20--这样做!能让几乎不回邮件的客户成交.docx

第二十期：这样做！能让几乎不回邮件的客户成交客户背景介绍：客户不回复邮件案例全过程：不回邮件- 跟进-测样-报价-客户继续不回复- 跟进了解实情 -付款方式有异议・ 沟通・更改付款方式・成交可学习邮件：共6封过程复盘：请配合音频学习，重点思维会在音频中强调很多人说客户不回复不知道怎么跟进，跟着跟着就丢了，其实有的客户真的很懒，没有实质 性进展的时候他就是不会回你邮件，为了保持了解对客户心理的想法，一定要打 跟进 当然要把握节奏不能让客户感到push,以下案例中的客户我花了四个月的时间跟进，他回 复的邮件就只有四封第一封开发信Dear Manager,Do you sell * * * 大？Regards,Sarah第二天客户就回复了，这种开发信一般回复率都高We sell当地品牌的产品for mould making以上信息确认是准客户，第二封马上回复说明身份Now it's more than * 火 months since last order, so we thought you may changed your supplier. But It's okay, business is for everyone, if we had lost the opportunity to work with you. Can you be frankly let me know what' s the problem with us?Such as price, quality, service or others?If price is the main reason to prevent us go head, I sincerely hope you can drop us a reasonable price, then we can discuss it again.If quality problem, we'll solve it face to face with our engineer.If market problem, hope you can share us some useful information, maybe we could help, right?Or you are not satisfied with my service, it's ok to let me know so I can improve myself.If others....any problems, we'll be very appreciated if you can open your mind to talk with us.Yours, Sarah r - - n LQBJj 邮件五Dear Kevin,How are you???Many emails has sent to you but no any reply. I really don't know what's going on, are you all right?Kevin, my dear friend, if you are not available to discuss business at the moment, pls advise a comfortable time when you are ready.Yours,Sarah第十五期|总结客户不回复有很多原因，不要指望客户每封邮件都回你，也许他确实是被同行撬走，或者是 我们的产品有了问题客户不想再理你，或者是其它，工作多年，有碰到过客户生病，客户破 产，客户离婚等情况，有时候客人不回复，是因为心情不好，除了以上邮件，平时也需要保 持其他有价值信息的交流，不要给人push的感觉。

Dear John,Good afternoon.Tks for your fast reply. This is Sarah from China, it's very glad to know that you are selling **, they are the distributor of Dow corning silicone.Dear John, if now there's a supplier who can provide you excellent quality for 客户国家 market but with very competitive price which surely can make big profit, would you like to have a try? Actually we are a leading manufacturer of * * *, for more, please view our website ***Below is our product data sheet compare with brand silicone, pls check for your ref.参数表格省略FOB price for **kgs is USD**/kg.Free sample can be provided if you are interested.Waiting for ur reply.Regards,Sarah等了五天，客户回复了，邮件虽短但开心呀，因为发现质量还不错Dear Sarah,what is your CIF price *** Port for ***kg rgds John第三封我回复报价Dear John,Tks for your positive feedback.The price for CIF ** Port based on **kgs is USD***/kg, package is 25kgs per drum.May I know what is your plan for the cooperation?Kind Regards,Sarah过了 11天，客户都没有给我回复，在这期间，为了让他记住我，每一周跟进两次邮件，不 是push,都是有价值的邮件，再过了 11天的时候我就打了个 给他，这是第一次给他通 ， 里把所有的样品信息都确认了，让他在邮件里给我回yes确认在 里说的内容 我就可以申请发个免费样品给他，可他太懒了，过了五天，还是没有确认邮件我，我最终决 定还是在 确认就罢了，给他寄了样品。

样品寄后一星期我再打 过去问测试结果，客户说测样0K让我报价基于**kgs,此时 写邮件的时间为晚上11点，可见我多敬业第四封Dear John,Good day~It's very glad to hear your client has finished the test and result is good.The price for CIF *** Port based on **kgs is USD***/kg, package is 25kgs per drum.Pls let me know if you have any questions.Regards,Sarah到了这里，我只想说如果客户没有回复你，真的不要着急，保持跟进频率，他准备好后一定 会回复你的，测样完报完价客户就不回邮件了，都是我不断的 跟进，时间过了两个月以 后 要我做发票我以为没有问题了，可是客户并没有去付款，我想了很多方法跟进，介绍 客户给他，教他怎么做下更多的客户，周末祝福等等反正就是不回直到打 过去问才明白原来他对付款方式有争议，因为他从没有进口过，在当地贸易商那 里买都是货到付款的，所以他也想让我们以这种方式跟他们合作，而我们的付款方式给的是 100%T/To针对此条件我回复第五封Hi, John,Good morning.So you're thinking about the payment terms from our conversation, right?Dear John, according to my knowledge, this **kgs finance should not a prob for you at all, maybe your boss have any other worries?If there's other way for me to help you with this issue, pls feel free to let me know.Pls believe, our cooperation will be very pleasant and useful to you, we need a distributor like you to sell our product in 客户国家，for you, the demand of silicone is increasing, we can help you make more money than you buy locally. Righ?Looking forward your reply.Regards,Sarah客户没有回复，我也不让步，想着先看他怎么想。

又跟了两个星期，我打 给他，提出给 他50%TT,他说考虑考虑，接着第二天他 里告诉我可以，接受了接下来就是催款之路，我一直以不同的邮件主题去提醒他，虽然不会直接在邮件里说让他去 付款，可是他知道我写邮件的言外之意其实就是让他去付款，到后面我都不知道写什么主题 好了，因为又不能让人感觉到push,又是一个周末的时候于是我写了一封让人感觉轻松的 邮件，客户居然还史无前例的回邮件了第六封Dear John,How are you and how is your silicone business going on?Hmm, today is Friday, the weekend is coming soon again.Here （我们城市）is full of sunshine recently and the temperature is not so high and not so low.It will be very comfortable to sit down on a chair outside and free our mindA0AHow is your local weather now? Everything is fine?Best regards from China.Sarah客户回复Dear Sarah, thanks for the message. I m still working on the order for Silicone. I will order **kg-please be patient -rgds john订量改小了一个星期后确认订单，客户写邮件过来SarahAn order will be e-mailed to you this p.m for **kg.What are you bank details?Regards,John第二十期I总结首先，要找到质量好点的准客户；其次，当客户说明有兴趣的时候，就要趁热打铁，赶紧确认样品信息；第三，客户没有回复不要瞎猜想紧张， 跟进很有效；第四，三天打鱼两天晒网只会等到黄花菜都凉了，客户是主动+用心跟出来的。

Daisy.Z:第十五期：找回失联老客户的5种方法r 。