许多外贸企业反映，跟进客户已久，订单却迟迟不来。我们当然需要主动沟通并适当催促,但方式方法至关重要。以下是五种可行的促进成交策略,旨在让客户主动下订。

01. 痛点解决法

针对客户的痛点进行精准识别与解决,理解他们的需求和疑虑,以此为契机推动订单的形成。比如:

> 确认需求:Could you please confirm the quotation? Should you have any queries or require support, don't hesitate to reach out – I'm here to help to the best of my abilities.

> 消除疑虑:Greetings! I would like to assure you that all necessary raw materials for production are ready, and we will start the production process as soon as your payment is received.

02. 提供优惠条件

通过给予客户限时特惠或特定条件下的优惠方案,刺激他们加快购买决策。如:

> 限时优惠:Hello, as I haven't heard from you in a while, I was wondering if there's anything on your mind? If the price is a concern, perhaps I can secure some discounts for you.

> 节日促销:To celebrate the Chinese New Year, we are offering a time-limited promotion where all orders placed before the festival will be eligible for special discounts.

03. 给出选择方案

当与客户沟通深入但订单仍悬而未决时,避免直接提问,而是提供多个选择,让客户自行决定。比如:

> Hello, thank you for your prompt response. If the details in the quotation are accurate, would you prefer to make the payment via wire transfer or letter of credit?

04. 勇于反问

如果之前已经尝试催促但客户仍旧未下订单,不妨采用反问的方式来推动。例如:

> Before we wrap up, is there anything that remains unclear or any questions you might have? I'm here to address any outstanding concerns.

05. 向客户明确要求

在交流过程中,应清晰表达合作意愿,并适时向客户传递积极的成交信号。比如:

> Hello, I appreciate your response! Once the quotation details are confirmed, we will expedite the order processing and shipment as soon as we receive your payment confirmation, ensuring timely delivery.

> Hello! We are all set with the materials, just waiting for your order confirmation. Considering product scheduling and market conditions, timely decisions would secure your production plans as soon as possible. Don't hesitate to contact us for any support or negotiation details.