2 如何搞定一个什么都说好的客户.doc

如何搞定一个什么都说好的客户 客户背景介绍：客户自己找到并开发，跟进了2年的欧洲客户。 案例全过程：从陌生客户-计划下单-指定货代已联系-无音询-以同事名义激活-要付费样品－免费样品－跟踪2年成交。 可学习邮件：共14封。 过程复盘：请配合音频学习，重点思维会在音频中强调。 此客户自己找到并开发，跟进了2年，刚开始开发的时候是直接要下订单的，谈的很顺，发票都做好了，指定货代都联系我了，一度让我以为遇到了一个爽快的客户，后来的历程却是山路18弯，直接不回邮件了，电话也直接挂掉，我请同事以我助手名义重新去激活他，以下为同事vivi的给客户的第一封邮件： Hi David, Good day! This is Vivi from ABC company. Sarah's assistant.? May I know do you have new demand in recent two months? If so, would you like to try our silicone rubber? Our silicone rubber has unique advantages as follow, 省略行业优势信息1.2.3 Any interest,?more product details and the latest price?could send for your reference. Best Regards, Vivi 换了个人跟进，客户回复了 Hi Could you send me a sample? Please send to the address below ＊＊＊＊＊ ＊＊＊＊ Regards, David 第二封邮件回复，既然需要样品，那么我们提供免费样品，但收运费： Dear David, Good day! Thanks for your interest in our silicone. Sample is no problem, could you confirm us some information as below? ******** Dear David, we always send the sample for free, and customer take the freight cost by themselves. We've checked the freight cost for Xkg sample by DHL is **$, since it's a small amount, could you send it to below paypal account:*** We will send the sample within 2 days once we get your payment, and you will receive it in a week. Waiting for your reply! Best Regards, Vivi 然而客户只回了样品信息，对于样品费没有提，于是我叫同事打个电话过去，电话里很热情，说会付，但因为之前的经验知道他是那种什么都说好，就是不行动的人，所以他说会付样品费这事我也是怀疑的。不出所料，一个星期过去了，没有动静，需要再次跟进了，于是发了第三封邮件： Hi David, Good day! This is Vivi. It seems you are busy with new project, right? Below is the?sample information?we confirmed with you before, you could check and see if there's anything need to be changed ***** ***** Contact information-------------- Company Name: **** Contact Person: ***** Contact Number: ***** Contact Address: ****** TDS also attached for your better understanding-------------- Dear David, we have known you a long time, pls let me know if you have any difficulties or any worries, ok? If all things are ok, could you send us?**$?freight cost to this paypal account:?**