注：建议第一封信最好使用纯文本，不含附件，真诚，主动加及时。发送时找准时差，这样才能让客户在第一时间收到，并得以有效回馈。

客户跟进技巧

技巧一：不要无条件满足客户。例如不要客户一要求寄样品就马上给他快递，应考虑快递费用的问题，应先和客户多通过邮件等方式交流，了解他对该产品的认知情况以及国外终端客户对该产品的反映等，这些都要依靠自己的判断去辨别客户是否是真正的买家。了解之后，再给客户寄样品也不迟。如果客户急着要样品，那可以让客户到付快递费，真正的买家是不在乎这点费用的，这也是衡量客户真实需求的一种办法。

技巧二：坚持、耐心以及热情，会给你带来最后的成功。我有个欧洲客户，从一见面到第一次下单，整整跟踪了半年时间。现在这个客户每个月给我们公司下10个柜的订单。我认为，在仔细分析客户需求的基础上，不断与客户接触，帮助他们，从客户的立场去解决问题，如此他会很信任你。

技巧三：保持良好心态。对毫无反应或反应消极的客户，也不必很在意。这样的客户很多，他们各怀目的，并非真正的买家，或者有些是暂无成交意愿，但作为卖家，我们广而告之的目的也达到了。

技巧四：在成交后，将客户当做朋友，同时及时更新产品资料等。

1.Dear Sir,

Thanks for visiting our Booth at 46th ISC West 2013 in USA.

And now Our colleagues have been back to our company. How's your trip?Hope everything goes well.

I've also read the catalogue (or browse your website) you left and I'm sure there 's some possiblity to cooperate with your esteemed company on the product of ** in future.That'll be my honor. Attached are the paintings and introductions of this product. Please kindly check them and if anything intests you please feel free to contact me and I'll do my best to serve you.

Looking forward to your earlier reply.

With my best regards!

Yours, **

2. Dear Sir or Madam:

I’d like to extend our heartfelt thanks to you for your attendance in our booth

during the 46th ISC West 2013 fair in USA. It was a very successful exhibition and good platform between the buyers and sellers, Sincerely hope to enter into the long-term business relations with your esteemed company for mutual benefits in the coming future . we have listed you in our reputable customers roll. For more details about our company, don’t hesitate to enter into our homepage at .

Now some of the photos of our stand are available in the enclosed files, I expect it will strengthen the impression for our company, which is professional and top security products supplier. you are appreciated to send your detailed requirements to us for offering favorably.

Meanwhile, Many thanks for your effort to promote our goods in your market smoothly. To improve our work, we highly appreciate you to keep me posted for the business progress.

We are here to wait for your early requirements.

Best wishes.

Enclosed is a copy of our latest catalog with price list. We hope that you’ll take

this opportunity to try it.

1.

Dear Sir/Madam,

How are you?

It was nice to meet you at 46th ISC West 2013 in USA and thank you for your visiting our Exhibition booth No.37028.

Enclosed with a sheet of our latest products as below.

If you have any questions please don't hesitate to contact us for further information.

You prompt attention to this mail will be appreciated by return e-mail or fax.

Best Regards

2.

Dear sir,

Gald to hear your company have done business in this line for many years, Hope to establish business relationship with you .

Main products of we suppiy are xx xx, with good quality , competitive price ,and fine wokemanship. enclose our least quotation and price

list .if you have any quasition ,please contact with us .

Looking forward your eaily reply.

I will try best let my boss can give your some discount , at the same time, base on a good quality the price will not be so lowI am sure our first business will lead more businesses in the near future...

Waiting for your reply by return and thanks in advance,

他说相信我所说的一切，但是他还是不让步~ 没办法，到这个时候只能是站在客户的角度，说会帮他想办法。

Dear Abdullah Chang

Thank you for you understand us.And after I try to persuade my boss , he argree give you a best best price!

The item B131 can give you this price by CIFC5% USD/M ,you know thought I low down our price ,but the freight and commision also the same.And the quality is also good.

And if you want to order an 1X20GP container , this item can be loading with 35,000 metres.

We also very want to do business with you .And due to you are our first custmer in the market ,we very want to open this market , and building the long time buisness relationship with you ,we give you this low price.

If you have time ,weclome you visited our factory.

Wait for your first order!

Angel

Dear Abdullah Chang

Thank you for your reply.Thought it's very hard to persude my boss to accept this price ,I will always help you.Because we really want yo open your market.

And please tell your all detail about the order to me. Like your payment ,It's very important .And the quantity in futher ,all these is the condition to persude my boss .

Looking forward your reply.

Angel

我和老板商量了很久，决定还是接受他的价格~

Dear Abdullah Chang

Thank you for your quickily reply.And yesterday I have a meeting with my boss about your order.

I try my best to tell him ,that the xx market is a good market,begin the first business is important for us.At last ,he agree with this price CIFC5% USD/M ,though we can't earn any profit from this business.We know , we will do the longtime realtionship business with each other. And we hope you can bring more and more order to us.

But ,about the payment ,we advice 30% before T/T ,the balance against the B/L.And B131 ,one 20fcl can loading about 38000MTS,up dowm in 5% .And shipment date is 30-35 days after we received your earnest money.

Looking forward your reply.

Angel

在展会上，由于参展时间紧张，客户通常都不会花太多时间与参展商详细洽谈，只是看看产品，然后留下参展商的联系方式，希望展会结束后根据自己感兴趣的产品与参展商联系，并让展商报价。

因此，展会后的客户跟进是每位外贸业务员必须做好的“功课”。以下，我将谈谈如何在展会后联络客户。

给客户报价的技巧

展会结束后，很多业务员可能都会遇到这样的问题：虽然展会一结束你就及时联系了客户，并给他报价，但报完价之后似乎就没下文了。这是因为价格太高，吓跑客户呢？还是报价太低，让客户一看就知道你不是行家里手，而不敢冒险和你做生意？另外，在面对一些比较有实力的客户时，你可能也不知道该如何报价。报得太低，你没钱赚；太高，又怕客户把订单下给别人。

那么，展会之后我们到底应该如何给客户报价？

有经验的出口商会在报价前都会做好充分准备，如在报价中选择恰当的价格术语，同时会利用好合同中的付款方式、交货期、装运条款、保险条款等要素与买家进行讨价还价；另外，还会凭借自己公司的综合优势，在报价中掌握主动，做到有的放矢。

我认为，在给客户报价前，应该做好以下事情：

首先，认真分析客户的购买意愿，了解他们的真正需求，如此才能拟出一份好的报价单。

有些客户会将价格作为最重要的因素，如果你一开始就报给他很接近底线的价格，那么赢得订单的可能性就会比较大；而有的客户会有还价的习惯，总觉得你的报价中含有水分，无论你报多低的价格，他总要砍价，这时候你要分清他的购买意愿和意图，然后才决定是给他报虚盘，还是实盘。

其次，做好市场调研，了解清楚市场的最新动态。由于市场信息透明度高，市场价格变化更加迅速，因此，出口商必须依据最新的行情报出价格——“随行就市”，买卖才有成交的可能。我个人的经验是，外贸业务员要在关心自己成本和价格的同时，还要关注同行的成本与价格，做到知己知彼。比如，经常去一些工厂搜集信息，了解一些厂家的售价情况。另外，还要了解这个行业的发展和价格变化历史，从而对近期的走势做出合理的分析和预测。 最后，做一份完整的报价表。特别是针对新客户，在报价表中要体现以下几个方面的内容：价格术语、产品尺寸、清晰的产品图片、包装明细、内盒/外箱的尺寸、装柜量、箱柜、品名、货号、颜色、材质、价格有效期、付款条件、备注（如电子产品要指明产品的配置）等。

第二篇：展会后如何销售自己的产品

展会后如何销售自己的产品

在一个展会结束的时候，应该在展会上获得相关的一些资料并能及时的鱼客户沟通和联系，只有这样才能保证到有订单。

对于参展的客户一般归结于以下几类：

1、已经签约合同的客户。

一般展会后就会有一些客户要你按着它的要求来给他一个详细的资料，接着就可以把定金什么的汇过来，但是这样的客户给你签订合同了但是不一定能给你就能给你下单子，这种情况在目前已经非常普遍了，有些客户跟你签了合同，但是他又寻找到比较好的供应商有了更好的价格和更好的商品，他很有可能会把订单下到别人那里，还有的是在回去以后看着市场变化就决定取消掉订单什么的等等，合同对于他们来说完全没有约束感，，合同也就是一种形式也起不到什么比较大的作用，所以对于这样的客户一定要小心谨慎的对待，一旦出现不开证明或者不汇订金的时候应该提高警惕，因为极有肯能他会取消订单，一般到这个时候一定的问清楚看看是不是那里出了错误，及时采取相应的措施来尽量挽回您的客户。

2、有意向想要下订单的客户。

这样的情况有点像网上的询价的客户，有可能在你和他们沟通的过程中客户就会觉得想要订货的情况，就会问的很详细各个条款越细越好，这样的机会也比较多，对于这样的一些客户为了方便联系，把所有的资料都涉及到表明当中去，这样的客户有可能也会出现寄了样品以后再也没有消息了的，对于这样的情况也就不要太另类，也应该随

时保持联系有了新的产品也应该向他们及时推荐，因为这样以后有可能会有合作的。

3、对于某些条件和价格不稳的客户。

对于这样的客户即使决定按着他们的要求定制，不要马上妥协，应该先确定一下是不是合理或者看情况再决定一些情况，说不定真有客户心软了那我们就成功了，如果他还是坚持自己的我们可以妥协的话到时侯也不晚。