would you please kindly comment on the below questions:
1. What size do you need?
2. How many pieces do you need?
3. And what about packing?
I do cherish every of my customers very much, whether or not a deal, I hope you get still enough help from our company. Cause my business philosophy is:Sincere and wholehearted service can always win more customers!（表达咱们做为一个营销顾问：做人办事做生意的真诚的理念或价值观，目的是和客户高维同频！）
For timely and efficient communication, may I know your Whatsapp number if you got one? So I can share some cases with photos and videos with you there. Better with your email and phone number, so we can keep contact in time. ; ) (换成图文的表情包，如：)
If I can be of any further help, just call me by Phone or Whatsapp (0086-158XXXXXXX) anytime.
Thank you and all the best for you!
2、详情介绍版:
Hello, my dear friend,
Thank you so much for your inquiry. Here is a brief introduction below: Its XXX, sales manager (or sales director来拔高分量很重要)from XXX Company which specialized in making XXX for almost 20 years. Thanks for your patience for watching our introduction below:
XXX was established in 2001, now we have more than 1,800 customers in 68 countries and regions worldwide.
More than 18,000 samples are in our showroom, which occupies 2,600 square meters indoor and we produce 1,200 new products . (视频能够加入或切换这些说到的画面) like XXX、XXX、XXX、XXX and so on , which are mainly exported to North America, Europe and they are greatly appreciated in a variety of different markets throughout the world. You are very welcome to visit our factory anytime. ( or a video calling visit.)
(倘若加入咱们合作的知名品牌、或典型的客户更好。这般能够较好的创立基本的信任，一看便是有水平的机构 VS还是一看便是很LOW的机构）
You may be interested in Why Our Regular Customers Choose Us?(好奇吸引)
1. Our price is relatively competitive. Thats because we enjoy from a highly trained production team and the most advanced production line in the world. Our customers can easily sell our products in a good inventory turnover, which can help their sales increase by around 30%.
2. We have superior quality. Because we have a well trained production team and inspection team, and we have excellent quality guarantee and management policy. Therefore, we can guarantee the quality for you. Our defect rate is less than 0.05%, and our product complaint rate is less than 0.10%, which brought more repurchase in a relatively higher profit.
3. Our Guaranteed Audits: Our company passed strict and authoritative BSCI、OEKO-TEX 100 (文字放大) and we are verified on Alibaba by world-leading inspection company: TUV Rheinland. These are the most important guarantees for our employees, customers and society in business, especially for big giants like Walmart, Target, BM, Amazon, Ebay, etc. Our team can help to design and build your own custom brand at the same time for selling a higher pricing.
4. Our Certifications: We have the TUV test report for Azo free and composition, and STC test report for fabrics and silver eyelets (Anti-rust testing passed), which can protect the health of consumers and long-term use.
5. Our Equipment: The advanced “Switzerland Saurer” embroidery machines, “Italy Smit” jacquard machines & “Germany Karl Mayer” warp knitting machines to ensure consistency of quality.
6. For the Delivery Time: We are an industry & trade company, so we can provide faster & more flexible one-stop delivery services to save your money as well as your turnaround time of orders.
In order to quote you the exact price including shipping, I need your help with us. Would please kindly comment on the following questions:
1. What size do you need?
2. How many pcs are you going to purchase?
3. Packing? Simple packing way for less quantity, or customized packing for quantity above 500pcs. (视频中插进包装照片）
(以上要问最重要的报价关联的问题)
As long as you confirm the details above, I will send you the quotation immediately.
We also welcome your OEM and ODM orders.
We do cherish every of our customers very much, whether or not a deal, we hope you can always get enough help from our company. Because our business philosophy is:Sincere and wholehearted service can always win more customers!
If I can be of any further help, just call me by Phone or Whatsapp (0086-158XXXXXXX) anytime. )
Looking forward to your kind reply and all the best for you!
Sincerely yours,
XXX
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 做个狠人
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外贸营销之：怎么样自我介绍？（深度解析）