开发信/报价后无回复:主动跟进时,切忌仅追问“是否收到邮件”。应提供新的价值点,例如:“I trust that you have had an opportunity to review my previous email. I’m following up to highlight our best-selling product series that might be a perfect fit for your market demand.” 或者提及市场热点信息,重新激发客户兴趣。
样品寄送后:跟进确认客户是否收到样品以及初步体验感受。例如:“Have you received and had a chance to evaluate the sample? We are keen to hear your feedback. If satisfied, we are ready to discuss the next steps for a formal cooperation.”
长时间未联系的客户:回访时,重点表达关心和提供更新。例如:“Hi [Name], I’m touching base to see how everything is going on your end. We’ve recently updated our [product line/service], and it addresses several challenges our partners were facing. I thought it might be relevant to you.”
2. 运用同理心与积极倾听 在沟通中适时使用共情的语言,能有效拉近距离,建立信任。例如: – 当客户表现出疑虑或困难时,回应:“That would be frustrating to me too. Let me see what I can do immediately to address this for you.” – 表示理解对方的立场:”If I were in your position, I’d probably have the same questions. Let me clarify…”
3. 结构化沟通与确认理解 在沟通中,适时地总结和确认,能避免误解。可以用这样的话术: – “So, if I’m hearing you correctly, your main requirements are [Point A], [Point B], and [Point C]. Is that accurate?” – 清晰地告知客户下一步计划:“Here is what I’m going to do next to get this resolved for you: [Step 1], [Step 2]. I will update you by [specific time].”