4 客户无进口经验如何顺利成交.docx

客户无进口经验，如何顺利成交客户背景介绍：从谷歌搜索开发，通过 了解到从未有过进口经验案例全过程：从未进口过商品•成交可学习邮件：共8封过程复盘：请配合音频学习，重点思维会在音频中强调第一封依然是上期说的高回复率的询盘式开发信r - -1 :吧Hello,Are you the manufacturer of ***?Regards,Sarahr - - nr - - -i第二封产品信息，隔了一天，没有回复，直接 杀过去，执行力第一！ 里客人让我发邮件r - - n［吧Hi, TomGood day!This is Sarah from ABC company who just talked to you on the phone, our company isspecialized in silicone production for over * * years.Below is our best seller 我们产品型号 for 客户产品 compare with those famous brand smooth-on and Dow Corning, however our price is much better with similar quality.参数信息省略Our unique advantages—[)***★★***) ********2 ) ********) ********Dear Tom, pls do not hesitate to let me know your further idea, then price&free samplewill be sent for evaluation.Hope to hear from you soon.Kind RegardsSarah-6bjk)b>l- «JL ・ ■」第二天客户回邮客户Hi what price pleaseTom第三封立即回邮报价Hi, TomThanks for your interest in our products.Pls check below price—价格表省略Actual rate: * * (1USD=* RMB)Shipping Terms: By Sea.Payment Terms: T/T 100% in advance.Delivery Time: Within 5 days after obtaining your bank receipt against the payment.Price Validity: Within 20 DaysDear Tom, if you want to know the sea shipping cost, pls let me know which is your nearest sea port, any further idea welcome to contact me.Hope to hear from you soon.Kind RegardsSarah「-一▼--I及氏Q网第二天客户回复客户Hi our sea port is **第四封立即回复CNF报价r - - nLQBJjHi, TomThanks for your information.Pls check CNF price as below—价格表省略Actual rate: * * (1 USD= * * RMB)Shipping Terms: By Sea.Payment Terms: T/T 100% in advance.Delivery Time: Within 5 days after obtaining your bank receipt against the payment.Price Validity: Within 20 DaysLooking forward your early reply. Should you have any question pls feel free to contact me.Kind RegardsSarahrdBjToBJ-L . - JL . _ J信息：五天过去了，没有收到回复，只收到了回执，觉得自己不能再坐以待毙，于是打 ，然 后知道了客人从来没有进口过，想知道门到门的价格，并且想测试样品。

第五封可学习邮件，继续跟踪，提供样品iQBJjHi, TomNice talking to you on the phone.I will consult our shipping agent about DDU price (door to door service ), pls wait for few days on this matter.Pls check if below delivery address is correct客户具体地址省略Sample is no problem, pls confirm below basic information for samples—样品信息省略We always support samples free of charge, customer should take the freight cost by themselves. The total shipping cost for *kg is *$ after checked with DHL. I believe this small investment will bring you lots of benefit in the future. You can transfer it to our paypalAccount:*****Samples will be sent out immediately after receive your money.Have a nice day!Best RegardsSarahrdBjToBJ-L . - JL . _ J客户对地址回邮 客户Hi That is correctTom第六封可学习邮件，提供更合适方案。

DDU的费用肯定会很贵，价格没出来之前，我当天想到 了另外一个方案给他）Hi, TomMaybe you can take my new suggestion into consideration.It's much cheaper and also convenient if you can contact a local shipping agent to help you do custom clearance and send you goods. We have worked with one agent as below,截图的当地代理信息How's your idea?Kind Regards,Sarah•OBJ'OBJ' lJL 」第七封更新信息，客户几天都没有回复，这时候DDU价格出来了，我写了邮件给他r - - n■OBJ' J ■ ■」Hi, TomGreetings!We just got DDU cost from our shipping agent, pls find below details****具体价格细节省略May I know how's your idea?Kind Regards,Sarahr - - nr - - n 伊氏助几天没有回复，应该是觉得贵了，于是为了清楚他的想法，我又打了一个 过去，这个客户更喜欢 沟通，聊了半小时，说了很多，主要是担忧：1 .对流程不清楚，ddu的价格确实太贵了，我建议他找个当地货代就可以解决，他只要两边付 钱就可以；.没有进口过，对产品质量不放心，我说可以测样品，其中我有做一个客户见证提到一个相互 没有利益冲突的贸易商，他知道那家公司，这时候听得出他有些surprise的感觉。

第八封可学习邮件， 结束后马上写一封 沟通确认的信息！这点非常重要！[OBJ-Hi, TomThanks for your time on the phone and it was glad to talk with you.As discussed, 1kg sample will be sent for your testing.In order to make sure the sample arrive safely and correctly, pls confirm below information—样品信息确认和地址确认省略Sample will be sent out ASAP upon your confirmation.Pls send the shipping fee $*** to below our bank account银行信息省略Waiting for your early reply.Kind Regards,Sarahr — tt — i■OBJ-OBJ- J ■ ■ .JL - a> J当天客户确认了样品信息，但付款遇到点问题，需要Paypal帐号 客户Hi I tried to put the money in your account today but the minimum amount I can do is $100.So can you send me your paypal details.ThanksTom立即回复lOBJjHi, TomOur Paypal Information—Account: ******Kind Regards,Sarahr * - nr - - i LOBJlOBJj发样之后就成交了，最后用的客人的货代。

第四期I总结要主动思考给客户解决问题，因为你才是专业的，如果只是被动等客户消息这个客户是要做黄了 的。