In daily foreign trade work, most of the time, the business staff are developing customers. Many new people don’t know how to communicate with customers say hi. Even if they have the contact information of customers, they don’t know how to communicate with customers to attract customers’ attention. There are many choices about the form of contact with the customer. It depends on your specific situation to determine what form to use each time. Especially depending on how familiar you and your customers are. Generally, the first customers or unfamiliar customers may contact with email or telephone first. In the field of foreign trade, developing customers still relies on the most important email for communication.
Email communication
advantage
Good understanding: language and text are sorted out through certain consideration. Time, events, characters, remarks are clear at a glance, sometimes only the title can be read.
Low cost: any operating system is equipped with mail client as standard, and free email service on the Internet is also a lot.
High efficiency: unlike oral and IM communication, email can be straight to the right point. Mass transmission and CC can effectively reduce repeated communication, and also allow more people to check. By using client or reminder mechanism, you can get email at the first time when using the computer. Even when you go out, it can be easily sent and sent, or the important emergency can be marked for later processing.
There is evidence: after oral or telephone communication, if both parties do not put the communication on the agenda or GTD, they will soon forget. Mail is a good check node, and it is more efficient to join the schedule. Communicate repeatedly, show the email, know what to say every time, whether it is implemented, and it is clear and visible.
shortcoming
Complexity: email address adds complexity. Your contact name is zhangxiaoming, but the email address is called zhangxiaoming123456@123.com , this problem depends on the mail client to manage the contact, and the management cost increases. Compared with the mobile phone number, email is a problem. Using email requires efficient execution. After receiving the email, it needs to be sorted out immediately. Otherwise, people without the concept of time management will only save more things and communicate with each other.
Telephone communication
It’s important to be able to call! But to make every phone work is the goal of sales experts. It is not only for the efficiency in the general sense, but also the relationship between customers. Of course, telephone communication has some disadvantages. When developing customers, customers can not see our expression and body movements. His information acquisition is entirely from our voice. So we need to make the conversation more harmonious in the tone and attitude of the conversation, so as to get the customer’s good feelings towards us.
To attract the attention of customers, prepare for a call, such as speech, and opening techniques generally include these aspects:
1. Who are you? That is to say, introduce yourself, including your name, company, position and status, and give the customer a clear explanation in a few sentences as possible. First, we should locate and develop potential customers. Before we develop customers by telephone, we need to have a detailed understanding of the products we are about to sell, and do a market survey on the customer groups facing the product, find potential customers, find their telephone numbers through various channels, and then develop the phone. Try to get the contact information of the customer, and have a general understanding of the customer’s situation. For the people without product demand, we don’t have to waste time. In this way, we can get the result of twice the effort by screening;
2. To attract the attention of the customer. After introducing yourself, you can show your intention to the customer at the first time. Add a word. It is important to call you. It is important to communicate with you or call you today. You can share it with you, or you can also use the introduction method to eliminate the customer’s warning. For example, when the customer answers the phone and asks who it is, We can answer: “I am a sales staff of a company your friends used to visit, and our company has…”. Because normal people are on guard when talking to strangers, what we have to do is to let customers focus on the product. Generally speaking like this, customers will be curious and want to know what you want to do next;
3. Product benefit promotion. This content is the focus of telephone sales. When you successfully attract the interest of customers, if you don’t clearly describe your product benefits, the call will be mostly terminated. It is important to note that the benefit publicity must not introduce the function or advantages of your product in a long time. Generally speaking briefly and easily, it is OK to make the selling point clear with a word or two. Try to overcome your tension. After the phone is connected, adjust your tone first, and then try to introduce the product to the other party in the shortest time, Tell the other party directly what problems and benefits your product can solve;
4. Guide the customer and leave the email. In the process of telephone communication, information is missing. You need to do something. When listening to the voice of the customer and when you pause, you should shut up and try to guide the customer to say more than yourself! At the end of the conversation, we must leave our company’s email so that customers interested in the product can contact us by email;
5. The purpose of the call cannot be forgotten. Whether you are selling products or making an invitation call, don’t forget your purpose. Your guiding skills are designed to achieve this purpose. In today’s fierce competition, it is not so simple to really talk about a business. It is not so simple to send emails alone. It is only when you call or meet that you need to manage more to succeed in one stroke.
Post time: May-21-2021