有些客户在收到样品前各种催,样品签收后就玩失踪,怎么催都不理人,不知道是该加大火力继续催还是该等?

这时候就需要你根据自身和客户的实际情况进行推断。

客户为什么不理你了?

一般收到样品后很长时间不理你的客户,大致有以下几种情况:

1、 客户是中间商,他也要把样品提供给客户,等待客户反馈,这种情况下要控制跟催频率,定期即可且意思点到即止即可。

2、 如果你的产品属于纺织品或者化学类等需要检测测试或者认证的,那么可能客户是送样检测,需要一段时间。

3、 客户是新起步公司或者新项目,层层确认需要时间

4、 客户可能对你的样品满意,但是对价格、运输、交期等不满意,在寻找其他替代品或者等你让步

5、 客户对样品不满意,比如质量、款式等

6、客户单纯想收集样品,已经找到了更好的替代品

对于前4种情况,你可以根据实际情况,提出可能的解决方案,比如愿意提供给客户一些支持、价格等让步,看客户的态度。对于后2种,一般就可以放弃跟进了,免得赔了样品还要再搭时间精力。

避免样品损失的寄样原则

1. 样品免费,客户付运费(制定成公司规定,一视同仁)但是许诺将来客人下定单时,从货款总值中扣除掉这笔费用

2. 数量大或者客单价高的样品至少要求客户付一半样品费

如何回复客户?

1. 向客户表说明我们乐意随时提供样品

2. 阐明高额快递费用带来的负担

3. 请求客户分担或者承担样品运费的支持(通过提供快递账号等方式)

注:其实,现在快递公司越来越多,为了招揽生意,一般开帐号都是免费的,所以基本上每个客人都会有个快递帐号的,不要听信对方说没有帐号。

这样的方式对于一些真正有意下单的客户,能够得到他们的理解,同时过滤掉一些蹭样品的客户。

回复的邮件模板

Dear Sirs,

Firstly thank you for your continuous supports in the past years, we wish both business snowballing in the coming years.

As per the summing-up made by our financial department in the last half year, the statistics showed that we had a very heavy burden on sample cost. Just as you know, during the past years we supplied the small qty samples to our customer free of charge, in this way, we not only had to pay the samples cost in our factory, but also pay for the postage to express courier, such as UPS, Fedex, however, our profit is getting smaller and smaller.

Under the above-mentioned situation, we find it is getting difficult to run business in this way. In order to solve this matter in a reasonable way, we hope our customer could help to share the cost by paying the postage. So could you please inform us your account number of UPS or Fedex or other express by return? So that we could send samples by your account number, while we will supply the samples which are free of charge in normal small quantity as before.

We believe this will do favor to develop the business between us, most of our customers is doing in this way now, we sincerely hope it will be also workable to you.

Please kindly comment the new way and advise us your A/C no.

Thank you for your cooperation.

Looking forward to hearing from you soon.

寄送样品后如何与客户沟通?

1、在未寄样品前尽量与客户多接触联系,比如,再确认一下地址,寄出时给他传真邮递底单,跟踪该邮件反馈 E-mail 给他,内容精筒,不为别的,只为了加深客户对我们的印象。

2、尽可能多了解该公司的实力和业务范围,可通过其它客户去了解他,这样就不会无的放矢!同时也让该客户知道你在他的地盘上有你认识的朋友,加强感情!知已知彼,百战百胜!这样,如果以后与该客户如果做成生意后有什么风吹草动我们都知道并有所行动。

3、经常与该客户联络,一有新产品就马上推荐给他,希望他能支持你的业务,你给他好价格,希望能下个试单,数量由他来定!如果他有新产品我们可以帮他开发!