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跳出定向思维,新角度“撩”回客户 Find A New Way to Get Your Customer Back【第978期】

外贸连2021-01-09 12:01:37

今天阿连想通过一个自己的案例跟大家分享一下:我们不要轻易被自己的定向思维束缚,寻找新的角度和方式以达到合作的目的,以免因自己的错误判断亲手断送一些大好客户:

Today, I want to share with you a case: never limit by your own directed thinking but find a new perspective to reach the cooperation so as not to lose some good customers by our wrong judgement. 


阿连的一位潜在客户采购量不大,为了能增大客户的采购量,阿连曾经锲而不舍地多推荐不同的款式,但都被客户拒绝了。最近,客户的节日旺季到来了,阿连猜想客户也许会有订单需求,于是尝试推荐了一些款式。

I have a potential customer with a certain order. In order to push larger order, I used to recommend many kinds of products again and again and all were rejected by him. Recently, it came the peak season of festival in his country, I guessed he needed some new orders, therefore, I recommended some new models to him. 


终于,这次客户不再拒绝了,但是又向阿连强调说,要和他们在此前所采购的款式是一模一样的。阿连听了,想办法推荐了跟他们现有款式相类似的产品。可是客户又一次拒绝了,理由是我们的设计跟他们要找的不是一模一样。

Finally, he didn't refuse me any more. However, he emphasized that the design must be the same as the former one. I tried to recommend similar models we have but he rejected again because the models were not totally same.  


阿连百思不得其解,客户所说的“一模一样”是真的是完完全全一模一样吗?我们不是做山寨的,又怎么会有和其他人一模一样的款式呢?一模一样的话随时有侵权的可能。

I couldn’t figure out whether the so-called totally same is really the truth. If we don’t do copied goods, how can we have the same products as others? We may infringe copyright any time. 


于是,阿连重新对比了一下,找到一款配色有相似但性能却非常有优势的产品。模仿着客户发来的产品图片角度,更换了一张无论是角度、颜色都更加像的图片贴上去,也把优势详细列明发了过去。

Therefore I compared the picture again and found a similar colored product but of very high performance. I imitated the picture sent by the customer and attached a picture on it then sent to him with the details of advantages also. 


很意外地,客户竟然回复:你发过来的图片是我们本来那张还是你们的图片?阿连看到邮件不禁暗喜。在跟客户确认是我们的产品之后,客户便要求我们以最快的速度安排样板给他们做检测。顿时我要感谢自己的聪明,也感谢这张合适的图片。

Surprisingly, the response from the customer was "is this the picture I sent to you before or your own picture?" I felt so happy in heart. After confirmation of our own products, the customer asked for sample for inspection as soon as possible. Suddenly, I think I must thank my wisdom and this suitable picture.


在这过程中,阿连发现当客户说我们的产品跟他们的不是一模一样的时候,是在拒绝我们,但同时也给了我们一次重生的机会。如果继续找“一模一样”的款式的话,我们很容易就会被客户牵着走,最终以一句“不好意思,我们真没有一模一样的款式”告终。

During this process, I found that when the customer rejected me because of different design, it is also a chance for revival. If I kept on looking for the same product, we will be driven by the customer and come to an end with "sorry, we really don't have the same model". 


如果我们冷静下来,对比分析,琢磨客户的想法,并且让客户看到我们产品的优点,这样机会不就来了吗?所以,连粉们也不能一昧地被客户的话绊住脚跟,站稳自己的立场才能把握好时机,增加机会。

If I calm down to compare and analyse, and show the merits of my products, isn’t there opportunity for me? Therefore, we should not be trapped by the customer’s words. We should hold our position firmly to catch the chance and create more chances.


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