外貿(mào)人一定要出國拜訪客戶附拜訪要點

1、跟國內(nèi)一樣，國外也很注重關(guān)系網(wǎng)，他們也喜歡禮尚往來，尤其是見面后的那種友誼，很容易會使得他們優(yōu)先選擇你作為長期合作供應(yīng)商。下面就和阿連一起看看如何拜訪客戶，更好建立信任關(guān)系。Its the same for domestic and foreign country to care much about the relation net.They also like courtesy dema nds reciprocity, especially the frien dship after meet ing,because its easy for them to choose you as

2、their Ion g-term supplier. So let me show you how to visit customers and build relation better.為什么要去拜訪客戶Why we visit customers?這里的客戶包含合作客戶和未合作客戶。Customers con sist of cooperative customers and un cooperative customers.1. 客戶選擇適合自己的工廠難Its hard for customers to select the suitable factories.因為中國工廠太多，競爭

3、激烈，客戶很難選擇適合自己的工廠，也很難讓客戶了解公司最真實的情況。The competition in China is harsh for there are so many factories. And its not onlyfor customers to select the suitable factories but also hard for them to know clearly about the actual situati on of compa ni es.2. 客戶選擇適合自己市場的產(chǎn)品難Its hard for customers to choose the

4、right products for their market.產(chǎn)品太多，琳瑯滿目，客戶沒法區(qū)分產(chǎn)品，不知道如何選擇產(chǎn)品。There are so many differe nt products that customers cannot disti nguish theproducts as well as how to select the products.3. 對中國質(zhì)量沒有信心They have no con fide nee in the quality of Chin ese products.通過電話，郵件或者網(wǎng)站，客戶沒有辦法觸摸到產(chǎn)品，對產(chǎn)品的質(zhì)量有很大懷疑，如果是新成立

5、的中國公司又沒有知名度或一定的口碑，客戶對質(zhì)量不放心。Customers cant touch the products through phon es, emails or websites, so theysuspect about the quality of products. If your compa ny is new established or has no popularity or certa in word of mouth, they are no assured about the quality.4. 合作談判周期太長The time spending on ne

6、gotiation and cooperation is too long.客戶經(jīng)常在放假，也經(jīng)常不回郵件，從發(fā)郵件到下樣品訂單也許就半年了，之后也沒什么音訊了。Customers usually are on vacation and dont reply the emails. So it may takes halfyear, even disappearing, from sending emails to give order of samples.5. 研發(fā)和設(shè)計不知道市場的方向是什么，憑空造新產(chǎn)品，心里沒底R & D and desig ning departme nt peop

7、le dont know clearly about the directi on of the market, so they desig n and in troduce new products un reas on ably.什么樣的產(chǎn)品是好產(chǎn)品，這個是市場說了算，市場是檢驗的唯一標(biāo)準(zhǔn)。What kinds of products are good products? Its up to the market, so market is theonly sta ndard to exam ine.6. 建立友好的長期合作貿(mào)易伙伴關(guān)系Establish frie ndly and Ion

8、 g-term relati on ship of cooperati on part ner.和中國一樣，國外很注重關(guān)系網(wǎng)，他們也喜歡禮尚往來，尤其是見面后的那種友誼，很容易會使得他們優(yōu)先選擇你作為長期合作供應(yīng)商。Foreign countries care much about the relation net like China and they like courtesydema nds reciprocity, especially the frien dship after meet ing, which its easy tomake them select as their

9、Ion g-term supplier.7. 合作客戶的客訴，經(jīng)常很難通過郵件或者電話表達清楚Customers compla in that its hard to make them be un derstood clearly through email or phon es.客戶當(dāng)面會和你講的非常清楚，包括與你合作中出現(xiàn)過的所有問題，并且現(xiàn)場可以給你看實物。反饋也會更直接、更有效。Customers would tell you the in formati on clearly face to face, which in clude all theproblems may appe

10、ar in cooperation, and they can show you the materials at spot.Additi on ally, the feedback is more direct and effective.8. 加快新產(chǎn)品的推廣速度或者降低新產(chǎn)品的風(fēng)險，快速收到市場反饋Accelerate the speed of popularizingnew products, reduce the risk of newproducts and atta in the market feedbacks quickly.很多時候我們研發(fā)一款新產(chǎn)品，需要發(fā)樣品給國外客戶，

11、看他們是否有什么建議，需要改進或者什么的，但客戶很久都不回。最后不得不開模，最后小批量出貨，客戶說產(chǎn)品需要改什么什么，但那個時候模具已經(jīng)沒辦法改動了。When we develop a new product, we n eed to send the sample to foreig n customersto find out whether they have any suggestion or anything need to improve orsometh ing else. But customers usually take a long time to reply. Fin

12、ally, we have toope n mold and produce small amount of products. Then customers would dema ndto cha nge someth ing, but at that time, we have no way to cha nge them.拜訪客戶的要點The key points of visit ing customers1.更直觀地把公司的優(yōu)勢、實力展示給客戶Show the stre ngth and abilities of compa ny to customers more directly

13、建議用PPT的形式約到客戶的高層進行meeting 。Its recomme nded to have meeti ngs by using PPT with senior customer.Select the TOP10-20 products and new products which suit the market of customers.把產(chǎn)品的賣點提煉出來，把準(zhǔn)確的信息傳達給客戶，并且現(xiàn)場演示，讓他知道這款產(chǎn)品好在哪里，為什么你要選這款產(chǎn)品。Refine the selling points of products, and send the accurate informat

14、ion tocustomers as well as display at spot to let them know the stre ngths of the productsand why you choose the products.3. 樹立客戶對我們公司品質(zhì)的信心Build customers con fide nee of products of our compa ny1）提供一些證書證明provide some certificates2）提供公司的實驗室測試報告offer the laboratory test report3）在PPT里面展示公司嚴(yán)格的品質(zhì)系統(tǒng)show

15、the strict quality system of compa ny in PPT4）其他客戶對產(chǎn)品的好評，收集多一些，可以作為說服資料Collect more good comme nts from other customers as the proof5）樣品的質(zhì)量一定要很完美，這是對你們品質(zhì)最直接的檢驗。The quality of samples must be perfect for its the most direct exam in ati on of your quality.4. 把合作周期縮短到最短Shorte n the cooperatio n time at

16、 most.如果你帶有足夠多的樣品，客戶表現(xiàn)出有興趣的產(chǎn)品，你可以留一個樣品在他公司。If you have eno ugh products and customers have in terest i n some of them, you canleave one sample to their compa ny.5. 精準(zhǔn)定位新產(chǎn)品的研發(fā)方向Positi on the developme nt directi on of new products precisely.找到市場上熱賣的產(chǎn)品（包括客戶網(wǎng)站上面的best seller ）+公司近期想要研發(fā)的產(chǎn)品，或者設(shè)計師設(shè)計好的一些產(chǎn)品直

17、接給客戶看，他會告訴你他的觀點，喜歡還是不喜歡或者有什么建議。Find out the popular products in market which con sist of the best seller oncustomers websites and the products they want to develop recen tly. Or showcustomers directly the products has bee n desig ned by desig ners, and tell the n youropinion that you like them or no

18、t or any suggesti on.6. 邀請客戶來拜訪工廠Invite customers to visit your factory.關(guān)系好的客戶以后會更愿意和你交流，最重要的是你面談時候的專業(yè)度，讓客戶佩服你，以后合作，你的主動權(quán)會多很多。The well-relati on customers are more willi ng to com mun icate with you. And themost importa nt thing is that customers would admire your professi on, so you will have more in itiative of later cooperati on.7. 讓合作客戶幫助你們公司提高自己Let customers to