How to effectively follow up with customers?

How to efficiently follow up with customers is a question that all foreign trade people are thinking about. Today, we will do an analysis and discussion based on three common situations. The customer said that there is no demand for the time being 01 Ask if the customer is still selling this product, because some customers who say they don't need it are really no longer needed. It is unnecessary to spend limited time on non-target customers . At this time, you should not continue to entangle with the customer. You should express your gratitude to the customer for reading your email. Then don't bother, and feel free to contact if necessary. Doing this does not mean that you have to give up such customers. For non-target customers, you can make regular return visits, in case he needs your products one day. 02 If it is a target customer, and you have fully expressed your products and services, and the customer is still not interested, then don’t worry about this product anymore. At this time, you can take the initiative to ask the customer if they have any other needs and whether they have any other needs. What can help him, talk to the customer about his sales, the market demand in their country, etc., provided that the customer is willing to talk to you about it. If the business is not successful, it would be good if we can be friends, and there may be opportunities in the future. 03 If there is a new product or a price promotion, remember to send an email to the customer. The main purpose of this is to let him remember you, and there are many opportunities for the spare tire to turn positive. Customers say prices are high From my personal point of view, unless the product is very rare or scarce, as long as it is a quotation, the person who comes over will say that the price is too expensive. When encountering customers in India or Vietnam, they will tell you without hesitation that your price is the most expensive. Recently, a strange phenomenon has been discovered. In the past, the price of customers was high, and we would explain why it was high and where it was high. The predecessors of many domestic forums also said how to do it. But recently, if you explain it, I believe you will either get no reply, or you will reply: You have your point, but price very higher. After you contact again, I believe it will be difficult to achieve a substantial breakthrough. Now that we have such an experience, what should we do, so that the tracked customers will be lost and our hard work will be in vain. The answer is: NO! The quotation is also provided by us hard, how can this quotation be sacrificed in vain. 01 必要的解释是要有的，但是要适可而止，否则客户会觉得我们的利润空间很大，同时也不排除有些客户听完解释也是可以接受价格的。 02 解释需要尽量的缩短，否则的话会让客户失去耐心，接下来就是给出稍微的下调，要在同一封邮件里显示，告诉对方，有下降的空间，注意幅度，否则会很难收场。 03 有了我们的让步，客户也看出我们的价格可以有下降空间，不难想象接下来的回复肯定是：你的价格仍然是最高的，希望下次有机会合作。 04 看到这里，我相信很多人只能眼睁睁的放弃本次交易了。能怎么办，他肯定找到便宜的价位了，难道自己再主动降价，这个是个绝对的禁忌，不能自损商品的价值，这样客户就看出来水分太大，怀疑诚信度。其实不然，既然你的客户一直跟你在谈，说明还没有定下来。那既然客户已经有排斥了，我们能怎么办？ 05 现在用到很多人在用的产品对比的方式，基本上三个建议就好了，价格相差幅度也不要太大。给客户看的时候，千万不能只是的给出三个建议或者三份价格。一定要展示产品亮点，技术参数，产品使用环境的要求，使用的寿命等等，相关产品的一些细小的特征要写上，让客户看到价格差异具体在哪里。我们总是要往前想一步，不然怎么才能让我们的客户信服。 06 依据现在的行情来分析：不要把MOQ，包装，交期作为唯一的方式来谈了，已经过时了。我们不能总停留在这个层面上，要不断的去创造新的增值点。多想，多运用，多尝试，这样自己的路才会走的宽。  报价后没有回复 发完报价，没有回复，是最正常的外销现象，尤其是在当今行情下尤为普遍。如何去跟踪，怎样去吸引客户是关键点。 网上评论方法各有千秋，归根究底可以归纳：1.问其理由；2.持续跟踪；3.电话询问，等等一些方式。 这里重点讲一下这两类：1.工厂采购；2.贸易商、分销商询价。 01 针对工厂采购： 没有回复理由可归为：价格偏贵、其公司项目搁置、现有材料足够其生产、不愿冒风险跟新供应商采购，那么就直接询问价格跟老供应商比较（纯属对比），同时询问还有哪些想改进的地方，从而抓出我们与老供应商的区别。 02 针对贸易商、分销商： 1. 不回复很正常，因为他们的客户并未回复，所以无法给我们回复。 2.单纯的海量询价，套取价格；对待询价不能挑肥拣瘦，尤其是现在这种环境，要认真对待，只要询问产品较为具体，有数量等相关参数可列为重点跟踪。报价不要单纯的给出价格，要提供3种至4种方案，价格要有明显落差，另外要详细注明差异处，及差异处对使用有何种影响。很多业务只是依葫芦画瓢给出几种方案，但并未给出差异带来的后果及深远影响，这就是为什么很多客户看完之后不愿意回复，因为没有内涵的报价实在难以让人去跟您深聊。 另外，如果客户要的很具体，指明要某种产品，上面这种方法就不可取了，如果仍要推荐，就等于否认客户的专业度。此类情况下，我们可以从工艺流程及品牌入手。利用一切可以谈价格的因素，要让客户无法拒绝跟您进一步接触。 针对贸易商、分销商可换位思考，因为他们也在像我们一样每天的寻找客户，重复的询价报价，如何第一时间得到第一手价格，对于他们来讲是至关重要的。 ★我的建议：采用区间报价，不用持续的报价。  做外销必须有信心，每次次的报价石沉大海对自己是一种打击，所以要对跟踪要下时间去研究。不能只是定期发价格或者新产品，这些已经过时了。我们要了解市场行业情况，在对方最需要的时候去给出一份价格，这才是方式，每天要做的事其实很多，不能思维定势在现有的情况下，空等询盘。 客户不是上帝，把客户当做上帝的最后不是把自己累死就是把客户逼走。只有把客户当做朋友，并在在客户的角度去想事情，生意才会有戏。