做外貿(mào)要挖別人的老客戶不是件容易的事

2024年1月22日 10:19:15 來(lái)源：外貿(mào)原力

我們知道，從有些付費(fèi)的海關(guān)數(shù)據(jù)我們可以看到客戶進(jìn)口信息，也能知道客戶是從中國(guó)哪個(gè)供應(yīng)商采購(gòu)的。

如果這些客戶每年都有穩(wěn)定的采購(gòu)量，他們就是我們的潛在客戶，你可以嘗試不斷地發(fā)消息開(kāi)發(fā)，先做備胎，一旦他的原有供應(yīng)商出現(xiàn)了問(wèn)題，你就有機(jī)會(huì)轉(zhuǎn)正，前提是你要找到這種客戶并且堅(jiān)持足夠久的時(shí)間。

有些公司年底離職率比較高，這個(gè)時(shí)候公司領(lǐng)導(dǎo)可能會(huì)安排一些老客戶給新員工跟進(jìn)，對(duì)于曾經(jīng)給公司下單的老客戶，很多時(shí)候換人反而不下單了。無(wú)論新人如何絞盡腦汁，客戶都只是保持著客套的回復(fù)！大概率是客戶被離職的人帶走了，這種客戶是認(rèn)人的，對(duì)原來(lái)的業(yè)務(wù)員是非常認(rèn)可的，對(duì)方不一定看的是公司，有可能是看的價(jià)格。除非原來(lái)的業(yè)務(wù)員在處理客戶訂單時(shí)出現(xiàn)過(guò)非常大的錯(cuò)誤，否則很難與你建立聯(lián)系！

對(duì)于這種客戶，你沒(méi)必要花太多心思和精力在他身上，保持著聯(lián)系就好。畢竟他已經(jīng)跟老業(yè)務(wù)有過(guò)幾年的交情，他習(xí)慣了之前業(yè)務(wù)員的處事方式，很多老外比較懶，是不愿意花時(shí)間重新熟悉，重新磨合的。

我之前一個(gè)菲律賓的客戶，他是一個(gè)非常優(yōu)質(zhì)的客戶，在工廠還是小作坊的時(shí)候，每年有差不多兩百萬(wàn)的訂單，所以每次他來(lái)工廠拜訪，老板和經(jīng)理都會(huì)安排很周到的接待，隨著訂單量增大，工廠忙不過(guò)來(lái)，外發(fā)把訂單質(zhì)量做差了。客戶最后一次來(lái)是索賠的，因?yàn)樗目蛻舨唤邮茇洠匦孪聠谓o另外一家工廠，可是我們老板卻沒(méi)有正確對(duì)待客戶的索賠，最后搞得不歡而散。而經(jīng)理卻把責(zé)任推在我的身上，說(shuō)是因?yàn)槲矣唵胃M(jìn)不及時(shí)而導(dǎo)致這樣的結(jié)局，于是他就跟客戶說(shuō)把我換掉，讓另外一個(gè)業(yè)務(wù)員來(lái)跟進(jìn)客戶的訂單。

經(jīng)理是為了讓客戶繼續(xù)下單，給個(gè)臺(tái)階，而我成了背鍋俠。可是后來(lái)客戶卻再也沒(méi)有給我們公司下過(guò)單，他還私底下找過(guò)我，說(shuō)知道我是無(wú)辜的，老板不承擔(dān)責(zé)任的做法太令他失望了！

有的客戶愿意跟隨你是因?yàn)槟愕娜似罚愕奶幨路绞阶屗娣挥械目蛻綦x開(kāi)一個(gè)公司是因?yàn)閷?duì)公司處事方式失望，是因?yàn)樗惺懿坏焦緦?duì)他訂單的重視。

要做一個(gè)能夠讓新老客戶都喜歡的人，可不是一件容易的事，首先你得要了解他，其次你得要能幫他解決問(wèn)題，最后你還得讓他喜歡上你，最重要的你得創(chuàng)造機(jī)會(huì)讓他相信你提供的產(chǎn)品能為他帶來(lái)價(jià)值！

還有人問(wèn)如何給客戶寫感謝信，這里收集了幾封，大家可以修改使用。其實(shí)這段時(shí)間應(yīng)該是要準(zhǔn)備給客戶發(fā)放假通知的了，感謝信在年底就應(yīng)該發(fā)！

Dear xxx,

Greetings!

Thank you very much for your orders this year. I am pleased that you entrusted us as your supplier for your project and am grateful that you continue to put your faith in our services. I hope our products met your expectations.

As always, we are happy to support you with any future projects you may undertake. I wish you the best with your current project and look forward to seeing the outcome. Many thanks again, and I look forward to working with you in the future.

Thanks & best regards

xxx

Dear xxx,

Greetings!

Another year has come and gone and with it all of the excitement, hardships, and little victories that make life, and business, worthwhile. At this time of the beginning of 2024, we wanted to let our most valued customers know just how much we appreciate their continued support.

We want to thank you from the bottom of our hearts and wish you all the best for the coming year.

Happy holidays and happy new year!

Thanks & best regards

xxx

Dear xxx,

Greetings!

We just wanted to know that we truly enjoy working with you and feel honored to be your chosen supplier.

The growth we're experienced over the years is because of customers like you, who faithfully support our business.

We value your trust in our company, and we will do our best to meet your service expectations.

Thanks & best regards

xxx

Dear xxx,

Greetings!

You've been a customer for nearly xxx years now, and we can't thank you enough for your loyalty. we wanted to let you know how grateful we are for your recent purchase.

We appreciate the continued opportunity to serve you. As always, please let us know if there's anything we can do to improve our service further.

Many thanks again for all of your business over the years!

Yours faithfully.

xxx

Dear xxx,

Greetings!

On behalf of xxx I would like to say thank you for being a loyal customer. It has been a pleasure serving you and supplying you with xxx and we hope that we can have the pleasure of providing for you for many more years to come.

Many thanks for your ongoing business and we look foward to serving you in 2024.

Thanks & best regards

xxx

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來(lái)源：外貿(mào)原力