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外贸企业需关注到常见的维护客户方式

作者:本站编辑     发布时间: 05-10-2019      来源:知识圈分享




俗话说的好,开发十个新客户不如维护好一个老客户,因此在外贸企业商贸往来过程中关注到维护客户方式问题是非常有必要的,那么常见的维护客户方式有哪些呢?



Establishing customer files


First of all, it is very important to establish customer files. In order to effectively strengthen contact with old customers, it has become a top priority to establish customer files. The actual needs of customers and some daily preferences and so on are important components of the files. The more detailed the contents of the relevant files, and users'preferences. The closer the communication will be, the better the communication effect will be in the process of communication and cooperation between the two enterprises. In addition to introducing the characteristics of these enterprises, the contents contained in this customer file should also pay attention to the personality characteristics of the heads of relevant departments and their responsible persons.


首先是建立客户档案,这是非常重要的,为了能够有效和老客户加强联系,建立客户档案成为了重中之重,客户的实际需求联系方式以及日常的一些喜好等等,这些都是档案的重要组成部分,相关档案内容越为详细,和用户的沟通往来就会越为密切,此后在两家企业沟通合作过程中所具有的沟通效果才会更为理想,在这一客户档案之中包含的内容除了以上介绍这些企业特点之外,还应该关注到客户企业相关部门负责人以及其负责人性格特点等等。


Keep in touch with each other regularly


We should pay attention to maintaining regular communication and contacts, which can make old customers feel respect. For example, after some new products are developed, we seldom think of communicating with old customers at the first time. Instead, we should launch propaganda on major websites. Some old users only see the products of suppliers through propaganda on some websites. New, this is obviously inappropriate. We can contact our old customers through internal letters before product updates, let them know what products we have and what discounts and so on, let these old customers get real discounts first, and then update relevant new product information and preferential service measures on the website, etc. In this way, not only can the old users feel highly respected, because of the benefits, but also the suppliers will have greater trust in the enterprise.


要关注到经常保持沟通联系,这能够让老客户感觉到尊重感,例如有一部分企业新品研发之后,很少想到第一时间和老客户取得沟通,而是在各大网站首先展开宣传,一些老用户也是通过在某些网站宣传才看到供货企业产品更新的,这样的做法显然不妥当,我们可以在产品更新之前通过内部信函联系,让老客户知道我们有哪些产品以及哪些优惠等等,让这些老客户先得到实实在在的优惠,此后在网站上更新相关的新产品信息以及优惠服务措施等等,这样不仅能够让老用户感觉到倍受尊重,由于得到了实惠,也会对供应商品的企业信赖有加。


In order to invite client enterprises to participate in some activities held by our company,


In order to invite customers to participate in some activities held by our company, this is a model that many foreign enterprises pay attention to in the course of operation, such as European and American enterprises, for example, Germany. Cezanne Trading Co., Ltd. holds large-scale activities around Christmas every year. Because its company trades almost all over Europe, users in the United States, Canada and other countries are invited by the company. In such activities, its company provides free air tickets, accommodation, catering and so on.


邀请客户方企业参加本方公司所举行的一些活动,这是国外很多企业在运营过程中关注到的模式,例如欧美企业,举例,德国赛尚贸易有限公司每年圣诞节左右都会举行大型活动,由于其公司贸易几乎遍及整个欧洲,美国、加拿大等国家的用户皆在该公司的邀请之列,而且在这样的活动中其公司免费提供机票以及住宿、餐饮等等,能够让老用户感到融入和协作精神,而且和这些公司沟通的相应岗位负责人也会对其公司更加关注,后期业务往来中,即使有竞争对手,塞尚公司也会更受重视。


Some small companies have limited costs. For the European market, this type of company should pay more attention to online activities, which are not limited by time and geography, but also can have more harmonious business relations with relevant staff of product buyers.


当然如上这种模式未必适合国内企业使用,国内的很多中小型企业从事外贸往来尚处于初期发展阶段,因此很难承担高额公司聚会费用,也无法满足其他国家产品经销商的机票往返费用以及相关费用开支等等,所以这一类型公司应更多的关注网上活动,这一类型活动并不受到时间以及地域的限制,而且也能够有效和产品购买方相关工作人员有更为和谐的业务往来关系。


除了如上介绍的这几种方式之外,还有很多其他方式值得借鉴以及选择,由于外贸企业所从事的相关产品销售类别并不相同,从事领域具有差异,因此在细节选择方面要根据外贸企业所从事领域特点而分别对待,常见的维护客户方式要具有鲜明的行业特点,这样所具有的效果才会显著,如果没有行业特点,客户维护方式很有可能和用户需求背道而驰,作为一家外贸公司不论规模是大是小,客户维护过程中都要规避这种情况发生。

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