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外贸老手是这样全面调查买家背景的 分享

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      外交圈前面已经介绍过如何利用外交圈的海关数据验买家背景(温馨提示:外交圈官网海关数据栏目有相关实战视频)。今天,外交圈主要介绍的是一位外贸老手通过更多的方法来全面调查买家背景,让你的报价拥有更高的成交率。

  第一,查看买家归属地。

  回复询盘之前,应该先查看买家是属于哪个国家的,看看IP注册地跟实际需要发货地能不能对得上。可以尝试用对方的公司名、客户邮箱到搜索引擎里面查看,寻求更多的客户资料,比如获得客户的电话号码。要根据现有的资料去判断买家的真实性,当然,有时候从客户的注册年限来看也能得出一些信息,比如客户是一个有多年会员经验的买家,从这点可以看出买家的商务采购经验是非常丰富的,他的可信度非常高。

  第二,判断订单虚实、需求量及需求缓急。

  收到客户的询盘,可以通过跟客户的一两次往来沟通查看客户有没有实单,订单量差不多有多少,客户的需求是否特别急。具体可以从如下一些细节察觉到。

  1、称谓:如果买家使用了称谓可体现买家的仔细,从而可推测买家的严谨。
  2、产品名称:如果买家提到了具体的产品型号、功能、技术参数,甚至是颜色、包装等细节,说明客人是仔细研究过产品的,对这单生意很有诚意。
  3、订单数量:如果买家问到了产品的MOQ是多少,价格是多少,说明客户应该有比较明确的需求,但是订单量应该不大,如果买家问到产品认证,说明客人可能走超市或者其他的大渠道,订单量会比较大,当然也不排除买家所在国进口必须有该认证。
  4、关键部件或者功能:如果买家问到了产品某些关键部件或者产品的详细功能,说明买家已经有特别明确的需求,只是在通过对比寻找一个更好的供应商。
  5、交货时间:如果客人明确闻到了交货时间跟付款方式,说明这是实单的,而且可能买家方面比较急,因此在回复买家信息时候要重点强调一下交货期。

  第三,公司性质的分析。

  你要知道跟你联系的这个公司的真实身份,是中间商,还是终端客户。这个很多客户发询盘的时候会直接告知,他们是自己用还是经营,如果没有,你可以根据对方提供的网址登陆对方网站查询,或者根据邮箱搜索其在互联网上的信息。

  为什么要知道其公司的性质呢?因为中间商和终端客户在谈判的时候完全不一样。

  首先立场问题,我跟中间商一谈就是“我们”如何,“我会配合你”如何,“我会帮你”如何,让中间商觉得,我不是单纯为了赚你钱的,我是跟你一起拿下这个客户,一起赚钱。谈中间商的时候一定不能让中间商感觉你们很远,要让他感觉到你们是一个战线的,而跟终端客户就不一样了。

  其次说辞问题,跟中间商说,你要说,我的质量没问题,供应很稳定,绝对不会给你惹麻烦, 让你受到牵连。价格,您看看,我应该定多少?哪个价格你觉得能够让您拿下订单?而终端客户,你要说,我的产品质量好,节省你的生产成本,供应稳定,保证你工厂不会因为我的供货不及时而停摆,价格呢,我觉得反而是其次,肯定要买好的,不能影响你的下游客户啊。

  第四,采购员身份的分析。

  关于采购员的身份,很多人存疑,如何分析对方身份啊,其实很简单。

  1、看落款。
  2、看说话的语气。
  3、去对方网站上去查找信息。
  4、去搜索引擎搜索。

  分析对方身份很有必要,因为谈负责人和谈老板,立足点,高度绝对不一样,谈负责人你不能总说公司的长远发展之类,谈老板就不能局限于蝇头小利。

  第五,采购背景的分析。

  这个一直是大家所忽视的地方,来一封询盘,只是处理价格,各种与贸易相关的参数,而忽略了一个问题,当大家都发价格,价格又差不多的时候,客户凭什么选择你?

  假如说我的价格在同行中处于中游,不高不低,不耀眼,同行太多,客户一个询盘出来,估计最少收到30封报价,我的价格和条件绝对不惹眼,但是客户往往会回复我,无非就是因为我对发邮件的人有了一个具体的了解。

  最简单的一个例子,我分析了一个谈判流程,去看对方网站,看到对方网站并没有联系方式, 如果有客户询价,只能通过站内的留言进行反馈,但是对方的站内留言却出错了,无法留言。代表这个公司要损失一部分客户。于是我在回复对方邮件的时候告知了对方这一点,对方很高兴,到了最后谈判价格出了状况的时候,再跟踪,客户依旧记着我,帮过他,保留了第二次谈判的机会。

  再例如,对方发来询盘,我搜索其邮箱,看到了很多求购信息,求购我们的产品,而且时间是连续的,证明他的确有采购,而且是连续采购,这个客户是个长期客户,那么报价的时候就要稍微压低,以求入围,第一次合作最难,一旦开始,后续可以有很多机会赚钱。

  例如你可以搜到客户的喜好,就知道哪些话题他愿意聊,可能是体育,可能是娱乐。

  如何获知这些信息?搜索!拿对方的邮箱搜索,落款里的电话搜索,有手机号码,拿手机号码搜索,拿对方的名字,加国家搜索。只要你愿意,很多客户有很多信息,等着你去挖掘!

  第六,客户的习惯分析。

  这个主要是针对“老客户”,所谓的老客户有两类,第一类是联系了很多次,谈了很多次,没谈下来的客户;第二类是合作的客户。

  对于第一种客户,联系了很多次之后,我们应该对客户的习惯有了一定的了解。

  例如:
  客户每个月初问价格,那么你就可以每个月初给他主动报价。
  客户每次都是因为价格谈不下来,那么我就给出一个我能做的最低价格。
  客户每次都是问了价格就没消息了,那么你可以试探的给出一个极低的价格看其反馈,或者直接问,我们都联系了这么久了,你经常来问价格,能否告知,什么因素致使我们不能合作?
  客户明明已经接受价格了,还是来试探的砍价。我有一个中间商就是如此,平常询价都是他的业务员,单子很少,但是只要他询价,客户一定能拿下,而且不怎么在意价格。于是乎,他每次问价,我都是按照中等来报,他一般当天就给消息,问一句,你能再降点吗?客户要求再降点,一开始不知道,就给他降一下,他一听立马说给我合同吧,两次之后我就明白了,不给他降,坚持,他还是接受订单!这些习惯都在于你平时的总结,对客户资料的整理,你不整理,永远难以对某个客户形成一个条理的认识。

  结合海关数据和以上六步全面分析买家背景,让报价变得更有价值。

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kQvOy4Bmv  等待验证会员  发表于 2017-4-13 20:14:29 | 显示全部楼层

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赵庆  等待验证会员  发表于 2017-4-14 12:38:26 | 显示全部楼层

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赵庆  等待验证会员  发表于 2017-4-14 12:39:37 | 显示全部楼层

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赵庆  等待验证会员  发表于 2017-4-14 12:45:59 | 显示全部楼层

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赵庆  等待验证会员  发表于 2017-4-14 12:51:29 | 显示全部楼层

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赵庆  等待验证会员  发表于 2017-4-14 12:54:41 | 显示全部楼层

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kQvOy4Bmv  等待验证会员  发表于 2017-4-15 05:13:56 | 显示全部楼层

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sRe4fxTr2  等待验证会员  发表于 2017-4-15 08:30:16 | 显示全部楼层

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郭承承  等待验证会员  发表于 2017-4-15 09:07:35 | 显示全部楼层

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