优秀外贸业务员的核心竞争力是什么？
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">一般</span>，外贸业务员有三大关心的问题：引客上门、留住客户、创造回头。这是一种思维惯性，<span style="color: black;">原由</span>来自于外贸业务员思考问题的<span style="color: black;">方向</span><span style="color: black;">通常</span>都从“<span style="color: black;">怎样</span>找客户”<span style="color: black;">起始</span>。事实上，“<span style="color: black;">怎样</span>找客户”是从<span style="color: black;">营销</span>者的<span style="color: black;">方向</span>看问题，“<span style="color: black;">怎样</span>吸引客户上门”才是从客户的<span style="color: black;">方向</span>看。<span style="color: black;">倘若</span>你的询盘回复率不到一成，<span style="color: black;">倘若</span>你的成交率不到1%，那我觉得你再怎么去找客户都可能很辛苦。<span style="color: black;">非常多</span>外贸业务员<span style="color: black;">一般</span>都习惯于“大海捞针法”做业务，然而，这种做法会让你做<span style="color: black;">非常多</span>无用功。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我的做法是<span style="color: black;">爱好</span><span style="color: black;">根据</span>“修身齐家治国平天下”的<span style="color: black;">次序</span>：找客户之前<span style="color: black;">必定</span>先想好自己<span style="color: black;">持有</span><span style="color: black;">那些</span>能“让客户找上我”的<span style="color: black;">要求</span>，<span style="color: black;">况且</span>还<span style="color: black;">想要</span>好“让<span style="color: black;">怎么样</span>的客户找上我”的问题，如此会更有针对性。低价策略是Stand Out的一种方式，<span style="color: black;">不外</span>这一条路是死胡同。<span style="color: black;">实质</span>上，除了价格差异化，服务<span style="color: black;">亦</span><span style="color: black;">能够</span>做到差异化。我认为，除了价格之外的其他东西，都<span style="color: black;">能够</span><span style="color: black;">叫作</span>之为服务，例如<span style="color: black;">制品</span>质量等。<span style="color: black;">另外</span>，我还会再想多一层，那<span style="color: black;">便是</span>客户的客户<span style="color: black;">亦</span>是要关心的。我会针对客户的客户做准备，如此会减少<span style="color: black;">有些</span>被动性，我的直接客户<span style="color: black;">亦</span>会更<span style="color: black;">爱好</span>我，<span style="color: black;">由于</span>我为他多想了<span style="color: black;">有些</span>。这<span style="color: black;">便是</span>我们要思考的：除了低价格以外，你还能给客户<span style="color: black;">供给</span>什么价值？接下来我想<span style="color: black;">经过</span><span style="color: black;">实质</span>案例来谈谈吸引客户上门的差异化服务。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="//q9.itc.cn/q_70/images01/20240315/477374d9569b444f9c04ddcb1500f4a8.jpeg" 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>充分准备写好<span style="color: black;">第1</span>封回信</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户发来的询盘如下：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Hi,</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">I need a quote for 160000 Magic 8 balls. I’d like a quote for both a custom and standard version.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Thanks,</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Brian </p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">既然订单可能性很大，就得好好回信，明白的告诉客户，我准备得很好。<span style="color: black;">因此</span>，我<span style="color: black;">第1</span>封回信的内容不会太多，但质感及深度要足够，<span style="color: black;">这般</span><span style="color: black;">才可</span>在众多的竞争者中有所区别。而回信之前，我会先搞清楚这位客户的<span style="color: black;">仔细</span>信息，从而确定该买家询盘的真实性，并为回信做准备。<span style="color: black;">最后</span>我的回信是：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><img src="//q7.itc.cn/q_70/images01/20240802/eba4051fc4ee42a1a8bc255774804613.png" style="width: 50%; margin-bottom: 20px;"></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Hi, Brian,</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Thanks for your big quantity inquiry. We know you are big company in the US. Although this is our first touch, we really want to provide you as good services as we can. So far we have more than 3 factories supported on this ball. With the original manufactory of this magic 8 ball in Guangdong China,we can balance the price and quality.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">At this time I sent you FOB China prices for your eyes first. If necessary I’ll prepare more information to you again.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我对买家的差异化服务：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Included 1 color Logo outside imprint</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Standard Says</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">We got totally 1 set of standard sayings for customer’s selection.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Remark: Customers can create your own sayings with the new mold, USD 2,000.00 will be charged for this. The molding schedule is 20 days.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Set-up and films charge: USD 150.00/job</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Payment:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Set-up charge: 100% deposit</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Custom saying molding charge: 100% deposit</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Mass production amount:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">By sea:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">T/T 30% as the deposit when the order confirmed, the balance should be paid against the copy of the B/L.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">By Air:</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Not advice due to liquid in ball.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Please kindly note that payment terms above are for one shipment only. If any partial shipment is needed, please advise us the shipment details for further information.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">More detail information is here at “Magic 8 balls” （说明：<span style="color: black;">机构</span>网站上<span style="color: black;">详细</span><span style="color: black;">制品</span>的链接）.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Hope the information above would help you. If you need local contact or any other questions please feel free to contact us.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Thanks again.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">David</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我认为表现自己的一封邮件及一个网站，非常重要，<span style="color: black;">倘若</span>连这两件事都<span style="color: black;">无</span>做好，那实在是算不上做好准备了。你下的功夫客户是很容易看出来的，这<span style="color: black;">亦</span><span style="color: black;">表现</span>出一种良好的服务<span style="color: black;">认识</span>。<span style="color: black;">倘若</span>你做到了这一点，你对客户的<span style="color: black;">第1</span>次服务就可能产生差异化，让客户“眼睛一亮”。</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;">2、</span>从“客户的客户”<span style="color: black;">方向</span>想事情</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">客户的回复如下：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Thanks David,</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Just to confirm, the prices below include bulk shipping from China delivered to Portland Oregon? If not I need to know what the shipping cost would be.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Thanks,</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Brian</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我的第二封邮件如下：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Hi, Brian,</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">It’s so great to hear you again before the eve of Chinese New Year.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">For your convenience I add shipping fee into tables. This shipping fee are quoted by this month and they may have some different every month.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我对买家的差异化服务：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Included 1 color Logo outside imprint and preset</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Since this big quantity order, Custom Molding should be free for you.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">I know you have more than 2,000 stores across the US. If you need any separate shipping in the future, please let me know. We can process that for you also.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">The more definite this order is the lower the prices would be. At that time I will introduce factory side in to negotiate more detail and make prices down. Any question please tell me.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Yours truly,</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">David</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">打铁要趁热，我找了一位在美国当地的<span style="color: black;">伴侣</span>，向他说明<span style="color: black;">咱们</span><span style="color: black;">机构</span>的服务。<span style="color: black;">亦</span><span style="color: black;">便是</span>说，只发邮件用文字说明还<span style="color: black;">不足</span>，我还打<span style="color: black;">tel</span>给他，并让客户<span style="color: black;">晓得</span>，<span style="color: black;">将来</span>一旦<span style="color: black;">显现</span><span style="color: black;">情况</span>，当地还有人<span style="color: black;">能够</span><span style="color: black;">帮忙</span>他。<span style="color: black;">另一</span>，我还很<span style="color: black;">仔细</span>地回复了客户<span style="color: black;">相关</span>样品准备的事情。不管订单大不大，客户跟我要样品时，我都会跟他提样品运费需客户自付，如此可判断客户对该订单的态度。客户的再次回复如下：</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Hi David,</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Please use the FedEx # below. If you could please reference 8-Ball in the reference field, that would be great. Thanks again for your quick response.</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Brian</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">面对大单时，一个人的力量是<span style="color: black;">不足</span>的，在这种<span style="color: black;">状况</span>下最好能找人帮忙，每一步都走好，<span style="color: black;">得到</span>订单的机率才会更高。</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;">3、</span>差异化服务的几个要素</strong></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">1.准备好</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">这<span style="color: black;">无</span>你想像的<span style="color: black;">那样</span>难，你<span style="color: black;">供给</span>给客户的信息<span style="color: black;">必定</span>要实用，不要华而不实。客户看到我<span style="color: black;">供给</span>给他的信息之后，绝对会认为我很专业。我的精心准备，会让客户减少花费时间和金钱。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">2.诚信且专业</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">我<span style="color: black;">必定</span>会<span style="color: black;">知道</span>的标出价格与服务，<span style="color: black;">况且</span>标错或报错价格<span style="color: black;">亦</span>要去认。<span style="color: black;">倘若</span><span style="color: black;">将来</span>出<span style="color: black;">情况</span>了，<span style="color: black;">咱们</span><span style="color: black;">亦</span>会负责到底。当然我会先<span style="color: black;">掌控</span>能力范围内能承担的责任。<span style="color: black;">倘若</span>责任太大，我<span style="color: black;">亦</span>不敢去接。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">3.礼貌</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;"><span style="color: black;">非常多</span>的新手英文<span style="color: black;">不足</span>好，有些表达<span style="color: black;">显出</span>很没礼貎。<span style="color: black;">例如</span>: I can help you，还有take care your body之类的。<span style="color: black;">另一</span>，还经常沒事就去打扰客户，想要加客户的skype等。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">4.<span style="color: black;">即时</span>且<span style="color: black;">有效</span></p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">Quick Response or Responsive是很重要的服务性，而且是<span style="color: black;">咱们</span>能做得到，又不必花钱。<span style="color: black;">即时</span>回复是一种能力，<span style="color: black;">更加是</span>一种态度。</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">5.服务到客户的客户</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">从“客户的客户”<span style="color: black;">方向</span>出发来想事情。我<span style="color: black;">供给</span>给客户的<span style="color: black;">照片</span>不会去弄水印，方便客户<span style="color: black;">运用</span>我的<span style="color: black;">制品</span><span style="color: black;">照片</span>。<span style="color: black;">另一</span>，我网站上标的价格是做给“客户的客户”看到的，绝对不是我卖给客户的价格。你不标价<span style="color: black;">亦</span><span style="color: black;">能够</span>，只是<span style="color: black;">大众</span>都不标价时，你又<span style="color: black;">怎样</span>的在客户还<span style="color: black;">无</span>跟你讲话前就Stand Out呢？</p>
<p style="font-size: 16px; color: black; line-height: 40px; text-align: left; margin-bottom: 15px;">（本文摘自官网络，版权归原作者所有，侵权联系删除）<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 style="color: black;">更加多</span></span></a></p>
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