花边厂家谈服装辅料展会上如何与老外交流?

澳门新葡亰网站注册,9、跟客户介绍的时候,不要总是说, Our quality is very good。展位上面大家时间都不多。不要说一些客人没有办法衡量的话,怎么样才叫好呢?大公司的买家基本上都是至少大学学历,很多都受过专门的采购培训,他们内部有一套定量的评估体系的。所以,最好是用你本行业的定量术语来表达,假如本行业没有定量术语,就直接说,We have supplied our products for XXXXX company for 5 years, and XXXX company is quiet satisfied for our quality. So I believe we can meet or exceed your quality requirements. 这个XXXX公司最好是客户应该知道的,和客户差不多同类档次的,或者高一点点,不要高太多的。否则要误解的。

大公司的买家基本上都是至少大学学历,很多都受过专门的采购培训,他们内部有一套定量的评估体系的。所以,最好是用你本行业的定量术语来表达,假如本行业没有定量术语,就直接说,We have supplied our products for XXXXX company for 5 years,and XXXX company is quiet satisfied for our quality. So I believe wecan meet or exceed your quality requirements.这个XXXX公司最好是客户应该知道的,和客户差不多同类档次的,或者高一点点,不要高太多的。否则要误解的。

1) 这个产品是什么?为什么我要加入现有产品线?

3、母语是英语的人说话可能会很快,没有停顿的。你可以让别人稍微慢一点,这是不失礼的。千万不要没有听懂就接客户的话。否则客户会觉得和你沟通很困难。很容易就走掉了。

1, 欧洲人,美国人是非常喜欢那种interactive 的人的,你不需要太拘谨,不需要什么都yes.

Features:

5、老外只要做下来以后,要让老外多说,在你完全明白的情况下,再介绍你自己。和欧洲美国人谈的时候,你可以让客户简单的说一下此行的目的。希望找一些什么样的供应商。有的客户不会直接回答你,有的客户会告诉你。

假如是中间商:Do you distribute your goods only in your domestic market? Or in thewhole Europe? Which country is your biggest market?(不能直接问谁是你最大的客户,这样太敏感了。)

如果有这个实力,第一步的目标是成为该客户的10%的第二替补。在此之前客户可能要反复考察你的质量,服务等等。业务员要有耐心,认真对待每一次打样,每一个小单子,都是客户的考验和测试。

8、在展览会最后一两天的时候,你可以问: What do you think how about the trade show? Did you find everything which you need exactly? 你问这种问题很容易可以从客户那里得到你们整个行业的情况,客户的观点对你是很有价值的。同时,你也间接的问客户了客户还有什么东西没有找到,说不定你可以帮上客户的忙,假如你刚好也有这种产品的话,客户也会把定单下到你这里。

6.这些职位的人很多学历很高,有些人有MBA background. 所以,有点喜欢听比较酸的话。这些人开口闭口就是: value, global supplychain, private label, costs, partnership,bottom line等等。你可以这样说:

Best regards,

1、欧洲人,美国人是非常喜欢那种interactive 的人的,你不需要太拘谨,不需要什么都yes。

4, 老外只要做下来以后,要让老外多说,在你完全明白的情况下,再介绍你自己。和欧洲美国人谈的时候,你可以让客户简单的说一下此行的目的。希望找一些什么样的供应商。有的客户不会直接回答你,有的客户会告诉你。

Hi John,

6、假如你有幸碰到头衔是Director,Vice President等职务的买家,要多说一些战略性的东西。这些人来展会不是为了1个柜2个柜来的。他们很多是来找战略性伙伴的(Strategic Partners)。所以你要有放长线钓大鱼的功力。假如你自己工厂实力可以的话,要主动的邀请这些人访问你的工厂。这些职位的人很多学历很高,有些人有MBA background. 所以,有点喜欢听比较酸的话。这些人开口闭口就是: value, global supply chain, private label, costs, partnership,bottom line等等。你可以这样说:

在两个人对话的时候,适当的时候要称呼对方。假如你在对话中经常称呼对方,对方也会称呼你,这样可以让客户很容易对你有印象,这样对后续跟踪客户好处多多。非 英语 的名字,象北欧人的名字,我们根本不知道怎么发音,很多法国人的名字不是按英语发音的,要注意,你不会读可以直接问客户,这是不失礼的。

BTW, we have the samples ready. Do you want to evaluate this new product XXXX?

4、客户坐下来以后,你可以问客户你可以给我多少时间。How much time are you available? 这样可以体现你对客户行程的尊重,也可以让你自己根据时间来掌握沟通的内容。

2,母语是英语的人说话可能会很快,没有停顿的。你可以让别人稍微慢一点,这是不失礼的。千万不要没有听懂就接客户的话。否则客户会觉得和你沟通很困难。很容易就走掉了

Re: Hi Mary, may I ask you for a favor?

7、客户有权利问你很多问题,其实你也是有权利问客户的:下列问题你可是试着问问看,对你了解客户好处多多:

   Weare one of the top 3 private label suppliers in the global market. Ourproducing capacity is more than 5,0000000000000/units each week.Furthermore, you know, the knowledge and the know-how sometimes is moreimportant than the machines and equipments. Fortunately, we haveaccumulated enough producing and management know-how from our long-termco-operation with XXXX company. I am sure we can help you to reduceyour international sourcing costs, we can help you to increase yourbottom line.

XXX has already 20 years professional experience in XXX tyre, & XXX tyre. Our factory passed XXXX. Customers like XXXX & XXXX are very satisfied with our tyres for many years.

假如是中间商:Do you distribute your goods only in your domestic market? Or in the whole Europe? Which country is your biggest market? (不能直接问谁是你最大的客户,这样太敏感了。

3, 客户坐下来以后,你可以问客户你可以给我多少时间。How many time are you available? 这样可以体现你对客户行程的尊重,也可以让你自己根据时间来掌握沟通的内容

Target: It targets 30-40 years old man.

2、在两个人对话的时候,适当的时候要称呼对方。假如你在对话中经常称呼对方,对方也会称呼你,这样可以让客户很容易对你有印象,这样对后续跟踪客户好处多多。非英语的名字,象北欧人的名字,我们根本不知道怎么发音,很多法国人的名字不是按英语发音的,要注意,你不会读可以直接问客户,这是不失礼的。荷兰和德国人的姓有很多是2个单词的,一定不能只读最后一个单词。i.e. Caroline van Bommel, 这个女的你可以称呼为:Ms. van Bommel。气氛足够好的情况下,你可以直接称呼对方的单名

假如是零售商:How many stores does your company have?

We are a candidate vendor for XXX company, currently we are serving XXXX,XXXX customers (先给2个大客户的名字,最好是同目标客户时同类的。). We have passed ISO9001, and our products has passed UPC certificate. We are very confident that you can rely on us as a capable vendor.

How can you uate your suppliers? 很多客户不愿意直接回答你,因为确实太难了,你可以补充一句, just generally speaking, not the detailed principles.What's your purchasing plan for next season?

5,假如你有幸碰到头衔是Director,VicePresident等职务的买家,要多说一些战略性的东西。这些人来展会不是为了1个柜2个柜来的。他们很多是来找战略性伙伴的(StrategicPartners)。所以你要有放长线钓大鱼的功力。假如你自己工厂实力可以的话,要主动的邀请这些人访问你的工厂。

Last year was a great year for us. Why? Because we had the privilege of filling several large orders for you. We have not heard from you for several months, so it seems that you have forgotten us. Did we do something to offend you? Or have you been so busy that you inadvertently overlooked your need to reorder?

We are one of the top 3 private label suppliers in the global market. Our producing capacity is more than 5,0000000000000/units each week. Furthermore, you know, the knowledge and the know-how sometimes is more important than the machines and equipments. Fortunately, we have accumulated enough producing and management know-how from our long-term co-operation with XXXX company. I am sure we can help you to reduce your international sourcing costs, we can help you to increase your bottom line. just let me know how I can create value。

9,其实,大公司的买手最关心的不是price, quality, 而是: reliability.差不多的商品,买手从不同的供应商购买,价格有点小差距,国外的公司是可以接受的。但是,买手找的供应商出问题的话,那问题就大了,欧洲还好一点,美国可以马上就走人。所以,我们假如能站在客户的角度考虑问题,要让买手觉得你在所有的供应商里面,你是最reliable的,包括质量,价格,长期供货能力等等。

PS: We are also very capable to custom make for you. Please just tell me the styles you select.

10、其实,大公司的买手最关心的不是price, quality, 而是: reliability。差不多的商品,买手从不同的供应商购买,价格有点小差距,国外的公司是可以接受的。但是,买手找的供应商出问题的话,那问题就大了,欧洲还好一点,美国可以马上就走人。所以,我们假如能站在客户的角度考虑问题,要让买手觉得你在所有的供应商里面,你是最reliable的,包括质量,价格,长期供货能力等等。

7, 在展览会最后一两天的时候,你可以问: What do you think howabout the trade show? Did you find everything which you need exactly?你问这种问题很容易可以从客户那里得到你们整个行业的情况,客户的观点对你是很有价值的。同时,你也间接的问客户了客户还有什么东西没有找到,说不定你可以帮上客户的忙,假如你刚好也有这种产品的话,客户也会把定单下到你这里。

Hi John,

本文选自《江筱鱼》的博客,点击查看博客原文

总之,你是在和客户沟通,而不是被审问。一定要interactive。

XXX

总之,你是在和客户沟通,而不是被审问。一定要interactive。

澳门新葡亰网站注册 1

Leading companies such as XXXX, now use XXX as their reliable supplier for XXX products.

假如是零售商:How many stores does your company have?

广东百华科技股份有限公司_阿里巴巴旺铺

Best regards,

8, 跟客户介绍的时候,不要总是说, Our quality is very good. 展位上面大家时间都不多。澳门新葡亰平台官网,不要说一些客人没有办法衡量的话,怎么样才叫好呢?

同客户相关的成果1

老员工都知道,在展览会上我们能碰到各种各样的服装辅料买家,在第一次见面的时候,你假如发挥的好一点,能增加你获得 定单 的概率。毕竟很多业务员一年也没有几次参加展览会的机会,一定要达到收获最大化。根据自己的经验和荷兰公司提供的信息,总结出了以下几点。希望对大家有用。

激活好久没有下单的老客户

Best regards,

Dear XXX,

Estimated sales for you:

What products are you currently purchasing? May I make an offer to you based on these items for you to compare?

Hope you have a nice day today J

3) 考察客户销量比较大的款式的产品,研究看是否有方法可以在保证质量的情况下,大幅度降低成本,通过价格吸引客户。

XXXX

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The sales of XXXX product in your local market grows very fast. The sales are expected to be very hot in 2014.

I would very much appreciate your help.

We are a qualified supplier of XXX Company, we can help you to save at least 15% of your purchasing cost for product XXXXX.

当客户已经从竞争对手处购买同类产品的时候,好消息是客户已经有需求,及立即的采购计划。坏消息是,客户可能对于现有供应商很满意,并不要更换供应商,此时杀进去难度很大。而且需要经过客户的反复考验。

另外,老板本人或者家族成员采购,采购心理同职业采购经理也是不同的。他们更关注实惠,直接让他们看到实惠。而职业采购经理,则同时关注责任的承担和职务的升迁。不太愿意为了降低一些成本而冒更大的风险。尽量给他们提供更多的说明材料,以便他们去说服他们的老板。如果你有产品认证,ISO9000等,他们会觉得他们承担的风险小很多。

Our satisfied customers include XXX, XXX & XXX. I am confident that when you work with us, you will have the same satisfaction like them.

Re: Hi Mike, will you visit the Canton Fair on April 15th, 2016?

I look forward to seeing you there.

询问相关业务的联系人

Very briefly about ABC Company, we have abundant experience serving XXXX,XXXX customers (先给2个大客户的名字,最好是同目标客户时同类的。). We have passed ISO9001, and our products has passed UPC certificate. We are very confident that you can rely on us as a capable vendor.

A good supplier will save you money and be free from trouble. Quality means a lot for a tyre wholesaler like you. To be safe from customer complaints, you may need a very reliable supplier to count on. We are a right one for you.

Dear Mary,

Over the years you have been a loyal Doe customer, and we have enjoyed meeting your office-supply needs. However, we have not received an order from you in over three months, and we are concerned. Is there any way we can improve our service to you?

询问相关业务的联系人(已知联系人,不知联系方式)

一般大型采购商对于供应商的管理,会有一个主要的供应商,可能采购量达到60-70%,一个次要供应商采购20-30%,和一个第二替补供应商,采购10%左右。一旦主供应商有问题,采购商会迅速培养次要供应商和第二替补,以免出现供应短缺的风险。对于这类的采购商,业务员首先要了解自己公司是否有实力成为该采购商的供应商,心中有数。客户就像鞋子,合脚的才是好的,不是越大越好,以免浪费自己的精力,又搞得自己很沮丧。

Best regards,

Re: Lower your cost for baskets purchase by 20% more

推荐新品

I just visited your web site, and studied your customers’ feedback on your product XXXX. It sounds that your customers (390 customers remarked online) are demanding to: XXXXX 陈述一下客户潜在的问题。

Dear XXX,

Dear John,

模板6

May you give me a chance to present you more information on this? I will be glad to send you more detailed information upon your consent.

To enable you to evaluate our quality, may I invite you to visit our factory?(或者:may I send you a sample?)

Hope you have a nice day today J

Dear John,

清楚了客户的兴趣之所在,以及自己公司和产品的优势,研究清楚如何引起客户强烈的兴趣后,就要考虑这封信要发给谁了。找到具体的联系人,会让开发信的成功率数倍提高。

Best regards,

模板4

In the next email, I will attach you the product catalogs. Please tell me what items are more salable for you.

Our customer include (XXX,XXX), who have found our XXX is superior in quality while saving them % cost from working with us.

XXX

May I introduce myself to you? I am XXX, from XXXX. We have been in machine vision system industry for more than XXX years. I am confident that we are capable to meet your quality standard, while cutting your cost by at least 10%. Please be sure, we are also very capable to custom produce with your drawings.

新手切忌不问收件人是谁,上来就推销,说一通套话我们是最大的,我们是质量最好的,最便宜的。这些太空洞了,而且没有人会在乎你怎么样,那跟我有何关系。推销会让客户很反感。尤其是收信人并不是具体负责采购的人,看到这样的推销信,直接就删除了,或者报告到垃圾邮件箱里了。

3) 他有能力做,价格是否有竞争力?我是否要比较一下其他的供应商?

模板13

相比大型采购商,中小型采购商的数量要小点。有几个情况可能不同,一个就是有可能采购者就是owner本人,当然也有很多是专门的采购经理的;一个就是很多中小型采购商的细分市场定位。比如有的定位很高端,有的很低端,那么,他们关注的供应商资质和产品也是很不相同的。比如定位高端的,会很注重质量,以及产品的差异化。而低端的则更注重价格,对于款式往往是要求最大众化的。

模板11

Good morning!

模板9

模板8

Best regards,

所以我们每次展会前都发送大量的邮件给客户。正好也是一个借口,客户一般不反感。如果能去参展,我们展会流量会增大,能当面谈当然成功率要提升很多。如果客户不去,也没关系,他至少了解我们多一次。这种方法宣传既有重点,又有广度。那些到了展会的客户可以进一步深谈,而没有去的客户也加深了一次对公司的印象。公司坚持参展对于客户来说也是一个信心。

模板12

Best regards,

Sam

2) 嗯,这个产品不错。这家公司资质如何?有能力保证品质和供应吗?

同客户相关的成果2

XXXXX

Good morning!

XXX

Landed cost for you:

We are aware that during the trucking strike, many of our customers could not get their orders filled quickly. Since then we have taken steps to ensure that every Doe customer receives prompt, reliable service. Will you please let me know if we can do anything to win you back? I have enclosed a copy of our new fall catalog. Call me personally at 555-5555 if I can help.

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模板2  By Dr. Mel Luthy, Chief Editor

Re: Hi Mary, can you tell me the email of Mr. XXXX?

May I ask you for a favor? Who should we contact for evaluating this further?

To be even more successful, you might look for a very capable & reliable producing supplier. XXX is a good one for you to rely on. We have passed ISO9001 since 2005, and our products has CE certificate.

Good morning!

模板10

Dear XXX,

Good morning!

这封邮件的目的要清楚,就是找到相关的采购负责人。客气礼貌地说明来意,邮件可以简短点。

Can you tell me the email address of Mr. XXXX?

所以我们初期的目标应该设定为让客户接受这个产品,第二步的目标是让客户接受我的公司。如果客户第一步对产品感兴趣了,此时要及时介绍公司,证明你们有能力提供高品质的产品,保障供应。

不做进一步说明,这个Mary有很大概率觉得这封邮件来自一个已有的供应商或者熟人。如果对方问起来,你是谁,你再可以解释一下。

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I just visited your web site, and found that you are not offering XXX products to your customer yet.

XXXX

Dear John,

XXX

Hi John,

XXXXX

我们一直使用integrated marketing。国外有研究,平均每个客户要触动8次才能合作。业务员如果觉得我发个开发信客户马上就过来同我合作了,因为我是最好的,最大的。那也未免太天真了。即便面对好的产品,客户也要有个接受过程,从感兴趣了解,到调研市场,到比对质量和价格,到拓展可能的销售渠道,等等有很多工作要做呢。那你说,如果客户现在正在采购这个产品呢?是啊,如果在采购,那他就有现成的供应商。只有在对这个供应商不满意的时候,你才有机会,往往抢别人的客户也很难。

Best regards,

We have plenty of new products to be released then. Please follow the following link to preview the new products. www.XXX.com A % promotional discount is offered on the fair.

To let you have more ideas about our tyres, in a separate email, I will send you our testing report by SGS.

模板1  By Dr. Mel Luthy, Chief Editor

如果客户产品线里还没有本公司产品,对于你来说是个潜在的机会。如果是个大客户,开发的周期会很长,因为大公司做决策流程很长,需要不同部门的审批。

第一封开发信需要把新产品介绍给客户,同时,还要把产品的益处,能给客户带来什么商业利益讲清楚。如果有些销售统计数据证明这个产品快速上升趋势的话则最好。

For a cost equating to XXX, your customers will be able to save energy cost by %.

Were you aware that last year several of our products won awards for quality and affordability? And that we have a new line of cleaning products that is environmentally friendly, yet powerful? Please take a moment to reconsider whether you want to miss out on the quality products we can provide at such a nominal cost.

1) 不断开发适合市场需要的新品,推荐给客户,如果新品被选中,则可以顺利建立关系。

模板3  By Dr. Mel Luthy, Chief Editor

询问相关业务的联系人(不知联系人,不知联系方式)

Dear Smith,

Best regards,

To test XXX’s effectiveness, you can arrange a free no-obligation trial now, by just replying this email. We will reply you immediately to arrange it.

Can you do me a favor? What we should do to apply for & become your new vendor?

Providing excellent service to our customers is very important to us. Since we would hate to lose you as one of our most outstanding customers, reestablishing our rewarding business relationship is top priority. Is there a time that I might meet with you to discuss your concerns? Please call me at 555-5555, and I will find a time that is convenient for you.

客户产品线已经有本公司产品

I just visited your web site, and know that you are the leading wholesaler in Poland for fashionable gloves, with prestigious reputation for the quality.

We have just released abundant new styles of Gift basket/Camping basket/Picnic basket, do you want to have a look at the new designs?

Good morning!

Re: Saving your purchasing cost for quality XXXX

I would very much appreciate your help.

Best regards,

I am very proud to find some baskets on your website are produced by us. (先建立同客户的关联感)Attached please find some pictures. (证明可信度)

Good morning!

XXX

Price range:

先写一个,欢迎大家踊跃贡献。

开发信要开门见山,点出你能给客户带来的好处,并且要有充分的令人信服的论据来支撑你的观点。

Very glad to know from your web site, that you are the leading wholesaler of plastic products with most prestigious quality.

要成为他们的第2替补也不容易呢?这初步建立联系的时候,要仔细考察客户的产品,市场定位,市场对于产品的偏好,要求,并考察客户现有供应商的短板,从以下几个方面切入:

同客户相关的成果3

XXXX

We have enclosed brochures of our new fall products. Since we have served you for such a long time, we can offer you prices that compare favorably with the prices on your previous contract. We are confident that both our new and standard products can meet your needs in every way. We hope to hear from you.

Our satisfied customers include Dupont, Demag, Weland, Cas, Aliplast. I am very confident that when you work with us, you will have the same satisfaction.

Best regards,

利用展会发开发信

Re: New Energy Saving Iron( 或者其他)

这封开发信的重点在于让客户知道有这么一款产品,市场上销量不错。产品介绍的侧重点在于便于让客户直观地评估该产品带来的收益,所以一些信息如目标市场价,采购成本,销量等都很有帮助。

Our factory has a capacity of XXXX gloves monthly, probably the largest in China. Since 2009, we have passed ISO9001, and all our products has CE certificate. I attach the certificate images in the next email,please find them.

这第一封开发信,一定要突出自己的优势,如果你所能提供的同我现有的供应商一样,我为何要费那么大的力气换个供应商?你需要给我充足的理由换你来做。

XXXX

You may save much cost by ordering directly from a manufacturing supplier like us. (给客户的好处)When you make such decision, we would be pleased to offer you our hand for your first time importation, which is rather easy. (打消客户的顾虑)

Will you visit the coming Canton Fair? If so, will you please visit us at: booth XXXXX,

Hi Mike,

克服问题

从客户的立场来想,当我们不知道这么一个新品的时候,有供应商来找我们。我们会是什么样的一个判定流程呢?

I am very glad to know you from your professional website, you are the leading company in Japan for machine vision system. I also notice that you pay much attention to lower your cost for quality machine vision system. That is where I can be of help.

We have successfully helped 20 customers solved this problem. XXXXX(描述一下细节,给点具体的信息。不要太详细,留个伏笔,下次再联系他)

You may be happy to find a new reilaible source of gloves with superior quality & Reasonable prices. You can select from an abundant variety of premium quality Jeans with stylish originaldesigns updated every 6 monthes.

The remarkable XXXX Iron uses (工艺) to:

Dear Mary,

I am writing to introduce a new product to you. This product is targeting 20-29 years’ lady. The sales in XXX market have proven to be very successful. Within only 2 months, the sales have reached 100000 units. I noticed from your web site, that 20-29 years’ lady is one of your major clientele, so introduction of product XXX should be a big sales hit for you.

大型采购商:

Best regards,

When you next consider your arrangements for XXX products, I would welcome the opportunity to understand your requirements and situation.

Best regards,

模板5

I will send you more detailed information regarding this product in another email. When you receive it, can you please email me your requirement for this product?

To enable you to get a good understanding of our quality and service, we would like to extend a very special offer for your first sample order, with 15% (only limited to the first container).

We are a candidate vendor for XXX company, currently we are serving XXXX,XXXX customers (先给2个大客户的名字,最好是同目标客户时同类的。). I am writing to tell you, that we are able to cut your cost for XXX item by 20%, thanks to the current break-through innovation on the production process.

BTW, we have samples ready, do you need a sample to evaluate it?

XXX

Dear xxx,

Best regards,

XXXX

先在google里搜一下“purchase manager, buyer, general manager, merchandiser 等 @客户网站.com”,如果能直接找到采购负责人的电话最好,如果找不到,就直接搜“@客户网站.com”,找到任何客户公司任何一个联系人,再像他们问采购负责人的联系方式,成功率也很高。

2) 考察客户网站,看看客户的用户对于现有产品的反馈和投诉,试图解决这些不被现有供应商重视或者解决不了的问题,这些应该是客户很关注的。

客户产品线里还没有本公司产品时

降低成本

中小型采购商:

模板14

The reduction in cost will not in any way influence the quality. We have passed ISO9001, and our products has passed UPC certificate.

模板7

We value all our business relationships with customers. We have especially enjoyed supplying your paper needs for the last five years. You understand, then, why we are concerned that you have not placed an order for the last six months. If we have offended you in any way, we sincerely apologize and want to regain your good will. We would appreciate knowing how to serve you better.

May I give you a little more information regarding XXX products for your study?

We would very much welcome your enquiry, surely you will get our best price.

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