对于企业来说,客户是最重要的,如果一个企业没有了客户的支持,是很难生存下去的。据相关数据分析,有80%的企业的未成交客户的数量,远远比成功客户的数量多。所以,对于一个企业来说,积累客户的资源,是一件十分重要的事情,但是如果不能让客户真正成为有价值的存在,是没有什么意义的。那么,针对这些有价值的客户,企业该如何跟进呢?
一、对于未成交有价值的客户
1.新品推荐
找任何机会新品推荐,告诉客户现在有一款新的热门产品开始销售了,看客户是否有需要。
2.再次发送产品细节
找机会寄样,因为已知这个是有价值的客户,所以可以直接发送产品细节,并找机会安排寄样。
3.继续提供有价值的信息
如果有原材料变动,产品变动,市场变动均可写邮件给客户,并附上价格走势图,虽然他也知道价格有在变,直接上图还是很刺激的,有逼单的意思。
4.如果客户心动提出成交
此时客户一般都会说竞对如何如何,成本会低一些,这也是一个很大的突破。如果客户提出具体拒绝的理由也是有机会的。
5.如果寄样了
追问样品测试的如何了,看是否有机会合作,如果不与我们合作,我们就去当地找其它一家做代理。(因为此时客户已经测试过样品了,对自己质量自信就可以在客户看过样品后这样回复)
二、对于未成交有价值的客户---测样合格后一般出现四种心理
1.成立办事处
如果客户不下单给现有的供应商也不会造成威胁,而如果不下单给你,你们就真有可能成为他最直接的竞对。
2.担心当地终端客户
因为客户测样合格后,是会担心你们真的搞个直接竞对出来的。
3.担心再次受伤
这样的客户一定也有从其它供应商采购的经历也一定受过伤,用数据说明,你们是如何避免的。
4.担心我们价格
担心我们的样品和大货的质量不一样,担心我们会随时给他们涨价。
三、对于未成交有价值的客户
1.介绍客户
如果有终端的询过价的客户,都介绍给这个你想要开发的客户,这种平时的零售小单也不要直接删掉了,虾子也是可以钓鲤鱼的。
2.如果客户还是拒绝
照实说你的感受,不感兴趣也可以直接说,没有必要拖着双方,你也可以尽快在当地培养一个新的代理。
3.催单
客户都介绍过了,肯定要催单了。写有价值的邮件催单,看客户什么反应,有针对性的应对。
4.最后的关单
如果还是拒绝,暂时放弃吧,该说的都说过了,就回到一般潜在客户,平时分享一些国外拜访,行业涨价趋势图,客户好评等。(逼出真相也是一种进步)
四、跟进有价值的客户关键点
1.不要着急马上要他给你订单,但是时刻保持联络,有效的跟进,有价值的分享。
2.平时也要不停的逼单,分享展会信息、成交信息、产品研发效果等。
3.不要让客户忘记你,机会来临时,你就是他的第一选择。
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