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客戶經(jīng)常不回消息，如何跟進(jìn)破冰？不同話術(shù)應(yīng)對(duì)不同場(chǎng)景，快拿去試試吧

前期鋪墊
每次聊完之后要確定下一次溝通時(shí)間，做好鋪墊
客戶:lwill check it.
新手: Dear, please take your time, thanks銷冠:Shalllcontact you again tomorrow afternoon?
平時(shí)跟進(jìn)
利用節(jié)假日/公司活動(dòng)/新產(chǎn)品跟進(jìn)，切忌只發(fā)個(gè)產(chǎn)品圖片或者圖冊(cè)，純屬無效鏈接，找到能打動(dòng)客戶的點(diǎn)，每次交流都是一次價(jià)值傳遞。
新手: This is our new catalog, pleasecheck.(客戶可回可不回)
銷冠從不同角度跟進(jìn)
1.推新品，有市場(chǎng)針對(duì)性
There is one new product .., which isdeveloped for your market. Do you havetime? l introduce to you.
2.從競(jìng)手角度
I noticed that *** are sold very well now inyour market and have a good profit, so lthink you may be interested.
3.降價(jià)讓利
We just reduced the price of ***, whichyou inquired before, so l'd like to sharethis good news with you.
4.匯率更新
Recently the exchange rate is very goodso l'd like to renew the price list for you,which will be more competitive.
5.庫存
The model you asked/bought before, wehave stock right now. Maybe you areinterested?
報(bào)價(jià)后客戶就消失不回復(fù)
新手: Hello, are you there?/how are you?
How do you think?
正向思維:主動(dòng)引導(dǎo)客戶說出卡點(diǎn)或需求做到對(duì)癥下藥
1.抓住具體的點(diǎn)，直接詢問
Are there any models you are interested in? l am always ready to help.
Do you have any questions on this price? 
Or anything I can help?
May l know what's your idea about...?
Highly appreciated for your reply.
2.引導(dǎo)客戶坦白顧慮
think you must be too busy to reply meor still have something in consideration.Could you frankly let me know any of yourworries, such as price, quality, demand orothers? So that we could know how tohelp and support you.
3.直接列出解決方案
Maybe you still have some worries. Couldyou kindly share with me? So l can do mybest to help you support you.
If the MOQ problem, we can ...(加上機(jī)費(fèi)訂購少量測(cè)試我們的品牌)
If the price problem, we can ...if you..(有條件地讓步/建議先看樣品再談價(jià)格)
If the payment terms problem, we cando.(降低定金比例/更換付款方式)
4.以情感人(打感情牌，找到切入點(diǎn)拉情感鏈接)
表達(dá)關(guān)心
You have a lot business to do as a bigcompany's boss. So, my dearest friendplease don't forget to take care more ofyour health as well. it's the mostimportant.
夸贊客戶，表達(dá)尊重
Honestly, as a sales, l want to do businesswith you since you are really a niceteacher. i'm keen to learn from you aboutbusiness. As my company, we also hopefind such strong &professional distributorlike you in...
約時(shí)間，減少壓迫感
If you are not available to discuss thebusiness at the moment, please justadvise a comfortable time, will not disturbyou during this time anymore.
羅列解決方案
If price is still a problem to prevent us gohead, hope you can sincerely inform us areasonable price, then we can discuss itagain.
羅列解決方案
If price is still a problem to prevent us gohead, hope you can sincerely inform us areasonable price, then we can discuss itagain.
If marketing idea problem, hope you canalso share your nice business eyes &ideafor the market, then l will feedback yourcomments for our board of direct, or wecan visit you for face to facecommunication if needed.
If others......, any problems, your openedheart &feedback will be highly appreciated.
客戶拒絕(說暫時(shí)不需要或已經(jīng)下過單了)
新手:Ok,lunderstand.
正向思維:攬責(zé)任，不放棄，爭(zhēng)取下次機(jī)會(huì)
It's my problem that l did not follow weland lost this chance.
lt's a pity we can not cooperate rightnow, but we are looking forward to nexttime. Any inquiry you have, please contactme without hesitation.
|t doesn't matter if your company hasfinished purchasing plan, because it'salways meaningful to prepare a plan B.

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