“为什么询盘很多,但是成单却很少!”

首先,弄明白自己想要的是什么,你的思路清晰足够清晰吗?

你是要询盘还是要成单?

我们知道,营销和做业务不一样。

营销是让人们对产品产生兴趣并最终产生购买行为的过程,而做业务则是将询盘直接变为成单的过程。即,营销带来询盘,销售带来成单。

为什么客户要选择你?

客户的选择一定是在优劣对比过后的抉择

如果客户没有可参考的东西,最终客户的比较点就会放在价格上。一般人买东西都不会选择最贵的,也不会选择最便宜的。

别单纯的客户要什么就给什么

永远不要直接给客户报价。客户要求看价格怎么样,然后就直接把报价发了过去,然后留了句 “hope to hear from you soon”

收到客户询盘之后,要做的就是和客户打开话题。客户希望感觉到自己被重视。一旦客户提到了一些业务相关的事情,就可以把它作为谈话的主题。

找出共同话题,如果没有共同话题就制造一个。比如 “Sounds like you’ve got an exciting _______ – tell me, what’s the scoop?” 记住,人们爱谈论自己是一个普遍真理。这样做,同时也给了对方一个回复你的机会。

但是,如果你只是发了价目表过去,客户就没有理由继续回复你了。

销售是一个过程,不要太心急。在进行第二次邮件沟通之后,才考虑跟客户报价。

如果你很善于交际,最好电话拜访,如果是不善交际的,就不要这么做!

首先,电话能让你以一种更加真实的方式联系客户,这种做法成单的机会更大。

但是,如果你很害羞,并且不善于打电话,那么不管这种做法有多么高效,都不要做。因为不自在电话沟通,会极大地损害你在对方那里的信任度以及可靠性。

因此,除非你对这次电话商谈极度自信,否则不要尝试。

而在邀约电话的时候,不要说:“i’d love to talk to you more about my service”,谁想听你是做什么的啊?

最后,销售的目的

一旦和客户聊了起来,并且赢得了客户信任,接下来要做什么?

让客户下单的施压办法有很多。比如,向客户表明你很忙,但是愿意把客户的事情放在首位。

这是什么意思?

向客户表明你不止他一个客户,你很专业,你的时间很宝贵。如下面这封邮件:

hey Mike,

I’m so excited for you. This all sounds fantastic, and I’d be honored to be a part of this project. Typically, I’m available to start new client projects with a 2-3 week/month lead time, however, I actually just had an unexpected cancellation for this week/month. Since I’m a huge fan of what you’re doing and think we’d have a ball together, I wanted to extend the time slot to you, first. If you want to slide in, just reply back to me ASAP & I’ll send you over the paperwork.

Sia

这封信包含了什么?因为你还有别的客户要忙,所以客户会对你产生一种专业的印象。他们会因此尊重你的时间。

所以,在受到客户询盘后,该注意哪些事项?

收到询盘后尽快回复,表明你对对方很重视。You put value on them!

用积极的情绪回应客户询盘,然后对客户表达出关心

在回复中强调自己对客户利益的重视

在回复邮件中,清晰阐明询盘的内容,表明你完全了解客户的需要

适当的回答一些问题

在必要的情况下,邀请客户见面

回复客户邮件的时候不要过度正式

最后,最后,不要范拼写错误

回复客户询盘1:

Dear Rachel,

Thank you for your interest in our in xxx. We are excited to hear from you. In response to your enquiry, please find attached to this email our product catalogue. We hope the information provided in it answers your query. However, please do not hesitate to contact us for further clarification if need be.

Best wishes,

Antonio McGuire

Regional Manager, Rainbow Farms

回复客户询盘2:

Dear Godwin,

Thank you so much for your query regarding our xxx. In response to your question, the total cost for xxx with the information you provided is $xxx In addition to this, I have attached a detailed brochure of our products  I would be pleased to meet with you . Alternatively, I can come over to yours if it is more suitable to you.

If you need further explanation, please do not hesitate to let me know.

I hope to hear from you soon.

Thanks again for your interest in us.

Warmest regards,

Joe Augustus

回复客户询盘3:

Dear John,

We are thrilled to hear from you. Thank you for your query about our beauty products. To answer your question, we have a wide range of beauty products, from skin care to hair treatment products. Our prices are unbeatable! I have attached a detailed product catalogue to this email. It contains specifications and prices for your perusal.

It would be a pleasure if I can meet with you to enable us discuss in more details, any specific requirement you have which is not provided in the catalogue. The meeting can hold at your office when it is convenient for you.

If you have further questions or need additional clarifications, please do not hesitate to contact me.

I look forward to doing business with you.

All the best,

Robert Neil

Senior Partner, True Beauty International

回复客户询盘4:

Dear Alison,

Thank you for your enquiry. You were unable to find our Vibro Plasma TV, model XT115 because we have discontinued the manufacture and sales of this model. It has been replaced with Vibro Plasma TV XT116 which is an improved model with more advanced features.

I have attached to this email, a product catalog that contains details of the features of this new model and other models; and a PDF file containing the addresses of stores where you can conveniently purchase this new model.

Thank you so much for choosing our product. We cherish your patronage.

Best wishes,

Gold Sanders,

Sales Manager, Future Technologies

回复客户询盘5:

Dear Moses,

We appreciate your interest in our products and services. To address your concerns regarding our published books and publishing services, please visit our website {网址} for detailed information on these.

However, if you would like us to see in person and discuss how we can help in more detail, I would be glad to pay you a visit.

In the meanwhile, please do contact me if you need more clarifications.

We look forward to doing business with you.

Thanks.

Best regards,

Goodwill Bruce

Customer Relations, The Orchard Publishers

回复客户询盘6:

Hey Mike,

Thank you for your recent request for more information concerning our products. I am sending you our illustrated winter catalog containing descriptions of our entire stock with current price listings. As new products become available, we continually expand our selection of merchandise. For this reason, I have added your name to our mailing list. You will receive a new catalog about four times a year, as well as periodic information on our sale prices and clearances. The Doe Company takes pride in offering the widest selection of quality merchandise at the lowest prices in the field. In appreciation of your interest, I would like to offer you a 10 percent discount on your first order and invite you to become one of our many satisfied customers. If you have any further questions, I would be happy to assist you.

回复客户询盘7:

Hey xxx

We thank you for your interest in our custom mountaineering tents. I have enclosed a product line brochure showing all our models and current prices. As you will no doubt notice, our prices are somewhat higher than others’; however, our products are of such superior quality and durability that they are the overwhelming choice of serious mountaineers all over the world. Our tents have been on more expeditions in the high mountain regions than any two other brands combined. Our record speaks for itself: We have never had a tent returned by a dissatisfied customer. Please review the enclosed catalog, and when you are ready to order, or if you just have a question, please call us at xxx-xxxx。

best wish

xxx