要想快速成交一个有潜力的优质客户往往需要经历五个阶段。这五个阶段分别是：“获联”、“筛选”、“入野”、“破局”、“快速成交”。<h1 style="text-align: left;">01获联</h1>我们的第一步工作，就是需要主动或者被动去吸引客户，把客户引进来。将客户引进来的方式有很多，比如朋友介绍、展会接待、平台询盘、软件开发等都是目前的主要来源途径。当我们拿到客户的一张名片并不意味着我们已经联系上了客户，我们还需要对这个客户的背景展开挖掘、调研以及筛选工作。当然每个公司进入当前行业时间不同，对电子商务的意识也不尽相同，有时候可能在网络上或者客户的联系方式里面什么重要的信息也没有。这个时候最好的建议办法就是直接提问，对不甚了解的客户背景，个人建议可以提问以下3个问题：<ul><li>Have you ever imported our products from China before?</li><li>Which loading port if yes?</li><li>Is it possible that you can give us general idea about your order quantities?</li></ul>第一个问题重点是可以知道客户是否从中国进口过。有无进口的经验，这一点至关重要，因为如果客户还没有从中国进口过，只是想抱着尝试的心态，那么和这个客户的合作就非常非常困难，或者说谈判周期会非常久远。这种情况下，这个客户就不值得我们后续花过多时间跟进维护，因为我们没有这么多时间等待客户成长。第二个问题重点是可以知道客户主要从哪些港口出货，以便大概分析客户目前主要合作供应商省份或者地区。比如主流的港口广州、深圳，大概知道供应商来自珠江三角洲地区，宁波上海港口主要来自长江三角洲地区等。第三个问题重点是可以知道客户大概的体量值。知道了客户的采购量大小，对后续的报价和时间分配可以有个合理规划。一旦我们确定了这个客户的潜力属性和质量，我们就有必要抛出我们友谊的橄榄枝，认认真真通过不同的方式尝试去联系到客户。电话、邮件、WeChat、WhatsApp, Skype 等等。对客户的询盘内容或者邮件或者聊天过程中的每一句话、甚至每一个单词，我们都需要认真对待分析，想尽办法从客户的这些信息中，找到客户的关心点和真实需求点。在这个过程中，最怕的就是一个人自导自演独角戏，如果客户能给我们一些正向的反馈或者积极的回复，那么可以说我们的第一步工作已经算做到位了。于此，细心的朋友可能已经发现，虽然业务刚刚开始，但我们的跟进工作往往也已经在进行中了。<h1 style="text-align: left;">02筛选</h1>在客户身上存在着80／20法则，即80％的销售额来自20％的客户。这就决定了销售人员不应将销售精力平均分摊在每一位客户身上，而应该充分关注数量虽少但作用重大的客户，将有限的销售资源充分应用在他们身上，取得事半功倍的效果。<img src="https://mmbiz.qpic.cn/mmbiz_png/xrYorsibPUNRiciazalTJF2dOpqmmegxE2IFfwKo5n7gKWAM3quMNpM8Cl2ETiaTQcibQHJXNd0e75LC180bJMbdagg/640?wx_fmt=png&wx_co=1&wxfrom=5&wx_lazy=1&tp=wxpic" alt="图片"/>销售是有概率的，分子越大，成交的机会越大。1.80/20法则是销售的&quot;灵丹妙药&quot;。根据这一法则，我们可以将客户分为一般客户和大客户。大客户虽然在所有客户中所占的比例较小，但其销售额却非常大。所以，现在有很多销售认识到了大客户的重要意义，他们不仅制定不同级别的奖励制度来吸引大客户，有些还设立大客户部，专门负责对这一消费群体的销售。同时，还在不断采取一些措施，引导一般客户逐步转变为大客户，以达到较快增加产品销售的目的。2.像对待新客户一样重视老客户的利益。我们还可以发现80／20法则针对于老客户销售的意义。长期以来，在生产观念和产品观念的影响下，销售人员往往把销售的重点集中在争夺新客户上。其实，与新客户相比，老客户会带来更多的利益。精明的销售在努力创造新客户的同时，会想方设法将客户的满意度转化为持久的忠诚度，像对待新客户一样重视老客户的利益，把与客户建立长期关系作为销售发展的目标。3.挖掘出关键客户的价值。成功的关键是要确定带来80％利润的20％的客户在哪里，并且留住他们运用80／20法则，还可以帮助我们挖掘出一些关键客户的价值。客户忠诚度：最主要的是指卖家有不可被替代的竞争力，从而让客户对我们产生依赖性。有忠诚度的客户，不会被别人撬走，是企业的一笔财富。但商场如战场，没有永远的朋友，只有永恒的利益，所以企业要想办法培养客户的忠诚度。换句话说，让他离不开你。如果好的服务能够让客户离不开你，就给他最好的服务。如果产品的独特性让他离不开你，就把这种独特性发挥到极致。就是那句话，有条件要上，没有条件创造条件也要上。建议A：如果你报的是实际价格，遇到砍价，尤其是砍价狠的，可以酌情冷处理。建议B：想筛选优质客户，可以提供免费的增值服务，但是不要提供免费的活动。一切纯免费的活动，给商家带来的更多是负能量、垃圾信息和垃圾客户。要在收费的基础上，让客户体验更多更好的增值服务，让客户觉得在你那里是物超所值。<h1 style="text-align: left;">03入野</h1>如果你做过采购，你会发现你需要对你的每一个合作过、或者潜在的供应商，按照高、中、低进行心里的排位。关系铁的犹如“死党”，粘性极高。态度冷漠，拖延失信的“打入冷宫”，只需要在比较价格的时候想起就可以。中规中矩的，可根据实际订单情况，灵活把握。同样当你做销售的时候，在采购商的心里，你也是时时刻刻被进行着筛选：淘汰或者晋级。比如，很多客户都是联系了一二年甚至三四年才下单的，所以这个过程往往需要比较久的时间。因为你在观察客户的时候客户也在暗中观察你。他需要时间积累，观察你的一言一行。他不会告诉你，你哪里做得好与不好。正所谓，客户就在那里，不来不去。<h1 style="text-align: left;">04破局</h1>当谈判进行到一定程度，各种问题就会产生，在这些各种问题当中，永远有一个核心难题需要被清除。这个壁垒就好像一只非常凶猛的老虎，挡在成交路中央，进退两难。比如付款方式、样品、信任度、证书等等就是最常见的“老虎”。以个人从业生涯真实案例说明：01潜在客户S，价格可以，样品过关，交货期接受，但要确认订单的时候卡在付款方式上面。客户在当地市场一贯非常强势，咬死要求第一次合作付款方式一定要30%预付款，70%见提单扫描件，并表示目前合作的所有供应商都是这样的付款方式，甚至预付款比例更低如20%、10%。但老板不愿意接受，觉得风险较大，毕竟第一次合作，而且是FOB指定货代的情况下。当时整个谈判被迫暂停。后面经过咨询、商量、深思熟虑之后，我们还是决定接受客户的付款方式。而这一合作就是5-6年，后面的事实证明付款方面客户还是非常守信的。02我通过朋友介绍联系上客户M。M是当地一家专业品牌经销商，属于大中型潜在客户。经过报价还价、产品细节了解、贸易条款核对后，客户有意下个试订单。但他们提出要我们免费寄送报价里面某5个产品样品检测测试，并承担所有的国际快递费用，他们明确表示只有确认样品符合要求才肯下单，如果不寄送样品或者不承担运费，就不必继续交流下去。当时客户的邮件我没有立即回复，而是在经过了长达3-4天的思考以后才决定给客户免费打样，并自掏邮资给客户。最终，样品确认、做PI、打定金、生产，我们开始了第一次合作。03我收到一个高质量询盘，询盘来自目前一直在合作的客户C。C的询盘内容非常详细，需求明确，态度非常诚恳。他们真诚地表达了重新寻找供应商的诚意以及目前供应商存在的问题。经过多封邮件沟通和长时间的电话交流，客户对我们的价格、交货期等各方面服务都比较满意，但奇怪的是客户就是没有下订单的意向，只是表示继续保持联系。而这一等就让我等了差不多一年。到了第二年，我们恰好去了C客户所在的国家参加展会。于是我们为了表达诚意，特地提前跟客户联系预约拜访，并展示了我们公司的真实情况和以及我们对行业、市场的一些认识。客户非常满意，等我们回国后就主动联系了我们，并很快促成了订单。<h1 style="text-align: left;">05快速成交</h1>01不要向顾客多余介绍新品一旦发现顾客了顾客的购买信号，就不要再给顾客介绍新的货品了，否则顾客看多了后，就会因难以选择而离开。所以应该引导顾客把注意力量集中在他一直精心挑选的产品上，不让顾客分心。02帮助顾客缩小选择范围通常顾客看太多产品后，会目不暇接，难以下决心购买，所以导购员想快速成交，就要帮助顾客缩小选择范围。一般来说，最好把顾客选择范围限制在2种左右，至多不超过3种。如果顾客还想看更多，则要把他不喜欢的移开或拿走，不过注意在把商品拿开的时候，要做到轻松自然、随意，不能只埋头收起货品，而让顾客有受冷落的感觉。03尽快帮顾客确定他喜欢的顾客在看过一些产品之后，很多都会犹豫不决，好像既喜欢这个又喜欢那个。所以我们需要帮助顾客尽快确定他喜欢的商品，那怎样才算是顾客喜欢的商品呢?一般来说，顾客看得最多的，询问次数最多的、挑剔次数最多的、注视时间最长的，触摸次数最多的商品，就是顾客所喜欢的了。还可以拿出来顾客看过的、不怎么喜欢的产品和顾客喜欢的那个对比，顾客心理马上就有了比较，加快了选择的进度。04赞美顾客许多时候，顾客已经找到她喜欢的产品了，但由于各种各样的担心和犹豫，导致他迟迟不下决定。这时候，我们可以赞美顾客，给到顾客信心，进而促成交易，如：“您真有眼光，您看中的这个产品最近卖的很火，好多人来店里特意就找这款，价格适中、质量非常好，如果您决定买这款的话我现在帮您下单吧？”05利用尝试心理有时候，顾客下决心购买的时候，还是有些担心，比如说担心买回去另一半不喜欢诸如此类。这时候，我们可以选择退一步，建议顾客尝试买回去看看，并且要给顾客适当的鼓励，告诉伴侣哪怕不喜欢，那也是他的心意，另一半肯定会心领的。还可以跟顾客说我们的XX天包换政策，消除顾客的后顾之忧。06利用利益引导顾客当顾客想买，但还在犹豫时，要告诉顾客现在购买将获得的利益，促使顾客马上购买。例：“我们的产品只做这几天的特价，非常优惠。而且现在我们这里购买产品即可获赠XX，里面还有卡片可以抽奖，如果幸运的话，可以抽到神秘大礼哦。如果过几天来买，就要购买满XX元才能享有这么好的机会了。”这里需要指出说明的是，这五个阶段是灵活的，不是一成不变的，有时候可能五个过程必不可少，也有可能一步到位。因为我们面临的是一个复杂多变的多元化世界，外贸最需要的就是灵活应对。

要想快速成交一个有潜力的优质客户往往需要经历五个阶段。这五个阶段分别是：“获联”、“筛选”、“入野”、“破局”、“快速成交”。01获联我们的第一步工作，就是需要主动或者被动去吸引客户，把客户引进来。将客户引进来的方式有很多，比如朋友介绍、展会接待、平台询盘、软件开发等都是目前的主要来源途径。当我们拿到客户的一张名片并不意味着我们已经联系上了客户，我们还需要对这个客户的背景展开挖掘、调研以及筛选工作

要想快速成交一个有潜力的优质客户往往需要经历五个阶段。这五个阶段分别是：“获联”、“筛选”、“入野”、“破局”、“快速成交”。01获联我们的第一步工作，就是需要主动或者被动去吸引客户，把客户引进来。将

五个关键词!让你学会如何快速筛选成交优 质客户-跨境知道

五个关键词!让你学会如何快速筛选成交优 质客户

一、怎么判断国外采购公司规模?判断客户公司的规模，对于业务员来说很重要，这样在谈价格以及其他条款的时候才能掌握主动。一般要怎么去判断客户公司的规模呢?我们都是做实事的，实际经验很重要，做过和没做过的看多了就知道。最基本的信息是公司的注册时间及相关信息，还有就是网站信息。第一，查看公司的注册时间。有些朋友从一些国外的官方机构查找到某某公司注册时间可能才几个月，可能才半年或者找不到某某公司的名字。于是

一、怎么判断国外采购公司规模?判断客户公司的规模，对于业务员来说很重要，这样在谈价格以及其他条款的时候才能掌握主动。一般要怎么去判断客户公司的规模呢?我们都是做实事的，实际经验很重要，做过和没做过的看

外贸精英十年经验分享，新人必看-跨境知道

外贸精英十年经验分享，新人必看

除了报价后跟进客户，我们在实际工作过程当中也会遇到很多非常规性的情况，需要和客户及时沟通处理。以下是13个外贸业务员常用邮件模板-订单沟通：你可以根据自己的行业、公司、产品情况以及自身的经验判断进行调整和完善，做出一套适用于自己的邮件模板，从而让你在以后每一次与客户进行邮件沟通的时候都能够高效省时，最大程度上提升你的客户开发跟进工作的整体效率和效果。01多次改变主意，对已经确认的合同进行修改Dear John Smith，Thanks for sending through the new requirements / amendments on the project – we’re definitely happy to amend the current contract to reflect these changes. I’ve outlined the changes you&amp;#x27;ve proposed below:[List changes]Just to let you know, these new amendments actually require us to draw up a new contract, which will take us a few days to finalise. The price will also change. Since this is the fifth contract we&amp;#x27;ve drawn up for this project, we ask that you please make sure you’re satisfied with the new scope and requirements for this project before I create another contract.We would hate for your project to run behind schedule because it was caught up in the contract stage! Let me know if you’re happy with these new requirements, and if you’re happy for me to proceed with the contract.Thank you!Best regards,Lily Lee02劝说客户增加数量Dear John,Thanks for the new order.The quantity you listed in the PO will be loaded by one 20 feet container, is it possible for you to increase the quantity to be one 40 feet container?The prices we quoted for you are based on the quantity of at least one 40 feet container. For the quantity of one 20 feet container, the unit inland logistic cost will be higher, and the unit shipping cost will increase as well, comparing with the quantity 40 feet container.Please consider and let me know your thoughts.Sincerely,Lily03临近春节提醒客户下单备货Dear John,Good morning.Based on our years&amp;#x27; experience, China government will restrict factory production from November to next March, due to the strict environmental protection policy here in China. Meanwhile, the Traditional Chinese New Year will be started in February, all the factories in China will stop production for 15-30 days, which means most of the factories are unable to make normal production for almost two months during this period. That will result in a sharp rise in raw material prices and the short of stock.In order to keep the lower price and shorter delivery time for our regular customers, we are going to stock some raw materials and produce some regular models in our stock before November. Could you please let me know your purchase plan for the second semester of 2020 for our reference? These information will be quite helpful for us to schedule the production.Waiting for your kind reply.Best regards,Lily04客户增加了新的要求，需要提高产品价格Dear John Smith,Thanks for sending through the new requirements / amendments on the project, we&amp;#x27;re definitely happy to make these amendments in addition to the brochure design.But please note that this additional amendments work is not covered by our original quotation, and the price will be a little bit higher with this new requirements. The revised quote is attached, please take a view of it.Please let me know if this is acceptable for you, and then we can proceed.Best regards,Lily Lee05客户多次逾期付款Dear John Smith,On 5 July I sent you an invoice for the orders rendered. The invoice number was INV-2020 and the total amount was $28,650.00.I am still yet to receive payment for these invoices, nor a reply to my previous email. According to the payment terms on our Sales Confirmation, a late payment penalty now applies, making the new total: $29,450.00.Please send payment ASAP, or contact us if you are having difficulties and we will happily work on a solution together. We&amp;#x27;ll contact you to follow up if we haven&amp;#x27;t received payment by 20 July.Your immediate response will be appreciated.Best regards,Lily Lee06无法提供客户要求的产品/订单数量太少Dear John Smith,Thank you for your inquiry regarding [Product name].Unfortunately, we are not able to provide the product you inquiried at this time. The product you requested doesn’t quite fit with the type of product we usually supply, and we don’t accept order quantity less than 100 units.Thank you for thinking of our company, and we wish you the best of luck with your endeavours!Best regards,Lily Lee07货物未在约定时间到达，给客户带来不少损失Dear John Smith,I am very sorry about the difficulty you encountered recently before receiving your last order from us. I understand that those products were required for urgent purposes.Despite our effort to deliver your order on time using DHL Express Delivery Service, it’s quite unfortunate that we didn’t meet up with the time allotted for the delivery of those products.We are very sorry for truncating your plans for these products, and we will do our best to ensure this never happens again. Already, we are discussing with other express courier services to ensure our customers get their orders in time.We promise to impress you when you make your next order. If you have any other question or need further assistance from me, please feel free to let me know at any time.Best regards,Lily Lee08未及时有效与客户沟通，导致客户的要求被忽略Dear John Smith,Please allow me to express my deepest regrets for the lack of proper communication with regards to your request. As I understood from you, no one from our team called you back to follow up with you.I am really sorry to hear that and apologize for the fact that you couldn&amp;#x27;t get your request fulfilled earlier.In response to this, I have alerted the concerned staff and gave clear instructions to address your request by tomorrow. I will be calling you tomorrow afternoon to make sure that you got what you wanted as you wanted.Please inform me if there is anything else I can do for you.Best regards,Lily Lee09订单已排期到几个月后，暂时无法接收新的定单Dear John Smith,Thanks for your new inquiry. This looks like a fantastic order and a great fit for our company.Unfortunately, we’re absolutely swamped with orders right now, and aren’t currently taking on any new orders. We want to be able to give 100% to all of our clients, and so, we’ll have to pass at this time.We anticipate coming up for air around October, so if you’re still looking for an supplier then, we&amp;#x27;d be happy to talk more about your requirements. Otherwise, we wish you good luck in your search, and trust you’ll find the suitable supplier for your project.Thank you for your support.Best regards,Lily Lee10由于延迟发货，给客户发邮件致歉Dear John Smith,We would like to express our deepest regret for the delay in shipping your order. The delay has been caused by factors not under our control; however, we take full responsibility for the delay. This incident has been noted and the necessary measures have been taken so that such incidents will not occur in the future.We value your business and we would like to retain you as a customer. Please accept our apologies. Thank you for your understanding in this unfortunate mattBest regards,Lily Lee11由于业务人员的疏忽给客户带来了不必要的麻烦Dear John Smith,I would like to express my deepest regrets for the intentional mistake that you recently encountered. It’s not our habit to make such errors, but nothing is perfect after all. We acknowledge that the error is from our side and kindly ask you accept our apology.As per our policies, you are entitled for a [refund, replacement, etc…]. I hope this resolution will compensate for the lost time and effort. We are doing everything we can to avoid such unfortunate situations. We are continuously learning from our mistakes to provide the best level of service to our clients.If there is anything else that I can do for you in this matter, please inform me. We are always interested in listening to our clients and knowing their opinions. I am confident that your next feedback will be a positive one. We value your business and wish to have you in our long list of satisfied clients.Thank you very much.Best regards,Lily Lee12随订单赠送一些礼品及样品给客户Dear John Smith,Thank you for your order of three containers of [Product name]. Your goods will be ready in 15 working days and will be shipped in 20 working days from now.Before then, we would like to know if you want us to include our souvenirs for your customers as well as sample products from other units. You may choose the sample products you will like to receive from the catalog we sent earlier.Our sample products [Product name] is made to offer best results at very low cost. We are sure your customers will be very happy with this product.Thanks again for your order. We look forward to receiving your firm instruction to include our souvenirs and other sample products.Best regards,Lily Lee13由于未规划好，导致无法在春节前将货物装船发走Dear John,How are you?We have tried our best to finish your order at an earlier time, and planned to ship it before the Chinese New year holiday.But unfortunately our plan has failed because of the inland transportation problem. The Chinese new year holiday is coming this week, this is the most important holiday here in China, all the truck drivers from the port have been off from work since last week, we have tried every means to find one truck to load the goods in our factory since the early of last week, but all failed.Right now I am afriad we have to load the goods and make the delivery at the beginning of Feburary when all the working staff get back from the holiday, we feel really sorry for this situation, and hope could get your understanding on this.Sincerely,Lily上述模板仅供参考，具体应用在自己的工作中，还应该根据实际情况做对应调整，终极目的是帮助自己建立工作流程标准化作业。在这个前期制定过程中，需要花费较多的时间和精力，因为你需要不断的优化打磨。但是一旦你制定完善后，你就可以固化流程，后期不仅可以提高你的工作质量，还能规避犯错风险。

除了报价后跟进客户，我们在实际工作过程当中也会遇到很多非常规性的情况，需要和客户及时沟通处理。以下是13个外贸业务员常用邮件模板-订单沟通：你可以根据自己的行业、公司、产品情况以及自身的经验判断进行调整和完善，做出一套适用于自己的邮件模板，从而让你在以后每一次与客户进行邮件沟通的时候都能够高效省时，最大程度上提升你的客户开发跟进工作的整体效率和效果。01多次改变主意，对已经确认的合同进行修改Dea

除了报价后跟进客户，我们在实际工作过程当中也会遇到很多非常规性的情况，需要和客户及时沟通处理。以下是13个外贸业务员常用邮件模板-订单沟通：你可以根据自己的行业、公司、产品情况以及自身的经验判断进行调