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客户已有稳定合作方,新手业务员如何通过开发信推销你的产品?

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问:我是一个新手业务员,发现客户已有稳定合作方,要如何通过开发信推销你的产品?

答:

新手业务员在投出自己的开发信后,最常遇到的是这样的情况:要么等不到对方的回复,石沉大海,要么是稍微好一些的,对方回复了你,却被告知We have stable partners already. 让刚刚燃起的希望火苗瞬间破灭。

但我们不要一收到这样的回复就放弃联系,因为首先我们可以确定客户已经有了对这种产品的需求。我们要做的就是再发出一封开发信,让客户产生一些兴趣,也许可以从中争取到潜在的合作机会。

如果客户是大型采购商,我们可以再向他们推荐公司的不同类型产品,因为大型采购商往往涉猎的范围广,也许多问一句就能得到对方在其他产品上的需求:

Our company also has other types of products, such as XXX and XXX,Please take times to see if you have interests.

If you are interested in these products, we will finish the samples for you in five days for your reference, or making the product your own design.

If you need relevant services, please contact us.

同时,如果此时公司研发了新产品,我们也可以及时告知对方:

This is a new product of our company. Would you like to know something about it?

Our company has invented a new product recently, might actually be good for you.

如果可以提供样品给对方,我们也可以主动推荐自己:

We can send you some samples for free. If you think our products meet your requirements, you can call us for inquiries and purchases at any time.

这样做即便最终没能挖到“墙脚”也可以尽量让对方对我们有印象,或许有成为替补的可能。

而当我们面对的是中小型采购商,应尽可能地认准对方的需求定位,比如质量优先还是价格优先?需求量大不大?已有供应商的货源能否持续满足客户需求?在发出下一封开发信时,我们要尽力强调自己的优势,多站在对方角度考虑,说明选择你有什么好处。我们可以先告诉对方我们已经为多少客户提供了服务:

Our partners are all over the world.(然后例举几个知名公司)

In production, we demand not only quantity but also quality, and our products enjoy popularity throughout the world.

Our products compete in terms of product quality, reliability and above all variety.

此外,还可以积极询问对方要求,根据这些要求来提供相应的产品推荐:

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

最后不要忘记恭维一下对方,让他们感到自己的选择是正确的,那样客户会觉得这家公司很有度量,对你的好感度也会提升:

You must have cooperated with them for a long time and I believe your choice is right. I just want to prove to you that we can definitely be your first choice, too.

Your decision is very wise. And we also would love to cooperate with you.

如果能做到以上几点,相信你将得到更多将产品销售出去的机会。

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