2015年的上半年無論阿連有多少不舍，還是一眨眼就過去了，很快阿連的團隊就要開展年中總結(jié)大會了，everybody都see著阿連呢，所以這段時間阿連抓緊時間對自己上半年的業(yè)績做總結(jié)，也對自己半年來跟進的重點客戶做了一定的分析和總結(jié)，特別是針對那些原本合作意向非常大，但是最終卻沒有達(dá)成合作的客戶。
The first half of 2015 had passed no matter how reluctant I am. Soon, our team will conduct a mid-year summarization convention. Everybody eyes on me, so I have to take time to do summary of performance in the first half year, doing analysis and summary of my following up to key customers especially to those who have cooperation intention but didn’t cooperate finally.
阿連一直都覺得自己挺聰明的一個人，總結(jié)起來還是發(fā)現(xiàn)了自己一個重大問題：過于相信客戶，跟進的時候老是處于“等待”狀態(tài)。阿連今天就好好展開說說這個問題：
I always regard myself pretty clever, but to sum up, I find a big problem: I believe customer overly, always in a state of “wait” when following up. Today let me talk about this problem:
跟進一個客戶，從客戶選擇產(chǎn)品－報價－詢問價格反饋－提供樣板測試－了解樣板測試結(jié)果－客戶下單這幾個步驟，都是緊緊相連的，每一個步驟都需要我們的及時跟進，適時提醒對方。如果非要把這幾個步驟劃分一個重要程度的話，阿連覺得最重要的步驟有兩個，就是了解樣板測試結(jié)果和客戶下單。
Every step of following up customers: from choose products - quote - ask price feedback - provide sample test - get the sample test results - place order, is closely linked, which needs our timely following up and draw their attention. If you divide the steps into different important degree, I think the most important steps are these two, to get the sample test results and customer orders.
跟進和處理一件事情都講求一個時效性，如果錯過了，可能就會錯失合作機會。因為有意向讓我們提供樣板做測試的客戶都是合作意向非常大的客戶，及時跟進了解客戶的采購意向就非常重要了。但是如果因為沒有及時跟進了解，客戶恰巧擱置這個項目的話，過了最佳時期，這個時候要勾起客戶的購買欲就變得比較困難了。
Timeliness is a key of following up and dealing with matters. If missed, cooperation opportunity is likely to miss. Because those who are willing to take our sample for testing must have large cooperation intention, thus, timely follow-up customers’ purchase intention is important. But if you miss the order best time because no timely follow up and customer happens to shelve the project, it will be much more difficult to attract his desire after the best time.
阿連有好幾個客戶都是收了樣板后，會說正在做市場調(diào)查，還沒能給到反饋，或者是現(xiàn)在正在忙其他的項目，所以現(xiàn)在沒那么快開展你們的項目，讓我們給他一些時間，到時候有需要他會主動聯(lián)系你，如果你就這么聽信客戶，放心慢慢等的話，你可能等到的結(jié)果是客戶最終沒有采購需求了、又或許暫時不打算開展這個產(chǎn)品的項目了。
A few of my customers told me that they cannot give me feedback because they are doing market research or in process of other project after receiving our samples, hoping to get more time for them, and they will contact me once in need. If you just wait patiently, the final result you may get is they don’t in the demand of purchasing or do not intend to carry out the project of this product temporarily.
所以即使客戶說需要一些時間，那在這段時間之內(nèi)我們必須要跟客戶保持聯(lián)絡(luò)，及時催促客戶推動我們的項目。
So even if the customer needs some time, we have to keep in touch with our customer in this period, timely urging customers to promote our project.
那如何推動呢？如果你一味地跟客戶強調(diào)并催客戶下單的話，可能反而會引起客戶的反感，這便需要一些技巧，比如你可以利用節(jié)日營銷手法，如恰逢客戶國家的某個重要節(jié)日，我們可以說提前讓客戶考慮訂貨趁在過節(jié)前做促銷，有利于打開市場；如果離假期的時間比較近了，那就跟客戶說最近因為某某節(jié)日的原因，很多客戶都已經(jīng)下了單，我們的生產(chǎn)線非常的忙，希望他們盡快確認(rèn)訂單。又或者采用旁敲側(cè)擊的方法，先跟客戶的下屬打好關(guān)系，讓他幫我們適當(dāng)推進一下，也不失一種有效方式。
How to promote it? If you blindly emphasize and push to place order, customer may be disgusted with you. Some skills are necessary, such as, you can use the festival marketing gimmick. For example, as an important national holiday coincides with customers, we can advice customer that consider placing order in advance before the holidays to do sales promotion, which is good for opening the market; If holiday comes very soon, then tell them that recently because of XXX holiday, many customers have placed orders yet, so our production line is busy, hoping to confirm order as soon as possible. Or beat about the bush, playing good relations with customers’ subordinates and let them help us promote appropriately which is also a kind of effective ways.
總之，聰明的你與我不能按照客戶的套路說等就等，反而是我們應(yīng)該爭取主動權(quán)，想盡方式跟客戶取得聯(lián)絡(luò)，你才能得到你想要的。
In short, smart you and I can’t just wait as customers’ wish; instead, we should strive for the initiative, trying every effort to contact with our customers. In this way you can get what you want.
