外贸小tips

不少人问过到底要怎样做才能获取客户的信任呢?其实要做到这点并不难。首先,先卖个关子,若你要采购某一种产品,却遭遇到了这样两种情况,你会跟谁合作。

I have been asked by many of my fans about how to obtain trust from customers. Actually, it’s not hard to achieve. At first, I would like to raise a question to you: if you need to purchase a sort of products, whom would you like to cooperate with when you are in these two situations?

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1


跟A一直在沟通,价格蛮合适,货期也可以,态度也不错,可是当你提出要去参观的时候,他一下子结巴了,很明显有点慌,有点乱,找各种理由说自己不在,或者工厂不方便参观,或者需要提前申请之类;

As you are keeping communicating with A and A is able to provide you with a competitive price, an acceptable delivery time of goods and A’s attitude is satisfactory. But when you ask for inspecting the factory, he suddenly stammers and looks flustered. He tries to find any excuse to tell you that he is not available or the factory is inconvenient to be visited, or he needs to send an application in advance;


2


跟B也一直在沟通,价格虽然不是最好,却也可以,货期虽然不是最优也似乎可以谈,当你告诉他你有实际的订单,能否降价,能否调整货期的时候,他一直在邀请你去工厂谈判,希望你可以去参观一下,了解一下,面谈一下;

As you are also communicating with B, B can only provide a less competitive price, but acceptable and a delivery time which is not the best but you can still negotiate. When you tell him that you have an order and you are asking him for lowering the price and adjusting the delivery time, he expresses his hope to invite us for visit and communication;


如果真的到了需要做决定了,你更会考虑哪一个?

If it is time to make a decision, which one will be your choice?


答案很明显,肯定是B!因为A让我感到了不安全感!

Obviously, B is the better choice. Because the answers given by A sound unsure!


所以,今天我要说的方法是:“竭力”的,反复的邀请客户来参观工厂。

Therefore, what I’m going to talk about today, is the way to obtain customers’ trust: you should make an “effort” to invite your customers to visit your factory repeatedly.


这样做,无非两个目的:第一,我不是骗子,我是很专业的供应商,你可以来看,来考察,来审核;第二,我不怕你来比较,我欢迎你比较,我相信你比较完了一定会选择我。

Two purposes you will show by doing that: First, you are a professional supplier instead of a liar, and the customers can have a check as well as an inspection. Second, I am not afraid to be compared with other suppliers, and I welcome the comparison, for finally I will definitely be your choice.


这就是一种信心的传递!

It is the confidence that can be given to others.


所以,我们要真正地诚心诚意地邀请客户来,要给出一些理由:

Reasons should be given if we sincerely invite our customers:


01

你来了就知道我们公司的实力,更加放心的把订单交给我们了;这样您可以节省很多时间去做其他的更重要的事情;

The capacity of our company will be known by you, so you are more willing to place an order with us. By doing those, you can save more time and spend it doing something more important.


02

我们单子现在谈的有点瓶颈,来了你可以跟我们老板谈,不光是价格,还可以谈很多其他的方面,为你解除更多的后顾之忧;

When the business with which we are dealing hits the bottleneck, you are able to negotiate with our bosses if you come, about many different aspects such as prices in order to solve your problems.


03

您采购的不光是一个产品,只在email或者手机聊天,很多事情了解不到那么全面,我建议你来走一趟;等等。

If you come and visit, you will find that what you are purchasing is more than a product, which you may not experience by email communication or phone talks.


最后必须要说的是,真心迎接客户要做很多准备工作,除了一张客户信息采集表,还要准备很多与之对应的材料,产品相关,公司认证相关,以前的经验相关等。另外,合同,形式发票必须要准备好,用于最后的缔结成交。

Last but not least, you have to be well-prepared when you plan to sincerely welcome your customers. The preparation includes a collection sheet of customers’ information, relevant information about products, company certifications and relevant information about previous experience, etc. In addiction, it is compulsory to prepare the contracts as well as proforma invoice which are used to close the deal.



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