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Customer types classification
The first: customer with order (B2Bplatform, Website, development letter, RFQ)
The second: customer with strong intentionto purchase (mainly from the B2B inquiry and Web site message)
The third: intention customers (B2B,website, development letter of a self-collation)
The fourth: potential customers (mainlyfrom the development letters)
How to follow up
The first: at least once every 3 days,release the promotion of new products, e-mail greeting, ask about condition ofthe products, take the initiative to ask customers to offer help.
The second: At the beginning, you mustfollow up once a day to ensure that customers will always remember you and youwon't lost the orders.
Third: You should keep in touch with thiskind of customers and update the products, price, pictures and upgrades. Tellthe customer whatever is new there so that he will always remember you. Whenthere are already orders, he still remembers you, thus increasing thepossibility of the next order.
Fourth: potential customers, never forgethim when sending development letter.
Three kinds of tangled situations
The first: inquire customer. After we senda quote, there is no reply.
The second: After the PI is made for thecustomer and sent but it sanks in the sea of post.
The third: the normal customers contactedthrough mails suddenly "evaporated."
Solution for the first case:
The contents of the message cannot be too much. Pay attention tosalutation and polite questions. After replying the inquiry, send a separatemessage to ask whether the previous quote has been received.
Dig deeper for details of demand information. Try to figure out thecustomer's idea; frequently entering the customer's company website to know thecustomer is very important. Know the enermies like yourself.
When the message is too plain and templatized, we need to increasesome details. At the end of the message, propose one or two questions that thecustomers may be interested to reply.
Solution to the second situation：
Attract the customers with cost-effective. Perhaps he still won'treply, but he belongs to customers in need, so we can only follow up from timeto time.
The customer may has failed his order negotion or the project isdelayed and therefore has to be changed or canceled. Take the same measure.
The third situation solution:
Most of them are not satisfied with the high price and they tend tobargain. They can be importers, contractors, distributors etc., who arelong-term follow-up customers that need our patience. You can take a variety ofmethods to develop.
Too expensive? Three steps to get him!
Others can buy, why can't you?
Send visiting photos of other customers aswell feedback in reality and online, links to project etc., to tell customers,customers from many other countries buy your products at this price. To saymore tactfully and your tone can't be blunt but let the customer feel that theproduct is worth a try.
Split product introduction, make it vividin details
Display product certification
Introduce the product details, once againshow excellent quality
Tell customers warranty (3 years or 5years)
When necessary the corresponding product specifications can be sent accompany
Strike while the iron is hot, give the prosand cons analysis of the price.
Positive: Our price is based on goodquality, a sub-price goods.
Negative: Of course, if you want the price,we can give you, or even lower, but the warranty may become one year or evensix months, is it ok? I think this cannot be a win-win situation.