外贸订单转化“好”方法

主讲人：埃马老师
课程亮点 01 优秀贸业务员必学
CONTENTS

02 三种常见海外买家

03 超级重要的五步骤

04 吸引更多买家成交

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 让业务员做的更佳
01 W.R.A.P
W.R.A.P 教育方法

1 Widen your options

2 Reality test your assumption

3 Attain distance before deciding

4 Prepare to be wrong
 搞定买家的
02 五个步骤
第一步骤 ：预备步骤

• 预备步骤主要是分两个部分：
• A : 选择好时间联系客户。
• B : 刚认识就尽量了解一些主要事情如 ：
• 【是否第一次在中国采购】
• 【是否游览我们公司首页】
第二步骤 ：探索 TAN SUO

• 1 ：主要是通过一些聪明的问题就可以知道客户的想法，如：
• 【这款产品主要功能就是省电，请问省电对你来说很重要吗】
• 【我们公司生产机械都进口的，请问你在乎机械是哪里的吗】
• 等等的这种问题就可了解客户具体的想法。
第三步骤 ：建议及选择

• 1 ：别随便推荐产品，一定要推荐符合客户当地市场需求。
• 2 ：别这么着急推荐这么多，先与客户谈他比较感兴趣的商品
• 3 ：推荐的时候最多提供两三个选择，免得客户犹豫。
第四步骤 ：被拒绝的准备

• 1 ：客户不是拒绝你，客户是拒绝你的产品，要分清楚。
• 2 ：尽量去了解客户具体拒绝的原因并提供合理的方案。
• 3 ：尽量让客户起码试一下小定单或样品单，并试试五号步骤
第五步骤 ：自信表现

• 1 ：无论什么情况你一定要表现自信。
• 2 ：客户拒绝你的时候也要表现理解。
• 3 ：尽量让客户足够放心购买样品单或小定单【双倍退款】
• 4 ：客户同意与你合作的话一定要用合同【别用P.I】
 常见买家种类及
03 回复最佳方法
常见买家种类

01 02 03
代理商 批发商 零售商
线上线下零售商

他们经常来中国采购产品在他们自己网站推广
话术1：款式多

• We have our products development team work whom

always think outside the box and develop new products.

• every few months we will have many new desigsn , would

you like to give you monthly update?
话术2：发货快

More than …… new designs are ready for quick shipping

within 5 days , trust you will love all of them , would you like
to have a look ?

we contact to tell you very nice news that we have more

than ......designs are ready to ship.
线上线下批发商

01 02 03

大买家 品牌 大超市或
商场

他们经常来中国采购产品然后分卖给别人。
话术1：价格优惠

• we believe that we can offer you competitive advantage

products to help you increase your sales in local market

• In the last few years many customers were very happy with
our prices and quality , we are sure you will pleased with our
products.
话术2：质量保障及交货期

• we are one of the few suppliers support refund money in

case of bad quality or late delivery.
代理商

01 02
老外在国内开 国外的 buying
的贸易公司 office

他们在中国帮别人采购产品然后拿提成。
话术1：不抢走你的客户

• In order to coopreate more safety we will sign a contract

with you and make it clear that we will not contact any of
your customers secertly .please donot worry about
coopreating with us as our company business culture is
[with us your money in safe your business in safe]
话术2：小订单试一下

• it is our honor to cooperate with you , we trust that your

customers will fully like the quality of our products. we are
ready to send you a sample to check our quality first. would
you like to get a sample?
 与老外谈生意
04 注意事项
你的客户来自哪里？
欧美国家客户

开门见山 与我们合作有什么可能

别太热情 误会你的意思

英语专业一些 产品专业知识

不要写那么长 时间概念长
东方国家客户

对人不对事 让客户信任你

喜欢热情幽默 DEAR / BORTHER

英语简单一些 方便能看懂

回复速度慢 时间概念非常一般
 订单转化的
05 好方法
提问：
刚认识海外买家说什么比较好？
话术1：我们熟悉你当地市场
• Hi Mr..... , Nice day

• hot selling products for your market.

• it is our pleasure to offer you some of our (hot -selling ) products for your

• market. Trust you like them .our market analysis sure these products will

• be hot sale in your market. Would you like to try any of them?

• fully hope we have a chance to serve you.

• yours

• 你的签名
话术2：我们产品性价比高
• Hi Mr..... , Nice day

• competitive advantage products to help you increase your sales.

• In the last 10 years almost of our customers very happy with our

• quality , we are sure you will pleased with our products, Let’s try
with

• small order , is it ok ? we believe that we can offer you

competitive advantage products to help you increase your sales
in local market.

• yours

• 你的签名
话术3：为你提供不一样的服务
• Hi Mr..... , Nice day

• for sure we are not the same.

• You should discovered that almost of the Chinese suppliers says

• “ we have very highquality , we have very cheap price “ that is right ?

• we know maybe we are not the cheapest price in china , also may be

• we are not the highest quality in china , but we trust we are your right

• choice supplier in china for ……. Business. please see attachments and

• you w ill know more about us.

• yours

• 你的签名
然后
你们
公司
必有
这种
图片
话术4：质量保障
• Hi Mr..... Wish you good day.
• fully hope we can have along term co -operation with you.
• our company is one of the few suppliers at alibaba.com whom can
offer refund money in case of bad quality.we trust you will be happy
with our ser vices. would you like to give us a chance to show you
more advantages about our company?
• yours
• 你的签名
双赢意识
THANKS