如何让客户快速反单.ppt

如何让客户快速反单 马力 前言 二八原则 询盘：80%无效，20%转化为订单 利润：80%利润来源于20%客户 重点：维护这20%的客户 Contents 一. 出单客户跟进表（漂亮的跟踪借口、合适的跟踪时间间隔） 二. 多管齐下的联系（特殊的跟踪方式） 三. 进一步寻求双赢合作点（站在客户的角度） 出单跟进表例子--客户Robert(Bob) 跟进邮件例子 Dear Bob , We are pleased to inform you that 5 sets of baked-paint kitchen cabinets in a 20’ container under Sales Contract AR1010 have been shipped per S.S. “Princess” today. The estimated date of departure is Oct, 10, 2006 and the ETA at Fremantle, Australia is Nov, 8, 2006 . Please get ready to pick up the goods on around Nov, 8 and if you have any question, just feel free to contact us. Best regards Amanda 多联系—主动守则 1.及时回访定单 2.推介新产品 3.站在客户的角度给出建议（比如设计） 跟踪客户方式 1.邮件 2.Trade Manager 3.MSN,Skype等社交软件 4.电话 5.短信！——短信联系要注意的点 短信示例 It was two weeks after we sent you the container. I knew from the forwarder that everything is ok. Any question or any instruction, please tell me to arrange it well. Thanks. Amanda from ABC company. How about your weekends? I am climbing the mountain in HZ, China. And tomorrow there will be some new designs, very beautiful. I will send them to you by email. Don’t worry. Amanda from ABC company. 进一步寻求双赢合作点 对已成交定单的回访 帮助客户提升销售能力 让客户了解我们的市场发展 关注并深挖商业合作点------ 示例1 Dear Bob , How are you? Have you unpacked all the carton boxes? Is there any problem when you install them? How do you like the quality and workmanship? We are confident that the designs we recommended must be popular in your market. Any advice, please let me know. Thanks a lot. By the way, we have some nice promotional ideas which may help to push your sales. Later we can talk with each other on msn. Amanda 示例2 Dear Bob , We received the photos for your showroom which look fantastic and we are happy to know that you got 2 orders already. Congratulations. To help you enlarge the order quantity, we suggest that you sell the same style bathroom cabinets as we did in China. In fact, our another client in Sydney has ordered some already. Attached are the pictures for reference. If you have interest or an