外贸业务员在接触客户的过程中,尤其是在*次接触中,如果能准确判断其是否有诚意,那就可以为随后的跟进工作指明方向,不会浪费时间。那么外贸业务员如何判断客户诚意呢?
对于一个外贸业务员来说*重要的莫过于做好两件事:*学会判断你的潜在客户的诚信度和下单的机率;第二在价格战中如何把握好你的客人,让他们牢牢地被你抓在手里,直至签定正式的合同。
外贸技巧
01
真正要产品,有诚意做生意的客人,他们会留下详细的联系方式,比如:公司名,地址,电话,传真,电邮等。而反观一般询价同行,他们为了掩饰自己的身份往往这信息留得不全,或者是假的,如何验证?当然*简单的就是打个电话,在英语对话中,问对方的公司名,所经营的产品范围,以及相关的联系人,一查就知道真假。
02
要你的潜在买主提供他们公司网站。稍微正规的公司都会有自己网站,如果这个公司真的存在,那么他们的网站就应该存在,而且基本描述和你在邮件中所看到的应该要一样。
03
利用GOOGLE搜索系统进行搜索,如果你的客户和你说他们是北美地区前3名的文具进口商,其实只要搜一下就知道他们的说法是否正确,而且还能知道与他们公司相关的一些其他信息。
04
真正有诚意要买产品的客户不仅仅会问价格,还会涉及到付款方式,交期等交易条件等,特别是当问价格时,他们一般会报上不同的数量,因为不同的订购数量所得到的价格是不同的。
05
要求你的客人提供他们公司的银行帐号,通过你的帐户行查证其资信度是否可靠,还有一些公司经营状况的重要资料。
06
通过语言来判断,一般英语比较僵硬,语法极为标准的邮件,一般是中国人写的。反观国外客户他们的写的邮件,从语言上明显可以看出有一种国外的风味,尤其口语话感觉强烈。
07
利用技术手段进行地址查询,对于客户的邮件,可以单击鼠标右键选择属性栏,来查看其URL地址,再通过URL地址查询器(网上有、查证其邮件的发出地址,如果和他们公司的地址一致,基本可以说明该客户的真实性。
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#外贸术语 #外贸技巧 #外贸 #google搜索 #外贸与邮件 #贸易术语 #外贸知识 #怎么判断客户的意向程度 #怎么判断哪些客户是否有合作意向 #催款信 #客户跟进
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