做长期主义的外贸人

公司名：河北亿圣国际有限贸易公司

分享人：丁佳宁

分享内容：

真正厉害的外贸人，都是长期主义者。开发外贸客户、跟进客户、谈单，这些都不是一天两天就能完成的。这就像盖房子，得一砖一瓦慢慢来，急不得。 做外贸，心里得时刻想着维护潜在客户，说不定哪一个就能带来大订单。老客户也不能忽视，得维护好，让他们愿意接着下单。老客户返单不仅能增加业绩，还能帮我们宣传，带来新客户。

外贸销冠之所以能成为销冠，就是因为他们有足够的耐心，懂得坚持长期主义。只要咱们也这么做，用心做好每一步，肯定也能在外贸这行干出好成绩！

1.客户说对家产品更便宜

强调自身产品和服务的独特价值，而不是单纯在价格上竞争。

应对话术

1、先表达对客户将价格作为重要决策因素的理解，体现同理心。然后通过转折，引出公司产品不仅仅只有价格这一个考量因素，引导客户关注其他方面。

Dear customer, we understand that price is an important factor in your decision -making.However, we would like to point out that our products are not only about the price.

2、突出产品本身的优势以及附加价值。

Our products are made of high -quality raw materials, which ensures their durability and performance.Moreover, we provide comprehensive after-sales service,including 24 -hour technical support and free maintenance within x years.

3、引导客户做出有利于长期合作的选择。

We believe that in the long run, the value and quality of our products will bring you more benefits than just a low -priced product.Choosing u means choosing a worry-free and longterm cooperation.

2.新客户对产品感兴趣，但仍在犹豫

向客户全面展示产品优势和公司实力，增加客户信心。

应对话术

1、先对客户的兴趣表达感谢，拉近与客户的距离。再介绍公司的专业度，让客户对公司的实力有初步认知，建立信任感

Thank you for your interest in our products.Our company has been in this industry for x years, with rich experience and a professional R&D and production team.

2、强调产品质量上乘，通过列举国际认证来佐证，增加说服力。同时表明可以满足客户的个性化需求，进一步吸引客户。

Our products not only have excellent quality, which has passed strict international certifications like xxx, but also we can provide customized solutions according to your specific needs.

3、明确表达公司致力于与客户建立长期互利的合作关系，让客户了解公司的合作态度。同时强调选择公司就意味着选择可靠和优质的服务，给客户一个选择的理由，增强客户选择的意愿。

We are committed to building long -term and mutually beneficial partnerships with our customers. We believe that choosing us means choosing reliability and high -quality service.

3.老客户返单前，询问产品改进&价格优惠

重视老客户意见，合理提供优惠以促进返单，同时强调合作的长期价值。

应对话术

1、让客户感受到自己的意见被重视We really appreciate your long - term support and trust.Regarding your suggestions on product improvement, our R& D team has already started to work on it.

2、给出具体的价格优惠，如在这次订单上提供x%的折扣，用实际行动表达对长期合作的感激，吸引客户返单。We are committed to continuously enhancing the quality and performance of our products to better meet your needs. As for the price, in order to express our gratitude for our long- term cooperation, we can offer you a {X]% discount on this order.

3、强调公司的持续努力和给予的优惠能够进一步巩固长期合作关系，让客户明白合作是互利共赢且可持续的。最后表达对客户新订单的期待，引导客户进行下一步行动。We believe that our continuous efforts and this small gesture of appreciation can further strengthen our long-term partnership Looking forward to yourneworder.