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1、第十七期：找对客户成交如此简单客户背景介绍：客户找对，直接要求样品进行测试。案例全过程：陌生测样跟踪送礼物赢好感成交。可学习邮件：共10封。过程复盘：请配合音频学习，重点思维会在音频中强调。此客户从找到到成交就三个月的时间，以下是历程，我的经验是客户找对了，就已经成功一半了!第一次联系：Hello,Are you the manufacturer of * * * ?Regards,Sarah客户回复Yes, we are!Kevin客户公司名点评：虽然此回复很简单，但是知道了联系人的名字，对于以后跟进会更方便。点评：原材料涨价最好摆证据。客户回邮Hi Sarah,Thanks a lot f
2、or all your information. Everything is clear!As regards the order, we will not be ordering within the next few months as we are fully stocked with the silicon at the time being. However, next time we are planning to order silicon with you (approx. at the beginning of next year). So, lets stay in tou
3、ch, I will let you know within next few months .Kevin第十封我回邮Dear Kevin,Thanks for your kind notice.Lets keep in touch. :-)Have a great day!Regards,Sarah圣诞节到来之前，我给他寄了礼物，一般是成交客户才给礼物，但我就是挺喜欢这个客户的，所 以也给了他一份礼物，他收到后给我写信Dear Sarah,Thank you very much! The gift arrived yesterday and it was really big surpris
4、e for me! Thank you again, the piece is beautiful and we very appreciate such present.Thanks Sarah again! We really look forward for our future cooperation.All the best!Kevin结果就是客户也非常喜欢我，很快就给我下了第一个订单。第十七期|总结1 .客户肯定有非常好跟进的，也有非常难跟的，所以做业务要不断找新的客户去跟进，量变变 质变，总有些客户容易跟进，难跟的客户就慢慢磨，找对客户，就已经成功一半。2 .做超出预期的服务让客
5、户开心。第二封回邮，正式说明身份Dear Kevin, Tks for you reply!This is Sarah from ABC company.We are a leading manufacturer of silicone rubber in China.As we have lots of customers use our silicone to make 客户的产品，I do know which kind of silicone to recommend you.Below is A silicone rubber datasheet for 客户产品. The adva
6、ntage is * 2 * 3 * 产品参数省略EXW price for * * kgs is USD * * /kg.Sample is available to test! Welcome your inquiry.Regards,Sarah客户回邮件都是非常积极的，通常情况下说明身份客户未回复我会后续打 跟进Dear Sarah,Thanks a lot for your email! Yes, we are interested in testing of your silicon as per your recommendation. We are leading * in th
7、e 客户国家.Would it be possible to provide a sample for testing? The delivery address of our company are as follows:客户信息省略Please let me know should you need any further details of our company to send the package by air mail.Thanks a lot!RegardsKevin第三封回邮确认样品信息Dear Kevin,Tks for your interest and detaile
8、d email!Sure we can send you a sample for testing.In order to send you the right sample, would you kindly reply me few questions below?样品信息和问用量省略Looking forward your reply.Regards,Sarah客户回邮确认样品信息Hi Sarah,Further to our email correspondence of last week, please see below our responses to your questio
9、ns:客户把样品信息和用量都直接在我问题下方用红色字体回我了，此局部省略Hope you find our answers useful!RegardsKevin接下来我第一次给客户打了个 说明下样品费的问题，为了赶进度，就直接 过去了，也是 为了听客户的语气是否积极，结果人真的是非常爽快，完全没问题。挂完 写第四封邮件如下Hi Kevin,Tks for your understanding, You can pay shipping cost to our paypal account:*As discussed, pls send us the datasheet of the sili
10、cone you currently use.Looking forward you email.:-)Regards,Sarah为了保证样品质量，信息无误，还让他把以前用的产品的参数发给我确认是不是一样的。客户邮件Hi Sarah,Please find attached the Technical Data Sheet of the silicon we use very often. As I have already mentioned - we regularly use about 5 types of silicones, but this one is used very of
11、ten.As regards the quantity - would it be possible to provide 1 kilogram (1,000 grams)?The shipping cost will paid within the next few days.Kevin第五封，我的回邮Good morning Kevin,Tks for your Technical Data Sheet, 1 kilogram is ok.I will arrange sample after receive your payment. Tks for your support:-)Bes
12、t regardsSarah接着收到了客户样品费，再次把样品信息确认一次Dear Kevin,shipping cost is well received.1kg sample will be provided as below产品信息省略Will update you once samples ready.Regards,Sarah样品发出去后发第六封邮件告诉他单号Dear Kevin,The DHL tracking number for sample is *You may receive in this week.Have a nice day!Regards,Sarah客户回邮Dea
13、r Sarah,Thanks a lot for your message! I will confirm as soon as we receive the package!RegardsKevin六天后，客户主动告诉我说收到了样品Hi Sarah,I would like to confirm that the package was delivered yesterday! Thanks a lot for your assistance. We will test the sample within the next few days/weeks and let you know ab
14、out soon.So, thanks a lot again for the sample and I will get back to you soon!Kevin第七封我回复Dear Kevin,Great to hear that good news!Then I will just wait your further information.Have a nice weekend!Best regards,Sarah十一天后，客户来了好消息Hi Sarah,I would like to let you know that tested your sample already and
15、 it is great! We will order more in the near future (we are well stocked with the silicon at the time being). However, it would be useful now to find and solve the following issues:In case we will order * * * kg关于价格和交货期的细节省略Thanks a lot in advance for letting me know about!RegardsKevin第八封我回复Dear Kevin,Tks for your kind feedback.If you order *kgs针对他提的问题进行解答Our customer always make plan in advance due to the long shipping time.Pls let me know whafs your idea!Best regards,Sarah四天后客户没有回复，我追了封邮件，第九封利用原材料涨价的信息想让他快点下单Dear Kevin,Did my last email is clear for you?The
