外贸人常遇困境与解决方案
作为外贸人，是否经常面临以下问题：
- 客户看了报价却迟迟不回复
- 寄出样品后杳无音信
- 价格谈判陷入僵局
- 即将成交的订单突然消失
事实上，90%的外贸订单并非在谈判桌上流失，而是在跟进环节中出现问题。
为什么跟进至关重要？
数据表明，80%的销售需要5-12次跟进才能达成交易，然而44%的销售人员在首次被拒绝后就选择放弃。在外贸领域，由于时差、文化差异及沟通障碍，有效的跟进更是成败的关键所在。
实战跟进话术大全
一、已读不回客户破冰话术
委婉询问顾虑
"Could you please share any concerns that might be preventing you from responding? Is it the pricing or do you have another supplier in mind?"
（请问有什么顾虑让您无法回复吗？是价格问题还是您已经有了其他的供应商？）主动提供解决方案
"As we haven't received a response from you for several days, I wanted to check in and see if there's an issue. If the price is the concern, I can work on getting you a better offer."
（由于您多日未回复，我想确认一下是否有遇到什么问题。如果价格是主要考虑因素，我可以努力为您争取一个更好的报价。）附加价值信息
"I've included an additional proposal for your consideration. Please take a look and share your feedback when you can."
（我已附加了一份额外的提案供您参考。请您抽空查看并分享您的反馈意见。）表达合作诚意
"Since I haven't received a response, I'm concerned that there may be an issue with our potential partnership. Please let me know if there's anything specific I can assist with."
（由于一直没有收到回复，我担心这可能意味着我们潜在的合作存在某些问题。如果有任何具体事项需要我的协助，请告诉我。）
二、价格谈判制胜话术
强调报价合理性
"My proposal is grounded in a fair margin, not in exaggerated figures."
（我的报价基于公平的利润，并非随意抬高价格。）揭示成本真相
"Moreover, the price we've set is barely above our production costs."
（而且，我们设定的价格已经接近生产成本了。）突出竞争优势
"You'll find that our offer is competitive compared to others in the market."
（您会发现我们的报价在市场上具有竞争力。）制造紧迫感
"I doubt you'll find another supplier offering a lower price than what we're proposing."
（我怀疑您会找到另一个比我们报价更低的供应商。）转移价值焦点
"It's not just about setting a price, it's about the value and quality of the product."
（定价不仅仅是数字，更重要的是产品的价值和质量。）展示利润透明度
"In fact, the profitability of this order is already quite minimal."
（事实上，这个订单的利润已经非常微薄了。）
三、邮件跟进模板
1. 报价后客户有异议
Subject: Follow-up on Your Inquiry About [Product Name]
Dear [Client's Name],
Thank you for your interest in our products. Unfortunately, we cannot offer you a significantly reduced price as our current pricing has been meticulously calculated, and our profit margins are already quite slim.
However, if you place an order for more than [XX] pieces at once, we can offer you a [X]% discount.
If you have any further questions, please feel free to reach out.
Best regards,
[Your Name]
[Your Position]
[Company Name]
[Contact Information]
2. 寄样后无回复跟进
Subject: Follow-up on the Samples Sent on [Date]
Hello [Client's Name],
How have you been lately?
It's been over two weeks since you received the samples. Have you had a chance to test them out and do you have any feedback for us?
We hope to hear your thoughts this month. Looking forward to your reply.
Best regards,
[Your Name]
[Your Position]
[Company Name]
[Contact Information]
进阶跟进技巧
- 多维度跟进：不要仅限于邮件，结合WhatsApp、LinkedIn等多渠道触达
- 价值递进：每次跟进都要提供新价值（市场信息、新产品、促销等）
- 时间管理：建立客户跟进日历，不同阶段的客户采用不同跟进频率
- 情感连接：关注客户国家的节日、重大事件，适时发送祝福或问候
关键思维转变
记住：跟进不是骚扰，而是专业服务的延续。优秀的跟进应该让客户感受到：
- ✅你重视他的需求
- ✅你是有耐心的专业人士
- ✅你提供的解决方案是为他量身定制的
- ✅与你合作是安全可靠的选择
外贸成交没有奇迹，只有持续跟进的轨迹。 从今天开始，重新审视你的跟进策略，把丢掉的订单一个个找回来！
