图显世态 文说天下 图文吧——最全的微信公众号/资讯聚合平台
首页/企业/What?? 客户说:我突然不想买了!My Customer Suddenly Change His Mind!

What?? 客户说:我突然不想买了!My Customer Suddenly Change His Mind!

今年4月份广交会的时候阿连接到了一个意料之外的电话,是一位已经跟进了3年多的客户主动打来的,他说自己在广交会想要前往我们摊位。但就在广交会前不久,客户还跟我说不确定是否参加广交会,根据以往对客户的了解,原以为这次也很难邀请客户到访摊位,却想不到客户能够主动想起我们,并带了他们领导亲自拜访。

In April this year, I got an unexpected call at the Canton Fair. A customer who I had been following for more than 3 years took the initiative call. He said that he wanted to go to our booth at the Canton Fair. Before that, customer told me that he had no idea whether he attend the Canton fair or not. Based on previous knowing of the customer, I thought it would be hard to invite customers to visit our booth, but it’s a surprise that the customer can take the initiative to think of us. So we lead them to visit our booth in person.

 

比较顺利的是,客户现场挑选了几个款式并很快确认了样板,所以当时感觉客户的购买意向还是比较明确的。广交会之后我们加紧了客户的样板安排,虽然中间有些许小插曲,但对方也很快完成测试并把报告发给我们。可是从客户的检测报告可以看出他们对产品并不专业,用一些无厘头的理由就把我们的质量否决了,当时阿连觉得是又可气,又可笑,但最终还是耐心地为客户解答了他们所有的疑惑,经过分析,客户也开始慢慢理解我们的产品性能并接受我们的解释。经过一段时间的跟进之后,客户开始跟我们讨论混装数量问题,并开始讨价还价。当时阿连明显感觉到客户下单的意向已经非常明确了,一直也都很笃定这次必定可以与客户达成合作。

The things were in good train that the customer selected several styles and quickly confirmed the sample . So I felt that the customer's purchase intention was clear. After the Canton fair, we arranged our client's sample quicker. Although there were some breaks, they also completed the test soon and sent the report to us. It can be found that they were not professional to the product when reading their inspection report.The customer denied our product’s quality with some strange reasons.At that time, I was in a complex mood.  But I still patiently answered all their doubts for the products. After analysis, customer also began to slowly understand our product performance and accept our interpretation.After a period of follow-up, the customer began to discuss the quantity of mixed loading and bargain with us. At that time, I felt the intention of the customer was very clear. and I was also sure that it must be a successful cooperation.


就在一切都开始准备顺利进展的时候,印度的GST出台了,所以正当阿连急着催促客户尽快落实订单的时候,客户却突然叫停,让我们至少要再给他两周的时间最终确认,阿连当时便觉得事情可能不妙,也多了几分警惕,但细想之,客户第一次开展合作有所顾虑也属正常。

When everything started to move on, India GST came out. So when I was urging the customer to carry out the order as soon as possible, the customer stopped and told us that they had to finally confirm for at least two weeks.  I felt that things may be bad at that time, so I became vigilant .But I also figured that maybe it’s normal for the customer to make the first cooperation with us.


后来经过分析以及对其他客户的下单和翻单情况的掌握,我明白其实GST对我们产品的影响并不大,所以当时也把这个情况分析给客户听了,并说明现在下单的必要性,显然,客户对我们分析的情况的接受度还是比较高的,于是在第二天早上联系的时候,对方便表示当天会落实订单。

According to analysis and the knowing of other customer's order and repeat order, I understood that the impact of the GST for our products is not actually great. So ,at that time, I also analyzed the case to clients, and explained the necessity of order now.Obviously, the customer had a high acceptability of our analysis. When we contacted on the next morning , the customer said that they would implement the order on the same day.


这时阿连之前一直悬着的心才开始有所放松,抱着期许的心情等待着客户的确认,但是左等右等,当天还是没有等来客户的邮件,阿连心想,不会有什么变故吧?于是当晚又联系了客户,但却得到了与早上截然相反的结果,对方以他们客户突然对我们产品不感兴趣为借口推辞不下单,阿连当时也很绝望,心想:玩儿呢?这么大公司也这么搞有意思么?就这样,在同一天之内,阿连的内心起伏好比过山车,就像好不容易点着的蜡烛瞬间又被别人掐熄了一样。

At this time, I began to feel relax, waiting for the customer's confirmation. But waiting for a long time, I still did not get client's mail on that day. I wondered if he will change his mind. So that night I contacted my customer, but I got an opposite result to the morning. The customer said they were suddenly not interested in our product and refused to place order.I was very desperated at that time: Are you kidding me? Is it funny? On the same day, the change of my mood was just like a roller coaster. It look like the candle lit not easily but stub out by others suddenly.


但故事说到这还没有结束,因为阿连始终不能相信之前客户表现出的那么强烈的购买意向说没就没了,其中必定还有我未知的原因,于是通过不断的试探,阿连从对方另外一名负责人处了解到他们这次没有确认订单的直接原因是价格太高了。好了,真相终于浮出水面。

This is not the ending of my story. I can’t believe that the strong purchase intention of customer had gone so fast.There must be some reasons i didn't know.Then, through constant temptation,eventually I found the direct reason from other key person. The thought the price was too high.


故事虽然有点曲折,但是最终还是没有跳出价格的套路,客户随随便便打发你的理由很有可能就只是为了打发你,但如果你认真了,那你就输了。回归我们的案例,既然知道了对方不下单的原因是价格,那首先我们必须要了解清楚对方的目标价,如果价格相差不远,反败为胜的机会还是有的。但同时还必须抓住适当的时机,既然客户能在一天之内给你两个截然相反的结果,就有可能在下一秒决定再次购买你的产品,而能抓住这种机遇的前提,便是不懈的跟踪,时刻掌握对方动态。

Although this story is complex, it still cannot escape from the price problem. When the customers sent you with some casual reasons, they just want to get rid of you. But if you take it seriously, you will lose.Back to our case, since we know the reason of their stopping order is the price, we must first understand the customer’s target price. If the price gap is not great, there is still an opportunity to get your customer back. But at the same time, you have to seize the right time. The customer can give you two very different results in a same day,and they may also buy from you in the next second while the premise of seizing this opportunity is continuously tracking.



原创作品,欢迎转载,请标明出处:外贸连(微信号:LWG-8888)


扫描二维码获取最新科技资讯
免责声明 | 图文吧网站所有信息采集搜狗微信平台,若无意中侵犯您的权益,请联系我们,我们会在第一时间删除!联系QQ:807196
推荐公众号
  • 中国移动山西10086

    欢迎关注“中国移动山西10086”平台!我们会为您提供更新的优惠资讯和丰富多彩的优惠活动。敬请期待!

  • OPPO

    感谢关注OPPO服务号,为您带来OPPO拍照手机的最新产品资讯,解答各类疑问,提供优质的咨询服务。

  • 小米手环

    用于产品的运营业务

  • 泰康在线

    泰康在线财产保险股份有限公司系泰康人寿旗下专业从事互联网保险业务的全资子公司,致力于为用户提供更便捷、实惠的互联网保险产品和服务。

最新更新
string(60017) "
首页/企业/What?? 客户说:我突然不想买了!My Customer Suddenly Change His Mind!

What?? 客户说:我突然不想买了!My Customer Suddenly Change His Mind!

今年4月份广交会的时候阿连接到了一个意料之外的电话,是一位已经跟进了3年多的客户主动打来的,他说自己在广交会想要前往我们摊位。但就在广交会前不久,客户还跟我说不确定是否参加广交会,根据以往对客户的了解,原以为这次也很难邀请客户到访摊位,却想不到客户能够主动想起我们,并带了他们领导亲自拜访。

In April this year, I got an unexpected call at the Canton Fair. A customer who I had been following for more than 3 years took the initiative call. He said that he wanted to go to our booth at the Canton Fair. Before that, customer told me that he had no idea whether he attend the Canton fair or not. Based on previous knowing of the customer, I thought it would be hard to invite customers to visit our booth, but it’s a surprise that the customer can take the initiative to think of us. So we lead them to visit our booth in person.

 

比较顺利的是,客户现场挑选了几个款式并很快确认了样板,所以当时感觉客户的购买意向还是比较明确的。广交会之后我们加紧了客户的样板安排,虽然中间有些许小插曲,但对方也很快完成测试并把报告发给我们。可是从客户的检测报告可以看出他们对产品并不专业,用一些无厘头的理由就把我们的质量否决了,当时阿连觉得是又可气,又可笑,但最终还是耐心地为客户解答了他们所有的疑惑,经过分析,客户也开始慢慢理解我们的产品性能并接受我们的解释。经过一段时间的跟进之后,客户开始跟我们讨论混装数量问题,并开始讨价还价。当时阿连明显感觉到客户下单的意向已经非常明确了,一直也都很笃定这次必定可以与客户达成合作。

The things were in good train that the customer selected several styles and quickly confirmed the sample . So I felt that the customer's purchase intention was clear. After the Canton fair, we arranged our client's sample quicker. Although there were some breaks, they also completed the test soon and sent the report to us. It can be found that they were not professional to the product when reading their inspection report.The customer denied our product’s quality with some strange reasons.At that time, I was in a complex mood.  But I still patiently answered all their doubts for the products. After analysis, customer also began to slowly understand our product performance and accept our interpretation.After a period of follow-up, the customer began to discuss the quantity of mixed loading and bargain with us. At that time, I felt the intention of the customer was very clear. and I was also sure that it must be a successful cooperation.


就在一切都开始准备顺利进展的时候,印度的GST出台了,所以正当阿连急着催促客户尽快落实订单的时候,客户却突然叫停,让我们至少要再给他两周的时间最终确认,阿连当时便觉得事情可能不妙,也多了几分警惕,但细想之,客户第一次开展合作有所顾虑也属正常。

When everything started to move on, India GST came out. So when I was urging the customer to carry out the order as soon as possible, the customer stopped and told us that they had to finally confirm for at least two weeks.  I felt that things may be bad at that time, so I became vigilant .But I also figured that maybe it’s normal for the customer to make the first cooperation with us.


后来经过分析以及对其他客户的下单和翻单情况的掌握,我明白其实GST对我们产品的影响并不大,所以当时也把这个情况分析给客户听了,并说明现在下单的必要性,显然,客户对我们分析的情况的接受度还是比较高的,于是在第二天早上联系的时候,对方便表示当天会落实订单。

According to analysis and the knowing of other customer's order and repeat order, I understood that the impact of the GST for our products is not actually great. So ,at that time, I also analyzed the case to clients, and explained the necessity of order now.Obviously, the customer had a high acceptability of our analysis. When we contacted on the next morning , the customer said that they would implement the order on the same day.


这时阿连之前一直悬着的心才开始有所放松,抱着期许的心情等待着客户的确认,但是左等右等,当天还是没有等来客户的邮件,阿连心想,不会有什么变故吧?于是当晚又联系了客户,但却得到了与早上截然相反的结果,对方以他们客户突然对我们产品不感兴趣为借口推辞不下单,阿连当时也很绝望,心想:玩儿呢?这么大公司也这么搞有意思么?就这样,在同一天之内,阿连的内心起伏好比过山车,就像好不容易点着的蜡烛瞬间又被别人掐熄了一样。

At this time, I began to feel relax, waiting for the customer's confirmation. But waiting for a long time, I still did not get client's mail on that day. I wondered if he will change his mind. So that night I contacted my customer, but I got an opposite result to the morning. The customer said they were suddenly not interested in our product and refused to place order.I was very desperated at that time: Are you kidding me? Is it funny? On the same day, the change of my mood was just like a roller coaster. It look like the candle lit not easily but stub out by others suddenly.


但故事说到这还没有结束,因为阿连始终不能相信之前客户表现出的那么强烈的购买意向说没就没了,其中必定还有我未知的原因,于是通过不断的试探,阿连从对方另外一名负责人处了解到他们这次没有确认订单的直接原因是价格太高了。好了,真相终于浮出水面。

This is not the ending of my story. I can’t believe that the strong purchase intention of customer had gone so fast.There must be some reasons i didn't know.Then, through constant temptation,eventually I found the direct reason from other key person. The thought the price was too high.


故事虽然有点曲折,但是最终还是没有跳出价格的套路,客户随随便便打发你的理由很有可能就只是为了打发你,但如果你认真了,那你就输了。回归我们的案例,既然知道了对方不下单的原因是价格,那首先我们必须要了解清楚对方的目标价,如果价格相差不远,反败为胜的机会还是有的。但同时还必须抓住适当的时机,既然客户能在一天之内给你两个截然相反的结果,就有可能在下一秒决定再次购买你的产品,而能抓住这种机遇的前提,便是不懈的跟踪,时刻掌握对方动态。

Although this story is complex, it still cannot escape from the price problem. When the customers sent you with some casual reasons, they just want to get rid of you. But if you take it seriously, you will lose.Back to our case, since we know the reason of their stopping order is the price, we must first understand the customer’s target price. If the price gap is not great, there is still an opportunity to get your customer back. But at the same time, you have to seize the right time. The customer can give you two very different results in a same day,and they may also buy from you in the next second while the premise of seizing this opportunity is continuously tracking.



原创作品,欢迎转载,请标明出处:外贸连(微信号:LWG-8888)


扫描二维码获取最新科技资讯
免责声明 | 图文吧网站所有信息采集搜狗微信平台,若无意中侵犯您的权益,请联系我们,我们会在第一时间删除!联系QQ:807196
推荐公众号
  • 中国移动山西10086

    欢迎关注“中国移动山西10086”平台!我们会为您提供更新的优惠资讯和丰富多彩的优惠活动。敬请期待!

  • OPPO

    感谢关注OPPO服务号,为您带来OPPO拍照手机的最新产品资讯,解答各类疑问,提供优质的咨询服务。

  • 小米手环

    用于产品的运营业务

  • 泰康在线

    泰康在线财产保险股份有限公司系泰康人寿旗下专业从事互联网保险业务的全资子公司,致力于为用户提供更便捷、实惠的互联网保险产品和服务。

最新更新
"